Increase pulltab revenue
Can bingo, blackjack, slot, and pulltab players coexist in the same casino? Yes. Competition comes in all forms. Increasing revenue by battling customer bases with the nearest casino competition is challenging enough in itself. Challenging other in-house gaming devices does not.
Pulltabs in a casino environment face a continuous struggle to survive among the numerous slot machines and blackjack tables. Pulltabs, when sold to bingo customers only, face similar competition with bingo dollars. Pulltabs (instant win tickets) face huge competition among the gambling masses searching to find that one big win or numerous small wins.
How do you attract customers to purchase pulltabs without a huge promotional budget?
How do you crossover bingo, slot and blackjack players to pulltab players?
The answer is utilizing the pre-existing pulltab sales staff. Give them pulltab specific sales techniques. Train the sales staff to sell pulltabs like individual products rather than one single entity. Like a reputable car sales person knowing and anticipating every possible question about any model car on the lot, when answered without hesitation, the consumer fells at ease to purchase. The car sales person must know the engine specifics, seating capacity, cargo space and towing capabilities. The pulltab sellers must know elements like tiers, win-ratio of playback winners and top prize amounts. And how these lead to point-of-sale increases.
Pulltab point-of-sales training
The initial contact with a customer starts the potential increase in pulltab revenue. Phrases like: "Good morning," "Good afternoon," "Good evening," and "Hello" go along way in achieving this relationship. Ending phrase like: "Good luck" and "Thank you" end with a positive influence. Train sales personnel to consistently and naturally speak these phrases.
The pulltab sales personnel need to be trained to understand the meaning of each character on the front and back of each pulltab. Incorporate into each seller’s vocabulary. Explaining the following terms to customers give the pulltab seller expertise. The customer knows they are dealing with an experienced pulltab seller.
Tiers (The prize amount structure displayed on the front of ticket. E.g. 2@$100 and 2 @ $50)
The win-ratio (odds of winning any prize amount in deal) is determined by dividing the total number of pulltabs in deal by all tier winners in deal. The individual tier win-ratio is determined by dividing the number of winners per tier by total pulltabs in deal.
The top prize available. Depending on state sold, know the highest taxable rate for pulltabs. Certain states have a taxable rate jackpot amount of $600.00 and higher before taxes are assessed.
Denominations.
Name of pulltab.
Form number-distinguish payout structure.
Serial number-used for security of total pulltabs in deal.
Manufacture
Amount of windows (Reveals symbols on back of pulltab) One-window, three-window and five-window.
Pulltabs vary in each region of the country. Sales personnel must be trained to explain how each pulltab available is played and won. The following is only a small sample of playing varieties.
Criss-Cross-pulltabs that can be won in any direction: horizontal, vertical and diagonal. Red or blue lines distinguish winning tickets.
Match play-match symbols to win cash prize in middle window.
Seal cards-sign up tickets for cash and/or prizes.
Bingo Event-played in conjunction with bingo game held during bingo session. The hold card reveals a bingo number-that number is played for cash prize jackpot determined by announced called number.
Potential pulltab players
First time buyers or potential regular pulltab players need extra care. First, recognize the signs of a first time buyer. They tend to ask questions: What are these? How do I play? The key to repeat pulltab players is how those questions are answered.
Train sales personnel to explain what pulltabs are in one brief catchy statement. "Pulltabs are instant win tickets similar to scratch-offs." The only difference is how the cash prize is revealed. This is a great opportunity to explain how much money can be won and what a winning ticket (playback) looks like.
Explain selling points: odds of winning, top prize, available pulltab denominations and how to trade in playbacks.
Show some playback winners to explain how easy it is to win. And recommend low win-ratio pulltabs. There is potential for a regular pulltab customer so take time to show how to play. The regular customer base will increase along with pulltab revenue.
Training a new pulltab sales person
Finding an experienced pulltab sales clerk is very difficult task, if not impossible. The key to a successful sales force is in the training procedures. Take the time to train properly before actual sales occur and be pulltab specific.
First, explain the front and back of each variety of pulltab. Next, set up a box of used, marked pulltab playbacks. Have the trainee separate into serial numbers and bundle up. Have the trainee count up each bundle and mark total amount on bundle. Check for accuracy. Note any mistakes. Discuss.
Have trainee work with an experienced pulltab sales person - working of their issue of pulltabs. The first two days should be for observation and familiarity of surroundings (procedures). The trainee should sell only under supervision of playback count and sold pulltabs.
Depending on confidence of trainee, begin with the minimum issue of pulltabs and only one denomination. Balancing procedures dictate the next step in the process of selling. Do this until the trainee feels comfortable to sell without supervision.
The next step is training the advanced sales techniques-speed and accuracy and confidence is no longer an issue. Usually it takes ninety days to teach the advance training techniques.
Advanced pulltab point-of-sales techniques
Have multiple denominations available for sale. The more style of play choices can influence bankroll decisions.
Have low and high win-ratio pulltabs available. Influence player tendencies by having variety.
Have seller’s picks of the day or seller’s choice pulltabs each day. This will influence some of the undecided players on what to purchase.
Post the procedures for cashing in a big winner and trading in small playback winners (under $5.00 on single ticket) for additional sales. The player’s odds of winning increase while playing with house’s money.
Hand purchased pulltabs directly to customer.
Have change readily available in hand when there is a line for pulltab purchases. This technique gives quicker response time for the next person.
Keep playbacks and cash in the open until the customer agrees with the counted playbacks and/or pulltabs purchased.
Influence pulltab players to rip off the opened window tabs on the back of a winning ticket for faster response time to purchase additional tickets.
When selling from any device (booth, tray and bucket), all pulltabs must be set up with visibility from customers’ point of view.
Name recognition of regular pulltab players along with playing tendencies.
Planning to start selling pulltabs or trying to increase existing pulltab revenue, start with pulltab specific training.
