1. Trends and Challenges in
Funeral Service
ABFSE
Meet the Mentors 2012

2. Since 1883

4. The Musgrove Family

5. MUSGROVE MORTUARIES &
CEMETERIES - 2000’s
England’s Funeral Homes
West Lawn Memorial Park
Lane Memorial Gardens
Springfield Memorial Gardens

6. LIFE’S CHALLENGES
•PERSONAL
•PROFESSIONAL
•BUSINESS

7. PERSONAL:
Health, Family, Friends
Community, Faith, Fun
Balance…

8. PROFESSIONAL:
Learn, Listen,
Plan, Transition

9. BUSINESS:
Damn! What Happened?

10. Source: U.S. NVSR, 2010
The last 50 years deaths have increased 44%. from
1.7 million to 2.46 million. Funeral costs have risen
form $708 to over $6560.

11. Source: U.S. Census, 1998
The next 40 years data shows deaths will increase 71%, from 2.4
million to 4.1 million. While sales and prices have increased, the
number of funeral homes has decreased from 2000 to 09 by 11%

12. PROFITABAILITY TRENDS
FOR FUNERAL HOMES OVER
THE LAST 30 YEARS
1980 - 13.73%
1990 - 8.69%
2000 - 8.64%
2010 - 5.52%
PROFITIBILITY HAS DROPPED 59% IN THE LAST 30 YEARS!

13. Critical Issues
PRESSURES
ARE WE ALL
FEELING IT?!
What are the
main challenges we
Face?
What do we do?

14. CHALLENGES
What are business implications of recent
shifts in consumer behavior?
- Cremation
- Competitive pressures
- Changing workforce
- Changing traditions
- Lifestyle changes

15. CREMATION

18. US DATA
Projections
•2015 - 46.57%
•2025 - 56.66%
• Saturation Point? (High 70’s)

19. Regional Cremation Statistics

20. Regional Cremation Statistics

21. Musgrove Family Mortuaries
& Cemeteries Cremation
Rate:
72 percent (serving 1000+ families)
42 percent are Direct Cremation
Past mistakes…

27. •Women choose cremation
more than men (63% to 45%)
(Why is that important?)

28. COMPETITIVE
PRESSURES

29. •Third Party Sales
Internet, Casket Store, costco
• Low Cost Providers
• Media/Critics/Gov.
Funerals too expensive?
Who is teaching the public about us?

32. CHANGING
WORKFORCE

33. Mortuary College Enrollees
1971 - 5% Female
Today - 53% Female
76% white, 36% over 30
More Second/Third Career Funeral Service Student
Older Students
Less Multi-generational Funeral Service Family Student

34. CHANGING
TRADITIONS

35. CELEBRATION
Trends from
“The Funeral” to
“The Celebration of Life”
(From Cookie Cutter to Personalization)
2004 Harris Study – 13% want a
Traditional Service

36. Peoples needs haven’t changed
Safety, Participation, Roots, Ceremonies & Rituals,
Reality, Significance, Presence
Changing Traditions
New Ceremonies Replacing Historical Ones

37. Integrate Traditions for Non-Traditional Families
The Funeral becomes…A Celebration
The Visitation becomes…Final Goodbye
The Minister/Priest becomes…The Celebrant
The Grave Plot becomes…Memorialization
The Casket becomes…Memorial Products
The Family Dinner becomes…A Reception
The Funeral Director becomes…The Event
Planner

38. CHANGING
LIFESTYLE

39. Traditional Funeral Home / Non-Traditional Families
•Over 50% non-church attendees
80%+ generation Xers no church
•Mortality Ages
1921 Death was a tragedy
Only 31% died over 65 years
•2010 average almost 80 years
Older women & Older Couples
•20% Women have no kids
•Ethnic influences
•Bigger people…

40. How are we surviving?
• Staff training (competent arrangers & event
designers)
• Product and resource center
• Chapel/Facilities/Cemetery remodel
• Partnerships (Flowers, Caterer, Hotel, Professionals)
• Open policy for cremation and other services
• Teamwork/Consolidation
• Surveys & Aftercare
• Wow them…
• Willingness to take chances...
****Educating Staff and the Public of the value of
services and memorialization

41. STAFF TRAINING
SERVICES – Honor/Celebrate the live of the deceased,
Publicly say goodbye & share the loss, Support,
Personalized, Receptions
VIEWING – Opportunity of family and community to say
goodbye, Private family farewell, feels like you
have taken care of them…tucked them in. Last
memory picture.
CASKETS – Reflect the deceased, Personalized, Types
of metal & Species of wood, Last memory picture.
CREMATION CONTAINERS – Required, Peace of mind,
What you loved one will be cremated in…What
your family is comfortable with.
MEMORIALIZATION & KEEPSAKE ITEMS – Pay tribute
and stay connected with you loved one, Personalized
to each family member, Jewelry or item for home with
significant meaning, Leave for future generations.

42. PRODUCT CENTER

51. Facilities to meet
families needs

53. Musgrove Family Center

54. Foyer Entry Way

56. Musgrove Family Center
Pall bearers?
Family Room

57. Musgrove Family Center
The Media Room

58. Traditional Funeral

59. Combination
Memorial & Reception

60. Celebration of Life
Reception

70. CREMATION GARDENS

73. HOW TO WOW
• First call – Roses, Quilt, Flag, No body left behind…
• Arrangements – Packages, Cookies, Coffee, Candy, Big Screen TVs,
Personal Information, Lots of Choices
• Services – Video, Personalized Memorabilia & Memorial Items,
Receptions, Personal goodies
• Aftercare – Personalized information and help

74. IT WILL NEVER
HAPPEN HERE…

75. Changing Traditions
From 1883 to 2012

76. Since 1883

78. SUCCESS AND SURVIVAL:
Personal – Physical and Mental Health
Professional - Positive Growth
Business – Listen and Learn & Adapt
The ability to Change
is vital to success!

79. THANK YOU