Last week, members of the ICCFA Government and Legal Affairs Committee met with staffers from the House Energy and Commerce Committee, the Senate Special Committee on Aging, and with Federal Trade Commission staff. The subject of all three meetings focused on the illegal disinterments at Burr Oak Cemetery in Alsip, Illinois, and related issues (see the September 1, 2009 edition of ICCFA Wireless for more information on Burr Oak).

Rep. Bobby Rush (D-IL) chairs the Commerce and Energy Subcommittee on Consumer Protection and represents the district in Illinois where Burr Oak Cemetery is located. The Congressman is interested in introducing federal legislation to address cemetery misconduct as well as recordkeeping requirements, mandatory consumer disclosures and standards for preneed sales. The ICCFA meeting with committee staff reviewed these issues and the Association offered to be an information resource. We will provide more details as progress on the draft legislation develops in the future weeks.

Tips on Negotiating With Bankers to Increase Your Company's Cash

Is your company in the market for a loan? Keep in mind that many bankers are willing to negotiate some of the terms of their loans in order to get your business. The following tips from McLean, Koehler, Sparks and Hammond can help.

You might be able to swing a deal that's more advantageous to your company's cash flow. It has to do with the "compensating deposit balance" required on certain loans.

Bankers often require that you keep some fixed dollar amount or percentage of the face value of a loan in a deposit account. This helps the bank offset some of the risk. But the compensating deposit balance can be calculated in a couple of different ways. The exact calculations can have a big impact on your available cash. Even if a bank's written policy states that the balances are figured using a certain method, you can ask to have the terms changed in your favor. Of course, the higher amount that your company agrees to hold as a compensating balance actually raises the amount of interest you earn. However, your company loses the all-important use of the cash.

Let's say your banker offers you a loan that calls for a $5,000 "daily balance" requirement. That means that before the close of each business day, you must have at least $5,000 in your account. In some cases, bankers "hold" your funds so that they cannot be used accidentally. Here's an alternative strategy: Ask the banker to use an "average" compensating balance calculation instead. Under this calculation, your company doesn't have to scramble to meet the daily balance requirement.

You simply need to keep an average amount in the account during an agreed-upon period, which is usually monthly. This method is better if your company's cash flow fluctuates. Reason: The flexibility of an average compensating balance softens the effect of days when your cash demand is high but deposits aren't flowing in as expected. All of your operating funds are available when you need them most.

ICCFA Offers Sample Influenza Policy for Employee Handbooks

The Centers for Disease Control and various government agencies are urging employers to take preventative measures in case the H1N1 "swine" flu hits badly this Fall. As reported in earlier editions of ICCFA Wireless, businesses should use the guidance and materials provided at http://www.cdc.gov/h1n1flu/business/guidance/.

In addition, ICCFA Labor Law Counsel Michael Pepperman has provided members with a sample workplace policy for dealing with an influenza pandemic. The sample document should be tailored for the specific circumstances of the business and can be posted, sent as a communication to all employees or added to the employee policy manual. To view the sample influenza policy, go to the ICCFA Web site at http://www.iccfa.com/files/FluPolicySample.doc.

Last Chance: Call For Candidates For ICCFA Board of Directors

Serving on the ICCFA Board of Directors offers members a chance to learn about and participate in the leadership of the association, and is a meaningful way to give back to the organization and to the cemetery and funeral service profession as a whole.

The ICCFA's Nominating and Elections Committee is currently inviting members to apply to run for the ICCFA Board of Directors.

The committee will narrow all applications received to 12 nominees, which will be reviewed and approved by the board at the ICCFA Fall Management Conference in Washington, DC, October 7-10. Information on the 12 candidates will then be distributed to the membership, which will vote during the ICCFA Annual Convention & Exposition in San Antonio, Texas, March 10-13, 2010. The top eight vote recipients will serve three-year terms.

To apply, you must be a designated representative of a Regular (Cemetery, Funeral Home or Allied) Member in good standing or you must be an Individual Regular Member in good standing. The deadline to apply is TODAY, September 15, 2009. Applications can be obtained by calling 1.800.645.7700 or by downloading the file.

