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ICFA 2002 Fall Management Conference:
New Challenges, Breakthrough Solutions
October 2-5, 2002
Hyatt Grand Champions Resort
Indian Wells, California
Program Chairman: Scott R. Sells, CCFE
Program Schedule
Prices
Continuing Education Credits
Cancellation Policy
Speakers
Download the Registration and Hotel Reservation Forms
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Program Schedule
WEDNESDAY, OCTOBER 2
8:30 - 11:30 a.m.
Board of Directors Meeting
6:30 - 7:30 p.m.
Welcoming Reception
THURSDAY, OCTOBER 3
8:00 - 8:10 a.m.
Welcoming Remarks
8:10 - 9:10 a.m.
It's Not What We Think That Matters
Ann Bastianelli
Sponsored by Wilbert Funeral Service
It's not what we think that matters, it's what the customer thinks. In this session, business consultant Ann Bastianelli brings an astounding array of information -- the results of ongoing, up-to-the-minute research on current consumer attitudes toward the death care industry -- and advice on how industry companies should respond. She offers a positive, productive message to help you serve and prosper in the future by better understanding the consumer.
- Why and how you should shift your focus from selling product to selling process and other intangibles.
- The three elements you must introduce to transform services into memorable events.
- Moving beyond your current skills set to meet evolving consumer expectations.
- The effects of women's buying power on your business.
- How changes to your vocabulary can result in increased sales and more satisfied families.
- The right way to brand your company within your market.
- And much, much more!
9:10 - 11:20 a.m.
CREMATION SOLUTIONS
A New Approach to the Cremation Arrangement Conference
Bob Gordon Sr., CCFE
The cremation arrangement conference presents a terrific opportunity for your firm to build a relationship with the family and demonstrate the value of what you do. Yet too often cemeteries and funeral homes blow this opportunity. Bob Gordon will share his revolutionary ideas on how to turn the arrangement conference on its head to better serve families and encourage cremation remembrance and memorialization.
How We Met The Cremation Challenge
C. John Linge
John Linge believes in anticipating trends -- not reacting to them. To that end, despite a 15 percent cremation rate, Cedar Memorial Park Cemetery in Cedar Rapids, Iowa, offers a full range of memorialization options that would rival those offered anywhere in North America. In this session, you'll learn how Linge has taken proactive marketing measures to deal with low-priced competitors and has implemented a customer-focused sales and service strategy with proven results.
Cremation: Responding to the Scandals
Tom Snyder
Whether you have your own crematory or contract with an outside firm, you need to be able to educate your families and respond to their concerns regarding the cremation process. Come learn how to turn recent public skepticism into an opportunity within your community.
Cremation Compliance: Lessons for Cremation Providers
Harvey Lapin
Cremation providers today face increased regulation, legislation and public scrutiny. Attorney Harvey Lapin, who has worked in cremation law for more than 25 years, will share his insights into how your firm can ensure it is in compliance with current regulations and protect itself from potential liability.
6:00 - 7:00 p.m.
Networking Mixer
cash bar
FRIDAY, OCTOBER 4
8:00 - 11:15 a.m.
HOW-TO TACTICS: STRATEGIES FOR MANAGERS AND OWNERS
How to Set Up Your Own Local Affinity Marketing Program
Gwen Mooney
Affinity programs can give your cemetery or funeral home a strong competitive edge ... if you develop and market them properly. Find out how the Jon Deitloff Funeral Centre in Cincinnati, Ohio, has worked with its local firefighters union and other area employers and membership organizations to develop mutually beneficial prearrangement programs.
"Because You Already Own"
Vinnie Faccinto
"Because you already own...." How can you turn these magic words into significant revenue? Your preneed client families are your most promising market. They know and trust you and have already shown that they understand the benefits of prearrangement.
Vinnie Faccinto will share ideas and statistics for branching out further with these customers. Learn how offering additional products and services such as long-term health care products can generate as much or more revenue as your original preneed sales programs. Discover the advantages of establishing new companies or developing strategic partnerships with existing companies to offer additional services. Becoming a one-stop provider for your client familes' needs benefits both you and them.
