>> "DIRECT CONNECTION" IS MADE BY MPT TO SERVE ALL OF OUR DIVERSE COMMUNITIES AND IS MADE POSSIBLE BY THE GENEROUS SUPPORT OF OUR MEMBERS.

THANK YOU.

LIVE FROM MARYLAND PUBLIC TELEVISION, THIS IS "DIRECT CONNECTION" WITH JEFF SALKIN.

>> Jeff: GOOD EVENING.

WELCOME TO YOUR "DIRECT CONNECTION."

COMING UP TONIGHT, THE FUNERAL INDUSTRY IS CHANGING.

WE'LL FIND OUT WHAT CONSUMERS NEED TO KNOW.

BUT FIRST TONIGHT, THE 50th ANNIVERSARY OF THE MARYLAND STATE LOTTERY.

JOINING US TO ANSWER YOUR QUESTIONS TONIGHT IS JOHN MARTIN, THE DIRECTOR OF THE MARYLAND LOITER AND GAMING -- LOTTERY AND GAMING.

JOHN, THAT'S THE CURRENTLY TITLE.

MARYLAND LOTTERY AND GAMING.

NO AGENCY OR ANYTHING.

>> John Martin: YOU COULD THROW AN AGENCY ON THERE IF YOU LIKE.

IT.

WILL GET TO THE SAME PLACE.

>> Jeff: EXCELLENT.

WE'LL TALK ABOUT THE GAMING IN A MINUTE.

50th ANNIVERSARY IS A BIG DEAL.

YOU'VE GOT SOME PROMOTIONS PLANNED.

>> John Martin: FIVE DECADES, JEFF, 50 YEARS.

1973 IS WHEN THE LOTTERY BEGAN AND WE'RE BRINGING BACK SOME FAMILIAR GAMES, PROMOTIONS, ALSO SOME NEW GAMES AND PROMOTIONS.

THINGS ARE WELL UNDERWAY HERE.

WE'RE GOING TO CELEBRATE THE MAJORITIES OF CALENDAR 2023 WITH NEW SCRATCHOFF GAMES, NEW PRO PLOSIONS FOR PLAYERS, JUST WAYS TO ENGAGE THEM THROUGH THIS 50th CELEBRATION.

>> Jeff: YOU'RE FAR TOO YOUNG TO KNOW ABOUT THIS BUT WHAT WAS THE FIRST GAME 50 YEARS AGO?

>> John Martin: WELL, THE FIRST GAME ACTUALLY, TICKET WENT ON SALE EARLY IN 2023, THE FIRST DRAWING WAS ON MAY 24th, AND WE'LL COMMEMORATE THAT ON MAY 24th THIS YEAR, AND IT WAS A DRAW GAME.

THE FIRS SCRATCHOFF GAME WAS NOT UNTIL SEVERAL YEARS LATER.

1976, IT WAS CALLED INSTANT LOTTERY AND TODAY IN THE STORES YOU CAN FIND A REPLICA OF THAT TICKET ON SALE.

$2 PRYCE PRIOR TONIGHT.

IT WAS A $1 PRICE POINT WAY BACK IN 1976 BUT A LITTLE HOMAGE TO THE DAYS GONE BY.

>> Jeff: I THINK OF SCRATCH-OFFS A.

AS BEING A NEW DEVELOPMENT.

WHEN DID THE BIG MULTI-STATE POWERBALL MEGA-MILLIONS STUFF GET STARTED?

>> John Martin: WELL, A LOT OF THOSE GAMES OVER TIME GREW.

THEY HAD HUMBLE BEGINNINGS IN THE LATE YEARTS, EARLY '90S.

IT WAS ABOUT THE LATE '90S WHEN THE GAMES REALLY STARTED TO TAKE HOLD AND THEN, OF COURSE, THROUGH THE EARLY 2000s.

IN 2010 WE HAD A THING CALLED CROSS SELL WHICH ALLOWED STATES TO SELL BOTH MEGA-MILLIONS AND POWERBALL.

PRIOR TO 2010 YOU OR SOME OF YOUR PLAYERSCH VIEWERS MAY VOILE YOU HAD TO GO ACROSS THE BORDER.

NOW YOU CAN GET IT IN OUR BORDERS AND AT ANY ONE OF OUR LOTTERY RETAILERS.

>> Jeff: LET ME REMIND OUR VIEWERS IF YOU HAVE A QUESTION ABOUT THE LOTTERY, FOR EXAMPLE, HOW DO I WIN THE LOTTERY, OUR PHONES ARE OUT TONIGHT BUT YOU CAN SEND US AN EMAIL, LIVEQUESTIONS@MPT.ORG.

JOHN, I UNDERSTAND YOU'VE GOTTEN RID OF THE PING-PONG BALLS.

I REMEMBER THERE USED IS TO BE LIKE A MASCOT, LIKE THE OR YELL BIRD.

YOU GUYS HAD -- ORIEL BIRD.

YOU GUYS HAD SOMEBODY DRESSED UP LIKE A PING-PONG BALL WITH A ZERO ON IT OR SOMETHING.

