Trigard Burial Vault and Funeral Service

Trigard dealers are recognized for their excellence

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Fri, 28 Jul 2017 16:59:00 +0000

We at Trigard are blessed to have dealers who have not only risen to the challenge in our business, but also excel in new and exciting ways. During the Trigard Distributor Convention, we recognized some of these people.

Wilkes-Barre Burial Vault, Outstanding Growth in the Small Business Division

Paschal Burial Vault Service, Outstanding Growth in the Mid-Size Division

Southside Grave & Vault, 3rd Highest Growth in the Large Division

Roberts Vault Company, 2nd Highest Growth in the Large Division

Chesapeake Burial Vault Company, Highest Growth in the Large Division

Watts Vault and Monument, Highest Sales Volume

Sometimes, our accomplishments cannot be measured in numbers. Sometimes it’s something that is just something inside us. Something that causes you to look at someone and say, “Hey, that guys just gets it!” That’s why we have the Trigard “You Get It Award.” This year, we did something we’ve never done before; we gave two of these awards.

The “You Get It Award” goes to Handley Precast Systems, Inc. This is a company who knows what it means to be full-service. Handley Precast embraces the entire Trigard product line. From Serenity vaults to bronze memorials, they provide great service, true professionalism and smiles. Lots and lots of smiles!

Clinton Excavation & Burial Vault LLC also received the “You Get It Award.” Clinton Hedgepeth embodies everything about #TeamTrigard. From taking the lead on social networks, to his legendary Christmas parties for customers, to helping out a fellow dealer with a rush applique, Hedgepeth is a role model and team player all in one.

Congratulations to all our award recipients and everyone on Team Trigard who had a winning year!

James Jefferson: Bonus Materials

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Thu, 27 Jul 2017 19:08:00 +0000

When interviewing dealers, we sometimes ask the light-hearted question about employees… “Who is your favorite?” James Jefferson, owner of the Southside Grave and Vault Inc. in Skipwith, Virginia, had no problem answering the question.

“One would be Marcus “Big Boy” Coles. Marcus goes above and beyond. At times when you have a whirlwind going on, and you don’t know how you’re going to get through the day, Marcus makes things happen.”

“Robert Jefferson is the other one. He is my first cousin. He is another guy who will do whatever it takes to make things work.”

Great job guys!

Dealer Spotlight: James Jefferson

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Thu, 27 Jul 2017 19:02:00 +0000

In 1992, James Jefferson was looking for part-time work and even though he knew nothing about it, he decided to start digging graves. That may sound far-fetched, but not for a man who replaces 0% know-how with 100% hustle. He cold-called funeral homes, learned on the go and grew to become a strong presence in the industry… and at Trigard.

“I was at a graveside service, when a gentleman from another area brought a Trigard burial vault product I had never seen before. It caught my eye. Soon after that, a funeral director told me that he wanted another option for burial vaults. So, for a couple years, I bought Trigard vaults directly from another company, but when he went out of business, I was left with no vaults. I told my wife that night, ‘We need to start making burial vaults.’ She asked, ‘How are we going to make vaults?’ I said, ‘I don’t know, but we’re going to figure it out.’

“I love being aggressive. I love looking at the overall structure of my company and seeing what we can improve. Being able to set a goal and seeing it come to reality is a huge passion of mine.”

Today, James owns the Southside Grave and Vault Inc. in Skipwith, Virginia. His business has expanded to include a full-service monument and headstone company, too.

“When I first started, there was competition within 100 miles on all four sides of me,” said James. “If I wasn’t willing to grow into their areas, those guys would have stomped me out. We decided to grow. Our footprint expanded. We built relationships with other guys in the area and we were actually able to stomp out our competition.”

One way that James sparked growth was by taking advantage of Trigard’s openness to innovation and created his own distribution chain. He pours vaults and sells vaults in bulk to others who then finish the vaults and setup at cemeteries. James believes this system works because it is based on strong relationships.

“You have to manage your business and the relationships within your business. You have to hold everyone accountable. It works out well, but both parties must display professionalism. There is a level of trust that must be established, and there has to be room for everyone involved to get a piece of the pie. It is in everyone’s best interest for things to work that way.”

James’ growth also comes his commitment to education because he knows that we can’t assume that families understand the importance of the burial vault.

“One time, we were at the graveside waiting to proceed with the internment and the director, who we hadn’t worked with before, kept looking at his watch. He asked if he could leave. I said, ‘Well I’m going to do the same thing whether you’re here or not, so go ahead.’ After a while, the family kept looking at me and told me I could get started.

“So, I started closing and lowering the vault below the surface of the ground. The family said, ‘Whoa, wait a minute, it’s too deep! We wanted this to be above the ground.’ In the African American market, in some sections of the country, they use what is called an above ground vault. It is where the cover of the vault is not buried and is seen above the ground. The family continued, “If we would have known the vault would be fully buried, we wouldn’t need a vault!’ I stopped lowering and asked politely ‘Why did you choose to have a burial vault?’ The family answered, ‘We wanted something to protect the casket from the water and the dirt.’ I replied, ‘Well that’s exactly what a vault is designed to do.’ The family responded with ‘Well no one ever told us that.’

James learned from that experience and adapted. As a result, he has built trust and respect with the people he works with.

