Archive

Tag Archives: Funeral Industry News

10489664_10204233373373040_6140789426579688307_n (3)Living in the entrepreneur world is quite an experience. Thinking of an idea/process/product, development and working through to completion which is basically market acceptance and penetration, is a great reward of satisfaction that drives our motivation.

The hard part of being an entrepreneur is not all the creative, coordination, structure development, testing and so on.  That part of our “existence” is why we engage in our endeavors.  One of the most difficult facets of entrepreneurialism is the struggle with people that have either no understanding or will to learn about our creative initiatives.  Interestingly, even after vetting products/services in “beta” situations (at need arrangements) with real funeral directors with real funeral consumers, posting positive revenue numbers and elimination of “glitches,” skepticism abounds.  So why is the phenomenon of knee jerk “well, that won’t work” so pervasive?

I believe and understand that we all have natural skepticism about anything new.  Having stated this, I also believe that many people don’t possess natural intellectual curiosity to research for themselves prior to providing their opinion.  Thus, the term “knee jerk” is appropriate; just what comes off the top of mind with no real foundation or reasoning to support a given position.  Is this because the “opinionated” has never invented or created anything in their life and merely shows up everyday to perform repeated tasks for their livelihood, thus hating change?  Or is the “opinionated” always positioning or believing themselves as the smartest person in the room, resentful of not being the one that created the enterprise?  We see this type of reaction is pervasive in our society today on social media (mindless reactions) and even in our Nation’s leadership;  “JV team” comment sound familiar?

In particular, the funeral industry is quite adept in providing “often wrong but never in doubt” opinions on a wide variety of subjects.  However much like the reference to the Middle East scourge, the issues we face are real and not going away.  In fact, the problem is getting worse and there is no plan of how to address the escalating and dangerous situation we are finding ourselves.  For example, in many cases our approach to cremation, use of technology, regulations, competition, price transparency, the economic environment we are operating and shifting consumer views of funeral service have not been a track record of stellar business practices.

Ten years ago, we were so surprised when consumers actually choose a custom cap panel, or shopped prices, purchased a non-gasketed casket, or asked for a “direct cremation.”  Today these examples are common and closer the norm.  So when the subjects of technology to serve families (bricks and mortar not necessary for services provided), use of celebrants, declining revenues from financially challenged consumers, DNA in the funeral industry, sending cremated remains into space, alkaline hydrolysis and such…are they so far fetched?  However, remember your first Thumbie sale? I suppose the proprietors and change leaders of our industry that now enjoy the fruits of their effort are humming the Toby Keith song “How Do You Like Me Now?”

Fortunately the funeral industry has forward thinking and operating professionals that actually provide leadership by having the intestinal fortitude and broad view to pave the way for those that don’t.  Actually, I addressed these leaders in a post Kiwi or Eagle earlier this year.  So from my view as a funeral home owner/partner and funeral service/product business owner/entrepreneur, there is a bright future for the funeral industry Eagles!  As for the Kiwi’s, well as we say in the South, “Bless your heart,” your beak is getting warmer as we speak.  Cheers y’all! #thefuneralcommander

old phoneSince returning from my shangri la also known as Aruba, I have jumped back into the business of doing business.  I’m continually amazed by the new entry of entrepreneurs into the funeral industry and the technology that is being introduced to consumers at their fingertips.  Recently I read the results of a communication survey conducted by Answering Service for Directors ( ASD Communications Survey).

The information provides us with a really good snapshot of how funeral homes are using technology to manage their operations and communicate with the families they are serving.  I found the data encouraging that many of us are, and continue to realize, that the more information we provide to the consumers, the funeral consumer families can make educated funeral decisions.

One of the results I found interesting was Website Merchandise Sales.  Of the survey respondents, 55% acknowledged that they were making some type of merchandise sales from their website.  As reported, 97% of the respondents had a website of some kind…I guess the 3% that don’t have a website are still enjoying resounding success with the stone tablets handed down over the generation.  My observation is that 45% of the funeral homes produce no revenue sales of merchandise from their website and the earnings that are earned are pitiful.

So who is getting the other 45% of the online merchandise sales of funeral products?  I also wonder if those other sites are generating the anemic revenue numbers as the funeral homes report?  With annual funeral industry sales in the $billions based on the survey funeral homes are clearly not capitalizing on website merchandise sales potential.  So, one must ask, “who is making direct sales to consumers from websites and what type of revenues are they realizing from consumers versus funeral homes?”