HE'S NOW GONE.

>> John Martin: WELL, HE'S STILL ROAMING THE HALLS.

WE HAVEN'T BEEN ABLE TO GET THAT COSTUME OFF OF HIM.

HE ENJOYS IT.

BUT IN TERMS OF THE ACTUAL BALL MACHINES AND THE DRIVING LAWTION DRAGS, WE STOPPED THAT RIGHT AT THE HOLIDAYS LAST YEAR, IN DECEMBER OF 2022, AND WE WENT TO A SYSTEM CALLED RANDOM NUMBER GENERATES, RNG, AND THE VAST MAJORITY OF LOTTERIES IN THE UNITED STATES AND CANADA, IN NORTH AMERICA HAVE ALREADY MIGRATED TO RNG.

IN FACT, IT'S NOT A NEW THE KNOWLEDGE HERE IN MARYLAND.

KENO AND RACETRACKS HAVE BEEN USING RNG TECHNOLOGY FOR 20 PLUS YEARS.

AND ANY TIME SOMEONE WANTS TO BUY A QUICK PICK TICKET, THAT'S AN RNG SYSTEM.

IT'S A LOT MORE SECURE.

IT'S A LOT MORE COST EFFECTIVE FOR US.

WE ESTIMATE WE'LL BE SAVING ABOUT $1 MILLION A YEAR BY MIGRATING TO THE RNG SYSTEM.

SO FAR IT'S WORKED VERY, VERY WELL.

>> Jeff: ANY REACTION FROM THE PUBLIC?

>> John Martin: OH, THERE'S ALWAYS REACTION FROM THE PUBLIC.

YOU'LL GET SOME FOLKS WHO WANT TO CLING ONTO THE LAST -- THE LAST GASP, BUT, NO, FOR THE MOST PART AFTER A FEW DAYS THAT WANED AND TODAY AGAIN MOST PEOPLE, IF THEY CHOOSE TO IT, CAN STILL GO TO OUR WEBSITE AND SEE VIDEO RECORDINGS OF DRAWINGS.

THEY CAN CHECK THE APP, FIND OUT THE WINNING NUMBERS ON THEIR MOBILE APP ON THE PHONE, SO OF A LOT OF WAYS THAT PEOPLE CAN FIND THE DRAWINGS.

NO ONE'S GOING TO MISS AN OPPORTUNITY TO CASH IN THE OTHER WINNING TICKET.

>> Jeff: SO IT WAS THE VIDEO OF THE DRAWING LOOK LIKE IF YOU'RE JUST GETTING THE NUMBERS OUT OF A COMPUTER?

THE THING ABOUT THE PING-PONG BALLS IS THAT PEOPLE COULD TUNE IN AND SEEIT AND, YEAH, THERE'S THE EVIDENCE THAT THAT'S THE BALL THAT CAME UP.

WITH A COMPUTER, I KNOW PEOPLE GO TO CASINOS.

>> THEY PUT MONEY IN SLOT MACHINES AND THERE'S A COMPUTER IN THERE MAKING UP NUMBERS THAT YOU WIN OR LOSE BASED ON THAT, BUT, YOU KNOW, EVERYTHING GETS HACKED, SO WHEN DO THE RUSSIAN HACKERS GET AROUND TO THE MACHINE WITH ITS GENERATING THE RANDOM NUMBERS?

>> John Martin: WILLIAM THERE'S TWO QUESTIONS THERE SO LET ME TAKE THEM ONE AT THE SAME TIME.

THE FIRST ONE IS THE ACTUAL VIDEO, THE ANIMATION OF IT.

AGAIN, KENO AND RACETRACKS ARE ANIMATED DRAWINGS NOW OF RNG SYSTEMS.

MATTER OF FAK WHAT WE DID IS MAKE IT VERY SIMILAR TO MAKING IT LOOK LIKE A BALL MACHINE.

IF YOU GO TO MDLOTTERY.COM AND LOOK AT THE DRAWINGS DRAWINGS IT WILL LOOK LIKE A VIR TURAL BALL MACHINE JUST LIKE WE HAD THE IN STUDIO A FEW MONTHS AGO GENERATING THE NUMBERS.

THAT'S SOMETHING WE WILL COULD TO LIKE AT AND IMPROVE AND ENHANCE IN TERMS OF AUTOMATING HOW THAT VISUALIZATION OF THE DRAWING LOOKS TO PLAYERS.

IN TERMS OF YOUR SECOND QUESTION ABOUT BEING HACKED, THIS SYSTEM IS NOT ON ANY INTERNET.

IT'S NOT ON ANY NETWORK.

IT IS A STANDALONE SYSTEM.

IT -- YOU ARE UNABLE TO HACK INTO IT.

IT'S SECURE.

WE NEED A DUAL CARD ACCESS, TWO PEOPLE NEED TO SWIPE THEIR CARDS TO EVEN GET INTO THE ROOM, TO RUN THE RNG SYSTEM FOR THE DAILY DRAWS.

THERE'S NO WAY THAT THIS SYSTEM GETS HACKED FROM THE OUTSIDE.

