Mors 200 Arts Final - Klicker Chapter 11 - Merchandising Part 1

Caskets Outer Burial Containers Urns Burial Garments Cremation containers Rental Caskets Cremation jewelry Register books/ Memorial and Thank you cards Religious items Memorial videos Monuments and memorials

Based on evaluation of sales history, availability of products, recommendation of suppliers, and the amount of profit a director wishes the firm to generate. Should be profit oriented and take into consideration the normal cost of living increase and legitimate profit increase each year. Purchase of display items should be coordinated with profit objectives, as well as merchandise. Value must be readily apparent, easily explained and understood by the customer.

Any merchandising plan is only as good as the director’s knowledge of the products being sold and his or her ability to convey this knowledge to the buyer. A family can quickly distinguish knowledgable directors from one who isn’t by the presentation given and the manner in which questions are answered.

Can they provide goods Do they have good available Are they reliable? Do they supply good service? Do they make appropriate provisions? Do they employ representatives? Do they provide discounts?

Cash discount Quantity discount Rebate Consignment

A reduction of the price given for payment of an account within the tie limits established by the sales contract.

Reduction in the amount of a bill when a minimum quantity of merchandise has been ordered.

A return of a portion of payment.

The funeral director does not have to pay for the merchandise that will be displayed until it is sold.

Not enough- problems in trying to meet the request of the family. Too much- having money tied up that could be used for other needs. Smaller firms can keep track with minimum record keeping. Lager firms- computer programs that keep track continually and can automatically make orders when demand is needed.

Those goods or stock of goods which are held for resale.

The number of times the average inventory has been sold or used up during a period.

The quantity to be purchased which minimizes total costs.

Generally should be located in the same building as the funeral home. May be in another building Should be located on the main floor If not on main level - psychologically upstairs is better than downstairs (elevator should be available) Elevator should be made for the purpose for carrying people and not be a freight elevator.

Fractional Traditional

Features sections of a casket such as 1/4 or 1/8 panels or end sections, on a wall display. May also have a limited number of full caskets displayed.

Features a selection of full size caskets.

Indirect, recessed incandescent lights Ninety to one hundred foot candles of illumination measured at approximate pillow height on a displayed casket Spotlights used to show off better caskets

The amount of illumination produced by a source of one candle at a distance of one foot.

Florescent Incandescent Direct Indirect

The illumination produced by a tubular electric discharge lamp; the fluorescence of phosphors coating the inside of a tube.

The illumination resulting from the flowing of a heated filament.

Illumination directly shining on an object.

Reflected illumination of an object.

Casket rack Casket stand (casket standard) Church truck

A device upon which two or three caskets are placed, one on top of the other for display.

The stand or support upon which a casket rests in the selection room. It should be: Sturdy- be able to support weight and movement of a casket. It should give the appearance of strength. Attractive- Clean, dust free, with no scratches, dents, or broken parts.

A wheeled collaspible support for the casket, used in the funeral home, church, or other location when moving a casket.

The "given" is no one really enjoys a casket selection room. Designed and decorated to be as comfortable as possible. Light pastel paint or wall covering (makes the room more open) Colors not clashing with casket interiors or exteriors. Focal Points- statues, flower arrangements, objects of art, and furniture groupings. Signage should be attractive, easy to read and understand.

Required state and federal disclosures Quantity of merchandise displayed Types of merchandise displayed Possible presentation of price lists The amount of money they have spent before the purchase of merchandise Merchandising aids

All of the lights on The funeral director enter the room first The demonstration group near the door.

Generally considered that 12 is the minimum and 30 is the maximum number.

40 to 60 Square Feet allotted per casket. Caskets crowded together detract from the eye appeal of the overall display. Varying the amount of display space makes it easier for the public to understand the value differences in the caskets that are displayed.

Should be in easy view of where the family enters. Common grouping is a table, lamp, and two chairs. The purpose is: To give families something familar to relate to as a way to relieve tension. have something available to sit on in case people feel it necessary to get off their feet.

Three or four caskets that are utilized to educate the selecting party regarding the elements of casket construction, differences in caskets, features that affect price and where prices are to be found.

Consecutive method Materials Alternate Pricing Appearance Style Traffic Flow

Caskets are arranged in order of increasing or decreasing price.

Like materials are grouped together (woods, steels, coppers, bronzes).

Each group would have a low, medium, and high cost casket.

Caskets can be open or closed. If the casket is closed and the family requests to see the interior, the funeral director opens the casket or may open selected caskets as part of the presentation.