Foundation Partners Group CEO John D. Smith: “We’re Becoming One United Company”

When John D. Smith stepped into his role as CEO of Foundation Partners Group (FPG) earlier this year, he inherited more than 260 funeral homes, crematories, and cemeteries across the country — and a team that had already weathered years of acquisition-fueled expansion and industry evolution. Six months in, Smith says the company is entering a new phase — one defined not by rapid growth through acquisition, but by unifying, refining, and re-engaging with the communities it serves.

“We’ve been an acquisition-driven holding company,” Smith explained in a recent interview with Connecting Directors during the 2025 National Funeral Directors Association Convention & Expo. “Now, we’re pivoting and becoming a branded, united operating company.”

That shift, Smith emphasized, marks a significant cultural and operational transformation. 

“Before, you’re going out and you’re buying your EBITDA — your profit, your market share,” he said. “Now we’re saying, hey, we’re going to pause on acquisitions and take all this stuff we have and turn it into a real operating company. We’re going to grow our market share and profitability by serving families better than our competitors — with the team we already have.”

Re-engaging the Foundation Partners community

Earlier this year, FPG created its Community Advisory Board, composed of industry and community leaders who bring an outside perspective to the organization’s strategy and direction. The board’s insights, Smith said, are already proving invaluable.

“They gave us feedback on how we’re thinking about our business, how we’re going to grow,” he shared. “They love how we’re getting reconnected in the community, and they’re really excited to help us with that. It’s going well.”

For Smith, who came to the deathcare space after leadership roles in other industries, building those relationships — both inside and outside the organization — is central to FPG’s transformation.

“I’ve learned that the people in this profession are great,” he said. “They love what we do, they love serving families, and they want to win. This company’s been through so much, and we still have a team that’s engaged, connected, and excited about the direction we’re going. We’ve laid out our path forward, how we’re going to grow, and they have a lot of excitement about that.”

“Transformations don’t happen before people do”

Smith’s approach to leadership is grounded in a philosophy he’s carried throughout his career: “Organizations don’t transform in a sustained way before people do.”

“Irrespective of what industry you’re in, it’s all about people,” he explained. “We’ve gotten here because people were doing certain things — not good or bad, just the way things were done. Now, we’re saying, ‘Here’s the outcome we want and here’s why we need to move this way.’”

That “why,” Smith said, is the foundation of change. Once people understand it, they can begin to shift their mindset. 

“If you know the why, then you start asking, ‘How do I change my mindset from what I believed before to now?’” he explained. “When people get there, they realize, ‘I need a different skill set,’ and that’s where training and coaching come in. Then, once they’ve got the mindset and the skill set, we give them the tool set — the systems and processes that make it possible. That’s how you change a company of this size.”

Leading through change

Of course, transformation — especially in a people-centered profession like the deathcare profession — comes with both excitement and uncertainty. Smith acknowledged that reactions among FPG’s funeral home teams have been mixed, but still largely positive.

“It’s two-sided,” he said. “On one hand, they love that we’re focused on them — that we’re investing in our people, our facilities, and our technology to help them do their jobs easier and faster and take care of families. But at the same time, they’re human. They’re saying, ‘Wait a minute, this feels different. You’re going to measure me on that now? Your expectations of me are different?’ You get both sides — and that’s part of growth.”

That growth, Smith said, isn’t just about financial performance; it’s about creating a unified culture built on shared purpose and accountability. 

“I can say one thing, but if it doesn’t show up in the behavior of our leaders, it’s not going to work,” he noted. “So I’ve spent a lot of time helping my leaders get there — making sure they’re showing up differently. It’s working, but we still have a lot of work to do.”

Smith’s long-term vision for Foundation Partners Group centers on sustainability — not just operationally, but culturally. He wants the company to be known for delivering consistently excellent service across its locations while honoring the individuality of each community it serves.

For more information on Foundation Partners Group, reach out to the FPG team at https://foundationpartners.com/contact-us/.

Utah-based Security National Financial Corporation released their 2024 financial results earlier this week and CEO, President, and Chairman of the Board of the company Scott Quist made the following prepared remarks in the company’s press release on the subject:

“2024 marked another year of solid progress for our Company. Our Life Insurance Segment had its best operational year ever, delivering a 25% improvement over 2023 which was its previous best year ever.”

