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ICFA University
July 19-24, 2002
University of Memphis
Memphis, Tennessee
Chancellor: Douglas Whynott, CCE
College of Funeral & Commemorative Services
College of Administration & Management
J. Asher Neel College of Sales & Marketing
College of Land Management & Grounds Operations
Executive Management Symposium
Master's Program
CEO Program
How to Register
Accommodations
Prices
Continuing Education Credits
Cancellation Policy
Download the Registration Form
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College of Funeral & Commemorative Services
Friday, July 19
5:30 - 6:30 p.m.
University Reception
6:30 p.m.
University Dinner
Saturday, July 20
9:00 - 10:30 a.m.
Orientation to Funeral Service
Todd Van Beck
Learn the basics of managing a funeral home in an ever-changing industry. We will discuss sales, counseling and memorialization issues.
11:00 a.m. - 12:30 p.m.
Current Issues in Funeral Service
Todd Van Beck
We'll discuss innovative ideas and directions for the new millennium. Additionally, we'll examine concerns surrounding funeral service practices.
1:30 - 3:00 p.m.
History of Death Care/
Reverence for the Dead
Todd Van Beck
This course will cover the historical, psycho-social, ethical and practical issues of caring for the dead. It will set the philosophical and directional foundation for the entire college. Topics include tracing the history and development of death care from the earliest known burial site at the Shanidar Cave in Northern Iraq to the ultimate in modern death care activities -- the modern cemetery/funeral home combination.
3:30 - 5:00 p.m.
Creating a Business of Character
Mary Russell
This interactive session will explain the advantages of creating a culture of character within your business by encouraging good character in the workplace. Participants will learn 49 character qualities that we can aspire to achieve, explore strengths and weaknesses of their organization, identify character qualities needed to meet current challenges, and learn how to use good character as a competitive advantage.
Sunday, July 21
9:00 - 10:30 a.m.
Quality -- Dr. Deming and Funeral Service
Todd Van Beck
Dr. W. Edwards Deming, a household name in Japan, became the prime catalyst behind the incredible success of Japanese industry. In fact, since 1951, the Deming Prize has been the most coveted and prestigious award among Japanese corporations, similar to the Malcolm Baldridge Award for quality in business in the United States. Today, Deming is finally becoming a household name in his own country. The lessons he offers American business are more urgent than ever. Just how different is the Deming Management Method? Take this seminar to find out!
11:00 a.m. - 12:30 p.m.
The Psychology of Grief and the Work of the Funeral Home
John Welshons
This class is a must for all funeral service practitioners. Every week, new and vital information concerning the care of the bereaved is being distributed. This session offers the most recent and up-to-date data concerning the nature of grief. It explores the needs the bereaved experience after a death and how the funeral is the ideal mechanism to wisely and effectively address those needs.
1:30 - 3:00 p.m.
Funeral Service Ethics/
Funeral Service Counseling
Todd Van Beck
First we'll cover the nature of the ethical inquiry; analysis of moral activities; the problem of responsibility in moral acts and business decisions; and the growth of moral choices. We will examine past methods of ethical thinking and will actually compose our own "Code of Ethics."
Next, in the counseling portion of the session, we'll focus on the bereavement process and the life problems associated with bereavement. Emphasis will be on how the funeral director can use basic counseling techniques and principles to help survivors cope with loss. Attention will also be given to the role of allied professions and how they can aid the work of the funeral director. We'll review the various private and government agencies that provide care and counseling to bereaved persons and how the funeral director can make use of these resources.
3:30 - 5:00 p.m.
Building Personal Character
Mary Russell
This facilitated workshop will assist you in discovering your own character qualities, strengths and opportunities for growth. Most people already know a great deal about personal character. This experiential-learning session will draw out that knowledge, help you remember and celebrate the strengths you already possess and create a transformation plan for enhancing your personal character.
7:00 p.m.
Tenth Annual ICFAU Softball Game
Monday, July 22
9:00 - 10:30 a.m.
Funeral Home Staff Management/ Community Outreach
Todd Van Beck
We'll look at management practices that work, where everyone from the CEO to the janitor knows the common goal. People from all levels and areas work together, often in real terms. Managers empower workers to make decisions that eliminate waste and increase profits. Instead of solving problems as they come up, managers improve the system to prevent the problems from ever occurring or recurring. And continuous improvement is favored over great bursts of achievement.
