Merchandising Glossary WK 4

Air seal

A method of closure that utilizes the air pressure created by placing the dome of the vault onto the base of the vault, often called the diving bell principle.

Air tray

A transfer container consisting of a wooden tray with a cardboard covering for the casket.

Alloy

A substance composed of two or more metals.

Alternative container

An enclosure for human remains in preparation for cremation, composed of an appropriate combustible material; rigid enough for handling ease; assures the protection of the health and safety of the crematory operator as well as provide appropriate covering for the remains.

Apron

The lining attached to the undersurface of the foot panel of the casket and/or a component part of the throw (overlay) which extends downward into the body of the casket.

Arm

The part of the casket handle that attaches the bar to the lug (ear).

Average (mean)

The sum of a group of numbers divided by the number of units.

Bail handle

A single handle in which the lug, arm, and bar are combined in one unit.

Bar

That part of the casket handle, attached to the lug or arm, which is grasped by the casketbearer.

Base

The lower or supporting part of a monument. In some monuments, there may be a first, second, and third base.

Base molding

Molding along the lowermost edge of the body panels.

Bed

The portion of the casket upon which the human remains are placed.

Bench

A type of cemetery memorial consisting of a top piece supported by two standards; used to identify family burial plots or used in conjunction with a family monument.

Bevel top marker

A headstone with a face set at an angle of less than 45 degrees in relationship to the terrain.

Bier

Typically a stand upon which a casket is placed for viewing and services, but sometimes a means of merchandise display.

Bi-unit pricing

A method of price quotation showing separately the price of the service to be rendered and the price of the casket.

Block

A subdivision of a cemetery containing several lots.

Body

Portion of the casket shell containing the top body molding, body panel, base molding, and casket bottom.

Body ledge (top body molding)

A molding along the uppermost edge of the body panels.

Body ledge flange (top body molding flange)

The horizontal portion of the top body molding (body ledge) where the gasket is placed on gasketed caskets.

Body lining

Material which drapes the inside perimeter of the body of the casket.

Body panels

Compose the sides and ends of the casket shell.

Bridge (header, cap filler)

Component part of the cap (lid) on half couch caskets that provides support at the point of the transverse cut.

Broadcloth

A twilled, napped, woolen or worsted fabric with a smooth lustrous face and dense texture; a fabric usually made of cotton, silk, or rayon woven in a plain or rib weave with a soft semi-gloss finish.

Bronze

A metal alloy consisting of 90% copper with tin and sometimes zinc comprising the other 10%.

Brushed finish

Bare metal is scratched with an abrasive material and then finished until a smooth high gloss is obtained.

Burial casket

A casket for interring or entombing human remains.

Cap (lid)

The top most part of the casket shell, including the ogee, crown, pie, and header.

Cap filler

See bridge.

Cap panel

The focal part of the interior which fills the inside of the crown, sometimes bordered by the roll (cove); may be referred to as the panel.

Cash advance items

Any item of service or merchandise obtained from a third party and paid for by the funeral provider on the purchaser's behalf.

Cash discount

A term of sale that provides discounts from quoted prices as an inducement for prompt payment of invoices.

Casket

A rigid container designed for the encasement of human remains that is available in various shapes.

Casket liner

A removable metal unit that is placed inside a wooden casket shell to provide protective qualities.

Casket rack

A device upon which caskets are placed, one above the other, for display or storage.

Casket stand

the stand or support upon which a casket rests in the selection room.

Cast bronze

molten bronze poured into a mold and allowed to cool.

Cast hardware

production method in which molten metal is poured into a mold and allowed to cool before removing from the mold.

Cemetery

an area of ground set aside and dedicated for the final disposition of human remains.

Cenotaph

a monument erected to the memory of the dead, with the human remains not present.

Ceremonial Casket (rental casket)

A casket used for visitations and funerals with a removable liner.

Church truck

a wheeled collapsible support for the casket used in the funeral home, church, or home.

Cloisonné

a crafted metal container with an applied enamel finish.

Coffin

a case or receptacle for human remains which is anthropoidal in shape.

Columbarium

a structure, room, or space in a mausoleum or other building containing niches or recesses used to hold cremated remains.

Combination case (a.k.a. "combo")

a transfer container for uncasketed remains consisting of a particle board tray with a cardboard cover.

Combination unit

a container designed and intended to be used as an all-in-one casket and outer burial receptacle.

Competition based pricing

setting prices based on the competitor's strategies, prices, costs, and market offerings.

Composition board (particle board, pressed board, fiberboard, hardboard)

particles of wood bonded together with waterproof glue; the different types are distinguished by the size and shape of the particles of wood used.

Concrete sectional (sectional)

a grave liner consisting of six or eight slabs of unfinished concrete placed around the casket.

