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Funeral Merch.
Qtr 2 Final
| Question | Answer |
|---|---|
| Goods bought and sold | Merchandise |
| Purchasing, pricing, display, & sale of merchandise | Merchandising |
| A case or receptacle into which human remains are placed for protection, practical utility, & a suitable memory picture | Casket |
| A rigid container which is designed for the encasement of human remains & which is usually constructed of wood, metal, fiberglass, plastic, or like material & ornamented & lined with fabric | Casket |
| A case or receptacle for dead human remains that is antropoidal in shape; 6 sides | Coffin |
| Any wood heavy in texture, close grained, & resistant of any broad leaved deciduous tree | Hardwood |
| Name the hardwoods used for caskets | Birch, Cherry, Mahogany, Maple, Oak, Walnut, Elm, Willow, Pecan, Poplar |
| Any wood light in texture, & non-resistant of any coniferous tree | Softwood |
| Name the softwoods used for caskets | Pine, Fir, Spruce, Cypress, Cedar, Redwood |
| Thin sheets of inexpensive wood glued together so their grains are at right angles to one another | Plywood |
| AKA Particle Board, Flake Board, Fiber Board, Pressboard Particles of wood bonded together and pressed by machines into sheets | Composition Board |
| Reinforced cardboard | Corrigated Fiberboard |
| Thin covering/layer over a thicker base material | Laminates |
| Name the 2 types of laminates | *Veneer-> thin slice of real wood cemented to the base material *Artificial-> plywood or composition board sprayed with plastic |
| Iron or a mixture containing iron | Ferrous Metal |
| *An alloy of Iron & Nickel *Measured by the US Standard Gauge | Steel (Bessemer) |
| *Irom & Chromium and sometimes Ni *2 grades available | Stainless Steel |
| Name the 2 grades of stainless steel | *400 Series: 409 or Martensitic; 12% Cr *300 Series: 304 or Austenitic; 8% Ni,18% Cr |
| Metal that does not contain iron | Non-ferrous (Semi-precious) |
| How are non-ferrous metals measured? | By the Browne & Sharpe System *ounces per sq. foot |
| Name the non-ferrous metals available for caskets | Copper, Bronze, Chromium Nickel, Zinc, Aluminum |
| What are the 2 types of copper available? | *Wrought copper-made or created, stamped in sheets *Copper deposit-same base as wrought but put into a copper bath to hide seams, makes it thicker |
| What are the 2 types of bronze available? | *Wrought bronze-made/created in stamps of the casket *Cast bronze-made all in one piece, no welds or joints **the most expensive** |
| "Poor Man's Bronze" bluish-white, rustless, and cannot bend | Zinc |
| Silver-white, lightweight, bendable, not easily tarnished, no rust or patina | Aluminum |
| Mixture/alloy of 90% copper with 10% of zinc or tin, top of the line of the metal caskets | Bronze |
| Name the wood finishes available for caskets | Polished/Gloss, Semi-gloss, Satin, Matte/Flat |
| Finish where layers of polyurethane are sprayed on wood, the outer layer is then buffed & polished to a super-shiny glass-like finish | Polished/Gloss *Burnished |
| Finish with some shine, may use natural oil for the shine | Semi-gloss |
| Finish that will have fine, parallel lines in the wood for texture like a brush finish on metal | Satin |
| Finish where natural oil is used to bring out the natural grain of the wood | Matte/Flat |
| Name some of the types of material used for cloth covered caskets | Broad cloth, Doe Skin "Mole Skin", Plush "High Pile", Felt |
| Material made of thick cotton or wool with a bit of shine | Broad Cloth |
| Material made with cotton or sometimes wool that is woven with a knap, 1/8" or less | Doe Skin "Mole Skin" |
| Material with a knap more than 1/8" long | Plush "High Pile" |
| Material made of bits of cloth pressed into sheets (like composition board) | Felt |
| You start with a stained or un-stained wood then sprayed with a minimum plastic coating | Laminated |
| Name the metal finishes available for caskets | Brushed, Plate/Electroplate, Polished, Sprayed |
| Name the sprayed finishes available for metal caskets | Crinkled, Hammertone, Gloss Finish, Flat Finish, Painted & then Brushed |
| Name the 2 main parts of the shell of a casket | Body and Cap |
| Molding of the casket that looks like an "s"; a double curve formed by the union of a convex and concave line | Rim (Ogee) |
| The uppermost part of the cap that goes from rim to rim, commonly curved, at foot & head end | Crown (Attached Panels) |
| The wedge shaped portion at the end of the crown | Pie (Fishtail) |
| Vertical end of the head and foot panels; where the 2 lids come together in a half couch | Bridge (Header) |
| The turned, underedge, horizontal portion of the rim | Rim Flange (Ogee Flange) |
| The channel where the sealing gasket fits into | Rim Flange Channel (Gasket Channel) |
| The uppermost edge of the sides of the body of the casket; molding like an ogee rim | Top Body Molding (Body Ledge) |
| Area that comes into contact with the rim flange of the cap; mirror image of the rim flange | Top Body Molding Flange (Body Ledge Flange) |
| Area along the lower edge of the body panels | Base Molding |