In the outreach segment, we'll provide turnkey programs to increase the presence and visibility of your funeral home/cemetery in the community. Texts include: Scout Car Wash, How to Plan a Clergy Seminar, How to Plan Community Presentations, How to Plan a Holiday Memorial Program, Life Planning Seminar, How to Plan Military/Patriotic Programs, How to Plan an Open House, How to Plan a Tour and more.
11:00 a.m. - 12:30 p.m.
Merchandising in Funeral Service
Todd Van Beck
This session will cover the development, analysis and implementation of a public relations program for your funeral home and will offer examples of sample advertising that communicates a valuable message to the audience.
1:30 - 3:00 p.m.
The Delicate Line: Funeral Sales
Todd Van Beck
Trace the sales person from A to Z, with particular focus on identifying leads, presentation procedures and closing the sale.
3:30 - 5:00 p.m.
Putting It All Together -- So Far
Todd Van Beck
We'll tie all previous courses together and discuss how grief counseling is demonstrated through death care sales. We will also examine how community outreach affects preneed sales and education.
Tuesday, July 23
9:00 - 10:30 a.m.
The Service Plan
Todd Van Beck
This is a step-by-step program on how to implement all the information presented during the week at college.
11:00 a.m. - 12:30 p.m.
Continuing Care Program
Todd Van Beck
We'll show you how to implement an aftercare program that is easy to do. It will respect your time, respect your pocketbook and respect your training.
1:30 - 3:00 p.m.
Demographics and Advanced Planning in Funeral Service
John Welshons
We'll trace demographic and statistical information concerning this profession for the last 10 years. By using this information, we will be able to determine where we have been, where we are and where we are going.
3:30 - 4:30 p.m.
Service Plan Application
Todd Van Beck
Step-by-step, you'll learn how to apply the information presented during this week.
4:30 - 5:30 p.m.
Four-Year Student Graduation and Reception (all students participate)
Wednesday, July 24
9:00 - 10:00 a.m.
Embalming
Todd Van Beck
Focus on the basic care of the dead -- ranging from removal, embalming and mode of death to restorative art and various methods of disposition and transportation.
10:00 - 10:30 a.m.
Class Photos and Graduation
College of Administration & Management
Friday, July 19
5:30 - 6:30 p.m.
University Reception
6:30 p.m.
University Dinner
Saturday, July 20
9:00 - 10:30 a.m.
Delivering Real Service in the New Millennium
John Welshons
This session focuses on providing outstanding customer service, fostering a spirit of teamwork among staff members and developing greater sensitivity to the special needs of the grieving people we serve. We will come away from this session with new tools for dealing with difficulties, a much deeper understanding of our profession and a heightened appreciation for our opportunity to help alleviate suffering in the world.
11:00 a.m. - 12:30 p.m.
Marketing Your Services Through Aftercare
Sherry Williams
1:30 - 3:00 p.m.
TBD
3:30 - 5:00 p.m.
Internal Communications
Robert Taylor
We'll review standard business communications procedures and current technological innovations, including e-mail and other computer networking possibilities. We'll also examine various organizational structures with reference to lines of reporting and their respective implications for communication policies.
Sunday, July 21
9:00 - 10:30 a.m.
Dynamics of the Organization
Robert Taylor
Every business requires an organizational structure appropriate to the nature and size of the company. Successful businesses operate according to certain organizational principles, and this session will cover the basic models as defined in current business educational programs.
11:00 a.m. - 12:30 p.m.
Cemetery Rules and Regulations
Shale P. Lapping
This course will focus on both procedural and substantive issues that relate to cemetery rules and regulations as they relate to the various aspects of cemetery operations, including administration, sales and maintenance. Come prepared to share your experiences, including the manner in which your company distributes its regulations and how you address consumer requests that conflict with those regulations.
1:30 - 3:00 p.m.
Personnel/Management Hiring, Firing, Motivating
Robert Taylor
Your employees are your most important asset. Today's business environment presents unique challenges because of the high level of inter-industry competition for quality personnel. This session will cover standard business rules for finding, keeping and removing personnel, as well as new ideas for dealing with the tight labor market.
3:30 - 5:00 p.m.
Development of New Property -- Financial Perspective
Barry Berlin
This discussion will cover the development of new property, including considerations such as land use analysis, cost of development and pricing, as well as effects on cash flow.
7:00 p.m.
Tenth Annual ICFAU Softball Game
Monday, July 22
9:00 - 10:30 a.m.
Strategic Planning -- A Case Study
Thomas G. Roberts, CCE
We'll analyze a typical cemetery as though we were outside consultants. We'll develop the facts in a group, as well as recommend solutions.
11:00 a.m. - 12:30 p.m.
Trust Fund Management
Shale P. Lapping
This course will address a broad range of investments that impact the management of both preneed and cemetery care funds. It will also address variances in state laws in terms of how these differences can impact an investment program. The course will highlight the need to reconcile the restrictions imposed by state statutes with accepted investment practices in order to provide for the long-term health of a care fund.
1:30 - 3:00 p.m.
TBD
3:30 - 5:00 p.m.
Avoiding Cremation Liability
Tim Lancaster, CCFE
This course will present a review of the current litigation trends with suggestions on avoiding liability. In addition, the FTC Funeral Rule and state cremation law requirements will be analyzed to show participants how to use them when marketing cremation products and services.
Tuesday, July 23
9:00 - 10:30 a.m.
Heads Up: Hiring and Terminating Without Litigation
Michael Pepperman, Esq.
11:00 a.m. - 12:30 p.m.
Violence in the Workplace
Michael Pepperman, Esq.
Workplace violence tripled in the past decade, and homicide is now the second leading cause of workplace death. Therefore, it has become increasingly important that employers understand their legal obligations and potential liabilities and adopt effective programs to help reduce and eliminate violence in the work-place. In developing these programs, some important issues to consider are the interview and background check, employer liability, creating a zero tolerance and providing adequate security measures to ensure a safe and productive working environment.
1:30 - 3:00 p.m.
Training
Tim Lancaster, CCFE
When moving from an acquisition to an operational mentality, what changes need to be made in cemetery and funeral home presentations? How will the major consolidators consolidate branding into their presentations?
3:30 - 4:30 p.m.
Impact of Noble, Georgia
Thomas G. Roberts, CCE
The events in Noble, Georgia, will help formulate legislation that will regulate our industry for years to come. We will discuss the impact this will have on your operations and your state.
4:30 - 5:30 p.m.
Four-Year Student Graduation and Reception (all students participate)
Wednesday, July 24
9:00 - 10:00 a.m.
Budgeting for Success
Thomas G. Roberts, CCE
In this session we will discuss the planning and strategic aspects of budgeting in a case-study setting.
10:00 - 10:30 a.m.
Class Photos and Graduation
J. Asher Neel College of Sales & Marketing
Friday, July 19
5:30 - 6:30 p.m.
University Reception
6:30 p.m.
University Dinner
Saturday, July 20
9:00 - 10:30 a.m.
Sales Success 2002-What Really Works Today?
Patrick Downey, CCE, and Gary O'Sullivan, CCE
An overview of the skill sets and business practices that are needed to succeed in the real world of 2002. Some principles are time-tested and timeless; others are out-of-the-box and on the cutting edge. Learn how to assemble them into a success formula for your business.
11:00 a.m. - 12:30 p.m.
The Art of the Interview and the Science of Selection
Mike Hays
This session will focus on skills and techniques for effective interviewing of sales candidates. Emphasis will be on questioning techniques, interpreting resumes and other tools that can help identify the traits of ideal candidates. Skills for following up on references and conducting effective second interviews will also be discussed.
1:30 - 3:00 p.m.
Real World Sales Training That Works
Dick Perl
We live in the real world, and if our training does not reflect real-world issues, it will not work. Throughout this session we will look at the real world.
3:30 - 5:00 p.m.
Results Through Partnerships
Scott Sheehan
The future success of funeral service will inescapably demand long-lasting inter-departmental bonds and outstanding company pride. This session is a study on how to develop internal and external partnerships in our work lives. We will focus on the basic principles behind management's role/relationship with the front line people, funeral directors to pre-need sales relationships, the at-need cemetery counselor's alliance with the grounds crew and the accounting department's relationships with other departments.
Sunday, July 21
9:00 - 10:30 a.m.
Building Up Your Business by Building Up Your Team
Dick Perl
Funeral homes are made of bricks and mortar. Cemeteries have beautiful gardens and features. But buildings and gardens alone do not make for success. What makes for success is a team of people who work together to accomplish a common goal. Together in this session we will explore what makes up a successful team.
11:00 a.m. - 12:30 p.m.
Common Mistakes Sales Managers Make and How to Avoid Them
Mike Hays
Learn valuable lessons about sales management from those who have truly "been there and done that." Sharpen your sales management skills by discovering sound principles for both the the "right way" and "wrong way" to lead your team.
1:30 - 3:00 p.m.
Who Manages the Manager Through Unmanageable Times?
Scott Sheehan
We will explore a variety of changing demands and expectations we face on a daily basis. Working through a comprehensive review of historical and current events, we will gain a greater understanding of the impact of change, both in and on our lives. We will provide concrete, useful tools to make our work environment more fun, more productive and more profitable. We will also focus on the skills you already have and offer insights on how to hone those skills to be more effective.
3:30 - 5:00 p.m.
Learning from Experience -- Sales Management Forum
All Professors
Join a panel of industry sales and marketing managers with decades of experience in leading cemetery and funeral sales organizations of all sizes as they discuss their formulas for success. This session will be an open forum where attendees can get their tough questions answered and discuss their biggest challenges. An incredible opportunity to learn from some of the industry's best.
7:00 p.m.
Tenth Annual ICFAU Softball Game
Monday, July 22
9:00 - 10:30 a.m.
The DNA of a Successful Sales Manager
Gary O'Sullivan, CCE
Successful sales managers are not born -- they are developed over time. Yet there is a certain DNA, or key elements, that allows a sales manager to create success for themselves, their sales staff and their company. In this session we will examine the DNA that we aren't born with but can develop.
11:00 a.m. - 12:30 p.m.
How to Integrate Advertising, PR and Lead Generation Programs
Darcy Neighbors and Don Potter
Supporting your sales team with effective advertising, community service and lead generation programs is a key to building revenue and growing your business. This session will help you define your market and show you how to build a complete program that successfully integrates all these important elements and works for your budget.
1:30 - 3:00 p.m.
New Channels to Sales: Networking and Affinity Marketing in Your Community
Gwen Mooney
It's harder than ever to do business "one family at a time." What new doors to sales are being opened in preneed selling? This session will offer new programs for networking with groups and allied professionals in your community to reach new clients and develop new sources of sales revenue.
3:30 - 5:00 p.m.
How to Build and Grow a Successful Preneed Funeral Team
Matt Kreidenweis
This session will show you how to properly implement business planning, counselor recruiting, team communication, counselor training, lead management, compensation plans and effective meetings. It will include group discussions.
Tuesday, July 23
9:00 - 10:30 a.m.
21st Century Techniques for Managing Sales Leads, Measuring Sales Activity and Motivating Salespeople
Pat Downey, CCE, and Matt Kreidenweis
Learn new technologies, tools and techniques that successful sales managers use today to get the most out of each sales representative and each sales day. Learn how to build a sales infrastructure that brings out the best in your team and builds sales volume.
11:00 a.m. - 12:30 p.m.
Maximize Your Meetings!
Pat Downey, CCE
We'll identify topics and subject matters that need to be incorporated into effective sales meetings. Creating useful agendas, elements of meeting content and effective frequency and duration of meetings will be covered. Techniques for maximizing the motivational impact of sales meetings on staff also will be shared in detail.
1:30 - 3:00 p.m.
Understanding the New Cremation Customer and How to Market to Them
Deb St. Pierre
There are many challenges when dealing with today's cremation consumer. Based on a recent survey, we'll address what it is that cremation consumers want and what our industry can do to meet the needs and desires of these consumers. We'll share ideas and tools that will assist you as you strive to create offerings that not only meet the consumers' needs, but also make the cremation side of your business more profitable.
3:30 - 4:30 p.m.
Family Service Programs that Build Relationships
Gwen Mooney
Many organizations have programs called "Family Service," "Funeral Follow-Up" or "Continuing Care." But what really works with families, and what do you need to know to build a successful program? This session will offer real-world examples of how to gain sales by building relationships from your family service program.
4:30 - 5:30 p.m.
