Funeral Industry Supplier "Questions And Answers” with Phil Mathis of Silver Springs, MD. Mr. Mathis is the owner and operator of Phil's Coaches. He is a business entrepreneur, philanthropist, scholarship donor, and role model.

Interview by Elleanor Starks

Tell us a little about your background growing up.

I was born in Atlanta, GA. I’m what they call a “Grady Baby”. I was raised in a black business family. I’ve held almost every job you can imagine from a paper boy to plowing with a mule! I actually still own family land in Georgia that was passed down from slaves.

Let’s talk about how you got started in the funeral industry.

I started in the automotive industry at the age of 20. In 1982, I began selling Cadillacs at Jaque Moore Cadillac Dealership. In 1992, working with Federal Coach, Cadillac Professional Vehicles was born. These included cars for high profile individuals, and of course funeral cars. I saw the funeral profession as a way to be able to participate in the black community. I wanted to make sure people realized that limos were not just party vehicles, they possess a real elegance.

As you blaze a trail in the automotive ownership and leasing of funeral vehicles, what do you want to accomplish?

I want to intrigue more black people to get involved in the vendor section of the funeral profession. My goal is to keep building my business and be able to create jobs and opportunities for minorities in the industry. We (African-Americans) own very few dealerships. I don’t think we as a whole are taught to go out and get it for ourselves. We must learn to make decisions that will sustain not only us, but our children.

Tell us about the territories that you serve as well as the clientele you serve and why they keep coming back to you? Do you have magic in your business plan?

As a distributor for the Mid-Atlantic region, I cover Delaware, Maryland, DC, Virginia, and the east side of North Carolina. I make sure to take the best care of my clients. I am a man of my word and I am thankful that I work for a company that values customer service as much as I do. We constantly have trucks on the road, customer service professionals solving problems, and banks for funding. We do everything we possibly can for our clients, trying to create that magic.

What would your recommendation be for a new start up business owner in setting goals to secure its first official rolling stock for the funeral home? Should vehicles be leased or purchased?

Sit down with a professional and ask the proper questions. Stay involved and know what you want. Find someone reputable that you trust, and have a plan tailored specifically for your needs. I recommend leasing, this allows for trade-ins and even tax write offs. TAKE CARE OF YOUR STOCK. As the image of the funeral industry changes, you must also change the image of your cars. People will choose a funeral home with the sharpest rolling stock, even if they have to pay more.

You are a familiar face at National Conventions. I have seen you at NFDMA, ICCFA, NFDA and numerous State Conventions. What do you enjoy about those events and why it is important to attend?

I am there to work! I like to keep up with trends that will enhance the growth of funeral homes. I soak up all I can and take that information back to my clients that might not have been able to make the convention. I love socializing, meeting new people, and learning new things. We sell by association. I am there to support industry growth in any way I can.

I heard you have an interesting goal of serving in one of our neighboring countries that just made strides in connecting with businesses and visitors in the USA. What is your goal for Cuba and the funeral industry?

That’s easy, sell funeral cars. I believe I have a lot to offer to enhance the market in Cuba. It’s a new market, new people, and new opportunities. This will not only enhance the funeral industry but it will also help the economy. The opportunities are endless for all businesses. It is human nature to like new things. If you know anyone with any contacts for Cuba, send them my way!

How important is mentorship in this profession?

It is VERY important. I want to be able to pass along my years of wisdom to help the new generation. We have to learn to build through the generations. One man will never make it all. In order to make opportunities for younger minorities, we have to teach them the business and help them find their place. The African-American funeral industry has survived the test of time. Someone taught us, and we must pass the information along if we value the industry.