 

“2024 was our Cemetery and Mortuary Segment’s best year ever improving 5% over 2023 which was its previous best year ever. “

 

“It is instructive to note that our Utah based Cemetery and Mortuary group has received the “Best in State” award for the last 7 consecutive years, a very significant recognition of the quality services we provide.”

 

“Our Mortgage Segment delivered a solid performance, decreasing its loss by over $11 million dollars (64%) while increasing its revenue by over 8%. The mortgage industry as a whole continues to be profit challenged”

 

You can access the company’s press release on their 2024 financials here.

• For the year 2024 company revenues increased by 5.0% over 2023.  The company took in revenues of $334.5 million in 2024 as compared to $318.5 million in 2023.

• Earnings before Taxes for the company increased 109% for the same comparable period.  Earnings before Taxes in 2024 totaled $34.1 million in 2024 as compared to $16.3 million for 2023.

• The Cemetery/Mortuary division increased their revenue 3.4% to $33.0 million on the year as compared to $31.9 million for 2023.  Earnings before taxes for the Cemetery/Mortuary division increased by 4.9% to $8.86 million for 2024.

• Security National Financial Corporation has a presence in the Death Care business world operating funeral homes, cemeteries, preneed insurance, and insurance assignment businesses.  They operate outside the Death Care business world via their Mortgage segment.

Disclaimer–The author of this article for Funeral Director Daily is a shareholder of Security National Financial Corporation.

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It’s been over eight months since cremation oriented funeral home and cemetery operator Foundation Partners Group (FPG) has been without a permanent CEO at their Orlando, Florida, offices.  We received news this week that FPG has now named and hired their new Chief Executive. . . and with this decision the company reached across occupational industry lines by hiring John D. Smith.

Smith, as this press release from Foundation Partners Group indicates, comes to FPG after serving as CEO of “New York City-based Icon Parking, where he garnered the National Parking Association’s Innovator of the Year Award in 2023”.

The press release continues with this information about Smith, “Prior to joining Icon, he was chief operating officer at Aaron’s Inc., a leading omnichannel provider of lease-purchase solutions. Smith has dedicated his career to building innovative consumer experiences across multiple industries, including chief executive roles in retail, hospitality, restaurants, entertainment and board positions at the Atlanta Convention & Visitor’s Bureau and Carrolls Corporation, one of the largest restaurant franchisees in North America.”

Chris Blackwell, Foundation Partners interim CEO who led the search to find the new CEO, made these prepared remarks of Smith and the company’s search process, “In a competitive search, John emerged as the candidate uniquely suited to inspire our funeral directors and the entire team to deliver on our mission to bring ease and comfort to families.“

According to the press release, “Smith holds a bachelor’s degree in electrical and electronics engineering from Temple University and an MBA from Harvard Business School.”

Foundation Partners Group owns and operates a network of over 250 funeral homes, cremation centers, and cemeteries across 21 states.

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Foundation Partners Group Appoints John D. Smith as CEO

WINTER PARK, Fla. (January 13, 2025) – Foundation Partners Group, the second largest provider of funeral services in the United States, today announced the appointment of John D. Smith as chief executive officer (CEO). Smith, a passionate and resilient leader with a proven track record of driving organizational success, joins Foundation Partners at a pivotal time of growth and transformation.

“John’s experience delivering transformative growth, operational excellence and cultural evolution makes him the ideal leader to guide Foundation Partners into its next chapter,” said Henry Hagan, chairman of the Foundation Partners board. “Throughout his career, he has successfully scaled organizations and transformed legacy business models into customer-centric, omnichannel success stories. His ability to implement strategic initiatives, optimize operations and build high-performing teams has consistently delivered measurable results.”

Smith most recently served as chairman and CEO of New York City-based Icon Parking, where he garnered the National Parking Association’s Innovator of the Year Award in 2023. Prior to joining Icon, he was chief operating officer at Aaron’s Inc., a leading omnichannel provider of lease-purchase solutions. Smith has dedicated his career to building innovative consumer experiences across multiple industries, including chief executive roles in retail, hospitality, restaurants, entertainment and board positions at the Atlanta Convention & Visitor’s Bureau and Carrolls Corporation, one of the largest restaurant franchisees in North America.

