What is the role of product knowledge in funeral merchandising?

Product knowledge plays a crucial role in funeral merchandising by enabling staff to guide families in selecting merchandise that appropriately honors their loved ones while meeting their emotional and financial needs. When staff members are well-versed in the various products available, including caskets, urns, and memorial items, they can provide informed recommendations based on the family's preferences, cultural practices, and budget. This guidance is essential in a sensitive setting where families may not have prior experience with such decisions.

Effective product knowledge empowers staff to explain the features and benefits of different items, helping families understand their options and make choices that feel right for them. By doing so, it fosters trust and supports families during a challenging time, enhancing their overall experience with the funeral service.

In contrast, while upselling services and reducing inventory costs are important aspects of business, they do not address the immediate need for families to receive thoughtful and personalized support in their merchandise selection. Similarly, limiting the variety of products offered does not serve the families well, as it restricts their ability to find items that truly reflect their desires and values.