I applaud ASD for excellent work on the survey and providing us with results.  As always, I wanted to offer fodder for funeral professional discussions and just point out what I see is painfully obvious…what do you say?  Cheers y’all! #thefuneralcommander

 

 

on fireBeing “all in” means that you are going to burn your boat at the shore.  Think about it.  As an entrepreneur, I believe that either you’re in or you’re not. Earlier this week I posted Believe In Yourself encouraging everyone to believe in their own passion and determination as the foundation of starting a business or change in life.

What have you committed to that there is no turning back?  As an example, many of us are parents and being a parent provides an analogy for being an entrepreneur.  From the first second of a child’s birth, they are dependent on someone else to care for them…basically, they are an unproductive employee (but a long term investment). Food, clothing, housing, teaching, and every facet of care is the responsibility of the parents for years of commitment.  A parent is the most important entrepreneurial venture in the world and frankly one of the most difficult.  It’s also not meant for everyone.

Now think about your current position.  While teaching CEU’s for a state funeral association group at their annual convention last week, I asked “do you write the check or do you get the check” meaning is the money yours or someone else’s (owner or employee)?  How would you work differently today if you had to write your own check?  What if you had to pay for your co-workers productivity?  Would you make sure the funeral is paid for if it was your money that paid the bills including your salary?  Have you fully committed by burning your boat at the shore for the person that’s paying you?  If you believe in yourself and capabilities, even if you don’t write the check, act like it’s yours.  If not, you aren’t ready to burn your boat at the shore.

I’m blessed to be associated with partner’s and fellow entrepreneurs that have burned their boats at the shore as well.  They possess a fundamental belief in themselves; they had a vision and now they are executing.  For some reading this, I know there are thoughts that burning the boat at the shore in Aruba wouldn’t be all that bad.  However, like the old saying goes about breakfast, “who is more committed, the chicken producing the egg or the pig producing the bacon?” From the onset, the entrepreneur lives a life of sacrifice; time spent with family, “free time”, personal finances and is the last in line.  In the military as an Officer, we always ate last…the troops always get fed first because they are the most essential to the mission, without them, no battles or wars are won.  But more often than not, the troops never recognize this act.

I have burned my boat at the shore; I’ve eaten all the provisions I brought with me, learned how to shelter myself, eaten from whatever I could kill or pick, and now I can see why I came to this foreign land of being an entrepreneur.  I took the risk, I committed, and there is no turning back. Soon, I’ll share what’s been built.  I burned my boat at the shore, thank God.  Cheers y’all! #thefuneralcommander

Gotta Be MeAs an entrepreneur, I can testify that I have fundamental belief in myself and I posses a relentless passion to convert my visions into execution.  That’s quite daunting when coordinating, funding, explaining, training, developing, and forecasting is a daily occurrence. Nothing is accomplished by yourself. It’s not a matter of relying on others, but the ability to infuse those that you depend on to have the same sense of passion and clearly defining the vision in order to achieve execution.  So, if you are one that desires to make a dream reality, you must first believe in yourself.  I know many that read this will think “well, I do believe in myself, but ____________.”

Robert F. Kennedy said “Only those who dare to fail greatly can ever achieve greatly.”  We all have fear of failure, but why?  Is it because we are afraid what others will say or think of us when we fall?  Some of my biggest doubters have been those that live under the blanket of security from their current position, yet they wouldn’t dare leave that blanket behind.  “Happiness is when you feel good about yourself without feeling the need for anyone else’s approval.” ― Unknown.  Do you really need permission to succeed and be happy? Yes, it’s frightening to think of the financial disaster, being ridiculed by family, colleagues and friends by “see, I told you shouldn’t have.”

I had a friend call me for advice about her son.  He is a young man that has been well trained professionally and working at a local business. The young man felt that at his current job he was unappreciated and the leadership had no sense of excellence nor appreciation for his contributions to making their brand better.  An opportunity to move to another city and a big time entity within the same brand was laid before him.  The mom explained that he was really struggling with “leaving what he knows behind for a chance that may not ultimately work out” because the offer was conditional on a 90 day trial.  I told her that if he does not think he’s good enough, then stay where he is; if he believes in himself, there is no doubt what he should do. He made the move and performing excellently.

I’m on the cusp of launching what some may deem impossible.  Nothing is impossible if you believe in yourself and surround yourself with people that accept accountability and share your passion.  Much can be accomplished if common goal is the enterprise, not the individual recognition.   You only have one life…believe in yourself and others will too…Cheers y’all. #thefuneralcommander

%d bloggers like this: