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International Cemetery & Funeral Management
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June 2003
Table of Contents
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Features
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| 6
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Historic Efforts Winning ways to save sculpture
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| 8
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Books Not the usual summer reading list
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Inspirational Management The ultimate responsibililty of every sales manager, by Gary O'Sullivan, CCE
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Inspiration Words to sell by, by John Bolton
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Learning to Sell See you at the top---after you've been reconditioned, by Neil Carlson
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Market Share Zen and the art of positioning, by Scott P. DeMenter
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| 26
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Continuing Education An embalming dream team, an interview with Todd W. Van Beck, Charles L. Harrison, Bob Inman, Melissa Johnson, Bob Mayer and Nathan Minnich
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| 37
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Update The future of memorialization: Bernie Frie's predictions
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| 42
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Australia Burial Down Under, by Susan Loving
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Columns
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| 6
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President's Letter People want to prearrange by Carol Caunter
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Letter to the ICFA Consumer pleased by prepaid prearrangement plus top-notch service from funeral hoome and cemetery, by Jim Rosado
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Washington Report by guest columnist Patrick R. Downey, CCE, ICFA president-elect
Perspective on preneed: Be careful what you wish for---you just might get it
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| 40
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From the Grounds Up
Tips from Spring Grove Cemetery & Arboretum's "Smitty & Fife," by Tom Smith and Tom Pfeifer: Ten ways to keep your employees fired up for peak performance
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ICFA News
Product of the Month: Advanced preneed sales skills training workbook
ICFA introduces new member benefits: Group insurance, credit card processing
ICFA 'Small' conference: Sand, sea and seminars
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Departments
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| 39
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Calendar
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| 33
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Classifieds
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| 46
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Index to Advertisers
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| 36
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Industry Update
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| 35
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New Members
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| 34
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People
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Supply Line
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| Online
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Web Extras ICFM magazine online includes a link to additional and expanded features and information to help you better serve your families.
ICFA Educational Programs Check out previews and photos from past meetings and conventions, as well as full programs and registration forms for upcoming sessions. Available now: ICFA University curriculum and registration forms.
KIP Read about past winners and download a 2003 contest application.
ICFA News Page News gets old fast; read it while it’s fresh. The ICFA staff collects industry and related news stories from all over the world so that you can find it quickly, in one place. Missed something? It’s still there, in the archives.
Association Pipeline Our calendar listings are the most extensive you’ll find anywhere. Cemetery, funeral and memorialization meetings all over the world are listed here, with links to state, regional, national and international associations.
Internet Expo Check out the largest online exposition of products for the death care industry. This free virtual tradeshow allows you to search for the cemetery and funeral products and services you need. Links and contact information are included.
Model Guidelines Four of the ICFA Government and Legal Affairs Committee’s 28 model guidelines for state laws and regulations are available online, including Prepaid Contracts and Prepaid Contract Trust Funds.
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