Get More Answers: Learn the Raving Way

Traditional conferences go like this: a subject-matter expert teaches from the podium to the masses. The flow is from one to many, in one direction. This is how it’s been done since elementary school and worked for half of us, and the other half of us got bored. Then, we preach that learning from your peers is critical. Finally, we expect you to find and connect with that fellow marketing director (who just bought the system that you’re researching) during networking breaks. Yeah, that’s nearly impossible.

Oh, and don’t forget “why” you’re attending the conference in the first place. It’s to find solutions to your current issues, right? Many attendees leave conferences not finding an answer to what’s really top of mind. Our goal: for attendees to leave with more answers and resources to solve the issues that they bring to the event.

Starting in 2018, we committed to stepping out of the traditional conference mold and offered more organized interaction between you and your peers, as well as designing a more interactive classroom. We’ve added tools such as:

  • Interactive polling
  • Attendee engagement program
  • Pre-conference survey
  • Opening Think Tank exercise
  • Group roundtables
  • Plus, several organized networking events

After all, not everyone learns in the same way, and we want you to get the most out of your time with us. A pre-event survey helps us gather information on what’s top of mind for you, and we develop our “Think Tank” around this data. Throughout the conference, we’ll make sure that we’re addressing those hot buttons and that each session is relevant to your learning.

Agenda at a Glance

Monday, January 27

  • Registration Open

Tuesday, January 28

  • Setting the Stage: Your issues, your input, your conference
  • Data Analytics PART I of III: Let’s dive into your players club
  • Luncheon: The NEXT Games
  • THAT'S BRILLIANT! Marketing tactics that provide consistent revenue growth for Tribal casinos
  • Player Reinvestment: What should player reinvestment be in today’s highly competitive and entitled market?
  • Speed Solutions: Get your specific question answered
  • Welcome Gala Reception & Trade Show Opening

Wednesday, January 29

  • Analyzing Financial Performance: Top five things we're getting wrong financially and how to fix them
  • Data Analytics PART II of III: Let’s dive into your slot floor
  • Three Strategies and Three Truths: Tribal executives share the their most successful digital marketing, geofencing, and gamification campaigns
  • Luncheon Keynote & Tribal Spirit of Giving Celebration: Temryss Lane, Lummi Native, Footballer, Storyteller, MA American Indian Studies Grad, Nike N7 Ambassador
  • Slot Free Play: How to factor in free play to your overall player reinvestment
  • Concurrent Specialty Sessions: Smaller group classes to address topics you've told us are important
  • Leadership and Guest Service: You can't have one without the other
  • Conversations and Cocktails

Thursday, January 30

  • 2020 Advertising and Marketing Trends and Tools: What Tribal gaming operators need to drive ROI
  • Concurrent Specialty Sessions: Smaller group classes to address topics you've told us are important
  • Data Analytics Part III of III: Let’s dive into player development and tie it all together
  • Closing Remarks
  • Lunch on Your Own in Old Town Albuquerque

Full Agenda

Monday January 27

Monday Agenda

All Day

Explore the Land of Enchantment and Old Town Albuquerque

Whether you have a few hours or a whole day, we highly recommend attendees take the time to find out why New Mexico is known as the Land of Enchantment. If you don’t care to rent a car, remember that Isleta Resort & Casino hotel guests have free shuttle service to the resort from the airport. Drop off your bags and call a rideshare company for a short and inexpensive jaunt into Historic Old Town, which has been the heart of Albuquerque since the city was founded in 1706. Centuries before European occupation, the area was inhabited by indigenous people. Today, Old Town is the city's cultural center, with numerous museums and more than 100 shops, galleries and restaurants.

Got a bit more time and a car? Santa Fe, known for its legendary art and history, is just about an hour away and worth a day exploring. Did you know that Santa Fe is the oldest capital city in North America and the oldest European community west of the Mississippi? Santa Fe's site was originally occupied by a number of Pueblo Indian villages with founding dates between 1050 to 1150.

