WOW!! What great response to the post Truth Discussion: Part III from literally all over the world; thank you (except to the woman with the handle “Cougar” that called me a few expletives, but she certainly typified the Southern saying “a bit dog always yelps”). One of my brilliant readers (a seasoned and well respected industry pro) and I had a long Skype discussion about the funeral industry buying and selling process a few days ago. During our chat, the notion of perceived value was discussed from a funeral product perspective. The truth is, because of overcapacity many manufacturers of funeral products are in survival mode.
Think not? Here is a question to ponder: Especially regarding caskets, if products have such great value…why offer such HUGE discounts? As I mentioned in Part III, I have recently seen a combined discount/rebate over 40% offered for a nominal amount of casket purchases. Leading with value? Not a chance…absolutely leading with price! If the main product manufactured has to be highly discounted to attract/retain customers and if the focus for sales reps is to sell all sorts of ancillary products such a paper goods, “business” systems, urns, websites, etc. then the truth is, things aren’t going so well.
Given this scenario, what are your thoughts? I’d like to hear from everyone your experiences of just how much a funeral industry product/service company wanted your business (discount/rebate, parking lots paved, vacations paid for, etc.). What are some of your stories and observations? We all know that just about anyone can be given a name-tag, tour, fed, getting all liquored up on free drinks in the middle of nowhere, entertained with game tickets, rounds of golf and such; but how about some of the more “colorful” attempts at “loyalty development?”
The truth is most funeral directors don’t ever see or get to experience such perks, I suppose that’s why the “Halloween” bags are so important at conventions/expos. What’s hilarious is some may read this and have no clue of what I’m talking about…oh well. From the desk of The Funeral Commander, Cheers Y’all! #thefuneralcommander