| The turned in edge that is underneath the base molding | Base Molding Flange |
| The part attached to the base molding flange that supports the weight of the deceased | Bottom |
| What are the peripherals of a casket? | The Hardware |
| Piece parallel to and directly attached to the body panel | Lug (Ear) |
| Piece attached to the lug and attaches to the handle(bar) | Arm (Bracket) |
| The part of a casket held by the pallbearers | Bar |
| The decorative end at each end of the bar | Tip |
| A bar that can move up & down, can be full length or individual bars | Swing Bar |
| A bar that cannot be moved, can be full length or individual bars | Stationary Bar |
| Handle where the lug is recessed into the body panel | Bail Handle |
| Decorative pieces or they can be used to hide mechanics of assembly or for reinforcement | Corners |
| Name 2 types of production methods for hardware | *Cast Hardware-hot metal is poured into a mold *Stamped Hardware-stamped out of a sheet of metal |
| Type of casket where the cap is divided into a head panel & foot panel; divided 60-40; style showing just the upper body of deceased | Perfection Half Couch |
| Type of casket where the cap is in one piece and it can be hinged or removable | Perfection Full Couch |
| Type of casket where the hinge and foot panel are one piece & the head part of the crown can be lifted; you would be looking down into the casket | Single Hinged Panel/Cap |
| Type of casket with a flat crown, simple design and can be a tongue & groove design | Slip Panel/Slip Top "Priest Casket" |
| Type of casket where the sides & ogee drop down that enables you to see the side of the body as well; lots of seams and not very protective | Drop Side |
| Shell design with rounded head and foot ends | Elliptic |
| Shell design where the corners are blunted | Octagon |
| Shell design where the corners are round, not sharp points | Round Corners |
| Shell design with corners at 90* angles; cheapest way to make a casket | Square/Mitered Corners |
| Casket with body sides that are vertical | Vertical Side Square "State" Casket |
| Casket with sides that are angles; narrower at the bottom than at the top | Flaring Side |
| Casket with curving/undulating sides; found in top of the line caskets | Urn Side |
| Name the components of casket interiors | Cap Panel, Head & Foot Panel, Insert Foot Panel, Roll, Gimp, Throw, Extend Over, Bed, Mattress Cover, Body Lining, Hinge Cover, Brace, Pillow, Blanket |
| The curved framing on the head and foot panel, surrounds the ogee from the inside | Roll (Cove, Puffing) |
| Strip of fabric that hides the line of attachment of the interior to the exterior | Gimp (Fold) |
| The component that covers part of the closed end of a half couch & part of it hangs inside the casket to block the foot end | Throw (Overlay, Overthrow) *part that hangs down-> Skirt |
| The component that covers the body molding flange | Extend Over (Drop) |
| Component that extends from the bottom of the cap and hangs to the mattress to hide the sides of the casket | Body Lining |
| Component that covers the hinges seperate from the body lining | Hinge Cover/Skirt/Piece |
| The hinge that locks the casket open; hinge sleeve covers this component | Brace |
| Name the 2 different types of pillow available | *Box Pillow-there is more stuffing in the middle than the edges *Wedge Pillow-helps elevate the head & shoulders, used more commonly in stationary beds |
| Interior style where the fabric has crescent shaped folds that increased the surface area of the fabric | Shirred |
| Interior style where the material is placed on a raised metal pattern and then steam shrank to retain the pattern | Crushed |
| Interior style where padding is placed between the lining and backing material like little pillows | Tufted |
| Interior style where there are pleats/folds in the fabric | Creased |
| Interior style where the material is stretched over the backing very smoothly | Tailored |
| Interior style using the tailored look with another look | Semi-tailored |
| Approximately how much material is needed in an adult casket? | Approx. 12 yards |
| Name the materials that the lining can be made from | Crepe, Linen, Linen Weave, Satin, Twill Weave, Velvet |
| Name the materials that the upholstery can be made from | Fiberboard, Masselin, Domet, Plastic |
| Name the materials that the padding can be made from | Cotton Wool, Kapok, Polyethylene Foam, Shredded Paper, Wood Shavings, Spun Polyester, Excelsior |
| Casket closure with a locking mechanism that tightens the lid and the gasket helps seal the casket | Gasketed Closure |
| Name the ways a non-gasketed casket can be closed | Latch Closure, Thread Fastener, Chemical compounds, Hermetically Sealed |
| How are caskets measured? | Using the inner measurement from body panel to body panel |
| What does X mean? | An added 2" for oversize caskets |
| Any container which is designed for placement in the grave around the casket | Outer Burial Container |
| An outer container/enclosure which offers protection from the earth load as well as possessing sealing qualities | Vault |
| Name 2 materials vaults can be made from | Concrete & Metal |
