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Canada's Premier Gaming Industry Magazine

Vol. 3 No. 3

December 2008 / January 2009

Today's Gaming Challenge: Reduce costs while maintaining the player experience Inside: First Nations Q & A

PM 40063056

Preserving our Horseracing Heroes Marketing the Perfect Promotion Buyers' Guide 2009 April 28-April 30, 2009 - Please visit www.canadiangamingsummit.com for details


&ONT5SA &RANKLIN'OTHIC$

Special Show Edition

See the magic of REELdepth ™

THE

RIGHT CHOICE


AGE $EMI December 2008

Volume 3 Number 3

Publisher

Chuck Nervick

chuckn@mediaedge.ca 416-512-8186 ext. 227

Editor

Lucie Grys

lucieg@mediaedge.ca

Advertising Sales

Philip Soltys

philips@mediaedge.ca

Senior Designer

Annette Carlucci

annettec@mediaedge.ca

Designer

Ian Clarke

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Circulation Manager

Cindy Youman

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Proudly owned and published by:

contents 5

EDITOR’S NOTE

6

MESSAGE FROM CGA

8 GAMING NEWS ROUNDUP 10

COVER STORY

Don't lose sight of your customer

14

GAMING INDUSTRY Q & A:

A conversation with First Nations groups

16

OPERATOR PROFILE

Atlantic Lottery Corporation

18

FACILITY FOCUS Grand Villa Casino

20

HORSERACING

Preserving our heroes

22

MARKETING

24

Personality PROFILE

Michelle Carinci

25

IGT PROFILE

26

SPIELO and ATRONIC PROFILE

chuckn@mediaedge.ca

27

SCIENTIFIC GAMES and LOTO QUEBEC PROFILES

For editorial information, Contact Lucie Grys 416-512-8186 ext.301

28

Industry development funds

29

2009 BUYERS' GUIDE

President Kevin Brown

President & CEO Bill Rutsey

kevinb@mediaedge.ca

wrutsey@canadiangaming.ca

Vice President, Strategic Development Chuck Nervick

Vice President, Public Affairs Paul Burns

chuckn@mediaedge.ca

pburns@canadiangaming.ca

Canadian Gaming Business is published five times a year as a joint venture between MediaEdge Communications and The Canadian Gaming Association For advertising information, Contact Chuck Nervick 416-512-8186 ext. 227

A foolproof guide to the perfect promotion

CHARITABLE GAMING

lucieg@mediaedge.ca

Copyright 2009 Canada Post Canadian Publications Mail Publications Mail Agreement No. 40063056 ISSN 1911-2378 Guest editorials or columns do not necessarily reflect the opinion of Canadian Gaming Business magazine's advisory board or staff. No part of this issue may be reproduced by any mechanical, photographic or electronic process without written permission by the publisher. Subscription rates: Canada $46.30 per year, $82.60 two years. All rates are payable in Canadian Funds only. Postmaster send address changes to: Canadian Gaming Business Magazine 5255 Yonge Street Suite 1000, Toronto, Ontario M2N 6P4

Canada's Premier Gaming Industry Magazine

Vol. 3 No. 3

December 2008 / January 2009

Sales Product Agreement No. 40063056

Today's Gaming Challenge: Reduce costs while maintaining the player experience

Volume 3 No. 3 on the cover Industry experts offer their input into the global economic downturn and its impact on the gaming industry.

Inside: First Nations Q & A Preserving our Horseracing Heroes Marketing the Perfect Promotion Buyers' Guide 2009 April 28-April 30, 2009 - Please visit www.canadiangamingsummit.com for details

Official Publication of the Canadian Gaming Summit

Canadian Gaming Business  |  3


It’s easy to recognize the real thing.

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editor'snote

Editorial Advisory Board Howard Blank, Vice President Media & Entertainment / Marketing & Promotions Great Canadian Gaming Corporation Lynn Cassidy, Executive Director Ontario Charitable Gaming Association

Looking ahead to 2009

Robin Drummond, Senior Director Spielo, GTECH Paula Dyke, Director, Public Affairs and Corporate Communications Atlantic Lottery Corporation Nick Eaves, President and Chief Operating Officer Woodbine Entertainment Group Art Frank, President Niagara Casinos Brian Fraser, Marketing Manager IGT Canada Jordan Gnat, President & Chief Executive Officer Boardwalk Gaming Muriel Grimble, Executive Director Gaming Products & Services Alberta Gaming & Liquor Commission Lyle Hall, Managing Director HLT Advisory Inc. Zane Hansen, President & Chief Executive Officer Saskatchewan Indian Gaming Authority Brad Johnson, Vice President Marketing Aristocrat Technologies Inc. Ron Kelly, Executive Vice President Arrow Games Michael Lipton, Q.C., Past President, International Masters of Gaming Law and Partner, Elkind & Lipton LLP Eric Luke Eric R. Luke and Associates Alan Lyman, Senior Regional Director Scientific Games Margaret McGee, Vice-President of Business Innovation Nova Scotia Gaming Corporation Richard Paris, Security Director, Niagara Casinos Jovica Perovic, Vice-President Operations, Gateway Casinos George Sweny, Senior Vice President Lotteries OLG

For those who took part in the recent GE2 conference in Las Vegas, you have likely come back renewed and inspired about the gaming industry. Without a doubt, the recent economic slowdown was a hot topic. Chuck Nervick, the Vice President of Strategic Development at MediaEDGE, was impressed with the positive feedback from many U.S-based companies who spoke about the growth of the Canadian marketplace. The reality that the Canadian gaming industry is being recognized, not only in the States but also around the world, shows that we are truly fostering a responsible and respected gaming business here at home. As part of that recognition, Canadian Gaming Business magazine was recently nominated in the Journal/Magazine Online or Offline category at the International Gaming Awards. Considered the Oscars of the gaming industry, the winners will be announced early in 2009. Paul Burns, Vice President Public Affairs at the Canadian Gaming Association, is a judge at this year’s event that will take place in London, England. As we turn our attention to this issue of CGB, we have featured articles that offer insights and assistance to casinos and gaming partners who are feeling the impact of the economic crisis. Tom

Vandeloo, Simon Harding and Sean McGill are part of KPMG’s Lottery and Gaming practice. Together, they have written the cover story that talks about the opportunities that are available in a slowing economy. Darryl Kaplan writes a thoughtprovoking piece on the state of horseracing and breeding. Lynn Cassidy discusses industry development funds for charitable gaming. Lisa Kopochinski has compiled a piece with feedback from the First Nations and their gaming policies in the Q & A feature. Featured in this issue are profiles on the Atlantic Lottery Corporation and their President and CEO, Michelle Carinci. We also have a story on the newly opened Gateway Casino’s Grand Villa Casino in Burnaby, British Columbia. As the magazine grows, we continue to get great feedback from our readers. Thank you for your ongoing support, dedication and enthusiasm. As always, we invite your ideas, comments and feedback as we launch into the New Year.

With all good thoughts for the year ahead, Lucie Grys Editor lucieg@mediaedge.ca

E-mails to the Editor Policy Canadian Gaming Business welcomes e-mails to the editor. E-mails should include the name of the sender, business or professional affiliation, and city and province of the sender’s office or home. A phone number should be included for contact purposes; the phone number will not be published. We reserve the right to edit e-mails for purposes of brevity and clarity. Please email lucieg@mediaedge.ca

Canadian Gaming Business  |  5


messagefromCGA

It’s time to legalize single event betting By Bill Rutsey, President and CEO of the Canadian Gaming Association

Before the recent federal election, Justice Minister Rob Nicholson said that he is receptive to a proposal to lift the criminal ban on betting on individual sporting events in Canada. It may come as no surprise to you, but to my mind this is a clear example of good public policy following public action and widespread market demand. First of all, a form of legal sports betting already exists. Canadians have been able to wager on the outcome of multiple sports events for close to two decades now. Often referred to as “parlay betting”, Canadians wager over $400 million annually on the Proline and Sports Select sports lottery products offered by provincial lottery corporations. But, as we all know from reading the sports pages every day, there is also a large demand for betting on single sports events. Whether it’s Canada or the United States, this is seeing people turn to illegal sources. The National Gambling Impact Study Commission (NGISC) estimated that illegal wagering in the United States stands at $380 billion (US) annually. In Canada, that number is likely in the $35 $40 billion range. Let’s not be naïve enough to think that Canadians aren’t going online to bet on sports. It’s estimated that Canadians illegally spend between $700 million and $1 billion annually online, predominantly on sports betting and poker. Ceding these 6  |  December 2008/January 2009