How We Started a Cemetery Operation in an Existing Market
Chet Hitt
Seven years ago, when Chet Hitt started Sunset Hills Memorial Park in Southern California, his company had exactly 0 percent of the cemetery and funeral business in his market, which at the time was being served by existing corporate and independent properties. Now, his company is earning 70 percent of the cemetery business and 50 percent of mortuary customers. How did he do it? Come find out how he combined ingenuity, fearlessness and teamwork to build a successful business.
Which Eggs? Which Basket?
John H. Ringgenberg
Join John Ringgenberg for an interactive discussion on structure, liquidity, taxation and transfer for your estate, your business, and your financial well-being. John will offer a road map to wealth planning, estate planning, business planning, retirement planning and investment management.
1:00 p.m.
Golf Tournament
Annual Fall Management Golf Tournament on the award-winning East Course of the Golf Resort at Indian Wells.
SATURDAY, OCTOBER 5
7:45 - 9:00 a.m.
Legislative and Legal Update
ICFA Government & Legal Services Committee
Join us as a panel of industry members examines the latest regulations, legislation and court rulings to affect the industry. We'll take a look at the current legislative climate and explore potential future areas of concern for your business. This session will include time for Q&A.
9:00 - 9:50 a.m.
Media Relations: How to Do It Successfully in Challenging Times
Terry Hemeyer
Intimidated by media calls? Terry Hemeyer at Service Corporation International fields 400 media inquiries each year. Find out how to handle the toughest questions, and learn specific techniques and strategies you can employ when your local newspaper or TV station calls. This session will include time for Q&A.
9:50 - 11:20 a.m.
Corporate Governance Panel
Moderator: Ray Frew, CCFE. Speakers: Darren Kelley and David S. McLeod.
In light of the scandals currently unfolding in the business and accounting world at large, what do industry managers and executives need to know to ensure their businesses are following sound practices? This blue-ribbon panel will delve into current issues critical to our industry and the business world at large, during a tumultuous year for both.
On the accounting side, Darren Kelley will discuss the relevance for our companies of the financial problems becoming evident throughout the business world, along with the growing controversies in the auditing industry. He will cover the role of the Audit Committee in relation to management and the auditing firm, which will be discussed from both management's viewpoint and that of the Board of Directors, to help ensure that both sides understand their responsibilities.
From a legal perspective, David McLeod will address management's function in corporate governance and seek to bridge the gap between management and the Board of Directors. With reference to recent problems in our industry, what is management's responsibility? To what extent should the Board of Directors be involved to ensure that management is following corporate policy? This important, timely session will answer these and many other questions directly relevant to the continued health of our companies and the future of our industry.
1:30 p.m.
Tennis Tournament
Sponsored by Matthews International Corporation
7:00 - 10:00 pm
Closing Reception and Banquet
Prices
Registration fees are as follows:
- ICFA Member: $439 before August 29; $525 after August 29
- Non-Member: $560 before August 29; $560 after August 29
- Spouse/Guest: $145 before August 29; $145 after August 29
All events except the golf tournament are included with full registrations. Golf tickets and additional tickets may be purchased for non-registered spouses and guests. Please see the registration form for prices.
Continuing Education Credits
Funeral directors may earn continuing education credits at the conference, pending state credit awards. CE Attendance Certificates will be available at the ICFA on-site registration desk. Please contact the ICFA in advance to determine whether your state has awarded credits for this conference.
Cancellation Policy
Registrants who cancel their registration by August 29, 2002, will receive refunds. All cancellations must be in writing and will be subject to a $50 per peson processing fee. Cancellations made after August 29, 2002, will not be refunded.
Refunds for ticketed events will be offered if the cancellation request is received in writing at ICFA headquarters by August 29, 2002, less a $5 processing fee per ticket. No refunds will be offered after this date.
For more information, call the ICFA Meetings Department at 1-800-645-7700
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