“I think it’s important that families know we provide a product and service to help them through one of the last things they can do for their loved one. We take pride in that, and we cherish the opportunity to be able to help them. We want to be looked at as experts. For example, a friend of mine recently called me and said he was considering disinterring his parents. He wanted to know how I felt about that. It’s rewarding to me to know that he places that trust in me. He believes that I will help him come to an ethical and gratifying decision.”

James also reaches out for help as tool for growth.

“I also hired an independent firm about 7 or 8 years ago. I was trying to get a general idea of what the cremation rate growth might be in my area. According to the trends at that time, my potential to grow was strong and we’ve yielded some of that. It was well worth the investment. What a lot of people don’t realize is that the state and local government have programs in place to help assist people like me with that kind of thing.”

His efforts have paid off. He has expanded in space, employees and business approaches.

“We have one manufacturing plant in Chase City, Virginia.” We started off with a small 51’ x 84’ building. We worked with that until we literally could not grow anymore. It became apparent to me that if we are going to grow, we need a larger building, so we built a new building about 5 years ago.”

In that new building,James typically has 18 employees putting in a hard day’s work.

“I try to hand pick them. I don’t want to go to the unemployment office and grab anyone whose applying. I’ll usually ask current employees for suggestions, and I’ll do some ‘recon’ work to find the right fit.”

Speaking of great fits, James believes he and Trigard are a good match.

“Trigard is very accessible. You listen. When I originally approached Trigard I said, ‘To be honest, I come from the poor side of town. I’m not looking to be treated special or anything. I just want to be treated fair. I just need an opportunity.’ In all the years that I’ve been involved with Trigard, I’ve been treated fairly. Big Jim made Trigard very accessible for someone like me who was a nobody in the industry at that time.”

There is no way to speak with James and not feel optimistic about the future of our industry. His focus on the future is through a different lens --a lens that sees only opportunity!

Springtime is growing time

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Tue, 11 Apr 2017 14:48:00 +0000

By Donna Darby-Walthall, Trigard Burial Vaults Chief Financial Officer

When Spring arrives, I think of farmers getting in the field and planting their crops. I am kind of envious of them. Why? Each year, they get to start fresh. If last year’s crops didn’t grow as well as expected, they farmers get a chance to replant and try again this year.

Yes, I realize that it isn’t that easy and there is a lot more to farming than just replanting, but I hope you get my point. We as burial and urn vault manufacturers don’t get to plant a fresh crop and start over every year. We must keep what we have, while growing new business. Our success must be continual.

What is your definition of success? How are you maintaining? When I think of success, a few words and phrase come to mind.

New ideas
Don’t be afraid
Believe in what you do
Be professional
You must spend money to make money
Communicate
Set and work towards goals

These are just a few things that I associate with success. As we begin as new Spring, join us as we look for ways to stay successful. Now is the time to regenerate!

At Trigard, we offer a wonderful opportunity for growth - Trigard University. It includes an agenda and tools to help vault dealers and funeral home customers grow business. Now is a great time to reserve your spot for Trigard University. It is one of the most unique and talked-about activities that we do at Trigard. I promise; it is a trip well spent.

So as we begin Spring 2017, my wish for you is continued success! I know that we all must work on maintaining and growing. Let’s make it a priority. Let’s so it together!

Cassandra Meek receives Trigard scholarship

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Thu, 02 Mar 2017 19:33:00 +0000

Trigard Burial and Cremation Vaults proudly awarded a scholarship to Cassandra Meek, a student at Carl Sandburg College’s Mortuary Science Program in Galesburg, IL.

Meek received the scholarship because she demonstrates a strong academic performance and a commitment to helping grieving families remember, celebrate and heal.

“We are happy to invest in Cassandra’s education,” said Trigard Project Manager Blake Swinford. “We are confident that she will be a caring leader in the next generation of funeral directors.”

Meek was awarded a $250 scholarship to help complete her studies. It is one of many scholarships awarded by Trigard each year.

Meek was received her scholarship while her class toured Trigard Vaults, Trigard Memorials and Sunset Funeral Home in Danville, IL. They also heard Trigard Chief Executive Officer Linda Darby talk about the changing face of the death care profession.

Team Trigard: Meet Ross Darby

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Thu, 02 Mar 2017 19:02:00 +0000

Ross Darby is the Director of Business Development at Trigard Burial and Cremation Vaults. He is part of the 4th generation of the Darby family. Get to know Ross with these fun facts!

Team Trigard: Meet Stuart McDaniels

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Thu, 02 Mar 2017 18:55:00 +0000

Stuart McDaniels has been with Trigard Burial and Cremation Vaults for almost nine years, but you may have not heard much from him. He worked behind the scenes, creating a strong supply chain. You'll hear more from Stuart now, though. Recently, he changed positions and joined our sales team.

Trigard Dealer Spotlight: Greg Tilley of Ideal Burial Vault

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Wed, 15 Feb 2017 19:27:00 +0000

“I have never made funeral arrangements, but people I know ask me about arrangements… like I know what goes on.”

LOSS & HEALING

Greg Tilley is being modest when he talks about funerals. He has never arranged a service, but as owner and operator of Ideal Burial Vault in Corfu, NY, Greg understands loss.

“I tell this to our new hires: Think of every vault or setup you do is for somebody’s mother or somebody’s father. This is nothing new, but that’s how you have to think about this. You need to be of that mindset constantly.

“I want the families we serve to know, that’s how we view what we do. Yes, we are a stepped removed, but we still cry with them. Suicides are unbearably wrenching. We’ll lower a casket while a father is just screaming crying. We feel their pain, and I want them to know that.”

Greg also knows a graveside service can help the healing begin.

“We’re here to help heal their loss. We want them to feel some comfort that we care. This isn’t just a waste of money. You probably hear this from people all the time - just throw me in the ground! I get mad when people say that. It’s such a slippery slope. Where are we offering protection?”

FAMILY & HISTORY

Greg learned this caring by watching his family. “It’s a family business. It chose us, we didn’t necessarily choose it. It’s part of who we are. We see our Dads eating it, breathing it, sleeping it. It’s more than just a job. It’s what our family does.”

Original plant was built in 1953

Tilley’s grandfather started the business in 1953. When Greg compares his generation to his grandfather’s generation, Greg says, “Man we are just so lazy and spoiled!”

But we would disagree with Greg. He started working for the business when he was just five years old, helping with set ups. Greg became an official employee at 15 years old, when he worked summers and school vacations. He started delivering vaults at age 18.

Greg is still a proud family man. He is married to Amy and is father to Nate (12) and Neve (10.) He is head coach for Neve’s hockey team and was an assistant coach for both kids’ team last year.

THE PLANT

Greg recently sold the plant his grandfather built and purchased a new one. Greg dug down and looked at the numbers to make sure this was a good decision. He factored in travel distances, wear and tear on vehicles, over-handling of product and equipment maintenance.

“It was a very complex calculation. The numbers weren’t really screaming this is a no-brainer.”

He is confident he made the right decision, though. The new building is more spacious, in a better location and a new facility.

New plant for Ideal Burial Vault

STANDING OUT FROM THE COMPETITION

“It’s hard to pick out that one thing that you do that’s different. It’s important to talk to your peers. Go visit them to see how they do things to see if there’s something you can find that works. How are you spraying paint? What size tip are you using? That sort of thing.

“We get told a lot that we have the best-looking product and best-looking concrete. I’m not sure what we are doing to cause that. The unknown secret may be the release agent we use that eliminates bubbles. I try to avoid being corporate, but as you grow you need to adopt some of that.”

TECHNOLOGY

Greg is implementing Customer Relation Management (CRM) software to help manage his paper work, contacts and more. He is hoping to completely convert to this software by April.

“I’ve lived with paper for 30 plus years, so the thought of getting away from that is exciting to me. It’s amazing how something that used to take so many pen strokes and pieces of paper can be done in one click. It used to be 10 services in a day would be a hard day. Now hard days are the norm, and truly hard days are more like 20 services in one day. I need this program to stay organized. We tried to go through websites for orders and organization, but that hasn’t worked. I have a buddy that is an IT guy, and we decided to go with custom software. We’ll have a TV monitor out in our plant that shows our inventory levels.”

POWER OF A TRIGARD APPLIQUE

“The Appliqués have changed our burial vault industry forever. I don’t know that anything, whether it be the Aegean or Healing Tree lined vaults, that has had the impact that a custom Applique has had. Nobody has stood around a vault painted copper and silver and said, ‘Oh wow, look at this, they put his name plaque on it!"

“People stand around crying and looking at an appliqué. It’s the last thing. They’ve been through the procession lines, they went through the video montages, but this is it. This is their final goodbye. It is a very impactful moment.”

WHY TRIGARD?

At first, Greg considered Trigard because of financial reasons, but then he discovered something more.

“It was purely a dollars and cents thing. We were a dealer who used a 3rd part liner manufacturer in Auburn, NY. It’s what I learned at Trigard University that really sold it, though. Trigard does everything all out, and that’s what we wanted to be associated with. This is a relationship business. It’s not always about a dollar here and a dollar there.”

Thank you Greg! We appreciate the time and insights you
shared with Trigard Burial and Cremation Urn Vaults.

Movement supporting military funerals becomes nationwide organization

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Wed, 04 Jan 2017 22:55:00 +0000

Operation Honor Guard (OHG), a movement started by Trigard Chief Operating Officer Rich Darby, has become a nationally-recognized charitable organization, recently receiving non-profit status and a federal trademark.

In 2013, Darby attended a graveside service in Danville, IL and saw the worn and mismatched uniforms of the volunteer Honor Guard, a ceremonial unit who performs military honors at funerals for veterans and service members. He knew he wanted to help, so Darby created Operation Honor Guard.

Over the last three years, this organization raised funds for 30 Honor Guard units in Central Illinois. Darby believed this success could be repeated nationwide and applied for 501 (C)(3) status and a registered service mark. Operation Honor Guard recently received both, allowing the organization to make a coast-to-coast impact. During Operation Honor Guard’s recent Day of Giving, OHG raised $180,000 nationally.

You can join the movement and help support Honor Guard units. Visit operationhonorguard.us.

New funeral keepsake for families

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Wed, 28 Dec 2016 18:35:00 +0000

Adding family photographs, symbols and words of endearment to a Trigard burial vault or a cremation urn vault can be a touching celebration of a life. That’s why many families want a matching memento.

Trigard has created a Keepsake Plaque that matches the Applique. The 12”x 3” PVC plaque fits on any mantle or desk and looks sleek when mounted on a wall. It can be shipped with the applique so that the family can have the plaque at the time of the funeral or graveside service.

Funeral directors can call 800-637-1992 to connect with the nearest Trigard dealer.

