3 ways you can add revenue just by creating value

By Ethan Darby, Director of Business Development

As a manufacturer, understanding the type of business you are selling to is extremely valuable. The fact that my family owns both funeral homes and a cemetery is one of our best competitive advantages.  We know that most cemeteries aren’t “cash cows.” We know that customers are becoming more informed, cremation rates are on the rise and margins are getting slimmer. We know we need to keep growing too. 

Sometimes we can create new revenue streams by offering new products or services, but sometimes we generate new revenue just by enhancing what we already offer. Anyone can create new added-value that your customers can get behind. Here are three ways to do that with bronze memorials:

1. Create scripting that upsells – I find the words “scripting” and “upsell” have negative connotations in our industry and I’m not sure why. If you believe that a “high-end” product has the most value, then you shouldn’t feel bad about upselling to drive your sales towards that product line. You also shouldn’t feel bad about creating scripts to help your customer understand the value that you see.  Think about what you like about a certain product line. How are you transferring those positive feelings to your customers?
2. Become confident in your product – I have spent a lot of time in our manufacturing plant. I can’t even begin to quantify the value that has been created when I am making a sales presentation. I know exactly why certain product lines are more expensive than others. For example, the full color photo Collage memorial is more expensive than the Classique memorial because the Collage takes a lot of design time. It is fully customized, while the Classique is a templated design with names, dates, and emblems easily switched out. Come see us at Trigard Memorials and ask questions. We would love to help you increase your knowledge of our products.
   
   
   
3. Set goals for yourself or your sales team – Set goals that drive the behaviors you want. We all know setting goals is a good thing. Narrowing your goals to specific product lines can be an even better thing.

It really is amazing what an upsell can do to your bottom line and to your confidence. For instance, I believe that the Collage memorial is Trigard’s best product. Every time I walk through our cemetery, I believe it more and more. After all, the collage series is like a magnet that pulls you in. It tells a story about a person and will be valuable to their family for generations to come… and I tell my customers that. That’s how I create value in what we offer. How will you?  

This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.

What is memorialization?

Karen Darby-Ritz, 
Advance Planning Manager, 
Camino del Sol Funeral Chapel
and Cremation Center

Memorialization has many definitions, but according to Merriam-Webster, it is “to do or create something that causes people to remember a person, thing or event.”

As you know, families choose to memorialize their loved ones in many different ways. For example, recently in New York, an infamous party boy was memorialized by turning his viewing room into a replica of Bungalow 8. It was decked out with palm trees, a DJ played music, and everyone wore Snoopy t-shirts. His family and friends honored him the best way they knew how, in true party style. Another example is the recent memorial service for a millionaire car collector. He sat upright in his favorite Ferrari during his visitation.

There are those who enjoy the flair of an extravagant memorial service, and then there are those who don't want to "make a fuss." They don’t want a viewing, a service or a party for friends. Which style is correct?

The answer is simple. There is no right or wrong way for a family to honor their loved one's life, as long as they do some form of memorialization. A memorial can be as simple as a picture on a bronze memorial or as extravagant as a black tie and ball gown styled party with all their friends and family in attendance.

Our job as memorialization experts is to educate the families we serve about the importance of memorialization and to honor the life of their loved one. Their options are limited only by their own imagination.


This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.

Honor thy neighbor with a bronze memorial

John Albers,
Plant Manager

Memorialization doesn’t just occur in our cemeteries. It appears in parks and schools, government buildings and grounds from municipal to federal. Memorials are dedicated by family, friends, shipmates, classmates and teammates.

Recently, I helped a group of elderly men, a morning coffee group, design and set a small bronze memorial at the base of a flag pole which stood in a neighborhood park. The plaque included the gentleman’s name and the quote, “Keeper of the Flag.” Obviously, this departed friend had seen to it that Old Glory was always in good shape and displayed properly. The dedication was an informal ceremony. A half dozen gentlemen, some of their wives and the widow of the deceased were present. There was immense pride on the faces of everyone in attendance. The name of their friend, who they loved and appreciated so much, was now a permanent reminder of the memories they shared while building and caring for the park.

I hope you’re always finding new ways to build bridges between your business and the community. It could create opportunities for people to keep memories alive and honor those that had such great impacts on their lives.

This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.

Do your memorials talk about the dash?

Donna Darby-Walthall,
Chief Financial Officer

When we started Trigard Memorials thirteen years ago, we thought it was time to help families memorialize in a different way. We had the vision to make memorials say more about our loved ones than just the dates they were alive. We wanted to tell the story of the "dash." The time between the dates.

Were they a proud grandparent or a Cubs fan? Did they have a huge heart and a love for animals? By putting beautiful, full color photos on bronze, the family gets to relive their memories, and, passersby get to know the person a little better. Since day one, our goal was to honor a life well lived, and I believe we continue to do that very well.

I know our industry is slow to change, but we can’t let that get us down. It is our job to change the mold and give families what they need. If your cemetery’s rules and regulations limit how families can memorialize their loved ones, change the rules. I know it isn’t easy, but anything worthwhile never is. In the end, it will be worth it.

Over the years, we have learned a lot and it is always fascinating to walk through our manufacturing facility and see the work we create. Our design team truly has a gift for bringing a person's "dash" to life. The things they create are so amazing.

I would like to invite you to come see our process and let us show you what we do. We strongly believe in what we do and we want to share that with you. Give us a call at 800.798.4900 and schedule your visit.

This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.

Our order process just got FASTER

At Trigard Memorials, our customers always come first. We care about you and the families that you serve. For some families, the journey to healthy healing doesn't begin until their memorial is placed at their loved one's grave. So, the last thing they want to do is wait.

In an effort towards continuous improvement, we have updated the way we do a few things around here, which will only benefit you and the families you serve.

You’ll get faster design proofs. Once you place an order, it will now go straight to our design team to begin creating your unique memorial. You won’t receive a bid or a final price until after the memorial design has been approved. By eliminating the bid process, the families you serve get to see their memorial design quicker and your order is processed faster.

Your order is being tracked better. If at any time you are curious of when you will receive your memorial order, all you need to do is email orders@trigard.com or call 800.798.4900 to find out where it is in our production process. With our new and improved order tracking system, our Customer Service team can tell you exactly where it's in our manufacturing plant and when it's expected to ship.

We appreciate your feedback. If you have questions or concerns about the new changes, please contact us at 800.798.4900.

This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.