kinds of revenues to offshore operators, bookies and organized crime while at the same time criminalizing the activities of a significant number of ordinary Canadians isn’t good public policy and just doesn’t make sense. And let’s not forget about the economic benefits. With more than 100 million Americans within a six-hour drive of a Canadian casino, allowing single event sports betting will foster tourism. Think about the drawing power of the NFL on weekends and special events like March Madness and the Super Bowl. For example, in Nevada, the only US jurisdiction offering legal sports wagering, sports books grossed $2.43 billion (US) in 2006, which is less than one percent of the estimated total illegal wagering, and attracted more than 30 million visitors. According to the Las Vegas Convention and Visitors Authority, last year’s Super Bowl weekend generated $109.5 million (US) in non-gaming economic impact and attracted 287,000 visitors in addition to $100 million (US) being wagered on the game. These kinds of tourist visitations and economic activities support literally thousands of jobs. It’s also interesting to note that sports betting demographics show that people who wager on games don’t necessarily participate in other forms of gaming. So this is exactly the kind of gaming expansion that makes sense. In addition,

new technologies and products being developed and introduced have created a whole new dimension for proposition betting in real-time during events, allowing players exciting opportunities to stay involved in the game regardless of the score. In fact, proposition betting makes up about one third of the total Las Vegas sports book Super Bowl wagering. Betting on the outcome of single sports events, even though illegal, has become entirely mainstream. Newspapers, television and radio post and update the odds and spreads and report the outcomes. Publications like Popular Mechanics contain articles explaining proposition betting and how to place such bets. Fans are still loyal to their teams, but along with wanting a win they also want to see them beat the spread. It’s time we follow the public demand for sports betting. Amending the Canadian Criminal Code to allow single event wagering would be similar to the 1998 amendment allowing dice games. And it would give Canadians and tourists a legal alternative to what can be described as the only beneficiaries of current policy - offshore operators, bookies and organized crime. The Canadian Gaming Association welcomes carefully regulated single event betting that brings real benefits to the economy and to customers.


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gamingnewsroundup New Report from Statistics Canada A Statistics Canada report shows revenues from lotteries, casinos, slot machines and video lottery terminals in Canada increased to $13.6 billion in 2007 from $2.7 billion in 1992. The 2007 revenues were up from $13.3 billion in 2006. The average Canadian spent $524 gambling last year, ranging from $121 in the territories to $890 in Alberta, followed by Saskatchewan and Manitoba. One out of seven people have played at casinos, slot machines or VLTs with men being paid out nearly four times as much as women, at $1,667 compared to $446 in 2006. A reported 73 percent of households engaged in some type of gambling activity.

and “smart” metres installed throughout to monitor electricity consumption, the building will offer unparalleled comfort for horsemen and horses in both winter and summer. In recognition of its proven track record of keeping environmental sustainability as a key business strategy, WEG was honored as a recipient of the JohnsonDiversey’s Sustainable Facility Care Award at the ribbon cutting ceremony.

November 4th Was a Banner Day for the Gaming Industry in the U.S. November 4th, 2008, was a banner day for the gaming industry, with referenda to expand casinos and other gambling being approved everywhere except Ohio and Maine. In those states, referendums sought to create a single (and first) resort casino within the state. But elsewhere saw several firsts, including the first slot machines in Maryland, the first casino in West Virginia and the first lottery in Arkansas.

Winners Announced for Seventh Annual Global Gaming Business Gaming & Technology Awards Grand Opening of New $11.5 Million Standardbred Paddock Woodbine Entertainment Group (WEG) announced the opening of its new Standardbred Paddock and Retention Barn at Woodbine Racetrack with a ribbon-cutting ceremony this past October. The 62,000 square foot state-of-the-art facility has the look and feel of a cupola’ed Kentucky barn. It incorporates 120 stalls, offices for industry regulators and other racing officials, a new broadcast studio and tack shop. A beautiful second-floor lounge and restaurant offering a panoramic view of the track is a new amenity provided for the horsemen. The separate 32-stall retention barn adjacent to the new paddock facility will serve both Thoroughbreds and Standardbreds and function as a quarantine barn, when necessary. Bruce Murray, Vice-President of Standardbred Racing, stated, “During the business phase of the paddock, we investigated the best practice features at other racetrack paddocks and incorporated them into this facility to make it state-of-the-art.” The new facilities have been built with “green” in mind. With improved insulation 8  |  December 2008/January 2009