4:00 PM – 6:00 PM

Registration Open & Hotel Check-In

Tuesday January 28

Tuesday Agenda & Sessions

7:00 AM – 6:00 PM

Registration Open

7:00 AM – 8:30 AM

Exhibit Hall Opens and Buffet Breakfast

This is your first opportunity to explore the many resources in our marketing and analytics-focused exhibit hall. Even if you are not looking to replace your current vendor, other solution providers can make you more aware of what is available to you or missing from your current program. Our attendees tell us that as opposed to the large gaming tradeshows, they are grateful for the time to concentrate on suppliers and service providers that are specific to their departments. Our breakfast buffets are served on the tradeshow floor and you can count on a hearty affair with healthy options.

8:30 AM – 10:30 AM

Setting the Stage: Your Issues, Your Input, Your Conference

Back by popular demand, this session sets the stage for our intensive three-day program. Get ready to roll-up your sleeves, speak-out, contribute and absorb.

Through a “Think Tank,” we dive into YOUR issues and the challenges that keep you up at night. How do we know what to focus on? We gather data directly from you through an attendee survey immediately preceding the conference, so we know we’re addressing what impacts you.

This is a critical introductory session that can’t be missed. You will get to know fellow attendees, share your experience and knowledge, and find solutions to what’s most important to you and your operation.

10:30 AM – 11:00 AM

Networking Break in Exhibit Hall

11:00 AM – 11:45 AM

Data Analytics PART I of III: Are We Leaving Money on the Table? Let’s Dive into Your Players Club

The first of a three-part presentation, we’re tackling understanding incremental revenue and how to find it in your database. It starts with developing a complete view of your top revenue-generating departments. Through this process, attendees will uncover money sitting in their database and be guided on how to capture it.

In this series of presentations, we’ll look at three key revenue-generating departments, and within each department, focus on specific qualitative analysis. The first session begins with the players club. The second session will focus on the slot department, and the final session on player development will provide the tools to tie them all together.

This initial session on the players club, we’ll look at a visual of your database so that you know where your bell curves are. Then, we'll look to see if the players club fits within the parameters of the bell curve. We will consider low ADT/high trip players. Do your club and its programs maintain this business? We will walk through the different segments of customers and discuss how points, tiered cards, and kiosk promotions can be used to reward the different types of players.

Presenter: Lynette O’Connell, Raving VP of Data Science and Operations

11:45 AM – 1:00 PM

Luncheon: The NEXT Games

We talk about engaging our guests. We talk about the power of teamwork. Our attendees talk about how they want to learn from other properties. Well, the fact is we do a lot of talking. And as Elvis would say, it’s time for "A little less conversation, a little more action!" In this interactive luncheon, each table will be tasked with a series of challenges (think gaming trivia that you can’t look up on Google but your teammate from Minnesota will know the answer; might involve paper airplanes; Play-doh for sure, oh and ping pong balls). It’s Pictionary meets Dude Perfect. Eat. Play. Fun. Then take the idea back to your properties. Oh, and of course, each member of the winning team gets a cool prize. Play alongside exhibitors, presenters, and fellow attendees!

Sponsored by Imagine This

Location: Isleta Showroom

1:00 PM – 1:30 PM

Networking Break in Exhibit Hall

1:30 PM – 2:15 PM

THAT'S BRILLIANT! Marketing Tactics that Provide Consistent Revenue Growth for Tribal Casinos

Marketing departments are being asked to produce more revenue at the same time competition is getting stronger. Driving increased business is not an easy task to do when, as an industry, we’re getting smarter. How can we create strategies that drive steady growth? We can’t just add another car promotion, or can we? In this session, we’ll dig deeper into the operation to find efficiencies and create marketing programs that provide consistent revenue growth.

We’ve asked the top experts in marketing to share their secret weapons, trump cards and game-changers – the very best tools and strategies that have consistently moved the needle at their properties. They’ll share how they’ve used insured prizes, incentive merchandise, specialized promotions, and other tactics to provide consistent revenue growth.

