FM III Selection Room

Where should the selection room be located (list the locations in order of preference)

1. Main Level

2. Upstairs

3. Downstairs

4. Building separate from, but adjacent to, the funeral home

5. Casket manufacturer’s selection room

What kind of room is preferred for arrangement rooms?

One large room

What are the three types of casket selection rooms?

• Fractional display

• Traditional display

• Digital/catalog/photographic display

Describe a fractional display

Use of portions of caskets for display rather than full size caskets. Typically end cuts, ¼ and 1/8

What are the advantages of fractional display?

• Less space required

• Consumer discomfort minimized

• Allows for display of customization and themes

  • Example: casket corner pieces, cap panels, engraving, etc…

Remember:  An informed consumer = consumer that see value in their purchase.

Describe a traditional display

A selection room with full size caskets

What is the max and minimum of caskets that should be in a traditional display room?

• 12 Minimum

• 30 Maximum

What is the required space er casket in a traditional display room?

40-60 square feet

What size should the average casket selection room be?

800-1200 square feet

What are the advantages of catalog/digital/photographic display

• Ability to show more caskets

• Lower Inventory costs

• Some families like not going into a room full of caskets

• Allows for arrangements to made in a family's home

• People select better caskets

• The casket room can be put to better use as another chapel or reception area

About how many funeral homes use a catalog/digital/photographic display?

25%

What is a miniature display?

A style of display for vaults typically, has miniature vaults.

How are caskets arranged?

By:

• Consecutive method: Caskets are arranged in order of increasing or decreasing prices

• Material: Woods, Steels, copper, bronzes

• Alternate Pricing: Caskets are grouped. Each group has a low, medium and high-cost casket

• Appearance: Caskets opened or closed. If the casket is closed, the funeral direct can open the casket and discuss features as part of the presentation.

• Style: Caskets are arranged with half-couch caskets grouped together and full couch caskets grouped together.

• Traffic Flow: caskets are arranged in a way that makes it obvious to the family as they move through the selection room the difference in quality of the caskets

What should the decor in a funeral home look like?

• The same as the rest of the funeral home

• Not too ornate

• Pastel and neutral colors are best

• Carpets should match the wall décor

What are the three types of lighting?

• Fluorescent

• Incandescent

• LED Lighting

What is fluorescent lighting?

Lighting produced by a tubular electric discharge lamp; the fluorescence of phosphors coating the inside of a tube.

What is incandescent lighting?

Lighting that results from the glowing of a heated filament

What is LED lighting?

A light emitting diode lighting; semi conductor device that converts electricity into light; noted for high energy savings and long lasting durability

What are the two methods of lighting?

• Direct lighting

• Indirect lighting

Describe direct lighting

Illumination directly shines on an object.

Describe indirect lighting

Illumination is reflected off of an object.

What lighting is best?

indirect, recessed incandescent lighting.

How bright should the lighting be?

It should measure 90-100 foot candles of illumination at approximately pillow height on a display casket.

What is a foot candle?

The amount of illumination produced by a source of one candle at a distance of one foot

What types of display equipment are there?

• Casket racks

• Casket stands

• Church trucks

Describe a casket rack

2-3 caskets, one on top of another

Describe a casket stand

• Single level support upon which the casket rests

• Must be sturdy

• Must be attractive

Describe a church truck

Portable, wheeled, collapsible support for the casket

What’s the first method of transitioning to the selection room?

Offer information to help families “mentally prepare” for the selection process:

  a. Give the number of caskets displayed

  b. Price range

  c. The reason for the broad range

  d. Types of caskets to select from (materials, styles)

  e. Presentation style used by the director

  f. Any disclosures

What’s the second method of transitioning to the selection room?

Offer nonverbal communication to “lessen the initial shock” upon entering the selection room:

a. All lights should be on before entering the room

b. The funeral directors should enter first

c. Touching the merchandise helps lessen tensions

When entering a selection room how should the furniture look and why?

Furniture group:

• Table, lamp and two chairs

  • Psychological - Something familiar for families to relate to

  • Functional – Something close by to sit down if necessary

Demonstration group:

• Three or four caskets

  • Used to inform and educate consumer

Describe the direct procedure for the selection room

The funeral director remains in the selection room with the family during the entire selection process.

What are the advantages of the direct procedure?

• Support

• More apt to meet family needs

What are the disadvantages of the direct procedure?

• No privacy

• Family decisions could be influenced

• Non-verbal communication can be negative

• Families needs could be misunderstood

Describe the indirect procedure for the selection room

The funeral director leaves the family alone in the selection room for a short period of time, with their permission, after the directors initial presentation.

What are the advantages of the indirect procedure?

• Privacy

• Director influence is eliminated

• Nonverbal communications are eliminated

• Director misinterpretations are eliminated

• Written merchandise info may be better analyzed

What are the disadvantages of the indirect procedure?

• Support is lacking

• Questions aren’t able to be answered as the need arises

• Written info may be ignored