Chris Blackwell, Foundation Partners interim CEO who led the search to find the new CEO, said, “In a competitive search, John emerged as the candidate uniquely suited to inspire our funeral directors and the entire team to deliver on our mission to bring ease and comfort to families.“

Rick Tuss, former owner of Charlotte Memorial Funeral Home and current Foundation Partners partnership consultant, agrees. “John’s appointment signals an exciting new era for Foundation Partners and the industry. His ability to balance innovation with the deeply rooted traditions of funeral services ensures that families will continue to receive compassionate care while benefiting from new, forward-thinking solutions.”

Smith holds a bachelor’s degree in electrical and electronics engineering from Temple University and an MBA from Harvard Business School.

“I am honored to join Foundation Partners and work alongside a talented team dedicated to transforming the end-of-life experience in funeral and cremation services,” said Smith. “Together, we will build on the company’s strong foundation, innovate, embrace change and create positive meaningful experiences for the families we serve.”

###

About Foundation Partners Group 

Winter Park, Florida-based Foundation Partners Group is one of the industry’s most innovative providers of funeral services and the second-largest funeral home group in the country based on the number of families served. Foundation Partners owns and operates a network of over 250 funeral homes, cremation centers and cemeteries across 21 states. Our deep understanding of technology and customer experience-centered approach allows us to deliver truly innovative and compassionate care to the families we serve. Visit www.foundationpartners.com to learn more. 

At Funeral Director Daily we don’t “break news” — we report on it and offer experienced analysis, ideas, and suggestions on the news that has happened.  That being said, the headline for this article on the resignations of three Tribute Technology employees does not come as a surprise to me.

This news was “broke” by the newsletter of Connecting Directors and I learned of it last Friday from Connecting Directors.  Here’s some excerpts from that news article that I received:

• “Tribute Technology, one of the biggest players in deathcare tech, has announced that Charlie Cole has resigned from his position as Chief Executive Officer, effective immediately. Also resigning are Chief Financial Officer Frances DeBlasio and Head of Transformation Alex Cross.”

• “This news comes less than 24 hours after the closing of the 2024 National Funeral Directors Association (NFDA) International Convention and Expo, at which Cole participated in the Tribute Technology booth.”

• “All three resignations come less than two years into these individuals’ tenure at Tribute Technology. Cole joined the company in March 2023, while DeBlasio and Cross were added in April and February of the same year.”

Here’s a press release that we received later from Tribute Technology on the information

Here’s a page from the Tribute Technology website titled “Meet our new CEO”.  It’s dated June 23, 2023.

Tom Anderson
Funeral Director Daily

Funeral Director Daily take:  I mentioned that this news does not come as a surprise to me because as I walked the Expo floor at last week’s National Funeral Director Association (NFDA) convention, I was told that there were companies in our profession that will be looking to make changes going forward.  Some of those changes, depending on the company, had to do with finances, some simply had to do with “personnel fit”,  and some had to do with industry relationships.  In all honesty, I was not told that Tribute Technologies was one of these companies. . . so I’m still waiting for a shoe to drop at other businesses.

Why?  I’m of the opinion that the last two years has been extremely difficult in many of the traditional funeral home and related Death Care profession industries.  I don’t have to tell you that inflationary cost pressures coupled with the rise of interest rates nicks into profit margins and for some businesses will drop profits into losses.

And, according to this article from U.S. News and World Report there was also a 6.1% drop in death rate from 2022 thru 2023.  So, a combination of higher costs coupled with less deaths, on a nationwide basis, will cause some businesses some problems.

In addition, according to Service Corporation International CEO Thomas Ryan in a statement from the company’s 2nd Quarter 2024 Earnings Report on August 1 of this year that death decline seems to be continuing.  Here’s what CEO Ryan said at that time:

• “Funeral volumes tracked our expectations during the first four months of the year, and we saw an unexpected decline in May and June. . . . .We believe the COVID pull forward effect combined with lower excess deaths across our markets contributed to the decline in services for the quarter.”