• Hands on sales approach
• Motivate and encourage a healthy competitive spirit
• Earn a six figure + income

REQUIREMENTS:

• 2 years successful cemetery sales management experience
• High energy, results oriented

Visit our Web site to see the country's most beautiful and sought-after mausoleums!All responses are kept confidential
Contact Jill Baum, Memorial Properties, 1.888.662.9600
E-mail your resume to
Memprop@aol.com
www.MemorialProperties.com
Opportunities available in Savannah, GA and NJ

Combination Locations: Funeral Home/Cemetery; Sales Managers
Our top Sales Director/Managers easily earn six figures annually. We are looking for a highly motivated individual who can lead and manage a team of trained professionals.We currently have Sales Director positions available in the Midwest Region If you are seeking a career with a future, we offer the following:

• Outstanding Compensation Package including a base salary
• 401K / Profit Sharing
• Complete Health Package including Medical, Dental & Vision care
• Limited travel

Interested persons should e-mail dfarrow@stei.com or call Doug Farrow @ 816.353.5091Responsibilities include the following:

• Implement and supervise the sales program in such a manner as to achieve and exceed sales plans with established budgets.
• Recruit, hire and field train new sales counselors.
• Supervise activities of established and new sales counselors and managers to secure sales goals, maximize individual performance and maintain established minimum achievement levels.
• Conduct sales meetings daily with full staff with the objectives of educating, informing and inspiring through participative involvement.
• Control distribution and follow-up of company generated sales opportunities (leads) (call-ins, walk-ins, reply cards from mailings, reload card assignments, etc.) and prepare reports showing results achieved on any and all such leads on a weekly/monthly basis.
• Audit sales proficiency and quality by periodic review of each counselor and manages complete sales presentation. Such review should also assure that the company "story" is being told in an honest and accurate manner consistent with the company's service philosophy.
• Assist sales personnel to learn and maintain an acceptable level of In-field activity by periodic review of such activity.
• Maintain a level of personal sales activity necessary to achieve established personal production goals.
• Perform related duties as required.

Job Requirements

• Minimum High School Diploma or equivalent -- Some College Preferred!
• Valid Driver's License
• 2 yr Previous Cemetery Sales Management experience a must
• Above average communication skills
• High level of compassion and integrity
• Problem solving skills
• Ability to multi-task and set priorities
• Must be able to manage his/her own time and organize each day's activities without constant supervision

Career Development/Training Executive
The Stewart Enterprises, Division for the Virginias, Ohio and Kentucky is now accepting applications for this position. Ideal candidate should be a confident public speaker, well-organized teacher, have demonstrated understanding of a pre-need sales presentation, and possess proficient computer skills that include: MS Excel, MS Word, MS Publisher, and PowerPoint.

This position is salary based with performance bonus opportunities and includes excellent benefits. Please contact the Area Senior Sales Executive, John Dawson, at 304-254-3250, e-mail your resume in confidence to jdawson@stei.com, or fax your resume to 304-254-3258.

Stewart Enterprises is an equal opportunity employer.

General Manager; Licensed Funeral Director
If you are seeking an outstanding opportunity to take charge of a premier multiple location funeral business that offers a great opportunity to personally grow and develop a strong employee staff, then this is the opportunity you've been searching for.

We are looking for an experienced manager with at least 5 to 7 years experience managing multiple locations with a minimum annual call volume of 1500 call to manage this multiple funeral home operation in Riverside County, CA. Candidate should possess strong leadership qualities and a focus on customer satisfaction.

We offer a competitive salary, healthcare benefits, 401K, paid vacation and Life Insurance. Compensation also includes an incentive plan tied to customer satisfaction and business results.

Please send your resume along with salary history to Lisa at Ldstreiff@comcast.net.

September Trade Show Display Discount for ICCFA Members
The Image Design and Communications, Inc is offering ICCFA members 10% off during the month of September only. Their Wholesale Portable Displays include US made 10' UPS-able Pop Up Displays which ship UPS and weigh under 100 lbs. Prices range from $995 for the STANDARD back wall with lights and case to counter conversion to $1,445 SUPER which includes their Unique Backlit Logo hardware. Displays on the net will add a full 10' x 90" h photo mural package at a 20% Discount from $1600 to $1295. Visit www.DisplaysOnTheNet.com.

Also available are 33" w x 87" h Roll Up Banner Stand signs with aluminum bases starting at $415 at BannerStandsOnTheNet.com.

Other products include Tension Fabric Walls, Hanging Signs and ContempoLite; their own line of Custom Modular 20' systems. Prices range from $3,500 to $15,000 for larger sizes. Visit TradeShowDisplaysInLA.com.

Hourly Graphic Design fees are reduced 10% off as well at $85 hr. Displays On The Net has been providing ICCFA members with quality products and services for over 2 years.

Mention ICCFA when ordering to receive your discount! Call Jim or Nick at 818.563.3322 9 a.m. to 6 p.m. PST for more info.