Global Gaming Business magazine today announced the winners of the Seventh Annual Gaming & Technology Awards. The 2009 Gaming & Technology Awards are the industry's standard in this field, recognizing excellence in innovation and practical application in all gaming disciplines. The awards were presented at the Global Gaming Expo (G2E) in Las Vegas. The winners of the Seventh Annual Global Gaming Business Gaming and Technology Awards are: BEST CONSUMER SERVICE TECHNOLOGY 1st Bally Technologies iView Display Manager 2nd WMS Gaming BLUEBIRD2 Slot Cabinet 3rd IGT Delivery Games BEST PRODUCTIVITYENHANCEMENT TECHNOLOGY 1st IGT sbX Media Manager 2nd Bally Technologies Download Configuration Manager 3rd MEI EASITRAX Soft Count

BEST SLOT PRODUCT 1st Bally Technologies GameMaker HD Reel Slot Multi-Game stepper device 2nd WMS Gaming 3 reel Mechanical Hot Shot Super Jackpot Multi-Game 3rd IGT S AVP and G 20 Upright with Round Top LCD and Dynamic Buttons BEST TABLE GAME PRODUCT OR INNOVATION 1st Shuffle Master i-Table 2nd TCSJOHNHUXLEY To u c h Ta b l e M u l t i P L AY Roulette 3rd Bally Technologies TableView Real-Time Table Rating & Player Tracking Global Gaming Business is the leading trade magazine published monthly focusing on the casino gaming industry worldwide. It is the official publication of the American Gaming Association and Global Gaming Expo (G2E).

Recession Creates Perfect Storm for Internet Gambling in the USA and UK In a report published by Isle of Man-based Global Betting & Gaming Consultants (GBGC), the world’s gambling market is set to grow from US$345 billion in 2007 to US$433 billion by 2012. According to GBGC’s Chief Executive, Warwick Bartlett, some sectors will feel the pinch. “The slowdown in the USA will hit the pockets of Americans and Las Vegas will feel the effect of that along with high energy costs and a transportation system reliant on road and air. The US has not invested sufficiently in high speed rail and destination resorts going forward will suffer as the cost of carbon-based fuels continues to be an issue of cost and supply,” Bartlett notes. The current economic downturn with rising energy costs, inexpensive broadband connection and a smoking ban in all licensed premises in most countries of the world is creating a perfect scenario for Internet gambling. “People are leaving their cars in the garage, playing online bingo or watching a match


gamingnewsroundup on TV and placing a bet from the comfort of an armchair,” notes Bartlett. “The land based businesses are going to find it hard to compete with the value on the internet and with as much as 30% of gambling revenue now leaving the UK and going offshore the government should take note,” he concludes.

International Gaming Awards 2009 Now in it’s second year, the International Gaming Awards 2009 is set to attract even more industry heavy-hitters and raise more money for worthy causes. Canadian Gaming Business magazine has been nominated in the Journal/ Magazine Online or Offline category. On January 26, 2009, the most influential figures in gaming will gather at the Millennium Gloucester Hotel in Kensington, London for this year’s awards. The Awards seeks to reward excellence in all areas of gaming, not limited to commercial success alone – awards this year include accolades for eco-friendly companies as well as those operators who take social responsibility seriously. The International Gaming Awards has the direct support of internationally influential groups such as The Australasian Casino Association, ADIB (The Russian Gaming Operators Association), The Canadian Gaming Association and the National Indian Gaming Association. In the UK, the Casino Operator’s Association supports the awards. The awards will be presented by Geoff Cotton, a professional multi-lingual speaker who has worked extensively on events such as this worldwide. The keynote speaker in January will be UK Conservative MP and Shadow Minister for Culture, Media and Sport, Tobias Ellwood. He will be speaking to an audience keen to learn what a future Conservative government would have in store for the UK gaming market. At last year’s ceremony, Mr. Michael Boettcher, President of Storm International BV and founder of the Russian Responsible Gaming Fund, was awarded the muchcoveted Outstanding Achievement Award. Recognizing and rewarding those who have contributed so much to our industry is one of the primary aims of the International Gaming Awards.