So, when I walked the Expo hall at NFDA and heard rumors I kind of parked them in the back of my mind and decided to wait and see what comes of them.  I wouldn’t be surprised if resignations at Tribute Technology are not the only employee related issues we hear about in the profession in the near future.  Again, in my opinion, some companies just don’t believe that they have the “correct fit” with the leaders they have in place to move forward in a profession that is somewhat moving from a “family oriented” to a “corporate oriented” transition.

Funeral Service is a “Long-game”:  One of the things that may come to Death Care that has somewhat been absent, because of the family nature of the business for a long period of time is that results may not be viewed as much over the perspective of the “Long-Haul” as they have traditionally been.  Family owners of differing products and services in Death Care, in my opinion, were much more open to looking at financial results on the “Long-term” in the past.

We’ve discussed it in this forum before that private equity, venture capital, and others from outside the traditional “funeral business” have entered Death Care in recent years.  It’s my opinion that these players are much more analytical and “short-term” in their financial analysis of business than, what I would term, the “old funeral” establishment.

I also believe that these companies are much more apt to take decisive business actions quicker, whether it be for additional resources or personnel related, than many of the old-guard companies did.

While I have no idea with what really happened that resulted in three resignations of executives at Tribute Technology, I do think that this fairly new relationship between “new money” in Death Care and the established “Long-game” of Death Care may result in less long-term relationships across the profession as time goes by.

. . . At least that is my analysis and idea on the subject. . . . but, I still think relationships will matter going forward even in the growing world of corporate Death Care.

Related —  Here’s a 2020 article from Funeral Director Daily dealing with part of the inception and growth of Tribute Technology.

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EXCLUSIVE: Charlie Cole Out as Tribute Technology CEO

Tribute Technology, one of the biggest players in deathcare tech, has announced that Charlie Cole has resigned from his position as Chief Executive Officer, effective immediately. Also resigning are Chief Financial Officer Frances DeBlasio and Head of Transformation Alex Cross.

This news comes less than 24 hours after the closing of the 2024 National Funeral Directors Association (NFDA) International Convention and Expo, at which Cole participated in the Tribute Technology booth.

In an exclusive interview with Connecting Directors today, Courtney Gould Miller shared that these resignations will not disrupt operations at Tribute, nor will it impact the level of service the company has always provided to its customers. She adds that customers should not be concerned about the financial position of the company.

“First of all, I can say there is no concern from a financial perspective,” says Gould Miller. “In fact, we’ve recently announced how our board and the executive team have approved over $5 million in investment on our tech roadmap and operational support. That is remaining the same. We are excited about the future and looking forward to pursuing all of the roadmap and objectives that we’ve had.” 

Gould Miller, a veteran of the funeral profession with more than 30 years of experience in deathcare and a longtime member of the Tribute executive team, has been promoted to the position of President of Commercial Markets from her former roles as Chief Customer Officer and Chief Marketing Officer. She acknowledged that although these leadership changes may seem sudden, they are actually part of a larger plan. 

“The ‘why’ behind this is that Tribute has been going through a strategic review over the last few months, looking at everything from feedback of our many valued customers to what we’re hearing in the market … what we see in technology outside of the profession as well as inside, and what kind of team we need to go after that. This really was a mutual decision to move forward against that strategic plan.” 

All three resignations come less than two years into these individuals’ tenure at Tribute Technology. Cole joined the company in March 2023, while DeBlasio and Cross were added in April and February of the same year.

Over the last several months, many deathcare professionals have questioned the company’s perspective toward other funeral home website providers based on comments made by Cole. At DISRUPT Media’s 2024 Funeral (Un)Conference, Cole seemed to target competitors Tukios and Legacy.com, and at the Selected Independent Funeral Home Annual Meeting earlier this month, Cole said that Tribute’s goal was to put non-Tribute customers “out of business.”

“I want to put your competitors out of business because they don’t use our websites,” Cole said during his Selected presentation. “I mean it. And I’m going to. I have two funeral homes that churned off Tribute in the last 12 months that are in my sights, that I am actively optimizing their competitors’ websites.”

Gould Miller responded to those comments during today’s interview with Ryan Thogmartin:

Tribute Technology is one of the largest providers of funeral home websites, serving more than 10,000 customers — more than half of the funeral homes in the United States. Brands under the Tribute umbrella include SRS Computing and CFS, as well as non-website-related Legacy Touch.