Introducing new Applique choices for Trigard burial and cremation vaults

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Wed, 28 Dec 2016 14:13:00 +0000

To help you better address the growing trend in personalized memorials, Trigard has added new Applique options for burial and cremation urn vaults, making graveside and committal services unique and personal.

NEW IMAGES: We’ve add 3 new photo backgrounds: a basketball court, a sky that is bright blue and a sky with a cloud shaped like a cross. Each one is an ideal backdrop for a portrait photograph.

BLENDED IMAGES: We now offer the blending of two background photos into one. Imagine the duck and deer backgrounds together for a hunter, or the cornfield and flag blended together for a farmer.

EMBLEMS: The possibilities seem limitless with our new emblems, celebrating the hobbies, careers and passions of a loved one. These emblems can be beautifully incorporated into any Applique, ranging from a simple background to a full collage.

To learn more about our personalized Appliques, call the Trigard marketing team at 800-637-1992.

Worsham student wins Trigard scholarship

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Wed, 30 Nov 2016 16:50:00 +0000

Trigard Vaults proudly awarded a scholarship to Tristan Jardee, a student at Worsham College of Mortuary Science in Wheeling, IL. Jardee received the scholarship because he demonstrates a strong academic performance and a commitment to helping grieving families remember, celebrate and heal.

“We believe Tristan will be a caring leader in the next generation of funeral directors,” said Trigard Chief Executive Officer Linda Darby. “We are happy to invest in his education.”

He was awarded a $250 scholarship to help complete his studies. It is one of many scholarships awarded by Trigard each year.

While visiting Worsham College to make the announcement, Darby spoke to students about the changing face of the death care profession. Trigard’s Vice President of Business Development Jeff Miller and Project Manager Blake Swinford also spoke to the class.

The importance of attending conventions

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 31 Oct 2016 19:03:00 +0000

By Jason Murphy

Director of Family Services, Sunset Funeral Home and Memorial Park

Recently, many of our Trigard Burial Vaults team attend the National Funeral Directors Association(NFDA) convention in Philadelphia. After chatting with a few of them, I hear one thing in common. They all expressed how energized they felt after being around many other people in the industry.

In my personal experience, I have also found that I get this same sort of refreshed feeling after attending conventions. I am always excited to get back to work and try out the new ideas that I learned about or simply share some of the items that I discussed with my peers. Recharging your battery is great, but I also feel conventions provide other important benefits as well.

While at conventions, you are able to network with others who may be experiencing some of the same challenges that you face. This allows you to learn what has worked for them… and maybe more importantly, what has not worked. This could possibly save you a ton of time from trying something that is designed to fail. Through networking, you may also have the opportunity to grow your business. Obviously, with Trigard, we are always looking for new opportunities to partner with progressive firms, so these conventions are truly important for us to share our unique burial vaults and urn vaults with the rest of the industry.

Speaking of networking, I feel that conventions provide a platform for new friendships and connections. I am part of the Illinois Cemetery and Funeral Home Association(ICFHA)Board of Directors. Through this opportunity and the many conventions that I have attended, I have developed strong friendships. These friendships go beyond simply being in the same industry. These friendships help when you need a favor or some good advice. It is always comforting to know that someone is a phone call away and will gladly go out of their way to help you in whatever you need. This is always a better strategy than just “Googling” an answer you that seek.

My advice would be to attend as many conventions that fit your budget. You never know where a golden nugget is hiding, so allow yourself ample opportunities to find it.

This article originally appeared in Trigard Tuesdays, our weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/tuesdays.

How to Stay Positive in Negative Situations

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 26 Sep 2016 12:57:00 +0000

By Sheryl Baumeister, Trigard Human Resources

Are you tired? Boy, I am! With all the negativity about who to vote into the White House, standing up or taking a knee during the National Anthem, copy and paste if you love Jesus, “Like” and “Share” to win!

It’s exhausting! By the end of the day, we find ourselves emotionally drained by all of the negativity around us. All these negative comments and situations can make us feel frustrated, angry or even tempted to take on a negative attitude. Instead of doing that, let’s try to rise above it by using a few simple tactics.

1. Focus on you
Regardless of what others do or say, we can control our own attitude. Ask yourself why are you reacting this way?

2. Reverse your reaction
When someone is acting in a negative way – yelling, pouting, arguing, being passive aggressive, negative body language – try acting the opposite way. When you choose a more positive reaction, you’ll feel more positive.

3. Don’t take it personally
More often than not, another’s negativity isn’t about you. Maybe the person has had a really bad day and is dealing with a lot of stress you are unaware of. It’s difficult to know what’s going on in someone else’s head.

4. Stay in the moment
When you focus on what is happening now (not what has happened or could happen), it’s more difficult to feel negative. Don’t let your negative thoughts and feelings take control.

5. Practice gratitude
When dealing with someone who is being negative, remind yourself of the positive experiences you’ve shared and be thankful for those.

If you are dealing with a completely negative person or situation, be grateful for the opportunity you’ve been given to strengthen your own inner positivity. It’s an opportunity to practice positive thinking.

Staying positive around negative people is always challenging, but making use of these tactics will make even the most negative interaction easier to face. Regardless of the situation, it’s up to you to choose a positive attitude.

This article originally appeared in Trigard Tuesdays, our weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/tuesdays.