Fallsview Casino Resort Officially Opens Asian-themed Table Games On December 1, officials with Fallsview Casino Resort officially opened a unique

Asian-themed table games pit on their 200,000-square-foot gaming floor. The pit features mini-baccarat, Sic Bo, Pai Gow Poker and Pai Gow Tiles and a number of Asian design elements, including dragon figures on the table layouts and murals on the walls. For Asian slot players, the pit is surrounded by new slot machines with Asian themes like “China Shores,” “Samurai Gold,” “Lion Dance” and “Jade of the Dragon.”

first component of what is planned to be the largest tourism complex in Vietnam. MGM Grand Ho Tram will feature 1,100 rooms, a world-class gaming and entertainment facility, luxury retail, chef-driven restaurants, high-tech meeting spaces, live entertainment stages, stunning nightlife, destination spa services, and an exclusive VIP area, as well as a variety of beach-front recreation activities. ACDL is an international development and real estate company specializing in

Seen here during the ribbon-cutting ceremony for the new Asian pit at Fallsview are (from left) Shannon Dutton, Table Games Manager, Richard Taylor, VP Operations, Art Frank, President, Niagara Casinos, and John Stamatakos, Executive Director, Table Games.

MGM MIRAGE Hospitality and Asian Coast Development Ltd. (ACDL) Announce Plans to Develop MGM Grand Ho Tram Integrated Resort In Vietnam MGM MIRAGE and Toronto-based Asian Coast Development Ltd. announced plans to develop the MGM Grand Ho Tram, Vietnam’s first “Las Vegas style” integrated resort. ACDL will own and finance the project and MGM MIRAGE will provide development assistance, brand equity and operate the five-star integrated resort property upon completion. MGM Grand Ho Tram will anchor the $4.2 billion multi-property Ho Tram Strip resort complex being developed by ACDL along the pristine beaches of South China Sea. The Ho Tram Strip is set on a 2.2 kilometre strip of white sand located in the Ba Ria Vung Tau Province of southwest Vietnam, eighty miles from Ho Chi Minh City. MGM Grand Ho Tram will be the

integrated resort destinations. Phase I of the development, scheduled to be open in 2011, includes the Vegas-style gaming facility, the five star hotel and a championship golf course designed by Greg Norman. ACDL has already broken ground for the MGM Grand resort. “This is a landmark project not just for our company, but for the people of Vietnam,” said Mike Aymong, Chairman of ACDL. “By creating partnerships with world-class operators such as MGM MIRAGE, this burgeoning destination is poised to transform Vietnam’s tourist industry and designed to compete with integrated resorts in neighboring China, Malaysia and Singapore. Our goal is to develop a five-star coastal paradise that attracts tourists year-round with its temperate climate, breath-taking views, and concentration of high-quality resorts and entertainment.” Canadian Gaming Business  |  9


Don’t lose sight of the customer By Tom Vandeloo, Simon Harding and Sean McGill


“The current economic situation is having an impact on all industries. For casinos in Canada that rely on US patrons for a significant amount of their business, this impact is being felt even more. The key is to think strategically in managing costs while maintaining the experience for the patron, in order to find ways to weather this storm.” - Silvia Montefiore (National Sector Leader, KPMG’s Lottery and Gaming practice) As global financial markets melt down and the credit crunch continues to bite, gaming patrons are being forced to revaluate how they view their discretionary spending. It is more than likely that many of them will view gambling at casinos as a luxury. They will face the choice of reducing their visits, cutting their spending while at the casino or not going at all. The gaming industry will be left to deal with the fallout of these decisions, and the ongoing uncertainty makes it hard for operators to predict when and how their patrons will return. The situation in the United States would appear to be worse than in Canada. In a business where fixed costs can account for approximately 60 percent of total costs, US operators have been focusing their cost-optimization efforts on variable costs, such as reducing the amount of employees’ hours, cutting staffing levels and eliminating spending for inefficient marketing. John Shaw (KPMG’s US National Gaming Transaction Services Director) comments, “most casino operators’ revenue and EBITDA are down at least 10 to 20 percent. The deterioration is mainly attributed to the current economy with people having less discretionary spending. Although the industry management initially thought that casinos were recession proof, lessons learned to date show that this is not the case; most operators predict a further downward trend for the remainder of the year and do not see a turn-around for another 12 to 18 months.” Casino operators experiencing a strain on profits have cut even deeper by undertaking work-force reductions, downsizing table games and/or the operating hours of table games, closing restaurants and gaming pits and removing layers of management. The balancing act facing all casinos in an environment of declining revenues is how to optimize costs