Moderator: TBA

Panelists: TBA

2:15 PM – 2:30 PM

Networking Break in Exhibit Hall

2:30 PM – 3:15 PM

What Should Player Reinvestment Be in Today’s Highly Competitive and Entitled Market?

Setting a goal for investing in our players is a good thing.  We need targets to be able to measure how we’re doing.  What is a “normal” rate these days?  How do we measure it? What factors does it depend on?  Are we considering all the ways we are rewarding players?  Does each of those investment types have a specific purpose/goal? What are we trying to achieve with each? Are we checking ourselves against the goal?  In this session, we’ll explore player reinvestment and prompt everyone to think about how we set this goal and evaluate performance against the goal.

Moderator: Lynette O’Connell, Raving VP of Data Science and Operations

Panelists: Kevin Huddleston, CPA, CGMA, CFF, Raving Strategic Partner, Accounting and Auditing, and Partner, Finley & Cook; Tara Ezzell Clark, VP Casino Services & RECON Systems, Red Circle; Aimee Barnes, Database Manager, Isleta Resort & Casino; Trevor Taylor, Director of Marketing, Route 66 Casino Hotel

3:15 PM – 3:30 PM

Networking Break in Exhibit Hall

3:30 PM – 5:15 PM

Speed Solutions – Get YOUR Specific Questions Answered

In our follow-up surveys, our attendees tell us that they find great value in learning from their peers, addressing individual pain-points, and sharing in interactive roundtables. From that feedback, we created Speed Solutions which received rave reviews last year, so its back by request!

How it works is this: There will be several topic-specific tables when you enter into the room. You’ll choose your top areas that you’d like to explore. You’ll have 20-minutes at five different tables. Similar to musical chairs, as soon as you hear a cowbell, it’s off to your next table in a hurry. You’ll be writing notes like crazy while getting specific answers from an expert and your peers. So, split up your teams, choose your highest priority topics, and let the speed solutions fly!

Speed Solutions topics include:

1. Creating promotions for small to mid-sized casinos – Tom Osiecki
2. How to balance filling your hotel with gamers and non-gamers when the hotel and casino have different incentives – Brett Magnan
3. Social gaming and marketing: How do we maximize our reach and drive customer engagement?– Justin Shank
4. Multi-channel marketing: key strategies to maximize success and cost-effectiveness – Tami Jones
5. Tools and tips for getting more out of today’s digital marketing solutions – Mark Astone
6. How to engage, incentivize and reward your players when at home to drive a property trip – Daniel Wood
7. Casino entertainment strategies for Tribal casinos – Kell Houston
8. Why did that job go to someone else? Critical skills and strategies for your next advancement – Dan Stromer
9. How to provide leadership through change and disruption – Paula Allen
10. Bridging the gap between PD and other departments – Janet Hawk
11. Is this promotion really moving the bar? Key analytics that will give you the answer every time – Michael Minniear
12. How to get no cost college credits for OJT certifications and life experience; plus other tips for reducing the cost of education – Patrick Horning

5:15 PM – 7:15 PM

Welcome Gala Reception – Explore the Taste of New Mexico

Continue those conversations started during your first day with fellow attendees, exhibitors, and presenters while enjoying specialty drinks and hors d'oeuvres that only New Mexico can deliver. This reception is a great way to end a rigorous learning and relationship-building day! Plus, it’s on the exhibit hall floor so you have even more time to shop and learn about valuable products and services.

It’s said that true New Mexican cuisine has a combined indigenous, Spanish, and Mexican identity, and is therefore not like any other food in the United States. We’ve asked Chef Alan Sanchez, an Isleta Tribal member and a true New Mexican chef for the last 30 years, to create a custom menu for our attendees and guests.