Consecutive method

placing caskets for selection in their order of increasing or decreasing value.

Consignment

a payment term for purchasing in which merchandise is provided to a retailer of goods, for which the retailer does not pay until the merchandise is sold to the consumer.

Copper

a malleable, ductile, metallic element having a characteristic reddish-brown color; frequently used in construction of caskets, urns, and vaults due to its non-corrosive qualities.

Copper deposit

a casket made from a core of copper metal to which copper ions are combined by an electrolytic process.

Corrugated container

a container used to hold human remains which is constructed out of a type of cardboard, which is made with a series of alternate folds and ridges.

Cost based pricing

pricing based on the cost of producing, distributing, and selling the product plus a fair rate of return for effort and risk.

Couch crypt

a crypt in which the casket lies parallel to the crypt face.

Cove (roll, puffing)

a component part of the casket interior which lines the rim (ogee) and surrounds the cap panel.

Cremation casket

a casket manufactured for cremation.

Cremation pouch

a non-rigid, combustible cremation-friendly bag used for human remains.

Crepe

a thin crinkled cloth of silk, rayon, cotton, or wool.

Crinkled finish

an exterior casket finish in which the metal is coated with a substance that wrinkles as it dries; usually used on less expensive caskets.

Crown (swell)

the uppermost part of the casket cap.

Crushed interior

a form of casket interior created by placing the lining material on a metal form, weights added, the material steamed, and then attached to a suitable upholstery (backing) material.

Crypt

a chamber in a mausoleum, of sufficient size, generally used to contain the casketed remains of a deceased person.

Customer value-based pricing

setting prices based upon the buyers perceived value.

Decorative Corner

optional decorative hardware that is attached to the four corners of the body panel.

Demonstration group (educational group)

caskets utilized to educate the selecting party regarding casket construction.

Die (tablet)

main part of a monument, the upright portion above the base where the inscription is located.

Direct Cremation

a disposition of human remains by cremation without formal viewing, visitation, or ceremony.

Direct lighting

illumination directly shining on an object.

Direct selection room procedure

the method of selling merchandise whereby the funeral director remains in the selection room throughout the selection process.

Doeskin (moleskin)

a heavy durable cotton fabric with a short (1/8th inch or less), thick, velvety nap on one side; woven cloth with a suede-like appearance.

Dome

the top of an air seal burial vault which entraps air as it is put in position; it also supports the weight of the earth above.

Double seal

a method of closure that utilizes the principle of the air seal in conjunction with an epoxy material at the junction of the dome and the base of the vault.

Ear (lug)

the part of the casket handle that is attached to the casket body.

Educational group

see demonstration group.

Elliptic

a casket having ends in the shape of a half circle.

Embossed

material having designs raised above the surface; frequently seen on cloth covered caskets.

Engineered Wood

a range of derivative wood products, which are manufactured by binding together wood strands, particles, fibers, or veneers with adhesives to form composite materials.

Environmentally Friendly (green, natural)

eco-friendly approach that utilizes products, services and merchandise that are free of toxic/hazardous materials, are biodegradable or that minimize use of energy.

Epitaph

an inscription placed on a monument to commemorate the deeds or qualities of the deceased.

Excelsior (wood wool)

wood that has been shredded into spaghetti-like strings.

Extendover

the portion of the casket interior which extends over the top body molding (body ledge) for aesthetic value.

Ferrous metal

any metal formed from iron (steel or stainless steel).

Fiberboard

see composition board.

Fiberglass

a material consisting of extremely fine filaments of glass embedded in various resins.

Fishtail (pie)

the wedge-shaped portion of the cap (lid) at each end of the crown.

Fixed dollar amount

pricing method in which the same dollar amount is added to the wholesale cost of merchandise.

Fixed multiple

pricing method whereby the casket cost is multiplied by a constant factor.

Flaring square

a casket shell design in which the sides and ends of the casket body flare out from the bottom to the top.

Flat finish (matte finish)

a finish used on casket exteriors that is free of gloss, dull, lusterless surface.

Fluorescent lighting

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

Flush marker

a headstone with a face set parallel in relationship to the terrain.

Fold (gimp)

a strip of metal, plastic, or cloth that is attached to the inside of the panel, covering the area at which point the roll (cove) is anchored.

Foot panel

a component part of the casket interior, which is inside the foot cap.

Fractional display

use of portions of caskets in the selection room vs. full sized caskets.

Functional pricing

a method of price quotation in which the charges are broken down into several major component parts such as professional services, facilities, automobile and merchandise.

Funeral ceremony

a service commemorating the deceased with the body present.

Galvanized

steel that has been coated with zinc for increased resistance to rust.