>> HERE'S AN EMAIL QUESTION FROM A VIEWER.

HOW MUCH SCRATCHOFF TICKETS ARE PRINTED?

AND HOW ARE THEY DISTRIBUTED TO LOTTERY DEALERS?

>> John Martin: DEPENDING ON THE PRICE POINT OF THE GAME AND OUR RANGE FROM $1 TO $50 IN OUR 50th ANNIVERSARY, THE NEW GAME LAIRCHTD $50 PRICE POINT, SO DEPENDING ON THE PRICE POINT OF THE TICKET WILL DEPEND ON THE REVENUE POTENTIAL AND ALSO THE NUMBER OF TICKETS WE PRINT.

SOME MAY HAVE A COUPLE MILLION PRINTED.

OTHERS MAY HAVE 5, 6 MILLION TICKETS PRINTED THEY'RE PRINTED NOT HERE AT MARYLAND LOTTERY.

THEY ARE PRAINTD ONE OF OUR CONTRACT VETERAN'S DAY.

THEY ARE ALL SECURED.

THEY ARE STORED IN OUR WAREHOUSE.

THEN THERE IS A DELIVERY SERVICE THAT TAKES THE TICKETS FROM OUR WAREHOUSE AND SENDS TO THEM TO EACH OF OUR 4400 LOTTERY RETAILERS ALL ACROSS THE STATE AND REPLENISHES THOSE ORDERS PLACED ON THEIR SALES, SO TICKETS ARE LEAVING OUR WAREHOUSE DAILY AND GOING TO THOSE LOTTERY RETAILERS ALL OVER THE STATE.

AND IT'S RINSE, REPEAT EVERY DAY.

THAT PROCESS GETS PLAYED OUT OVER AND OVER AGAIN.

>> Jeff: BUNCH OUR VIEWERS WANTS -- ONE OF OUR VIEWERS WANTS TO KNOW ABOUT THE FIRST BIG JACKPOT WINNER IN MARYLAND LOTTERY HISTORY, A GENTLEMAN NAMED McNABB APPARENTLY.

IS SEEKING OUT ORIGINAL WINNERS SOMETHING YOU'RE DOING AS PART OF THE 5th ANNIVERSARY PROMOTION?

>> John Martin: VERY MUCH SO.

AS A MATTER OF FACT WHAT WE HAVE DONE, AND AGAIN YOU CAN TO GO OUR WEBSITE AT MDLOTTERY.COM AND WE HAVE BROUGHT IN SOME OF THE ORIGINAL EMPLOYEES FROM 50 YEARS AGO AND HAD THEM SHARE STORIES.

AND THEY TELL THE STORY, IF IT'S THE SAME GENTLEMAN I'M THINKING OF, OF OUR FIRST MILLION DOLLAR WINNER, AND IT'S A GREAT STORY TOLD FROM THE PERSPECTIVE OF LOTTERY EMPLOYEES AT THE TIME, BUT, YES,WHERE WE CAN, WE'RE REACHING OUT TO EMPLOYEES, RETAILERS, ANYONE WHO HAS BEEN WITH US FOR 50 YEARS AND BE HAVING THEM JOIN IN ON THE CELEBRATION.

>> Jeff: SO WHAT'S HAPPENING WITH LOTTERY GAMES?

I MEAN, I THINK WE HAD A SUPER GIGANTIC JACKPOT NOT TOO LONG AGO WHICH BRINGS US TO THE IDEA OF JACKPOT FATIGUE.

WHEN YOU LOOK AT THE TREND WHICH GAMES ARE MORE POPULAR?

WHICH ONES ARE LESS POPULAR?

WHAT DO YOU SEE?

>> John Martin: WELL, WE SEE JUST WHEN YOU THINK YOU HAD IT FIGURED OUT, IT CHANGES.

THE THE LAST SEVERAL YEARS, WE HAVE HAD A RUN-UP OF BILLION DOLLAR JACKPOTS ON BOTH MEGA-MILLIONS AND POWERBALL ACROSSING RECENTLY THE $2 BILLION THRESHOLD.

BUT JUST IN THE SAME BREATH, AND I'LL GO BACK TO JANUARY, WAY BACK TO JANUARY, JEFF, NOT THAT LONG AGO -- >> Jeff: YOU HAVE A GOOD MEMORY.

>> John Martin: WE HAD A $1.3 BILLION MEGA-MILLIONS WINNER ON FRIDAY THE 13th.

AND THAT WAS THE SEVENTH INCIDENTAL, SEVENTH FRIDAY THE 13th JACKPOT IN MEGA UNLESS MEGA-MILLIONS HISTORY.

THEN THE VERY NEXT WEEK IT WAS HIT AGAIN ON THE 17th.

IT WAS HIT A THIRD TIME TOTE 24th.

AND THEN A FOURTH TIME ON JANUARY 31st.

SO IN ONE MONTH WE HAD FOUR JACKPOT WINNERS IN MEGA-MILLIONS.

THAT HAS NEVER HAPPENED.

IN THE RECORDE RECORDED HISTORY OF EITHER POWERBALL OR MEGA-MILLIONS.

SO JUST WHEN YOU THINK JACK POSTS ARE RUNNING TO $2 BILLION, WE HAD FOUR JACK POTTS HIT OVER A THREE-WEEK PERIOD.

>> Jeff: LET'S TALK ABOUT THE GAMING PART OF YOUR TITLE.

YOUR AGENCY REGULATES THE STATE'S SIX CASINOS.

I KNOW YOU HAVE NEW NUMBERS TODAY.

WHAT ARE THE TRENDS THERE?

>> John Martin: WELL, I THINK WHAT WE'RE GOING TO SEE WITH THE CASINOS FOR A WHILE KIND OF A LEVELING OFF.

OBVIOUSLY WE'RE WELL PAST THE PANDEMIC PHASE WHERE AS YOU KNOW, JEFF, MANY OF THE PROPERTIES WERE CLOSED AND ACCESS CONTROL AND SLOWLY WORKED ITS WAY BACK UP TO LEVELS, AND I'M THERE NOW.

I'M LOOKING AT THE PRESS RELEASE IN FRONT OF ME WE ANNOUNCED $157 MILLION IN GAMING REVENUE IN THE MONTH OF FEBRUARY.

THAT WAS A LITTLE BIT BIT BEHIND LAST FEBRUARY.

FEBRUARY OF 2022.

BUT NOT BY MUCH, A FEW PERCENTAGE POINTS.

AND I THINK WE'RE GOING TO SEE IN THAT 157 TO 167 RANGE FOR THE NEXT SEVERAL MONTHS.

I THINK IT'S PRETTY STATIC AT THIS POINT BECAUSE OBVIOUSLY THE PENDULUM HAS SWUNG TOWARDS SPORTS WAGER AND WE'LL TALK ABOUT THAT IN A MINUTE I'M SURE BUT IN TERMS OF CASINO BUSINESSES IT'S VERY GOOD.

VERY STRONG REGION COMPETITION.

AS YOU AND YOUR VIEWERS NO THE STATE OF VIRGINIA IS MAKING INROADS INTO CASINOS, SWEEL SEE A LOT MORE COMPETITION REGION WHICH IS GOING TO FORCE OUR CASINO PARTNERS TO BE A LITTLE MORE CREATIVE TO MAINTAIN THEIR MARKET SHARE.

>> Jeff: AND NATIONAL HARBOR WOULD BE THE ONE THE IN BULL'S-EYE IF LRS A CASINO IN NORTHERN VIRGINIA SOMEPLACE.

ANY IDEA WHAT THE IMPACT COULD BE?

>> John Martin: WELL, FORTUNATELY, AND I THINK BECAUSE OF THAT, THEY'VE KIND OF SET THEIR SIGHTS TO MID AND SOUTH VIRGINIA FOR A LOT OF REASONS.

OFTENTIMES WHEN YOU LOOK AT ANY MARKET, WHETHER IT'S MARYLAND, VIRGINIA, OR ANYONE IN THE SEGMENT, YOU'RE GOING TO LOOK TO SEE WHERE YOU CAN DRAWS THE NOSE -- THE LA AND GO WHERE EVERYONE ELSE ISN'T, SO THEY CHOSE TO BE A LITTLE BIT FURTHER SOUTH AND HOPEFULLY DRAW FROM THE CAROLINAS, FROM 15, WHICH NEITHER -- FROM TENNESSEE, WHICH NEITHER HAVE CASINOS, AND THEY DIDN'T WANT TO GO TOE TO TOE WITH NATIONAL HARBOR OR MARYLAND KNOW ALREADY A COMPETITIVE LANDSCAPE UP HERE.

I APPLAUD IT.

THAT'S THEIR EFFORT.

YOU WANT TO MIKE SURE YOU CAN ESTABLISH YOUR OWN MARKET SHARE.

>> Jeff: BEFORE WE TALK SPORTS BETTING, EVERY TIME I HAVE YOU ON I WANT TO ASK ABOUT PROBLEM GAMBLERS BECAUSE EVERY TIME THE STATE BRINGS IN 170 SOMETHING MILLION DOLLARS OR, SOMEBODY HAS LOST THAT DOLLAR AND WE KNOW THERE'S A SMALL PERCENTAGE OF PEOPLE, NOT AN INSIGNIFICANT PERCENTAGE OF PEOPLE WHO HAVE A PROBLEM WITH GAMBLING.

WHAT SORT OF HELP IS AVAILABLE FOR THEM?

>> John Martin: WELL, THE QUESTION IS TIMELY.

MARCH IS PROBLEM GAMBLING AWARENESS MONTH.

IF YOU WERE NOT AWARE, AND YOU PROBABLY ARE, BUT YOUR VIEWERS MAY NOT BE AWARE.

AND IT'S A RESPONSIBILITY WE TAKE VERY, VERY SERIOUSLY.

IN 2022 WE'RE VERY PLOWFD THE FACT THAT WE FOCUSED OUR EFFORTS ON GETTING WORLD LOTTERY SWOITION WLA CERTIFICATION A LEVEL 4 WHICH IS THE HIGHEST LEVEL.