Wednesday January 29

Wednesday Agenda & Sessions

7:00 AM – 6:00 PM

Registration Open

7:00 AM – 8:30 AM

Buffet Breakfast in Exhibit Hall

Grab a nutritious and hearty morning meal and visit with exhibitors. Those of you early birds who are on the floor at this time will have a chance to win a special prize giveaway.

8:30 AM – 9:30 AM

Top Five Things We’re Getting Wrong Financially and How to Fix Them

Are we thinking and refreshing our perspectives and policies when it comes to analyzing performance or justifying spending? If not, we may be reaching inaccurate conclusions about what we’re doing. In this session, we’ll learn from our industry's leading finance resources what marketers are missing in their analysis or lack of analysis. Their tips will help you do a better job analyzing your promotions and offers. If you start implementing these techniques you might even make your CFO smile.

Moderator: Deana Scott, Raving CEO

Panelists: Kevin Huddleston, CPA, CGMA, CFF, Raving Strategic Partner, Accounting and Auditing, and Partner, Finley & Cook; John Cirrincione, CEO, Santa Ana Star Casino Hotel; Harold Baugus, CEO, Isleta Resort & Casino

9:30 AM – 10:00 AM

Networking Break in Exhibit Hall

10:00 AM – 10:45 AM

Data Analytics PART II of III: Are We Leaving Money on the Table? Let’s Dive into Your Slot Floor

Building on Monday’s session, Michael will walk attendees through what specific qualitative analysis is needed in regard to your slot department. What slot data can help your marketing efforts beyond ADT, such as average bet, game selection and cash buy-in? We will also summarize at a high level what’s beyond ADT and win ratings, and how marketing player information is going to start affecting our selections of slot products, floor design, and marketing offers.

Presenter: Michael Minniear, Raving Partner, Data Analytics

10:45 AM – 11:15 AM

Networking Break in Exhibit Hall

11:15 AM – 12:00 PM

Three Strategies and Three Truths: Tribal Executives Share their Most Successful Digital Marketing, Geofencing, and Gamification Campaigns

On paper and in theory, we talk about using these three tools to drive engagement and move the needle. In this session, we’ll hear the true story from the operators themselves about their most successful use of these tools with a breakdown of the components that truly made a difference. Attendees will take away an outline for three successful strategies that they can apply at their casinos.

Moderator: TBA

Panelists: TBA

12:00 PM – 1:30 PM

Luncheon Keynote and Tribal Spirit of Giving Celebration

At this special luncheon, we put down our pens and stop taking notes; we put thoughts of spreadsheets and what’s waiting for us back at our organizations aside. We take the time to think about what fuels us to find connections with others; to be the best version of ourselves; to give more to our families, our friends, our fellow team members; and how we seek joy each day even during hardship.

Our inspirational keynote this year is Temryss Xeli'tia Lane from the Golden Eagle Clan of Lummi Nation, a Coast Salish tribe in Washington State. She comes from a long lineage of Coast Salish salmon protectors and creates connections across cultures, advocating for indigenous empowerment and inclusion. Her work as a scholar, sports broadcaster, and former professional soccer player, has guided her career to sports arenas, classrooms, and Indigenous lands globally.

She holds a Master's degree in American Indian Studies from UCLA and is an active Nike N7 Ambassador where she works to create access to sports for Native youth.

Following her keynote presentation, we will recognize team members and their organizations who participated in the Tribal Spirit of Giving Celebration program – who have also “paid it forward” by going above and beyond the work they do for their gaming organizations.

Keynote Speaker: Temryss Lane, Lummi Native, Tribal Strategist, Footballer, Storyteller, MA American Indian Studies Grad, Nike N7 Ambassador

Location: Isleta Showroom

1:30 PM – 2:00 PM

Networking Break in Exhibit Hall

2:00 PM – 2:45 PM

How to Factor in Free Play to Your Overall Player Reinvestment

When it comes to casino marketing, there is likely no more common, popular and controversially understood offering than slot free play. In this session, we’ll look at some of the most highly contested topics in free play spend, such as how much it costs, how much to give, how it affects player worth and reinvestment, and how to maximize it to get the greatest returns. Led by one of the industry’s leading analytics and marketing experts, attendees will gather new insights into how free play is affecting their properties and players today, and how they can use it to maximize their marketing campaigns tomorrow. (And if you want even more free play, you can catch Michael’s deeper dive in this afternoon’s specialty session.)