9/11 Memorial

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Fri, 16 Sep 2016 15:56:00 +0000

By Donna Darby-Walthall, Trigard Burial Vaults Chief Financial Officer

We recently passed the 15th anniversary of September 11 – the day when terrorists attacked the Twin Towers in New York City and changed thousands of lives forever. I still have a hard time imagining that other human beings could so intentionally take the lives of many people.

Being an owner of Trigard Burial Vaults, where we wholeheartedly believe in and support memorialization, I am glad to know that a place of remembrance has been created. The 9/11 Memorial honors the people who were lost that very dark day. It offers an opportunity to bring people together, in much of the same way we saw the world come together immediately following the attacks. The Memorial Museum is another way to pay tribute to and remember each victim. It includes a tribute full of pictures, recordings and love notes of all victims. (Take a virtual tour of the museum.)

I have read that men and women who work and volunteer at the Memorial have gotten to personally know the victims through the stories of love and support of the remaining family members.

I truly believe we live in the greatest country in the world and we will not be taken down by terrorists. May we always remember the people who just went to work like any other day and how tragically that work day ended for them. God bless them, their families and you.

Another Look Back
Read Linda Darby's reflection on 9/11 as it relates to Have the Talk of a Lifetime.

Why it's important to make time to give back

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 12 Sep 2016 17:01:00 +0000

By Rich Darby
Trigard Chief Operating Officer

Do you give back? In this fast-paced, dog-eat-dog, try-to-get-ahead-of-the-next-guy world, giving of your time and energy seems impossible, doesn’t it? It is so easy to say, “I can’t because I don’t have time.” If you are this person you may want to rethink your thinking. I have one suggestion for you… MAKE TIME.

You’ll discover that giving your time and talents can be a wonderful stress reliever in your day-to-day whirlwind. There is nothing more satisfying than working for a cause. Whether it’s coaching your child’s sports team, volunteering at church or becoming a Big Brother or Big Sister, giving back will be more satisfying than your paying job.

Do you wonder why that is? I think I have figured it out. I truly believe the satisfaction comes from the fact that giving back is something we CHOOSE to do. Our job is something we MUST do. Now don’t get me wrong; I love going to work. It energizes me, satisfies me, challenges me and rewards me. But giving back completes me.

When my time comes and I am nothing but a memory, I want my legacy to be that I made a difference in someone’s life. I don’t want my legacy to be about how many businesses we owned or how many awards I have won. I want my legacy to be that Rich Darby walked this earth and that this was his contribution to the world – the sweat equity involved in giving back.

Our family has always been taught to give back. It started with my grandparents and parents. It continues with me and my siblings. Now, our children are getting involved in our community and giving back.

We own and operate more than 10 different businesses. Wouldn’t it be easy to say we don’t have time? Well here is the real answer:

My oldest sister Karen is co-chair of a local business networking group in Sun City West, AZ.
Next, my sister Donna volunteers at Camp Healing Heart, a camp for grieving children.
My sister Linda is co-chair of the Have the Talk of a Lifetime campaign, a national cause to help the funeral industry as a whole.
I am president of Operation Honor Guard, an organization that raises money and supports honor guards nationwide.
My brother Scott is involved in a choir in Phoenix, AZ that travels and brings joy to many lives by his singing talent.

Are you reading this and struggling with the question, “Do I really have time to give back?” Again, I will reiterate that you need to make time. It will be the most rewarding and fulfilling part of your day. Thanks for reading!

Little things can make a big difference

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 29 Aug 2016 12:16:00 +0000

By Erin Brodbeck, LCSW, CT, Director of Grief Services, Center for Loss & Healing

With all of the tragic events that seem to be happening in the world today, I have been thinking about grief from a larger perspective. What does grief look like on such a large scale? What can we do as an individual to help support one another, not only as citizens of the United States, but as citizens of the world? These are hard and overwhelming questions that don’t really have any straightforward answers.

I’ve had the privilege of working exclusively with grievers for three years now and I have learned that it is the little things that matter. We can do so much with just one little act of compassion and love. It makes more of a difference than we probably will ever know.

Maybe you’re saying to yourself, “It won’t really matter. It’s just a little note.” or “I just said I’m sorry. It is not like they haven’t heard that 100 times already.” But it truly does matter. Taking the time to show empathy and support to someone is one of the best things that we can do for each other.

So the next time you are sitting down with a family, try to think of one little thing that you can do for them, even if you think it’s insignificant, and they will think the world of that one simple act of kindness.

“Your company is only as good as your leadership”

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 22 Aug 2016 13:00:00 +0000

By Linda Darby, Chief Executive Officer

Our management team just attended The Global Leadership Summit which was offered through Willow Creek Church in the Chicago Area. This is the second year our team has been able to participate in this Summit.

This program always exceeds my expectations! I just loved to be able to take our management team to an event of this caliber. The Summit was simulcasted to different churches (and most recently to our local prison) in the United States and Globally as well. The tag they used when promoting the program this year was “Everyone Wins When a Leader Gets Better.” Stop to think about what that means for a minute…. ok, your minute is up for you Millennials!

Pastor Bill Hybels’ opening statement was “Your company is only as good as your leadership.”

That, my friends, is a powerful statement. I can promise you this series of speakers challenged me and our team of leaders to truly look at ourselves and what we do when leading our company together. Our hearts' desire is to be the best partner to our clients, employees, vendors and community. (Read more about our mission statement.)

This summit truly gave us the opportunity to “fill our cup.” What are you doing in your organization to grow your leadership team?