in a fixed-cost business without negatively impacting the customers’ experience. Cutting back on marketing, customer service or maintenance capital expenditures may alleviate short-term financial difficulties but may store up problems for the future. KPMG works closely with a number of key players in the gaming industry in both Canada and the United States. To understand the current environment, we spoke to a number of our clients with whom we work on a regular basis to gather their views. One of the operators summarized the current situation as follows: “We are seeing a lot of short-sightedness out there. Some operators have liquidity issues and are cutting capital, marketing and staffing. I am not convinced they are thinking about what they are doing; they seem to be panic measures. These types of cuts make it harder to get customers back, assuming they will want to come back.” In light of apparent challenges, what can operators do to cut their costs while still maximizing the quality of the customer experience? We believe that gaming organizations that hope to weather the current storm and be successful in the long run should not just be reducing costs but optimizing them. They should find the balance between lowering expenditures and still providing the level of quality, service and experience that their patrons have come to expect, all while managing business risk and regulatory restrictions. With the reduction in cash flow, current economic conditions and uncertainty of the United States credit markets, we have seen many casinos delaying capital spending by at least a year or two. Even the North American projects that are moving forward are being carefully managed, e.g., to keep the City Center in Las Vegas project on track (where a credit

facility was secured prior to the economic downturn along with cash assistance from a Saudi Prince), MGM will continue cutting other costs and preserving capital. The ability of casinos to attract customers will continue to be a key success factor of the industry. Many casinos have access to massive customer databases with varying degrees of information about their customers. At the most basic level this data is used as a mailing list to understand where customers travel from, how frequently they come and how much they spend. However, the potential insights contained in this data far exceed current usage by some casinos. Some larger casino groups have pooled their data and have analyzed their customer base with a far greater degree of granularity. Also, they have analyzed the way of thinking about customers and enhancing their return in terms of total volume of traffic, frequency and spending per visit. Customers are now being segmented into different categories, and marketing departments will know what marketing efforts work more effectively and what has limited impact. For example, John Shaw states, “many US casinos are reducing promotional spending targeted at the low-end customer in their marketing database—people spending $100 or less. This type of retail customer will not venture out to the property in this economy.” Knowing the return of investment by customer segment for different marketing strategies is a powerful tool. This is essential knowledge at all times of the economic cycle but during an economic slowdown the ability to quickly know what cuts you can make to your marketing budget and determine the impact these cuts will have is imperative. As one client succinctly describes, “it is like dropping a smart bomb into the marketing spending rather than a nuclear bomb. We have targeted a specific area and we know what impact it will have.”

The nexus between branding and the customer experience Another key—and often overlooked—success factor is branding and customer experience. The increasing revenues and venue expansions of the past decade have let many operators, particularly smaller casinos in local markets, grow at a healthy rate without having to devote time and resources to their brand in the marketplace. To make it through these times of uncertainty, operators will have to be very careful about reducing costs in these critical Canadian Gaming Business  |  11


areas and may need to consider additional branding, customer loyalty and customer experience programs to keep patrons coming back. A good example of this approach can be seen at Caesars Windsor where the recent re-branding has included significant upgrades in both customer service and loyalty programs. Over the past decade, we have seen the Canadian casino market transition from solely focusing on gambling towards more entertainment-based attractions. While this substantially increases the potential profit pool for casinos to tap into, it also increases the competition they have to consider. Adding restaurants, coffee shops, concert theatres and convention centers may widen the potential attraction for potential customers, but it also layers complexity into the organization. Also, this complexity increases the pressure points where customer service can fall below required standards. Effectively and efficiently managing this complexity as well as reducing the risks associated with increasing the number of customer-service pressure points, especially when times get tough, can deliver a significant competitive advantage. As the slowdown continues to reduce consumers’ discretionary spending, the key differentiators of casinos will come into sharper focus. Heavy reductions in food and beverage expenditures that reduce the quality of the offering or a reduction in the volume or quality of acts in the theatres will likely diminish any competitive advantage that the casino may have over other local competitors. Food, beverage and entertainment serve as destination-drivers; they are part of the brand differentiation. One client stated, “we need to maximize our revenue through our current assets. Once you start pulling back on those areas then it starts becoming a self-fulfilling prophecy. We need to continue to leverage our assets.” However, the current environment also provides an opportunity. For example, some casinos, notably in Las Vegas, have changed their focus of spending from top tier restaurants to mid tier restaurants in order to attract the discretionary spending of patrons who previously would have ventured to top tier restaurants.