WE'RE ONLY ONE OF TEN U.S.

LOTTERIES TO HAVE ATTAINED THAT LEVEL, AND THAT MEANS WE ARE DILIGENT ON PRODUCTS, PROMOTIONS, ADVERTISING, RETAIL STRATEGIES, ALL KEEPING RESPONSIBLE PLAY IN MIND, AND WE FULLY REALIZE IF YOU OR SOMEONE YOU KNOW HAS A GAMBLING PROBLEM, WE ENJOY WORKING WITH THE MARYLAND CENTER FOR -- CENTER OF EXCELLENCE ON PROBLEM GAMBLING.

THEY ARE GREAT PARTNERS AND THEYY PROVIDE FREE RESOURCES, PEER-TO-PEER COUNSELING BEING A BIG PART OF THAT AS WELL FOR ANYONE WHO NEEDS HELP OR KNOWS A FAMILY MEMBER WHO NEEDS HELP.

MDGAMBLING.ORG.

>> Jeff: I WANT TO GO MAKE THE PLAYOFFS WHICH I HOPE IS A GOOD BET.

WHAT ARE MY OPTIONS FOR DOING THAT AT THIS POINT?

>> John Martin: THAT'S A VERY GOOD BET.

THEY -- THEY'RE LOOKING STRONG.

AND WE HOPE FOR GREAT THINGS FROM THE O EASY THIS YEAR.

WE HAVE DENY RETAIL AND EIGHT DID TEN RAIL AND EIGHT ONLINE MOBILE SPORTS BOOKS IN OPERATING TODAY.

WE ANTICIPATE OVER THE NEXT SEVERAL WEEKS ADDING TO BOTH COUNTS, BRICK AND MORTAR AS WELL AS ONLINE.

ABOUT THIS TIME, MAYBE BY JANUARY OF 24th, LET'S PULL IT BACK A MONTH, BY THE BEGINNING OF NEXT CALENDAR YEAR WE COULD HAVE UPWARDS OF 15 TO 20 RETAIL LOCATIONS AND 21 MOBILE LOCATIONS, SO NO ONE SHOULD FEAR NOT BEING ABLE TO GET TO A FORCE BOOK IN TIME FOR THE BIG GAME.

AGAIN, PLAYING RESPONSIBLY IS A BIG, BIG VARIABLE ON WHAT WE TRY TO EDUCATE FOLKS ON MOBILE FRONT AS WELL.

>> Jeff: WE KNOW HOW POPULAR SPORTS BETTING IS.

WHEN THE SUPER BOWL ROLLS AROUND THERE ARE BILLIONS AND BILLIONS OF DOLLARS.

BUT IT'S NOT SOMETHING -- IT'S NOT AN AREA, UNLIKE CASINOS, WHERE THE STATE PLANS TO RAKE IN TONS OF MONEY.

>> John Martin: IT IS NOT A BIG MONEY MAKER FOR THE STATE, THAT IS CORRECT, BECAUSE WHAT YOU HAVE IS THE HANDLE, THE AMOUNT OF MONEY THAT A SPORTS BOOK TAKES IN.

THE FIRST THING THEY DO IS THEY PAY THE PRIZES BACK TO WINNERS OF THOSE VARIOUS BETS.

AND SO THE NET DIFFERENCE OF THAT IS CALLED THE HOLD.

AND IT USED TO BE THAT THE HOLDS WERE SINGLE DIGIT NUMBERS, 5, 6, 7 PERCENT OF THE HANDLE WAS ACTUALLY HELD.

THROUGH SOME CREATIVE MARKETING FROM THE SPORTS BOOKS, THEY HAVE BEEN ABLE TO IMPROVE UPON THAT AND DOUBLE IT UP EASILY AND THEY'RE MORE IN THE 10 TO 15 PERCENT HOLD RANGE NOW, PRIMARILY BECAUSE SINGLE GAME PARLAYS, AND THE PAR PLAY IS A VERY -- PARLAY IS A VERY ATTRACTIVE OPTION.

BUYER BEWARE, THOUGH.

WE ADVOCATE THAT PEOPLE UNDERSTAND THE PROCESS, THE BET THAT THEY'RE MAKING AND BET ACCORDINGLY.

BUT ONCE YOU NET OUT THE PAY-OUTS, THE PRIZES, ANY OTHER PROMOTIONAL SPEND THAT THEY HAVE ON THE MOBILE FRONT -- >> Jeff: JOHN, WE HAVE TO LEAVE IT THERE.

JOHN MARTIN WITH THE DIRECTOR OF MARYLAND LOITER AND GAMING.

JOHN, THANK YOU FOR YOUR TIME.

>> John Martin: THANK YOU, JEFF.

>> Jeff: TO LEAD THE NATIONAL ORGANIZATION SUPPORTING HIS INDUSTRY, THE ASSOCIATION IS THIS NATIONAL FUNERAL DIRECTORS ASSOCIATION AND IT'S NEW PRESIDENT IS JACK MITCHELL OF MITCHELL-WIEDEFELD FUNERAL HOME.

