Inside Asian Gaming

FEBRUARY 2016 inside asian gaming 35 The text books will tell you that it is often more cost effective to utilize independent commissioned sales reps to supplement your sales activities. It is cost effective because you only pay commission based upon productivity. Junket reps work in the same manner. Increasing market-share It is important to understand that junket reps serve a legitimate function in many different casinos around the world. They basically act similar to an independent manufacturer’s sales representative, who represents the manufacturer’s line of products on a commission basis instead of working on a fixed salary, as most casino employees do. Casinos today use similar systems with their junket reps engaging them as part of their external sales and marketing team. In fact, many of the large Fortune 500 companies — IBM, Xerox, Coca Cola, etc. — will normally employ both salaried sales executives and commissioned independent sales representatives at the same time to help increase market-share. Junket programs are no different than a manufacturer’s rep program. Large companies recur to the latter in addition to their own internal sales force primarily due to the logistics and the economics. The programs work and they are cost effective if managed properly. There is not too much difference between this and a casino junket program. However, some differences should be underlined in advance, to help ensure that your junket program is set up properly from the beginning to help you maximize your casino’s true profit potential from the Blast from the Past FEB 2009 junkets. Asian junkets are an exception to much of this article. Junket reps in Asia tend to issue and control the credit for their players. The junkets participate in Asian Dead Chip Rolling Baccarat games where commission is based upon turn-over or the “rolling of non-negotiable chips.” The text books will tell you that it is often more cost effective to utilize independent commissioned sales reps to supplement your sales activities. It is cost effective because you only pay commission based upon productivity. Junket reps work in the same manner. Junket reps are only paid commission based upon success. The casino does not pay medical insurance,