Four-Year Student Graduation and Reception (all students participate)
Wednesday, July 24
9:00 - 10:00 a.m.
Becoming the Leader Your Sales Organization Needs
Gary O'Sullivan, CCE
It has been said no organization will ever grow beyond your ability to lead. In this exciting session you will discover the required principles of leadership. What is required to become a leader, how do you develop it, and what effect will it have on you and your organization? You will get the answers to these questions and more.
10:00 - 10:30 a.m.
Class Photos and Graduation
College of Land Management & Grounds Operations
Friday, July 19
5:30 - 6:30 p.m.
University Reception
6:30 p.m.
University Dinner
Saturday, July 20
9:00 - 9:30 a.m.
Welcome/College Requirements
Michael Burke
9:30 - 10:30 a.m.
Heads Up: Hiring and Terminating Without Litigation
Michael Pepperman, Esq.
11:00 a.m. - 12:30 p.m.
Violence in the Workplace
Michael Pepperman, Esq.
Workplace violence tripled in the past decade, and homicide is now the second leading cause of workplace death. Therefore, it has become increasingly important that employers understand their legal obligations and potential liabilities and adopt effective programs to help reduce and eliminate violence in the work-place. In developing these programs, some important issues to consider are the interview and background check, employer liability, creating a zero tolerance and providing adequate security measures to ensure a safe and productive working environment.
1:30 - 3:00 p.m.
Understanding Capital Equipment Purchasing/Policies
Jon Stephenson
This session will help the cemetery operator make decisions on when to purchase, what to purchase and financing options.
3:30 - 5:00 p.m.
Scheduling and Staff Training
Jon Stephenson
TThis discussion will include suggestions on good staff selection, safety programs and incentives. We'll examine a mix of several topics regarding day-to-day operations and programs.
Sunday, July 21
9:00 - 12:30 a.m.
Memorial Park Tour
Michael Burke
Explore Memorial Park -- a unique opportunity. Gain creative ideas to employ at home.
1:30 - 3:00 p.m.
Cemetery Master Planning I
Jack Goodnoe
This course will give the cemeterian an understanding of all the aspects of the development process. The course is divided into three phases: site selection, master planning and detail section design, including lot layout. We'll review in detail all of these steps, including information regarding criteria for selection, approval processes, the role of design professionals and layouts based on different types of memorialization.
3:30 - 5:00 p.m.
Cemetery Master Planning II
Jack Goodnoe
TWe'll review examples of how master planning can help cemeteries respond to market changes and be competitive in the marketplace.
7:00 p.m.
Tenth Annual ICFAU Softball Game
Monday, July 22
9:00 - 10:30 a.m.
Memorialization: A Nation's New Appreciation
Bob O'Connor
This program examines how the tragic events of September 11 have led to a new appreciation of the value of memorialization. During the session, the effects of meaningful memorialization on the healing process will be explored through case studies including the role of makeshift memorials, the New York City firefighter memorial and distinctive memorials in cemeteries throughout the United States.
11:00 a.m. - 12:30 p.m.
Mausoleum Construction --
A Virtual Tour
Conrad Scott
1:30 - 3:00 p.m.
Mission Impossible -- Understanding Sales People
Patrick Downey, CCE
We'll get an overview of the skills and management techniques required to support a sales organization. This includes sales profiles from testing, support concepts and practicing, as well as team-building skills. The course objective is to train non-sales department heads and middle managers to become "partners" with the sales department of the company.
3:30 - 5:00 p.m.
OSHA 2002: Are You Ready?
Mitch Rose
This course will identify cemetery employer responsibilities for meeting OSHA requirements. We'll include a discussion of inspection preparations, violations and penalties, creating a safety and health program, PPE requirements, and the elements of a hazardous communication program.
Tuesday, July 23
9:00 - 10:30 a.m.
Continuous Improvements in Cemetery Operations
Tom Smith
Learn to improve your cemetery operations through new product use, new equipment and new ideas and cost-cutting methods.
11:00 a.m. - 12:30 p.m.
Use of Floral Color in the Landscape
Tom Smith
We'll cover which plants work best in sun and/or shade, low-maintenance and economical plants, which plants look splashy and showy for a long time without requiring a lot of attention, when is the best time to plant, when is the best time to water, and how to use new products.