I will close the article with one lasting impact statement John C. Maxwell shared with us, “Intentionally add value to people every day.” That, my friends will make a difference in our families, our businesses and our world.

Want to learn more? Check out these resources from this year's Summit and free videos from last year's Summit.

Don't be that annoying salesperson who I ignore

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 15 Aug 2016 16:24:00 +0000

By Stuart McDaniels, Materials Manager

As a buyer for Trigard, I deal with many outside vendors. Thinking back through my purchasing career, I have probably sat across the desk from hundreds of people. It seems like I have experienced just about every kind of selling tactic, style, opening and closing imaginable. (Although I am sure there are a few sales ploys that I haven’t been exposed to yet. It seems new techniques are being developed all the time.)

Recently, I realized something interesting though. No matter what method a salesperson uses to sell to me, when it comes to large purchases, I really only respond to one technique− relationship selling.

A true story
There is a company that contacts me often. They want to sell me freight services. This company is a rather large company and is owned by another, even larger company. It seems that their sales strategy is to telemarket and email random companies, hoping someone will call them back. Often, I hear from them twice a week. Sometimes it’s an email. Sometimes a voicemail. Sometimes both! Usually it’s a different person each time, but occasionally I have the same person contacting me for a couple weeks straight. Invariably someone new will call and I will never hear from the previous person again.

The interesting thing is that I never return their calls. Never ever. They may have great service or may be able to save us money, but the sad truth is that they will never have a chance to tell me about it due to their tactics.

Unfortunately, this company does not understand how annoying it is to see their email or listen to their voice message for the eighth time this month. I don’t want annoying phone calls and emails, one after the other, all saying the same copy and paste message.

I don’t need a widget; I need a partner. I want a relationship.
I want someone to appreciate and solve my problems, to know me and the company I work for. I want someone who understands that I need more than annoying calls and emails. When a supplier has driven you to the point that you don’t even like talking to them, you have to question their tactics. In a relationship, both parties have to like each other. It just doesn’t work otherwise.

Relationship Selling

Lately, I’ve been involved on the sales side of things and exposed to a great book about smarter sales. It’s called SPIN Selling. I really took to the book’s message. It teaches the difference between a small sale and a large one and demonstrates how each requires a different approach. Once you’ve read and understand the concept, it really is instinctual. It’s something you already knew but never thought about… or to put it into other words, you know it to be true.

Throughout the years, I’ve learned the approaches I like and the approaches I don’t like, and frankly what works and what doesn’t. I can say that relationship selling has shown to be the most effective for large and repeat sales. I encourage you to continue to educate yourself dutifully and push yourself to learn to do what doesn’t come easy.

Need sales help? Gamble on yourself!

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 08 Aug 2016 14:34:00 +0000

By Jeff Miller, Trigard Vice President of Business Development

I’m a betting man. I’ll show you.

I bet you’re busy. I bet that the simple act of running your business consumes most – if not all – of your time. I bet you’d like to grow your business, but it’s hard finding time to make sales calls. I bet you’d like to have a dedicated sales team, but can’t find the time or budget to build one. So, did I win the bets?

Let’s make one more bet… I bet I know the perfect sales person for your company. You!

Yes, I know for business owners like you, who work directly in the day-to-day operation of the business, it seems impossible to find time to dedicate to sales. However, you may be surprised.

Give it one day.
As a starting point, dedicate one day each month to the sales growth of your business. After all, there is no one better than you to pitch to prospective customers. Who better to follow up with current clients? You’ll love the response you will receive when you show up at their place of business. Use these meetings to discuss the marketplace and share your thoughts with owners and managers. It will prove to be very productive.

Still not convinced that you can break away for a day? With some simple planning, your routine operations will run without you for a day or two each month. This occasional absence also gives others in your company the opportunity to step up. It will help make better team players.

You are probably the most reliable, experienced and trusted sales person you know, so consider hiring yourself for this very important role. I think I’m making a safe bet when I say, “You will do a great job. You’ll thoroughly enjoy the experience and love the long-term results!”

Feel free to call me at 800-637-1992 to discuss this approach and share your thoughts about filling the all-important salesperson role.

What are your blind spots?

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 01 Aug 2016 14:40:00 +0000

By Julia Sullivan
This article originally appeared in The Director.

This year, my local newspaper published a disheartening story about a funeral home located about 40 miles from my house. It involved a funeral director with a suspended license. There’s no need to share the details of his abominable behavior.

For the record, I know that unethical people with suspended licenses are NOT the people who are reading this article. It’s quite the opposite. If you’re taking the time to dig into an industry publication, I know you are committed to lifelong learning. You know that each family you serve has one chance to say goodbye to their loved one, which means you only have one chance to get it right. You’re not just one of the good guys (or gals); you are dedicated to the profession and to quality service.

And yet, as I read the newspaper article, even though the things that this funeral director did were despicable, I focused in on the quotes from the family. I wanted to hear their perspective. One quote stood out to me. It was practically a footnote, but it leapt off the page as I read.

“Then we talked about urns. It was weird. He went into a back room and brought out an old catalog with pictures of urns.”

Seems pretty harmless, right? In fact, catalogs are pretty standard fare. It’s just not possible to have every product available in a selection room.