| What are other vault closures available? | *Air Seal *Top Seal *Double Seal |
| An outer enclosure which offers protection from the earth load with without sealing properites | Grave Liner |
| An unfinished concrete enclosure with a flat lid that sits on top | Grave Box |
| An outer enclosure with concrete slabs places around the casket | Concrete Sectional |
| Name the types of containers used for cremation | *Burial Casket *Cremation Casket *Rental Casket |
| Unfinished wood box or other nonmetal receptacle/enclosure, w/o ornamentation or fixed interior lining, which is designed for the encasement of H.Remains & which can be made of fiberboard, pressed wood, composition materials, w/ or w/o an outside covering | Alternative Container |
| What is the suggested minimum volume for a container to be used for cremated remains? | 200 in. cubed |
| Container specifically designed to permanently hold cremated remains | Permanent Container (Urn) |
| An outer enclosure utilized for protection of casketed remains during transportation | Transfer Container |
| Outer enclosure consisting of a wooden tray/base with a box-like cardboard covering for the casket | Air Tray |
| Outer container that is 20 ga. steel, rectangular, and the lid fits into a flange around the periphery on top & gasketed, the lid is screwed down | Ziegler Case |
| A merge between an air tray and a wood box | Combination Case |
| A merge between a casket and a vault, most commonly found with infant caskets | Combination unit |
| A leak resistant zippered bag designed to hold a dead human body and body fluids | Pouch (Body Bag) |
| Name the sundry items that are available from a funeral home | Burial Garments, Flowers, Acknowledgment Cards, Prayer Cards/Folders, Crosses, Crucifixes, Register Books |
| An area of ground set aside & dedicated for the final disposition of dead human bodies by interment | Cemetery |
| A cemetery or section of a cemetery with only flush to the ground type markers | Memorial Park |
| The largest division of a cemetery or mem. park | Section |
| Several of these make up a section | Block |
| These make up a block | Lots |
| These make up a lot | Grave Spaces |
| Excavation in the earth as a place for interment | Grave Space |
| A section of a cemetery/mem. park set aside for the scattering of human remains | Scattering Garden |
| Structure usually of stone/metal which is erected either to commemorate the life, deeds, or career of a deceased person whose remains are interred underneath or nearby or to identify a family plot | Monument |
| A small headstone usually 1 piece, used to identify an individual grave | Marker |
| A physical object that is designed for the purpose of remembering the life of an individual or group | Memorial |
| A monument erected to the memory of a dead individual or group but without the body present | Cenotaph |
| The inscription placed on a monument/marker to identify the departed | Epitaph |
| Name the 2 parts of a monument | The Base & Die (Tablet) |
| The lower, horizontal, or supporting part of a monument which lies parallel to and resting on the ground | Base |
| The upright, vertical portion above the base and resting on it | Die (Tablet) |
| Name the styles of markers available | Bevel-Top, Flush, Slant, Bench |
| A small headstone above ground with a slightly slanting top | Bevel-Top |
| A headstone set into the ground with the top flush to the ground | Flush |
| Headstone that has a face that has an angle greater than 45* but less than 90* in relationship to the ground | Slant |
| A larger marker consisting of a flat, horizontal slab supported by 2 vertical slabs | Bench |
| Name the 2 upright types of markers | Vertical & Horizontal |
| Upright marker where the die is taller than wide | Vertical |
| Upright marker where the die is wider than tall | Horizontal |
| A building containing crypts or vaults for entombment | Mausoleum |
| A single chamber that holds a body in a mausoleum | Crypt |
| A structure, room, or space in a mausoleum or other building containing niches | Columbarium |
| A recess designed to contain inurned human remains | Niche |
| What are the different types of discounts available from suppliers? | Cash Discounts, Quantity Discounts, Rebates, Trade Discount, Consignment |
| A certain amount of monetary saving extended to a customer to encourage the payment of invoices prior to the expiration of the credit period | Cash Discount 2/10 net 30 |
| An amount deducted from a bill when new merchandise is bought and previously bought merchandise is returned | Trade Discount |
| Merchandise that is given to the funeral director to sell and there is no payment until it is sold | Consignment |
| Those goods/stocked goods which are held for resale | Inventory |
| The number of times the average inventory has been sold during a period of time | Inventory Turnover *high turnover=high profit |
| An estimate of income and expenses for the future fiscal year | Budget |
| Complete adult funerals where the consumer utilizes the max number of services and merch. | Adult Formula Sales |
| Anything other than complete traditional funerals ex: ship ins/outs, direct cremation, immediate burial, anatomical gift, infant funerals | Non-formula Sales |