SIR, THANKS FOR JOINING US.

CONGRATULATIONS ON THE POSITION.

THIS IS A BIG ORGANIZATION, TENS OF THOUSANDS OF MEMBERS.

>> Jack Mitchell: YES, YES, THE NATIONAL FUNERAL REPRESENTS ABOUT 20,000 MEMBERS AROUND THE UNITED STATES AND ACTUALLY AROUND THE WORLD AS WELL.

IT'S THE LARGEST FUNERAL SERVICE ASSOCIATION IN THE WORLD.

SO IT'S TERRIBLY HUMBLING TO HAVE BEEN ELECTED TO SERVE THIS POSITION.

IT'S REALLY INCREDIBLE AN HONOR.

>> Jeff: AND I GUESS LIKE ANY NATIONAL ASSOCIATION, WHAT YOU'RE HELPING, ESPECIALLY MOM AND POP OPERATIONS AND BE I KNOW THERE'S A TREND TOWARDS BIG CORPORATE OWNERSHIP, WHICH WE COULD TALK ABOUT, BUT IF YOU'RE IN A SMALL TOWN SOMEWHERE, IT'S WAY TO KEEP TABS ON WHAT'S HAPPENING IN THE BROADER INDUSTRY.

>> Jack Mitchell: YES.

YOU WOULDN'T EXPECT REALLY, YOU WOULD THINK HOW MUCH CAN THERE BE CHANGING, NEW TRENDS, THAT KIND OF THING WHEN IT COMES TO DEATH CARE, BUT THERE ARE TRENDS.

WHAT PEOPLE WANT IN TERMS OF MEMORIALIZING THEIR LOVED ONES IS CHANGING.

LESS TRADITIONAL TYPE SERVICES THAT ALWAYS CUSTOMARILY HAPPENED IN THE PAST.

SO THE ASSOCIATION'S PURPOSE, ONE OF ITS MAIN PURPOSES REALLY IS TO KEEP ALL THE MEMBERS INFORMED AND EDUCATED AS TO WHAT THOSE TRENDS ARE, SO THEY CAN -- THEY CAN ADAPT AND TAKE CARE OF WHATEVER THEIR FAMILIES ASK OF THEM.

>> Jeff: WE SAID AT THE TOP YOU ARE THE SIXTH GENERATION, WHICH IS EXCEEDINGLY RARE IN AMERICAN BUSINESS.

IS IT AS RARE IN THE FUNERAL HOME BUSINESS?

>> Jack Mitchell: I'D SAY FUNERAL HOMES AIR LITTLE MORE PASSED DOWN OVER THE GENERATIONS AND KEEP GOING FOR YEARS AND YEARS, BUT SIX GENERATIONS IS PRETTY RARE.

WE STARTED IN BALTIMORE IN 1837, AND WE'RE VERY PROUD OF THAT, THAT HISTORY, THAT HERITAGE, SO IT'S GREAT TO BE ABLE TO CARRY IT ON.

>> Jeff: BIG TRENDS I IMAGINE, CREMATION OVER TRADITIONAL BURIAL.

>> Jack Mitchell: YES.

CREMATION BASS BEEN INCREASING FOR DECADES AND DECADES.

A FEW YEARS WAS FIRST TIME THAT IT REACHED MORE THAN 50% IN ITS U.S. OF THE DEATHS THAT THE DISPOSITION IS THE TERM IOWA CREMATION, BUT THERE ARE TRENDS TOWARDS PEOPLE WANTING TO BE GREENER WHEN IT COMES TO THAT DISPOSITION.

THERE ARE SOME NEWER OPTIONS.

GREEN BURIAL, NATURAL BURIAL.

CEMETERIES ARE STARTING TO COME INTO EXISTENCE.

THERE ARE SOME STATES THAT HAVE EVEN PASSED LAWS TO ALLOW WHAT'S CALLED NATURAL ORGANIC REDUCTION.

MARYLAND IS NOT ONE OF THEM.

BUT BASICALLY THE DECEASED IS WRAPPED UP WITH WOOD CHIPS AND ALFALFA AND THAT KIND OF THING AND AFTER ABOUT TEN WEEKS, THE BODY ESSENTIALLY TURNS INTO SOIL.

>> Jeff: YOU ARE BUILDING, I UNDERSTAND, A NEW FUNERAL HOME AT DULANEY VALLEY MEMORIAL GARDENS WHICH YOU OWN.

TELL US ABOUT THE PLAN A LITTLE BIT.

AND IS THIS GOING TO BE SOMETHING THAT WOULD HAVE BEEN RECOGNIZABLE TO THE SECOND GENERATION OF YOUR FAMILY BUSINESS?

>> Jack Mitchell: PROBABLY NOT.

WE'RE -- IT'S IN THE PLANNING STAGES RIGHT NOW.

