Southern Gaming Summit / BingoWorld

May 2-4, 2017

Biloxi, MS

Mississippi Coast Coliseum
& Convention Center

Produced by Casino Journal

Targeting Customers: Building a Hierarchy

In deciding which customers to target, casinos can follow some basic rules of thumb, but those rules, and the decisions that go with them, are only as good as the data they are based on. In this session, you will hear how to develop and segment qualified sales leads from your database; how to manage reinvestment properly and how to measure player worth through math. The end result is to build a hierarchy of customer targets that yields maximum results for your resource investment.



  • Steve Browne, President, Raving Services