Getting With the Program

Host goals should be in alignment with the property’s overall marketing direction. Hosts should have an understanding of the profitability of their players, and their authority to supercede or supplement a player’s existing offers should be dependent upon their understanding of the total reinvestment in that guest.

It sounds like common sense, right? How often, though, do the “traditional” marketers and the Player Development team join forces to ensure that their goals and objectives are in alignment? When it’s time to establish or update the host team’s goals, it’s also time to communicate with marketing team leaders to determine whether what seems obvious is in fact still the right direction for the hosts. As you review your results each goal period and launch the next, it is a good time to look back at the team’s benchmarks, assess the goals and objectives of both the team and the property, them determine whether any adjustments are needed for the next couple of quarters.

If your host team is killing it, and they are surpassing their goals pretty readily (bless them!), then it may be time to up the ante, so to speak. Do some database mining and find the players who aren’t visiting as often or playing as much as they should, decide how much revenue is left on the table, then set new theo targets. Or, if you aren’t doing it already, round-robin assign new members of worth and include the anticipated play and trips in your hosts’ next set of goals.

If your host team is struggling to achieve the targets they’ve been given, perhaps a realignment with marketing is overdue and would be beneficial for everyone.  Take a look at how the hosts are spending their time, evaluate their player lists and see if there are some players who need to be replaced with those of higher worth and lower frequency, and let marketing handle the maintenance for a quarter while the hosts drive some revenue and taste success again.

Honestly, there is never a bad time to step back and take a higher-level look at your Player Development team’s contribution to the overarching marketing program. It also seems there is never enough time, either.   Make a list of your questions, get them answered, and set aside some time to make sense of what you learn.  stablish your processes for measurement and follow-up before making changes to the host program, set the new targets, communicate them to the team, and you’re good to go.  You don’t have to wait until the end of the goal period to get started.

In fact, there are several consultants and technology companies who can provide you an objective view of your operation. FInding the right partner to validate what you believe to be true, point out things you might not have known, and hand you a list of low-hanging fruit may be just what you need to refine your efforts and set the team up for success. Harvest Trends offers both the technological assistance and consultant’s view to benefit our partners to the fullest. Want to know more? Visit our website at www.harvesttrends.com, call us at 877-277-5661, or sign up for our newsletter to learn how we can help you.

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