1:30 - 3:00 p.m.
Understanding Funeral Directors
Todd Van Beck
In this session we'll explore communication gaps that exist between cemeterians and funeral directors. We'll also prove the fact that when cemeterians and funeral directors fuss at each other, the people who ultimately get hurt are the families we are serving. The objective is to explore common ground between funeral homes and cemeteries.
3:30 - 4:30 p.m.
Internal Relationships
Gary O'Sullivan, CCE
How valuable is it to your organization to have all departments working in harmony? Some experts suggest it is extremely valuable, not only to customer satisfaction, internally and externally, but to your bottom-line profitability. In this session you will learn the keys to developing effective internal relationships to help you drive a positive and productive organization.
4:30 - 5:30 p.m.
Four-Year Student Graduation and Reception (all students participate)
Wednesday, July 24
9:00 - 10:00 a.m.
Healing Grief: The Essence of Our Industry
John Welshons
10:00 - 10:30 a.m.
Class Photos and Graduation
Executive Management Symposium
Prerequisite: Candidate must be president, vice president, CEO or general manager OR an ICFAU graduate OR have obtained a CCE, CFuE or CCFE designation.
Friday, July 19
5:30 - 6:30 p.m.
University Reception
6:30 p.m.
University Dinner
Saturday, July 20
9:00 - 10:30 a.m.
Maximizing Contacts
Rick Wesner
This session will show you a proven method for how to maximize each contact in your database, leading to increased market share and long-term growth. This session will help you understand the revolutionary advancements occuring in the industry that will increase the effectiveness of your preneed program. Specific topics will include lead and referral development, relationship building and strategic marketing.
11:00 a.m. - 12:30 p.m.
Sales Success 2002 -- What Really Works Today?
Patrick Downey, CCE
We'll get an overview of the skill sets and business practices needed to succeed in the real world of 2002. Some principles are time-tested and timeless; others are out-of-the-box and on the cutting edge. Learn how to assemble them into a success formula for your business.
1:30 - 3:00 p.m.
Communication Skills
Rick Wesner
This session will show you the most important, vital and effective techniques of persuasion and influence. You will learn the most recently developed psychological influences that cause people to say yes to your proposition.
3:30 - 5:00 p.m.
Developing Relationships with Community Centers of Influence
Sherry Williams
Sunday, July 21
9:00 - 10:30 a.m.
How to Put Your Firm in the Black
Keith Charles
This session will explore market penetration through the use of packages and multi-cultural programs.
11:00 a.m. - 12:30 p.m.
Community Events that Create Leads
Todd Van Beck
1:30 - 3:00 p.m.
Recruiting, Hiring, Training & Motivating
Keith Charles
This session will teach you how to recruit personnel that fit your organization, culture and community demographics. You'll also learn new ways of recruiting.
3:30 - 5:00 p.m.
How to Add Clicks to Your Mortar
Rachel Myers
The Forethought Group has conducted extensive research with more than 1,000 consumers ages 45 to 70 to find out what this group thinks about online funeral planning. Discover why these consumers' attitudes are so important to you and the future of your business. Learn how a Web site can help you reach out to your community with information about the valuable services you provide every day. And find out how to communicate effectively over the Internet, including a summary of what works and what to avoid when building a Web presence.
7:00 p.m.
Tenth Annual ICFAU Softball Game
Monday, July 22
9:00 - 10:30 a.m.
50+ Boomers: Our Prime Market
Don Potter
Today's senior population has its own unique character and has formulated certain opinions and attitudes regarding cemetery and funeral goods and services. Learn the broad national trends among this population and how you can respond to add value to your company's offerings.
10:30 - 11:00 a.m.
11:00 a.m. - 12:30 p.m.
Executive, Are You Ready for OSHA 2002?
Mitch Rose
This course will identify cemetery employer responsibilities for meeting OSHA requirements. It includes a discussion of inspection preparations, violations and penalties, creating a safety and health program, PPE requirements, and the elements of a hazardous communication program.
1:30 - 3:00 p.m.
Maximize Your Density
Conrad Scott
3:30 - 5:00 p.m.
New Channels to Sales -- Affinity Marketing
Darcy Neighbors
Become skilled at aggressively looking for and implementing co-branding opportunities. Recognize how "real" relationship marketing and database marketing will dramatically enhance your firm's overall market presence and value, resulting in increased revenues. Understand why a Diversified Marketing Portfolio is essential and how to create one for your specific sales efforts.