Gould Miller assured Connecting Directors that all of these brands are being supported by Tribute Technology, and that competing offerings nor the recent resignations will change the tech roadmap. In fact, there are no plans to sunset any of these brands.

“We have a very aggressive roadmap that we’re excited to get after,” she says. “We have not only features coming to support software like SRS and our platforms like CFS. We want to support those for our funeral homes, make them better for our funeral homes, and of course, invest in our technology like Tribute websites and Tribute Management Software to be the very, very best in the profession.”

It took awhile, but Security National Financial Corporation (SNFC) finally got around to posting the results of the company’s 2023 year just last week.  And, there is no doubt that SNFC’s Memorial Segment was one of the highlights of that report as that segment reported 10% revenue growth and 38% Earnings before Taxes growth as compared to the previous year.

Here’s what Scott Quist, Chairman of the Board, President, and CEO of SNFC said about the Memorial Segment in this press release, “As death rates stabilized throughout 2023, and as we implemented renewed emphasis on operational efficiencies, our Cemetery and Mortuary segment had its best year ever, earning nearly $8,500,000. Needless to say, we are very pleased with those results”.

Quist went on to say, “In our Memorial segment we have added key personnel, who we believe will drive growth and improve operations. To be sure, growth in this environment is expensive, but is nevertheless our goal.”  

The company’s Cemetery and Mortuary segment reached revenues of over $31.9 million for the year and as CEO Quist mentioned, Earnings before Taxes of $8.5 million.

Security National’s Life Insurance Segment, which I believe holds the company’s preneed insurance division and the company’s insurance assignment business,  also posted excellent results with a 9.5% growth in revenues over 2022 and 78% Earnings before Taxes growth.  The division’s earnings moved north of $25 million for 2023 after earning about $14.2 million in 2022.

Finally, it wasn’t all profits for SNFC as the third leg of their business enterprise, the Mortgage Segment, moved to a lower revenue and loss on that revenue for 2023 after being profitable in 2022.  CEO Quist said this of the Mortgage Segment’s struggles, “. . . the increased interest rates continued to have a devastating effect on our mortgage loan business with volumes falling roughly an additional 35% below 2022’s already decreased markets, with the net result being that our Mortgage segment lost $17,500,000″.

All in all, the company’s performance, dragged down by the Mortgage Segment, produced 18% less revenue in 2023 than in 2022 and produced Earnings before Taxes of about $16.3 million in 2023 as compared to 2022’s earnings of $34.3 million.

Funeral Director Daily take:  We’ll confine our comments to the Memorial Segment of SNFC.  Over the last couple of years we’ve seen it grow to a pretty good $31 million revenue division.  Back in 2022, as you can see from this article, Security National Financial Corporation purchased their first funeral home outside of their Utah/Northern California base.

If the 2023 financial results are in any way an indication of how that transaction has worked out you can understand why CEO Quist makes the comment about “growing” being the goal.

We think that SNFC is perfectly situated to make death care growth a reality.  Interest rates won’t be high forever which will bring back the mortgage business to profitability and the life insurance market will also provide available funds to the Memorial Segment in their growh aspirations.  Finally, being a public company they have plenty of ways to access cash to be able to keep costs of acquisitions from being debt heavy.

The company has chosen to be measured, thorough, and patient in their growth decisions. . . .I expect that same modus operandi will prevail as they grow out their death care segments.

Disclaimer — The author of this article for Funeral Director Daily is a stockholder in Security National Financial Corporation.

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National Guardian Life Insurance Company Names Joseph Celentano as New CEO

MADISON, WI (April 2, 2024) — National Guardian Life Insurance Company (NGL) Board of Directors announced today that Joseph (Joe) Celentano will join the Madison Wisconsin-based mutual life insurance company as President & CEO effective May 6. Celentano will also serve on the NGL Board of Directors.

Celentano is an experienced life insurance industry professional with more than 30 years in leadership positions at Pacific Life, a mutual based insurer. He most recently served as Executive Vice President of Pacific Life’s Retirement Solutions Division during which he managed the impacts of the Covid pandemic while increasing profitable annuity sales through the launch of new and innovative annuity products.