WE'RE WORKING WITH ARCHITECTS AND ENGINEER, THAT KIND OF THING, AND AS A SAID PEOPLE ARE GETTING AWAY FROM THE TRADITIONAL TYPE SERVICES WHERE YOU WILL HAVE VIEWINGS IN AFTERNOON AND EVENING FOR A COUPLE DAYS AND THEN GO TO CHURCH.

A LOT OF TIMES -- I MEAN MY OWN FRIENDS ARE ALWAYS SAYING, JUST THROW A PARTY.

JUST BURRY ME OR CREE INNATE ME AND THROW A PARTY.

THE MOST IMPORTANT ROOM IN NEWLY BUILT FUNERAL HOMES THESE DAYS IS A BIG RECEPTION ROOM WHERE YOU CAN HAVE WHATEVER KIND OF EVENT A FAMILY WANTS, AND MOST -- MANY FUNERAL HOME NEW FACILITIES THEIR NOT CALLING THEM FUNERAL HOMES.

THEY'RE CAWLGD THEM LIFE CELEBRATION CENTERS OR LIFE TRIBUTE CENTERS, SO IT WILL DEFINITELY HAVE A VERY DIFFERENT LOOK TO IT THAN THE FUNERAL HOMES WE OWNED IN THE 1800S.

>> Jeff: LET ME CAN A CONSUMER QUESTION WH NEED YOUR SERVICES, IT'S OFTEN SUDDEN, THAT A FAMILY MEMBER HAS PASSED AWAY, AND IF YOU'RE DEALING WITH SOMEBODY WHO IS MAYBE AN AGGRESSIVE OPERATOR, MORE SALESY, PEOPLE CAN FEEL PRESSURED AND CAN MAYBE WIND UP DOING THINGS THEY HADN'T PLANNED ON OR SPENDING A LOT MORE THAN THEY HAD PLANNED ON.

HOW DO CONSUMERS HANDLE, ESPECIALLY AN EVENT THAT COMES UP SUDDENLY?

>> Jack Mitchell: WE'RE VERY SENSITIVE TO WHAT THEY'RE GOING THROUGH.

WE'VE HAD DIRECTORS THAT HAVE WORKED FOR US THAT, YOU KNOW, USUALLY STAY FOR A CAREER.

WE HAVE ONE GENTLEMAN WHO IS GOING TO HIT 50 YEARS WITH US THIS YEAR IS AND ANOTHER 46 YEARS.

IT'S IMPORTANT TO UNDERSTAND WHAT THEIR EXPERIENCING, AND THEY'RE BEING HIT WITH SOME PRETTY SIGNIFICANT FINANCIAL EXPENSES THAT THEY REALLY HADN'T PLANNED ON, SO WE WALK THEM THROUGH THEIR OPTIONS SO THEY CAN MAKE THE BEST DECISION FOR THEM, JUST TRY TO PROVIDE THEM INFORMATION, A LITTLE GUIDANCE BECAUSE IT CAN BE OVERWHELMING.

IT'S NOT THE KIND OF THING THAT MOST PEOPLE EXPERIENCE MANY TIMES IN A LIFETIME.

SO, YOU KNOW, WE DON'T HAVE PEOPLE LIKE OUR PEOPLE WORKING ON A COMMISSION OR SOMETHING LIKE THAT.

IT'S REALLY AN IMPORTANT PART OF WHAT WE DO TO KIND OF TAKE A FAMILY BY THE HAND AND WALK THEM THROUGH THEIR OPTIONS.

>> Jeff: WHAT HAPPENED OVER THE PM.?

-- THE PANDEMIC?

OBVIOUSLY A LOT OF PEOPLE DID DIE UNEXPECTEDLY, BUT ALSO HAD TO DEAL WITH HOLDING EVENTS AT A TIME WHEN PEOPLE MIGHT HAVE BEEN CONTAGIOUS AND DOING FUNERALS OUTDOORS, THAT SORT OF THING.

WHAT HAPPENED?

AND DO YOU THINK ANY OF THOSE CHANGES ARE GOING TO LAST?

>> Jack Mitchell: WE WERE LIMITED IN WHAT WE COULD DO WHEN THERE WERE GATHERING LIMITATIONS SET BY LAW.

A LOT MORE LIVE STREAMING HAPPENED.

THAT'S SOMETHING THAT A LOT OF FUNERAL HOMES KIND OF HAD THAT ON THE SHELF, LIKE THEY ARE OFFERING LIVE STREAMING AND THINKING MAYBE WE SHOULD KEEP UP WITH THE TIMES.

MOST FUNERAL HOMES STARTED DOING LIVE STREAMING AT THAT POINT AND CONTINUE TO OFFER THAT NOW.

SO THERE WAS KIND OF A THRIEBLG ADVANCTECHNOLOGICAL ADVANCEMENT BROUGHT ON BY THE PANDEMIC.

BUT THERE'S A LOT MORE WHERE WE WOULD HAVE TO GO STRAIGHT IS ON THE CEMETERY FOR THE BURIAL AND THEN THEY WOULD PLAN SOMETHING LATER ON WHEN THE PANDEMIC WAS OVER.

AND SOME PEOPLE REALLY DISLIKED THAT.