New 'Unforgettable' Custom Photo Tribute Magnets From Pocket Reference Journals
Pocket Reference Journals introduces personalized custom photo tribute magnets to sell to customers who are looking for that 'something extra' for when "after the funerals over." They will be considered a gracious keepsake of their loved one to mail out to family, and friends. Custom phrases atop the photo in addition to the face, name and years lived from and to, are what make up the magnet. In addition a Star of David, or Cross can also be added. It's a welcome gift/keepsake that will be added to the condolence appreciation thank-you cards most families send.

Pocket Reference Journals has also been publishing the My Life Journal, a pocket journal that's been a very effective pre-arrangements planning gift (that can also be imprinted with your funeral homes name) and was written by an Estate planner, a CPA, and CFP. Call with any questions regarding samples, or pricing, to Bonnie Schachter at 714. 914. 2565 or check out our website at www.pocketreferencejournals.com.
Quantity wholesale pricing is available.

Memorial Garden Cemeteries for Sale
My name is Milton Marshall, and I am the sole owner of two Memorial Garden cemeteries for over 36 years. I am 75 years old and I am ready to retire! The properties are conveniently located only 35 minutes apart, one in Hopkinsville, Kentucky and the other in Clarksville, Tennessee. I am presenting these cemeteries for sale to professional individuals or companies that will continue to serve these communities while achieving their own business goals.

Thank you for visiting this site: www.cemeteryforsale.com

You are welcome to contact me by e-mail or phone:
Milton Marshall
milton@cemeteryforsale.com
270-887-3549

Advanced Planning Funeral Director
Earn up to a $25,000+ sign on bonus if you are a top notch Advanced Planning Funeral Director! We will be hiring someone with a proven track record in advanced planning funeral sales. Are you that person? Woodlawn Memorial Gardens located in beautiful Norfolk, VA is a Funeral Home/Cemetery Combo facility. We are expanding our business and looking for a top notch Advance Planning Funeral Director who will be responsible for our advanced planning funeral services. Must have Life & Annuities Insurance Licensure (or the ability to obtain with in a short period of time) and currently be licensed as a Virginia Funeral Director (or the ability to be licensed as one). Must be proficient w/computer and be willing to learn new software. Must be comfortable speaking in front of groups. This is a full-time position that offers competitive pay, excellent benefits including 401k, profit sharing and vacation. For consideration, please e-mail your resume with salary history to debbiebatliner@woodlawngroup.com. (Confidential Inquiries). EOE.

Cemetery Sales—Advanced Planning Professional
Earn up to a $25,000 sign on bonus if you are a top notch salesperson with proven pre-need cemetery sales experience.
Have you always wanted to live and work close to the beach? Well, it's time to make that dream a reality. Woodlawn Memorial Gardens has 75 acres of beautifully landscaped and maintained property and is located in Norfolk, Virginia, just minutes from the Virginia Beach Oceanfront. Woodlawn is a combo facility and is in the process of expanding our Advanced Planning sales team by adding more top notch talent. Sales experience must be proven and demonstrated. This is a full-time commissioned opportunity with benefits and high earnings potential. Must have a valid driver's license, be able to obtain a Virginia cemetery sales license, have excellent computer skills, closing skills and the desire to write your own paycheck. For further consideration, please email your resume, with salary history included to debbiebatliner@woodlawngroup.com. (Confidential Inquiries). EOE.

Place your classified advertisement with ICCFA today!

• ICCFA Wireless classified ads cost $80 and must be prepaid.
• Ads run in two consecutive issues, and include free placement on the ICCFA Web site for four weeks.
• Ads include a link to the company Web site and/or e-mail at no charge.
• Ads with a box number for confidential reply are available for an additional $15.
• Ads must be no longer than 250 words.
• ICCFA reserves the right to limit the number of ads per issue on a first-come, first-served basis.
• All advertising is subject to the publisher's approval; advertisers assume liability for all content of advertisements printed and for any claims arising therefrom against the publisher.

  For more information or to place an ad, contact Rick Platter at rickp@iccfa.com or call 800.645.7700. See more classified ads at www.iccfa.com/classifieds.

ICCFA Supply Link Allows Easy Buyer's Guide Searching
The ICCFA Supply Link, an online buyer's guide members can use to easily search for products and services from the convenience of their computers, can be accessed directly from the ICCFA home page. The Supply Link offers a "Search" function whereby members can search according to product type or company name and can be limited to a state or to a certain radius distance from a specified city or ZIP code. Users also can narrow their search to include only ICCFA-member companies. Suppliers that are ICCFA members and exhibitors are identified as such in their listings.