“Joe’s extensive mutual life experience and risk management expertise combined with his leadership skills will serve us well as he leads NGL’s next phase of growth,” said Gary Wolter, chair of NGL’s Board of Directors. “He knows the mutual insurance culture, understands the important role our preneed products have in helping families, and values building partnerships.”

While at Pacific Life, Celentano held a variety of positions ranging from product development officer to divisional CFO, to enterprise-wide Chief Risk Officer. His most recent position was Executive Vice President with overall responsibility for the Retirement Solutions Division. Joe’s experience includes co-chairing the company’s Diversity, Equity and Inclusion initiatives, leading digital transformation efforts and participating in setting overall company strategy. 

“I am honored to lead NGL and become part of the team,” said Celentano. “NGL’s strong financials, leading position in the preneed market and mutual company culture make NGL poised for future success. My wife Kathy and I look forward to moving and settling in Madison.”

Kim Shaul, who served as interim CEO, will return to her position as Executive Vice President and Chief Legal Officer, working with Celentano for a seamless leadership transition. “On behalf of the NGL Board of Directors I would like to thank Kim for her leadership in keeping the company focused and profitable during the time of the search,” said Wolter.

About NGL

Established in 1909 National Guardian Life Insurance Company (NGL) is an insurance company headquartered in Madison, Wis. Licensed to do business in 49 states and the District of Columbia, NGL markets preneed and individual life and annuities, as well as group markets products. Information about NGL can be found at http://www.nglic.com; Facebook: Facebook.com/NGLIC and LinkedIn: https://www.linkedin.com/company/national-guardian-life-insurance-company.

National Guardian Life Insurance Company is not affiliated with The Guardian Life Insurance Company of America a/k/a The Guardian or Guardian Life.

American funeral home and cemetery operator Carriage Services recently shared the results of their 4th Quarter and Year-End financials with the public.  In doing so, and in spite of a continuing COVID “pull forward” impact resulting in modest declines in funeral contract volume experienced during the year, the company reported total 2023 revenues 3.3% over the prior year.  Revenues for the year of 2023 came in at a total of $ 382.5 million as compared to 2022 revenues of $ 370.2 million.

The revenues for the 4th Quarter of 2023, which may be an indicator of an abatement of the “pull forward” pandemic death rate effect, came in at $ 98.8 million compared to 2022’s 4Q revenue of $ 93.9 million — an increase of 5.2%.

According to the earnings press release from Carriage Service, which you can access here, these results of increased revenue came even though the company had a “modest decline in funeral contract volumes” believed to be caused by the pandemic death “pull-forward’ effect.

In prepared remarks in the press release by Carriage Services President and CEO Carlos Quezada it was stated, “This success in growing our top line stems from our targeted efforts to better leverage our pricing power, which drove improved average revenue per contract. . . . This momentum, marking four out of five consecutive quarters of solid performance, instills confidence and excitement in our core initiatives as we advance into 2024 and focus on fulfilling our new purpose statement, which is ‘Creating premier experiences through innovation, empowered partnership, and elevated service.’”

The approximately $12 million in revenue increases can be accounted for in this manner according to the press release:

• A 9.4% increase in the average price of preneed interment rights sold
• An 8.6% increase in the number of preneed interment rights (property) sold
• A 0.9% increase in average revenue per funeral contract
• A 2.4% decrease in the number of funeral contract volume

Tom Anderson
Funeral Director Daily

Funeral Director Daily take:  Even though Net Income for 2023 dropped about $8 million for the 2023 calendar year for Carriage Services, there is a lot to like about this report.  Profits generally declined because the company’s interest payments went to about $36 million per year from about $25 million per year  —  Which in my opinion has a lot to do with interest rates, in general, rising over the past couple of years.

When you look back to 2019, the last year of complete results prior to the pandemic, total revenues for the company have jumped almost 40% — from $274.1 million in 2019 to $382.5 million in 2023.  And, Adjusted Net Income has jumped to over $34 million from about $22.5 million over the same time period. . . . even while the company is paying almost double in interest costs.  If interest rates drop as expected in the near future, the pandemic “pull-forward” effect continues to be reduced, and the company can continually control their operating costs, even better times may be ahead for Carriage Services.

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