But something wasn’t right for the family. Even after their ordeal, as they retold the story to the reporter, it made a big enough impression on them that they mentioned it. And the reporter, in turn, decided to include it in the story. Even the editor kept in this small detail that seems arbitrary.
Think about your own funeral home. Would you ever imagine that the way you present your urn options could have a lasting impact? I was genuinely surprised. It got me thinking about the tools manufacturers create for funeral homes to help families select products.

When you look around your funeral home at your marketing and selection room tools, what do you see?

There’s the catalog of cremation options you’ve used for years. You can find anything in it in seconds flat, which you know families appreciate. Those are the miniature vault samples you’ve always had. You can’t count how many families have chosen a vault using them as a guide. Look at the casket end-cuts. You clean them every single day to keep them looking great so families can run their hands over them without picking up a single speck.

If you had an open house and invited the community, what would people think as they explored? Would they think that your reliable catalog looked like it was designed a decade ago? Would that make them wonder if there haven’t been any new ideas or products in ten years or more? Would they be concerned that there might be new products, but it looks like your funeral home sticks with things that are older?

When they see the miniature vault samples, would they understand what they are if you’re not there to explain? I’ve heard so many stories of families seeing miniatures and wondering if they’re for babies or for cremation.

And then they see your pristine end-cuts. Their spotless condition might not be impressive to them, because they expect your selection room to be spotless. In their minds, it’s a given. But then they might start to wonder why the end of the casket is so important. Every time they’ve gone to a funeral with a casket, they mostly see the side. As your visitors try to imagine someone in the casket, it might feel more like a city morgue from a TV crime drama with bodies sliding in and out of drawers. Yikes. That’s not what you meant for them to think at all.

These hypotheticals will make some funeral professionals feel defensive. I’ve had this conversation at national conventions and have heard some insist that “their” families wouldn’t ever think any of those things. But if you’ve made it this deep into this article, I’m confident that you’re not in that category. You’ve probably already thought about some of these things, and you’re likely doing many of them differently.

We all have things that we can’t see clearly without a little outside perspective. Even the most progressive, up-to-date, stellar-satisfaction-survey funeral homes have blind spots. The newspaper article I read earlier this year was the nudge I needed to look at some of the top tools that we customize for funeral homes differently. This article can do the same for you.

One of my mentors once said, you don’t know what you don’t know. It’s easy to see all of the things that you’re already doing right, but it’s nearly impossible to understand what could be improved if you don’t think it needs improvement.

The best way I know how to see your own blind spot is to bring in some outside perspective. Do you know someone in your community (but not in the funeral profession) who, like you, has a reputation for stellar service? Could you trust each other to be that set of fresh eyes? Do you have a friend who has never needed to make arrangements with you? What would happen if you invited them in to look at what you do to see if anything stands out before they need your help?

This article originally appeared in Trigard Tuesdays, our weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/tuesdays.

5 steps to keeping it in the family

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Mon, 25 Jul 2016 15:47:00 +0000

Ross Darby

By Ross Darby, Director of Business Development

I’m lucky. Right out of college, I found a job that I love… thanks to my family owning some pretty innovative businesses. Knowing that I was going to be the FOURTH generation of Darbys in the death care profession, I studied family business in college and I learned some interesting facts:

90% of American business enterprises are family businesses.
62% of total U.S. employment is thanks to these enterprises.
Only 30% of family businesses in America will pass the reigns to the next generation, even though close to 70% would like to keep it in the family.

The most shocking stat for me was that by the fourth generation, only 3% of family businesses continue to exist!

There are hundreds of reasons why family businesses don’t continue, and I can’t address all of them. But, I have 5 doable steps to help any family business thrive.

Teamwork makes the dream work.
Routinely complete projects with every generation involved. Not only will you “win” together, but you’ll also be surprised how much you can learn from each other.

Communication is key.
Open communication regarding projects, changes and people will make things run smoother. Many issues and unpleasant surprises can be avoided just by talking.

Don’t go to bed mad at each other.
Sure, it’s a saying used for married couples, but it can be applied to business too. Never let issues go unresolved. Think before reacting. Don’t stew about things too long.

Don’t let the fear of change rule you.
When one generation starts daydreaming of retirement, it can be stressful on every generation. Big changes are scary, but they can be profitable too. I believe if you aren’t changing, you aren’t growing. Let the next generation know that you expected them to pick up where you left off… yes, and raise the bar even higher!

Have a plan.
The time to start a succession plan was YESTERDAY! Create a step-by-step plan and share that with the next generation.

The death care industry is unique, including its large number of multi-generation businesses. Personally, I love that aspect. It’s something I want to continue. I don’t want to be the last generation. Do you? If you’re a family business, join me in making a commitment to use these steps and grow the passion for generations to come.

Our new mission puts new focus on you

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Fri, 15 Jul 2016 15:30:00 +0000

Blake Swinford,
Project Manager

We are more than half way through 2016. Where are you with your New Year resolutions? Have you kept all of them? Half of them? None of them? We often make pledges that we don't keep.

At Trigard, we have recently made a commitment that we know is here for the long haul - a new mission, vision and set of key values. Best of all, they include you!

Mission: Our mission is based solely upon you. We will be the best partner to our clients, employees, vendors and community.

Vision: Our vision is to be the clear choice; a strong, viable, innovative leader.

Values:

Passion
Integrity
Innovation
Leadership
Family
Stewardship

While you may have not kept the goals you set at the beginning of the year, it’s never too late to start something good. If your company has an outdated Mission or no Vision or Values, now is the time to get started. Need inspiration? We are here to help. Just pick up the phone and call 800-637-1992.

