Pitching a new game to a casino

Hi, I have a game that I'm just about ready to pitch to a casino. I think I'd like to try that, rather than pitching it to a gaming distributor.

Any advice on getting an appointment, what to take to the meeting, what to have, to say?

Try to get to see the Director of Table Games.... get your pitch down to thirty seconds.

If you can't gain and hold his attention in thirty seconds, you've got nothing that is of any value to him. He knows many players are drunk. He knows decision making by players is whimsical.

Hi, Flea,
Thanks. Actually, I was thinking of what to say and show after I get his attention. I can describe the game in twenty seconds, but to fully describe and justify the game would take closer to a half-hour or so.

Twenty seconds is good. If that doesn't generate any questions, continue for a minute at most. Then ask if he has questions. And be prepared to only have about five minutes total.

Keep in mind that DTGs get approached all the time. So don't waste his time.

You may not be able to get an appointment. In that case just go to the casino and find a pit that isn't too busy and ask the pit boss if he can get the DTG's attention for you. He'll make a call and tell you the DTG will be there in a couple minutes. Those couple minutes might be more like twenty in which time the pit boss may ask about the game. Nearby dealers that have empty tables may also listen in.

Use that as an opportunity to practice giving your pitch.

.....

30 minutes to fully explain, seems twice as long as it should be.

Quote: TucsonSteve

Hi, I have a game that I'm just about ready to pitch to a casino. I think I'd like to try that, rather than pitching it to a gaming distributor.

Any advice on getting an appointment, what to take to the meeting, what to have, to say?

I would at minimum take a copy of the math, the letter from GLI or BMM, a sample rack card, and a felt to show him.

Hi Steve. First consideration is where you're located (how close you are to are to casino properties). Second consideration is how far along you are in the development stage of your game.

Let's assume you're in Tucson and have a new table game idea that you've adequately protected and developed. So you're good to go and within driving distance of casinos in AZ, CA and NV. Visit some of those properties and inventory what they have on the floor in your product category, viewing and sorting them in terms of which you think are the best prospects for your game. At each property, have on your person at least a business card and rack card, and preferably have in your vehicle a full layout and documentation on the game (math report(s), Training Manual, etc.). I always have with me a handy page-sized demo sheet which has 2 to 3 betting spots and a paytable that I can easily use to do a quick one-on-one demo on a dead table. While you're at each property, ask one of the floor supervisors in the pit who evaluates new table games (it's usually the DTG, but sometimes is a delegate). Then ask if that person is there and try to see him or her. Be prepared to pitch your game with an introductory 20-30 second explanation in case you have the opportunity. It is extremely rare, but also be prepared to retrieve your layout from your vehicle and give a full demo of the game right there on the spot. If the person to see is not available, then get all the information you can and leave your business and rack card for them with a promise to follow-up.

If you are not convenient to casino properties, you still have to go through the 'prospecting' stage; it's just more costly and time-consuming.

The gist of what I'm saying is that (a) know not only about your game, but also what's going on at the casino you're targeting, and (b) getting an appointment via email or phone call is very difficult if you haven't first gone through the survey and prospecting stage.

Lots of good info in Lucky's post. The 8.5" x 11" laminated player spot with paytable is a key piece of info. It is rare that the DTG or Shift Mgr is going to want to see the full layout draped over a table unless you have a set appt. For drop by attempts to demo the game, having the laminate with a mini layout on the reversre, a deck of cards, 10 chips in your pocket & a rack card/biz card is all you will need.

Math reports & AP analysis in the car can be offered & retrieved as a gauge of interest after the demo if you get that far. Selling is the hardest part of the journey which is why distributors get a large piece of the action if you sign with them.

Quote: TucsonSteve

Hi, Flea,
Thanks. Actually, I was thinking of what to say and show after I get his attention. I can describe the game in twenty seconds, but to fully describe and justify the game would take closer to a half-hour or so.