Presenter: Michael Minniear, Raving Partner, Data Analytics

2:45 PM – 3:15 PM

Final Networking Break in Exhibit Hall – Special Prize Giveaway! 

3:15 PM – 4:00 PM

Concurrent Specialty Sessions

So many questions and you bet we’ve got the answers. Are you looking for a deeper dive on certain topics? We’ll be breaking into smaller groups to address the topics you’ve told us are important to you. Split up your teams – choose one today and one for tomorrow.

Specialty Session 1:

Using Research to Develop Casino Promotions: A Gold Mine to Drive Engaged Guests and Incremental Revenue

Casino promotions continue to drive business but it's getting harder and harder to come up with new ideas and to predict how they'll perform. In ten questions or less, you can field a promotions survey that will target your desired segments, predict how well it will perform, and do it all in 24 hours. Find out the formula to take your promotions ideas and test them with your players BEFORE you commit to spending any money.

Presenter: Deb Hilgeman, Ph.D., Senior Raving Partner, Market Research

Specialty Session 2:

What is the ROI on Entertainment?

According to Tribal gaming research, entertainment program profitability fell in 2019 although more casinos are breaking-even. What is the new norm and are we measuring it correctly? What should you pay your promoter? What is a reasonable rider and where are we going amiss with contracts? When is it NOT a good idea to have entertainment? In this interactive session, one of the most successful casino buyers (as recognized by the International Entertainment Buyers Association) and long-time Tribal gaming entertainment expert, Kell Houston, will reveal what best practices have helped his clients run profitable entertainment program.

Presenters: Kell Houston, Senior Raving Partner, Entertainment and Jaci Marx, Senior Director of Marketing, Isleta Resort & Casino

Specialty Session 3:

Free Play: What Is It Really Costing You?

Adding on to his session earlier in the conference, in this deep dive, Michael will take you through the ins and outs of free play expense. There is perhaps no greater controversy in the gaming world than how much free play is really costing you. This interactive session will give you not only a greater understanding of the costs of free play but also how you can use it to maximize your promotional power.

Presenter: Michael Minniear, Raving Partner, Data Analytics

4:00 PM – 4:15 PM

Networking Break in Main Classroom

4:15 PM – 5:00 PM

Leadership and Guest Service: You Can't Have One Without the Other

At the core of every casino organization with “wow” guest service, is a leadership team that has gone the extra mile to set the foundation. Likewise, poor guest service typically indicates a bigger problem. Join us in this candid conversation, where our panelists discuss how creating a program that starts with a single-minded senior leadership team will guarantee that frontline leaders and team members can succeed. Takeaways will include the building blocks of a leadership program that dovetails into a frontline guest service program that exceeds guest expectations.

Presenter: Paula Allen, Raving Partner, Leadership and Tribal Member Development, Enrolled Tribal Citizen of Jamestown S'Klallam Tribe and Director of Leadership Development and Guest Services, 7 Cedars Casino

5:00 PM – 7:00 PM

Conversations and Cocktails

Always an attendee favorite, this is your chance to relax after a long day of learning and have lively conversations with your fellow attendees, exhibitors, and presenters. And if your brain isn’t too tired from all of the day’s learning, it’s also a great time to ask speakers the question that came to you after the fact. They’re all very approachable, we guarantee it! Join us in the beautiful seminar room and weather permitting, bring a jacket to get some fresh air in the outside veranda.