Tuesday, July 23
9:00 - 10:30 a.m.
Avoiding Cremation Liability
Tim Lancaster, CCFE
This course will present a review of the current litigation trends with suggestions on avoiding liability. In addition, the FTC Funeral Rule and state cremation law requirements will be analyzed to show participants how to use them when marketing cremation products and services.
11:00 a.m. - 12:30 p.m.
Understanding the New Cremation Customer & Marketing to Them
Deb St. Pierre
Cremation preference is growing for a multitude of reasons. In this session, attendees will explore a variety of creative, contemporary methods to meet and exceed consumer expectations.
1:30 - 3:00 p.m.
Let's Get Personal!
Bob O'Connor
Since September 11, people have been expressing greater interest in personalized memorialization. In this multi-media presentation, Bob O'Connor will share insight from his visits to properties throughout North America on how they are effectively addressing their communities' changing and diverse memorialization needs.
3:30 - 4:30 p.m.
Combating Our New Competition
Bob Gordon Sr., CCFE
4:30 - 5:30 p.m.
Four-Year Student Graduation and Reception (all students participate)
Wednesday, July 24
9:00 - 10:00 a.m.
Talk with the Chancellor
Doug Whynott, CCE
Bring your questions, suggestions, comments and concerns to this candid discussion with the ICFAU chancellor.
10:00 - 10:30 a.m.
Class Photos and Graduation
Master's Program
Design your own program from among all the colleges. Prerequisite: Candidate must be an ICFAU graduate. A daily itinerary of your classes must accompany registration.
CEO Program
Design your own program from among all the colleges. Prerequisite: Candidate must be a CEO or company owner. A daily itinerary of your classes must accompany registration.
How to Register
To register for ICFAU, complete and return the Registration and Housing Form. Students register for ICFAU and make their hotel reservations through the ICFA. Students whose registrations are received by June 14 will have their names included in the Student Directory.
Registration for each ICFAU college is limited to 35 participants and is accepted on a first-come, first-served basis. Registrations received after the program has been filled will be placed on a waiting list. If no space becomes available, those on the list will receive full refunds.
Accommodations
ICFAU is held at the University of Memphis' Fogelman Executive Center, a state-of-the-art training facility expressly designed for executive and professional training sessions. All meetings and meals are conducted at the Fogelman. The University offers on-campus housing at two sites: in the upper floors of the Fogelman and at the Holiday Inn University, located a half block from the Fogelman.
The Fogelman Executive Center houses 51 sleeping rooms, each with its own telephone, television, private bath, hair dryer, ironing board and data port. In addition, it has a public lounge area and kitchen.
The Holiday Inn University rooms are all suites with a king or two double beds, a sleeper sofa, two televisions, a microwave and mini refrigerator, hair dryer, ironing board and data port. It has a lounge, snack bar, gift shop and exercise room.
For more information on housing assignments and costs, refer to the Registration and Housing Form.
Prices
Fees include all meals and are as follows:
- Registration: $675
- Fogelman housing (5 nights): $855
- Fogelman housing (6 nights): $953
- Holiday Inn University housing (5 nights): $885
- Holiday Inn University housing (6 nights): $988
Charges for double accommodations and meals for spouses or guests are additional. Please see the Registration and Housing Form for complete details.
Please note that the room and board fees are higher this year because the ICFA is being charged a 14.7 percent tax on sleeping rooms along with a 15 percent service fee and an 8.25 percent tax on all meals and food service. We have not been charged tax or service fees in past years. Registration fees have not been increased.
Continuing Education Credits
Funeral directors may earn up to 24.5 continuing education credits at the ICFAU, pending individual state credit awards. CE Attendance Certificates will be available at the ICFA on-site registration desk.
Cancellation Policy
Registrants canceling their registrations prior to June 14 will receive refunds. All cancellations must be made in writing and will be subject to a 15% per person cancellation fee. The University of Memphis has imposed a new cancellation policy that makes the ICFA responsible for room and board on all reservations. As a result, no refunds can be made on cancellations received after June 14.
For more information, call the ICFA Meetings Department at 1-800-645-7700
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