| The list price the funeral provider normally pays the manufacturer | Casket Wholesale Cost |
| The price at which the funeral provider offers the casket to the consumer | Retail Price |
| The number which when multiplied by the wholesale cost gives you the retail price | Mark-up |
| Retail Price - Wholesale Cost | Gross Casket Profit (Profit Margin) |
| That percentage derived from dividing the wholesale cost by the retail price | Consumer Value Index (CVI) |
| The increase between the casket prices when arranged from least to most expensive | Price Progression |
| A price determination method whereby price mark-up stays the same | Fixed Multiple Method (Straight Line Method) |
| Where higher wholesale cost caskets are given a higher mark-up and the less expensive are given a low mark-up *the high end mark-up can help make up what you lose on the low end but can widen the range of families that can't afford to use you | Graduated Recovery |
| The higher wholesale cost caskets are given a lower mark-up than the lower cost caskets *the CVI improves as they spend up | Declining Mark-up (Declining Price Structure) |
| Process by which casket selections are made available to consumers at a variety of price levels *Most expensive sets the Prestige Level | Vertical Merchandising |
| The number of caskets offered at each vertical level | Horizontal Merchandising |
| Name the basic elements of merchandising | Aesthetically Pleasing, Best caskets should have best display areas, Know the traffic pattern, Target units should be center or to the right, Vary display space to highlight certain units, Vary light levels to highlight certain units |
| Where should the selection room be located in a funeral home? | On the ground floor near the arrangement room or on the second level (with an elevator). Not in the basement. |
| How much space should be provided for each unit? | 40-60 sq. feet per unit |
| How many units should be in the selection room? What is the ideal number? | 12-30 Ideal= 20-21 |
| What type of light should be used in the selection room? | Indirect, recessed, incandescent lighting in hidden ceiling fixtures |
| How many foot candles of light should be at pillow level? | 90-100 foot candles |
| A bracketed stand/support designed to hold 2 or more caskets along a wall | Casket Rack |
| A stand/support upon which a single casket rests in a selection room | Casket Standard |
| A wheeled, collapsible support for a casket used primarily for transport in a church | Church Truck |
| A display that uses 1/4 or 1/2 casket displays | Fractional Display |
| Name some other selection room merchandise available | Vaults, Urns, Clothing, Sundry Items |
| The number obtained when the total dollar amount of casket sales for a given time period compared to the total number of sales for a period | Avg. (Mean) Sale |
| A numerical value in an ordered set of monetary values which represents the mid-point | Median Sale |
| The number of times sales occur over a given time; # of sales in a given time at a given price over a period of time | Sales Frequency |
| List sales in progression and find the median | Balanced Line Concept |
| 1/4 of sales for a time period in order of increasing dollar amounts | Quartile |
| What is the most consistently profitable quartile? | 3rd |
| When you arrange the caskets around the periphery of the room from low to high price starting at the left | Consecutive Approach |
| When you take a group of 2-3 caskets at different prices and group them together by a similar trait | Demonstration Group |
| When you take a group of 2-3 caskets of the same price and display them together | Group Pricing |
| Casket #1 is used to measure the customer's reaction (3rd quartile casket), casket #2 is a lower price, casket #3 is a rebound casket (3rd quartile but less than #1) | Keystone Approach *casket 1 is center, casket 2 is to the right, casket 3 is to the left |
| Casket #1 is priced 200-300 above the median (approach casket), casket #2 is priced 1 unit below median, casket #3 is priced 2 units above median | The "Indicative" Approach |
| The aisle to the right (avenue of approach) will be wide with caskets from the 3rd & 4th quartile, resistance aisle to the left | The "Wide Aisle" Concept |
| The method by which prices are displayed and explained to the customer | Price Quotation |
| The method by which each & every unity of service &/or merch, is priced separately | Itemization |
| 1 total price package is displayed for both the casket and total services | Unit Pricing |
| Pricing that shows certain things separate | Functional (Semi-Itemized) |
| One price for everything; shows the breakdown & is slightly itemized | Package Pricing |
| AKA: Accommodations, Cash Disbursements any item of merch. &/or service obtained from a 3rd party for which the funeral provider arranges for and pays for on the consumers behalf | Cash Advances |
| What are the 2 ways to lead a family into the selection room? | *Direct-F.D. leads them and stays with them the whole time *Indirect-F.D. leads them in, explains things and then withdraws to leave them alone |
Created by:
sbarton