Tag Archives: Las Vegas

Ethical Scenarios for Casino Player Development

In these blogs, we have covered a lot of ground: things hosts should do, things they shouldn’t do, how to evaluate them, how to set and measure goals, and we have gone into some depth on a few of these topics.  One important aspect of a host’s job, however, is one we’ve only briefly touched.  It is especially important that hosts keep in mind the effects of their decisions and the ethical implications thereof.  This post is designed to be interactive, so please comment with your responses.

Let’s pretend for the purposes of this post that I am a successful casino host.  I work at a property that has thus far been blissfully free of growing competitive stresses, though some of my players occasionally travel to Las Vegas for an extended gambling vacay.  I’ve been at my property for just over 5 years, and I’ve developed some solid relationships with many of my high-worth guests.  I am not allowed to accept cash tips, but guests may give me gifts of a reasonable value.   In the following scenarios, what should I do?

  1. One of my players has been indicted for embezzling a significant amount of money from the banking company for which he worked (until the indictment, anyway).  He continues to visit and play, even coming in more often now than he used to since he’s got more free time these days.  As his host, what is my responsibility to him and to the property?
  2. I have an older player who sometimes invites other guests to come to her room (in my on-property hotel) to assist her with getting in and out of the shower.  Because she obviously trusts these players, she is heartbroken and sobbing when she comes to find me on the gaming floor to tell me that someone has stolen $300 in cash from her purse.  I immediately suspect the latest of her “assistants,” but she begs me not to say anything to that lady.  What is my best move in this situation?
  3. My best friend is a hotel supervisor at my casino, and she calls me over to stand behind the desk so she can make an emergency trip to the ladies’ room.  I know how to check people in and issue card keys, so when someone approaches the desk, I assist the guest, who tips me $50 with a wink upon check-in.  Rapidly, I go through the options available to me: upgrade to the last host room (it’s a suite), upgrade to a room with a better view, say “thanks” and put the cash in my pocket, hold the tip to give to my BFF, or explain that I’m just filling in and suggest that the tip should be given to someone else since I can’t accept it.  Which choice should I make?
  4. One of my players was delighted with the anniversary amenity I had waiting for her and her husband in their hotel room last week.  She was so delighted that she sent me a thank you card containing a $100 bill.  The guest sent the card to my home address.  I’m not sure where she got it, as I’d never give a guest my address…What should I do with the cash?
  5. I believe that one of my players makes his money illegally.  I don’t know any details, but I have heard other table games players (and dealers) gossip about him.  Speculation on the sources of his income runs from gunrunning to illegal drug sales to house-flipping to a sizable inheritance.  He doesn’t seem to have a regular job, he travels a bit, and he always has lots of cash and a fancy “new” car almost every month…so I know something isn’t typical about how he earns his living.  What is my responsibility to the player and/or my property in this case?
  6. I overheard a conversation between one of my co-workers and his wife last night.  He was on his company cell phone, shouting at her in the back-of-the-house hallway.  Visibly upset, he returned to the office not long after and began making guest calls.  One of his guests must have known he was upset, because next thing I know, he’s spilling the story to a guest on the office phone.  What should I do about this?
  7. One of my favorite players is moving (permanently) to her lake house about 4 hours’ drive from my property.  She has extended to me and my family an open invitation to come and visit her sometime.  She’s not likely to make many visits after the move, since she is reluctant to drive such a distance alone.  She doesn’t have much family and considers me one of her closest friends.  Is it okay if I accept her invitation?

Many hosts encounter similar situations to these, and it isn’t always easy to know what one should do.  Your feedback might help a casino host to make a better decision, so don’t be shy.  Choose one scenario or reply to them all…but use the number of each so we know which scenario to which your answer(s) refer(s).

Ready?  Set?  GO!

Preemptive Reactivation? Huh?

Everybody's so serious lately
Everybody’s so serious lately (Photo credit: TheeErin)

“You just made that up, didn’t you?”

Well, yeah. I kind of did.

I was a panelist at the Raving Player Development Summit in 2011. (You may know me as Amy Burbidge. Life changes happened.)

My response to one of the topics we discussed led the term “Preemptive Reactivation” to drop out of my mouth (and into the microphone).

Steve Browne stopped mid-step, spun around and locked eyes with me for a beat. He grinned and said, “Ladies and gentlemen, Amy here just paid your registration fee for you.  Preemptive reactivation! That’s powerful stuff…” I’ll never forget it.

He’s spoken about it since, and I believe Raving featured the term in one of their publications not long ago.  Me?  I worked to continue exercising it for as long as I ran a Player Development team afterwards. I tried to instill in my Casino Host team that Preemptive Reactivation is essential for player retention. In fact, I believe Casino Hosts are uniquely situated to readily practice Preemptive Reactivation, particularly in an increasingly competitive worldwide marketplace.

How can  YOU benefit from this fortuitous turn  of phrase?  You can learn what it is and how it will help you retain your best players BEFORE they start to spend their time and money someplace else.

Preemptive reactivation first requires you to know which of your best players are visiting you less frequently than they once did.  Then, you go about finding out why they are visiting you less frequently.  Finally, you do something about what you’ve learned.  Often, just a phone call from a host is enough to accomplish preemptive reactivation: they know you noticed their absence, found it important, and asked them to return.  Sometimes you have to solve a problem for the player(s) in question.  Sadly, there are also some who have just begun to drift away and you may not be able to get them back.

Why do I call this process “preemptive reactivation”?  Because you are taking action BEFORE you lose the player entirely.  Proactively identify any threats to your strongest players, reach out to them to let them know you don’t want to lose them, learn what you will have to do to keep them close to the fold, and then put your money where your mouth is.

I’ll be happy to help you figure out what preemptive reactivation means at your property, if you like. Been there, done that.  I even have the t-shirts to prove it!