Good lucking getting a half hour... EVER.

You have to do it from HIS point of view, not YOUR point of view.

One dealer with minimal training is what he wants to hear.

A folded felt mockup that is plain and easy to grasp is what he wants to see, with no clutter or arm motions that will make surveillance complain.

You show this game to players? How long before they knew what they were doing? The DTG knows most of his customers are drunk, particularly if they are in the novelty games pit.

Wow, lots of good advice here. Thank you to all contributors.

Hi Steve, did you ever present or get your game in a casino? I'm curious because my father is in the same position with a new game he invented and I'm helping him out and trying to figure out the best way to try to get it out there. Thanks!

This is the best use of your marketing time and $$ if you have a game concept that has a chance: https://www.casinojournal.com/table-games-conference

You'll get instant feedback from enough DTG's, Shifts & Deal Staff to let you know if your game is any good. It will cost you $5,000 for the booth fee, booth furnishings, booth signage, table & chair rentals/purchases, etc. Essentially everything you need to put on a professional demonstration of your game for the 125+ attendees that will visit your booth over the 3 dates of the conference.

They'll also be distributor decision makers onsite for at least one of the days from AGS & SHFL (Galaxy has been MIA for the last year or so). Roger Snow and John Hemberger usually both moderate panels for one of the sessions on Day 2 or 3. They may stop by to take a look if your game isn't an instant loser based on inspection from 30' away. I recommend you higher a professional dealer, that will allow you to talk to folks trying the game as opposed to being the point man/woman dealing the cards and stuck behind the table. Your best feedback will come from attendees that have tried the game and talking to them on the player's side of the table.

The competition results will be another data point for you, but making the podium in the event guarantees nothing. The players ultimately vote with their dollars of play and frankly, even the best in the business can't predict with certainty what will and won't work with players on the floor.

Paradigm,

Transporting table and chairs to the show would be a big hassle. Have you ever rented table/chair from a Vegas store? How much? Any recommendations?

Quote: UCivan

Paradigm,

Transporting table and chairs to the show would be a big hassle. Have you ever rented table/chair from a Vegas store? How much? Any recommendations?

Gary Platt typically will handle chair rental and transportation for exhibitors at the event (I do not know the cost off hand). I personally order bar stool type chairs (off amazon or similar) and ship them locally in LV and simply throw them away or give them away after the event. This is usually a lot cheaper than transport and storage of other chairs. There are a few local table rentals that will do the layout and handle the delivery to and from the event.

I know a few folks on here have used both, I simply haven't so can not supply info for them.

If you are interested in Gary Platt chairs, I would simply send an email to the main info email address and they will get back to you. For the table rental folks, I will allow other on here that have used them to supply their info/recommendation.

Quote: vansj

Hi Steve, did you ever present or get your game in a casino? I'm curious because my father is in the same position with a new game he invented and I'm helping him out and trying to figure out the best way to try to get it out there. Thanks!

Like all sales without an established network, cold calls and inquires to obtain decision makers contact info is where you start.

Quote: UCivan

Paradigm,

Transporting table and chairs to the show would be a big hassle. Have you ever rented table/chair from a Vegas store? How much? Any recommendations?

I have my own tables and chairs and live in So Cal so I have driven out a van to Las Vegas in the past and paid the union boys $200 to move them back and forth from the loading dock to the booth. It has worked well for both shows I exhibited at and I have helped out some indie inventors at a couple of other shows.

The Cutting Edge Table Game Conference does list a couple of rental options on the conference website, no idea how much that option costs, but if you need delivery and pick up, you're going to pay for it.

Quote: Paradigm

The Cutting Edge Table Game Conference does list a couple of rental options on the conference website, no idea how much that option costs, but if you need delivery and pick up, you're going to pay for it.

Just be aware that, last I had contacted those companies for last years show, those were actual party chair and table (folding chair and 6 foot folding leg table) type rental companies.