ICCFA News Page
The ICCFA News Page takes you to sources throughout the world for industry news and updates. It brings you the most comprehensive selection of funeral service and cemetery news available anywhere, along with frequently updated general news items related to national and world events. The News Page reports the news before anyone else and is one of the most visited page on the ICCFA Web site. Stop in each day and you'll see why.

Music Licensing
The 2009 Music Licenses are available for just $248 per property, no additional fees. Covers ASCAP, BMI and SESAC. Any U.S. funeral home, cemetery or related business is eligible for membership as a Music License Member. Licensing directly with the agencies this year would cost nearly $600 per location, so this price—which requires no additional membership fee—is still the lowest available to the industry.

Tax-Related Questions
ICCFA members now also have access to an attorney for tax-related questions regarding trust earnings, care fund allocations, capital gains, investments and more. The ICCFA has retained Leslie Schneider, CPA, a tax attorney with Ivins, Phillips & Barker in Washington, DC, for telephone consultations for up to 20 minutes with no obligation. To take advantage of this member benefit, call Schneider at 202.393.7600.

ICCFA Insurance Program

Administered by Alliant Insurance Services, this program allows members to purchase commercial property and casualty insurance -- including general liability, commercial property, automobile liability and physical damage, umbrella liability, professional liability, workers compensation, employee benefits and more—at rates they probably would not be able to afford on
their own. For details, call 800.390.9099.

HR Law Benefit
Through an unprecedented new benefit program, ICCFA members can now access free legal consultations regarding labor relations, human resource management and employment law. Attorney Michael Pepperman of the Labor Relations and Employment Law department at Obermayer Rebmann Maxwell & Hippel LLP (ORM&H), is available to address questions on topics ranging from hiring and firing, to employee privacy and workplace violence, to wages and hours, to equal employment opportunity and wrongful discharge issues. Michael Pepperman, Esq., has spoken on labor and employment issues at several ICCFA conferences and regional industry meetings. To take advantage of this benefit, please call 215.665.3032.

ICCFA Introduces New Sales Training Programs
ICCFA introduces new sales training programs by sales trainer and professional speaker Gary O'Sullivan, CCE. O'Sullivan's two latest products include a 10 DVD Series—The Power to Sell Preneed, and a training support system called the GoSell System. Both products provide sales managers with tools and training strategies that will help them to strengthen and motivate their teams. For more details or to place an order, call the ICCFA at 800.645.7700.

ICCFA Internet Expo
The ICCFA Internet Expo is the largest online exposition in the cemetery and funeral service industry. Cemetery and funeral home owners and operators will find 300+ providers in more than 100 product and service categories. Exhibit space is provided as a free, exclusive benefit to all ICCFA supplier and professional members. Check it out today!

Fraud Prevention & Detection Consultation Service
ICCFA has retained the services of veteran fraud investigator Robert A. Garvey Jr., CPA, CFE, CrFA, CVA, to serve as a consultative resource for members' employee theft and fraud concerns. The new member benefit, the "Fraud Investigation and Deterrence Consultation Service" or FIDCS, will allow members to discuss by telephone any issues or concerns related to suspected fraudulent activity or a desire to put systems and controls in place at their locations to deter such activity. There is no cost to ICCFA members in good standing to utilize this benefit. The number to call is 866.649.1902.

Legal Advice on Cremation Concerns
Courtesy of the ICCFA Government and Legal Fund, ICCFA members now have access to pre-paid legal advice on cremation-related issues. Through this exclusive member benefit, the association has retained Poul H. Lemasters, Esq., of Rosenacker & Associates, Ltd., Cincinnati, Ohio. Poul is an attorney and licensed funeral director, and members in good standing may call him at 800.221.2889 to discuss cremation concerns for up to 20 minutes at no charge.

FTC 'Red Flag' Compliance Program
ICCFA now offers members a sample compliance program concerning new Federal Trade Commission rules to fight identity theft. To have the program template sent to you, please contact us at 800.645.7700 or rfells@iccfa.com.

GPL Compliance Check
Members whose businesses must follow the FTC Funeral Rule's General Price List (GPL) requirements can have their lists reviewed for compliance by attorney Poul H. Lemasters, Esq., without charge. Contact Lemasters at 800.221.2889.

International Cemetery, Cremation and Funeral Association
107 Carpenter Drive, Suite 100
Sterling, VA 20164
1.800.645.7700
703.391.8400
Fax: 703.391.8416
www.iccfa.com

Copyright 2009, International Cemetery, Cremation and Funeral Association