Mini-Case
Tishian’s Funeral Home has been in business for over 80 years. Throughout its history, the firm
has been a family-run operation. Today, the business is managed by Mort Tishian, a grandson of
the founder. Unfortunately, Mort Tishian’s tenure has been plagued with problems neither his
father nor grandfather before him experienced. The reason is simple: the funeral business is
undergoing rapid change. Small, family-owned funeral homes are losing ground to a new type of
competitor, a large national network service that resembles a franchise system. More and more
families “in their time of need” are choosing the new, highly promoted competitors instead of the
traditional small family-operated funeral homes.
This trend has required a response from organizations like Tishian’s Funeral Home. Bigger and
better facilities are needed to remain competitive. All of this puts more pressure on the family
owners to be more active in the financial side of the business. Mort summed it up best when he
said, “Grandpa told people, ‘You pay me when you can, I ain’t goin’ nowheres.'” His creditors did
the same with him. Today, it’s a different game. Cash flow is key, and obtaining funds is no
simple task. Additionally, creditors want their money now, not later. Banks are also more
demanding. “Heck, Grandpa knew all the bankers he dealt with personally. I see new faces every
time I go to the bank. If things don’t get better, I suspect after eighty years of service, Tishian’s
Funeral Home will have its own funeral.”