Do you have the same passion as our Founding Fathers?

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Thu, 07 Jul 2016 15:17:00 +0000

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

With the Fourth of July being just a week ago, I started thinking about the principles, passion and faith our Founding Fathers had in changing our great nation. During the process, they worked together and discussed common concerns, ideas and solutions. It was not without arguments, flared tempers or stomping out of the room. But, the important lesson we gather from our past leaders’ hard work is that change takes focus and persistence.

I feel like this way of thinking can be applied to the funeral industry as well. It seems to me that the same message is conveyed over and over again, but not much seems to change. We tire from the struggle to champion our cause.

I recently finished reading a Consumer Connection report from Costco which suggested that families who have lost a loved one buy their own casket or urn, and bring it to the funeral home. They also suggest that families shop around to get three “quotes.” The whole article portrayed funeral professionals to be economic opportunists. It focused solely on the merchandise and very little on the help we can provide families. It was so disheartening! What should we do? Should we just give up and not fight for our cause? My answer to that question is a resounding, “No!” What would have happened if Ben Franklin or Thomas Jefferson just gave up? What if they said, “It’s just too hard to change this, I’m done!” The cost to us would have been great. We would not have been able to win our independence. The American Dream would have been just that, a dream.

As a profession, we understand what values are important to us and our families. We talk to each other, we disagree and sometimes there’s shouting and walking away. But, let us remember it’s all a part of the process. We must stay the course and fight for our industry just as our Founding Fathers did for our nation. Our industry has great value. Let’s continue the fight to solidify the changes we know must happen.

Give the families you serve peace of mind

noreply@blogger.com (Trigard Burial Vaults and Funeral Service) — Tue, 28 Jun 2016 16:42:00 +0000

This article originally appeared in the June 2016 issue of American Funeral Director.

Written by Rich Darby, Chief Operating Officer

As a funeral director and co-owner of a burial vault company, I am always looking for better ways to explain the importance of a burial vault. I am always trying to figure out what I can do to help overwhelmed families understand that a burial vault prevents the grave from collapsing and gives them peace of mind.

Making a loved one’s funeral arrangements can be overwhelming. Technology excites me, and I am always the first to own the newest gadget for business. However, this is one time that technology may not provide the best solution. I have come to the conclusion that the most important thing we can do when meeting with a family is to make them as comfortable as possible, starting with a short conversation about what they can expect before entering the selection room. I describe the room and make it clear that they will need to select two things: a casket and a burial vault. If you don’t set the family’s expectations before you enter the room, the burial vault can feel like an unexpected add-on. By spending just a few minutes outside the selection room, you lay the groundwork for your educational conversations ahead.

Then, it’s your time to shine, and this is where technology can make a difference. When all we had were end-cuts and miniature vault samples, funeral directors felt a lot of pressure to come up with the right words for each family. Now with technology, even a newly licensed funeral director can have all the right words.

For example, as you enter the selection room you are given the perfect opportunity to educate the family on the difference between a concrete box and a lined, sealed burial vault. I’m sure you know that it’s important to point out that a concrete box has holes in the bottom to allow for drainage and only prevents the earth from collapsing. I’ll bet you have a great way to explain that a lined, sealed burial vault provides layers of protection by including a polymer lining that works with the concrete to help prevent breakage. How many times have you talked through layers of protection and explained how a strong seal helps protect against outside elements?

But technology takes the pressure off. You can play a video that uses animation to educate the family. A miniature vault sample can only demonstrate so much, but a video from your supplier can show a vault in the ground, what rising groundwater looks like and how a concrete box can break down over time.

While walking through the selection room, you can put an iPad® in the family’s hands and empower them to explore your vault options. Today’s families are used to shopping online and navigating choices on their own. Complementing your vault presentation with interactive technology brings the family into the process and makes them more comfortable.

Speaking of online shopping, have you ever felt overwhelmed by the number of choices? The same applies in the selection room. If you are looking to increase you burial vault sales, I recommend presenting only three vaults: good, better and best. This allows families to more easily compare the vaults available and feel less overwhelmed. As a funeral director, you may understand the difference between a dozen different vault options, but an emotional and grieving family won’t be able to decipher the differences.

Over and over again, I have seen funeral homes limit their number of burial vault options and watch their average vault sale rise. The majority of families will choose your middle option – which should be your target vault and the one that offers the best value.

I encourage you to not be tempted to make an unsealed, unlined concrete box (or grave liner) your entry level unit, even if it’s painted. A concrete box is not the same as a lined, sealed burial vault. When you choose this as your “good” option, you automatically anchor the family to a lower price point, which will lower your average OBC sale.

I know it can be hard to change your selection room presentation, especially if it’s been working for you for many years. I’m not saying you have to replace everything you have with TVs, monitors and iPads. But modern consumers are challenging us to try new things. I encourage you to do your research, push yourself out of your comfort zone and do what’s best for your funeral home. The families you serve will benefit.

Rich Darby is Chief Operating Officer for Trigard and Trigard Memorials. He earned his funeral directors license from Southern Illinois University in 1987, and is licensed in Illinois, Indiana and Arizona. His family owns and operates Trigard, Trigard Memorials, a memorial park and seven funeral homes across Illinois, Indiana and Arizona. Email him at richd@trigard.com.