Gaming Markets Breathe New Life, Surge. Time for Total Customer Value.
Customer Features: Borgata and Mohegan Sun
Revenue Units. Rainmaker. Drops to your bottom line.
 
Gaming Markets Breathe New Life, Surge. Time for Total Customer Value.
 
Tammy Farley
Hello.
 
At Rainmaker, our success is measured by yours, and we are optimistic about your success and the industry's in 2011. Global gaming market statistics indicate the return to life of the domestic gaming markets, and a surge of expansion across the Asia-Pacific regions. Personal finance magazine, Kiplinger, names Las Vegas as one of 11 cities that will make a comeback in 2011, and predicts an employment growth of almost 3% for the city. Similarly, Atlantic City gaming operators have reported that casino revenues are showing signs of improvement, suggesting that the Atlantic City market may be stabilizing after a prolonged slump. In Asia, PricewaterhouseCoopers forecasts a blazing compound annual growth of 23.6 percent for Asia-Pacific gaming markets in the five years to 2014. If you are ready to fly, we are ready to show you how to increase both your ADR and occupancy numbers by revenue managing for Total Customer Value. See the Borgata story below for more on this topic.
 
The months of May and early June bring several opportunities for us to meet with you and discuss your specific needs or strategies to fully benefit from revenue management. We welcome you to contact us if you are planning to be at any of the following events:
 
BITAC Tech & Operations conference, May 1-3 in Puerto Rico at the El Conquistador Resort & Casino. This highly acclaimed event brings together the top echelon of both purchasing decision makers and suppliers for an unparalleled networking experience. Bruce and I will be attending this business exchange and look forward to building new strategic relationships with everyone there.
EyeforTravel Travel Distribution Summit 2011, May 18-19 in Singapore. This event draws more than 600 travel industry executives involved in the marketing, pricing, and distribution of travel. Our own Bonnie Spalding, VP Business Consulting, will moderate the panel "Discover Cutting-Edge Gaming Revenue Management (RM) Strategies" on May 19. Hear panelists from MGM Macau, The Marina Bay Sands, and The City of Dreams Macau on the secrets of RM success and how to enhance your existing strategies.
2011 Gaming Technology Summit, May 23-25 in Las Vegas. Hundreds of senior-level IT executives will attend, as well as professionals in marketing, operations, and hotel food and beverage. This year's conference will focus on online and mobile gaming. On May 24, I'll be speaking in a session, "Operations Revenue Management: Running in Place or Gaining Traction?" along with speakers from Mohegan Sun and Duetto Consulting. Join us to learn more about RM strategies, the technology that supports them, and how to successfully transition your pricing strategies from lean to more prosperous times.
Global Gaming Expo Asia (G2E Asia), June 7-9 at The Venetian Macao Resort Hotel. More than 4,500 casino-entertainment professionals from Asia and around the world attend this conference for networking opportunities and comprehensive gaming education in Asia's booming gaming market. We'll be among them.
 
We look forward to seeing you at one of these valuable conferences this spring and showing you how Total Customer Value can increase your bottom line. Send me an email to set up a meeting time and place. Hope to see you soon.
 
Tammy Farley
 
Tammy Farley
Principal and Co-Founder
The Rainmaker Group
 
Customer Feature:
Borgata Hotel Casino & Spa Boosts ADR, Occupancy with Total Customer Value Segmentation
 
Rainmaker has been a great partner.  I deal with 100+ vendors and I put Rainmaker in the upper 90th percentile. - John Forelli, VP of IT, Borgata Hotel Casino & Spa
"Rainmaker has been a great partner. I deal with 100+ vendors and I put Rainmaker in the upper 90th percentile."
- John Forelli, VP of IT, Borgata Hotel Casino & Spa
 
A year ago, Borgata Hotel Casino & Spa in Atlantic City implemented revolution and has seen an increase in both ADR and occupancy numbers. Two factors contribute to their success: Borgata revenue manages all guest revenue possibilities including games, retail, slots, table games, dining, and rooms. They also use the information from guest spend to build a robust guest profile based on each person's attributes and their segment's value.
 
This is where Rainmaker comes in. We crunch the numbers to marry the guest's attributes with the reservation process and take into account the deeply segmented customer pool. We also integrate revolution with Borgata's hotel systems. The property's reservationists use the hotel system to get the optimized rates, without even knowing Rainmaker is at work. Contact us to learn more about how Rainmaker's Total Customer Value approach can increase your ADR and occupancy numbers.
 
 
 
April 2011
 
Customer Feature:
Mohegan Sun Increases Revenue and Occupancy with revolution
 
revolution from The Rainmaker Group integrates with Agilysys' Lodging Management System (LMS) software. This gives Mohegan Sun reservationists real-time access to optimized rates when they are booking new business.
Mohegan Sun, a world at play, was created in 1996 by The Mohegan Tribe of Connecticut
 
revolution from The Rainmaker Group integrates with Agilysys' Lodging Management System (LMS) software. This gives Mohegan Sun reservationists real-time access to optimized rates when they are booking new business.
 
Two years ago, Mohegan Sun's occupancy was in the mid-95 percentile. However, internal analysis of denial and regret data suggested that the resort was displacing higher value casino customers for lower value casino customers. When local competition increased, Mohegan Sun implemented revolution to achieve these 3 objectives:
 
1) Maintain or improve hotel occupancy rate within six months of implementation;
 
2) Increase casino revenue contribution for hotel customers by booking higher value casino customers;
 
3) Achieve revenue gains in the first twelve months to cover the initial implementation costs and monthly subscription fees for the new software.
 
Six months after the implementation of Rainmaker's software, the project was perceived as a resounding success by Mohegan Sun management. Results validated that revolution software, the customer segmentation, and customer valuation algorithm provided the desired business results. Mohegan Sun had a 97.8% occupancy rate for their fiscal first quarter (October-December) 2010 and revenue growth trends continued in the high value customer segments during the same period.
 
Read the full story in Indian Gaming magazine, March 2011 issue.
 
Let us know if you want more information on how revolution can help you rationally set segment rates in all markets and across the highest yielding online channels.