Thursday January 30

Thursday Agenda & Sessions

7:30 AM – 8:30 AM

Buffet Breakfast in Classroom

8:30 AM – 9:15 AM

2020 Advertising and Marketing Trends and Tools:  What Tribal Gaming Operators Need to Drive ROI

As marketers, we always tout the ability to react quickly to changing trends and environments. Part of this is not only looking at the past but predicting what the future will bring. From traditional direct marketing to extreme video and AI, to addressing OTT (over the top tv) as it replaces pay-tv services, we’ll explore and show examples of what direct marketing and advertising tools will be critical to stand out in 2020.

Year over year, there continues to be significant changes in technology that shift the world of advertising. In this session, attendees will walk away with a checklist of traditional and trending concepts that will be necessary to drive ROI and how to integrate them into their marketing plans.

Presenters: Catalyst Marketing Company

9:15 AM – 9:30 AM

Networking Break in Classroom

9:30 AM – 10:15 AM

Concurrent Specialty Sessions

So many questions and you bet we’ve got the answers. Are you looking for a deeper dive on certain topics? We’ll be breaking into smaller groups to address the topics you’ve told us are important to you. Split up your teams – choose one today and one for tomorrow.

Specialty Session 1:

Using Research to Develop Casino Promotions: A Gold Mine to Drive Engaged Guests and Incremental Revenue

Casino promotions continue to drive business but it's getting harder and harder to come up with new ideas and to predict how they'll perform. In ten questions or less, you can field a promotions survey that will target your desired segments, predict how well it will perform, and do it all in 24 hours. Find out the formula to take your promotions ideas and test them with your players BEFORE you commit to spending any money.

Presenter: Deb Hilgeman, Ph.D., Senior Raving Partner, Market Research

 

Specialty Session 2:

What is the ROI on Entertainment?

According to Tribal gaming research, entertainment program profitability fell in 2019 although more casinos are breaking-even. What is the new norm and are we measuring it correctly? What should you pay your promoter? What is a reasonable rider and where are we going amiss with contracts? When is it NOT a good idea to have entertainment? In this interactive session, one of the most successful casino buyers (as recognized by the International Entertainment Buyers Association) and long-time Tribal gaming entertainment expert, Kell Houston, will reveal what best practices have helped his clients run profitable entertainment program.

Presenters: Kell Houston, Senior Raving Partner, Entertainment and Jaci Marx, Senior Director of Marketing, Isleta Resort & Casino

 

Specialty Session 3:

Free Play: What Is It Really Costing You?

Adding on to his session earlier in the conference, in this deep dive, Michael will take you through the ins and outs of free play expense. There is perhaps no greater controversy in the gaming world than how much free play is really costing you. This interactive session will give you not only a greater understanding of the costs of free play but also how you can use it to maximize your promotional power.

Presenter: Michael Minniear, Raving Partner, Data Analytics

10:15 AM – 10:30 AM

Networking Break in Classroom

10:30 AM – 11:30 AM

Data Analytics PART III of III: Are We Leaving Money on the Table? Let’s Dive into Player Development and Tie It All Together

For the conclusion of this three-part presentation, Lynette will wrap up with the third key revenue-generating and what qualitative analysis is appropriate. She’ll tie-in all three sessions with a special handout, so don’t miss this final session.

Presenters: Lynette O'Connell, Raving VP of Data Science and Operations; Michael Minniear, Raving Partner, Data Analytics

11:30 AM – 11:45 AM

Closing Remarks and Final Prize Giveaway

11:45 AM

Lunch on Your Own in Old Town Albuquerque

Didn’t get the chance to explore on Monday when you arrived? Whether you have a few hours or a whole day, we highly recommend attendees take the time to find out why New Mexico is known as the Land of Enchantment. Call a rideshare company for a short and inexpensive jaunt into Historic Old Town, which has been the heart of Albuquerque since the city was founded in 1706. Gency and Chris personally recommend the Church Street Cafe; try out the green Chile soup and the traditional Chile Rellenos.

2020 Brochure

Tired of looking at screens? Print a copy of the brochure for your office!

if you prefer to hold what you're reading, you can download the brochure. Remember, the site will always have the most current information, but the brochure does look REALLY cool.