THEY REALIZED HOW IMPORTANT AND MEANINGFUL THAT GATHERING IS.

OTHERS LIKED IT BETTER.

THEY SAID, NO, THAT'S HOW WE'RE GOING TO DO THEM ALL NOW.

WE'RE JUST GOING TO HAVE THE BURIAL AND HAVE THE GATHERING LATER ON.

SO THERE ARE GOIBT SOME LASTING EFFECTS FROM THE PANDEMIC.

>> Jeff: SURPRISED TO READ THAT THERE'S BEEN A SPIKE IN THE NUMBER OF STUDENTS FOCUSING ON MORTUARY SCIENCE, AND THAT INCREASINGLY IT'S WOMEN CHOOSING THIS FIELD.

>> Jack Mitchell: THAT'S CORRECT.

HISTORICALLY FUNERAL SERVICE WAS REALLY A MALE-DOMINATED PROFESSION.

BUT THAT'S BEEN CHANGING OVER THE YEARS, AND THE NUMBER OF FEMALE STUDENTS IN THE MORE CHAIR SCIENCE POOLS HAS BEEN INCREASING AND IT'S ATE 70% NOW -- AT 70% NOW.

AND I THINK THAT JUST COMES FROM -- IT WAS PROFESSION SO PEOPLE DIDN'T REALLY -- WOMEN WEREN'T CONSIDERING GOING INTO IT BUT THEY ARE AND THEY'RE FINDING IT'S VERY REWARDING TO TAKE CARE OF FAMILIES AND HELP PEOPLE THROUGH A DIFFICULT TIME.

SO I CAN'T REALLY EXPLAIN THIS RECENT SPIKE AS FAR AS THE TOTAL NUMBER OF STUDENTS.

WE'LL SEE IF THAT STAYS THAT WAY.

BUT, YEAH, IT'S DEFINITELY THE DYNAMICS OF FUNERAL SERVICE, OF THOSE OF US IN THE PROFESSION.

IT'S REALLY CHANGING.

>> Jeff: AND HOW MUCH OF THE PROFESSION WOULD YOU SAY HAS BECOME BIG CORPORATE ENTERPRISES OPERATING ALL OVER THE COUNTRY OR REGIONALLY, MAYBE STILL USING THE NAME OF AN OLD FAMILY BUSINESS BUT IT'S ALL STRAMMIZED, VERSUS THE SORT OF COTTAGE INDUSTRY THAT WE USED TO THINK OF?

>> RIGHT.

THE CORPORATE ENTITIES OWN ROUGHLY 13 OR 14 PERCENT, I THINK, OF THE FUNERAL HOME IN THE COUNTRY.

THE REST ARE FAMILY-OWNED.

AND USUALLY WHEN THEY DO PURCHASE A FUNERAL HOME, THEY DO KEEP THE NAME ON THERE.

THE NAME IS IMPORTANT TO THE COMMUNITY.

CEMETERIES, I DON'T REALLY KNOW THE NUMBERS ON THAT, BUT IT'S ACTUALLY A MUCH HIGHER PERCENTAGE THAT ARE NOW CORPORATE OWNED.

AND, YOU KNOW, AS A FAMILY-OWNED BUSINESS, WE, OF COURSE, THINK THAT'S THE BEST, THE MOST PERSONAL WAY.

I MENTIONED OUR FUNERAL DIRECTORS THAT HAVE WORKED FOR US FOR SO LONG.

THAT WAY FAMILIES ALWAYS KNOW THAT THAT PERSON WHO TOOK CARE OF THEM IS GOING TO BE THERE FOR THEM.

SO WE'RE A LITTLE BIASED TOWARDS THE FAMILY-OWNED WAY OF DOING THINGS.

BUT THAT CORPORATION WAY OF DOING THINGS AND THE NUMBER THAT ARE OWNED BY CORPORATIONS, THAT I THINK WILL JUST GRADUALLY CREEP UP AND CREEP UP AND CREEP UP.

MAYBE WHEN SOMEONE RETIRES AND THEY DON'T HAVE A FAMILY MEMBER TO PASS IT ON TO SO THEY NEED TO SELL THE BUSINESS, THAT'S GOING TO HAPPEN FROM TIME TO TIME.

>> Jeff: WELL, CONGRATULATIONS AGAIN ON YOUR ELECTION TO LEAD THE NATIONAL FUNERAL DIRECTORS ASSOCIATION.

AGAIN, THAT'S JACK MITCHELL OF MITCHELL-WIEDEFELD FUNERAL HOMES.

THANKS FOR YOUR TIME.

>> Jack Mitchell: THANK YOU SO MUCH, JEFF.

REALLY APPRECIATE IT.

>> Jeff: AND THAT IS "DIRECT CONNECTION" FOR THIS WEEK.

WE'RE BACK FRIDAY WITH "STATE CIRCLE" AND THE LATEST ON MARYLAND POLITICS.

JOIN US FOR THAT FRIDAY EEFNGHT A 7:00 AND REMEMBER TO FOLLOW US ON TWITTER @MPTNEWS.

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