Inside Asian Gaming

IAG FEB 2023年2月 亞博匯 80 FEATURES where casinos and resorts incentivize sales teams to bring customers to their properties,” Marcus continues. “That’s no different from sales jobs in any other industry, whether you’re selling cars or private wealth investment products. “So the first thing to consider is whether junkets can be done right, without all the grey areas and bad practices they have been associated with in the past. It’s my contention that they can and must. “VIP sales are a lifeblood for integrated resorts and casinos, everyone in the industry knows this. We need to stop operating in the dark when it comes to VIP sales and legitimize junket operations because it very much is the lifeblood of casino sales. “Secondly, because of our ambition to do things the right way, Vault Corporation is much more than just a traditional junket operator. We do provide that service, because casinos need it, but we start with the principles of best-in- class compliance. We provide thorough KYCs and audits designed not only to comply with the bare minimum of existing regulations, but to go beyond that, so that casinos can have peace of mind that they will not run afoul of the law of the land, be it in the land they operate in or in the territories their customers come from. “Additionally, there needs to be more effort made in non- gaming offerings, and our sales teams focus on the entire property and destination, the types of experiences VIPs desire and so on, rather than just how we can earn commission from the rolls. “Regulations are pushing casinos to invest in this, and while this is not new and casinos have been trying to do this for the better part of the last decade, technology has enabled more precision in understanding what consumers want. “The premium mass market has been underserved and what we would like to do at Vault is to increase the market size, rather than keep relying almost singularly on VIP sales. “Our subsidiary, Chang Le, is a hybrid platform that is designed to attract not just VIPs, but also the mass premium market, and the first-party data we collect on our members will help us advise casinos how to improve their offerings to attract more customers to their non-gaming offerings.” Launching last year, Vault has initially targeted a South Korean