Big or small: know your customer There are some opportunities on the customer pull-side of costs but only if they are thought about in a more considered manner. Smaller casinos will not have the resources to undertake deep data-mining exercises to drive marketing 12  |  December 2008/January 2009

spending out of the business. They will have to rely on their staff that know the customers and can report back on what works and what does not from a customer pull perspective. The depth of understanding from this method will get them some of the way there but will lack the rigour that larger competitors will have. The service delivery costs are all of those that impact the customer while they are at the casino facility. Typically when thinking about potential cost reductions, an easy target has been headcount. Recent years have seen the increasingly widespread introduction of “ticket in, ticket out” machines. These machines require far fewer people to service customers’ requirements. Jurisdictional supervisory requirements will put a floor on the number of people required on a shift basis and union agreements may also add further complications. However, the outcome of this is that the traditionally easy targets for cost reductions may no longer be there. Also, the closure of tables has to be managed carefully so as not to give the appearance that the casino is closing down or scaling back. It is possible to manage costs more effectively without fundamentally impacting the customer experience. For example, there may be some areas that are open seven days a week that may only be required for two or three days based on customer demand. A coffee shop may fall into this category. If possible, increasing the number of part-time workers may help infuse greater flexibility into the organization. Data analysis, such as the ratio of the number of coffee shop employees to the number of customers (segmented by time period), provides a starting point of fact-based information to help with these critical decisions. Smaller casino groups tend to instill flexibility into their organization by having staff work across departments. As things get tougher, this flexibility can get used up quite quickly as demands placed on individuals may result in an increased risk of reduced customer service. Larger casino organizations will be able to look beyond the obvious costoptimizing opportunities to understand where some additional costs can be reduced. Those organizations with more than one or two casinos may be able to generate cost-optimizing opportunities through their enterprise resource planning system. The ability to benchmark departments’ operations across a number of casinos will highlight areas of weakness or opportunity for further investigation. For

example, a relatively higher number of slot supervisors in Casino A relative to Casino B may indicate an efficiency opportunity. However, it may simply be a jurisdictional requirement difference. Without the data it is impossible to have that conversation. Tom Vandeloo, Partner in KPMG’s Operational Improvement practice, says, “the potential value that can be saved in a downturn by the more effective use of information that they already have is huge. There is a great opportunity for the gaming industry to take a measured and smart approach to oncoming economic problems that should reduce the downside risk.” The data and knowledge that larger casino groups potentially have at their fingertips means that they can ensure that any costoptimization opportunities highlighted by their benchmarking data does not negatively impact on the main pressure points for key customers highlighted by the customer database analysis. A spokesperson at the MGM Detroit has been quoted as saying, “we are at a better point than ever to evaluate what our customer demand is and normalize operations according to that demand.” It is an obvious point but worth emphasizing—knowing your customer is key. When the going gets tough customers will forgive you some indiscretions but not others. Casinos that will fare best in an economic slowdown will be those able to identify what key customer groups want and then deliver cost-optimization plans while reducing the pressure points that either will restrict customer traffic or negatively impact the essential elements of the customer experience. Although the large casino groups, or, if willing, the Provincial gaming authorities should have the advantage in this, it will depend on their ability to handle and process large quantities of information. While the current economic climate is challenging for all businesses, there are opportunities for businesses to ameliorate its impact. As Thomas Edison said, “Opportunity is missed by most people because it is dressed in overalls and looks like work.”

Tom Vandeloo, Simon Harding and Sean McGill are part of KPMG’s Lottery and Gaming practice. Contact your KPMG adviser for an advanced preview of our upcoming study, “Searching for the Perfect Balance”.


Q&A:

First Nations Food and Beverage

By Lisa Kopochinski

As Michael Lipton and Kevin Weber wrote in the November 2008 issue of Canadian Gaming Business, “First Nations people will continue to carve out a space for themselves in the regulation of gaming in Canada. In the course of these efforts, they will continue to gain expertise, which is a valuable commodity that First Nations companies can trade upon.” Within Canada, each individual province has developed First Nations gaming policies. The overriding principle has been to promote economic growth through the development of gaming, which in turn should create further development on the shoulders of the economic impetus of gaming revenues. However, during the past decade, each province has developed different revenuesharing models that have created expectations, disappointments and frustration within the First Nations communities. For some, there is the feeling there has not been the same equal opportunity for First Nations as has been extended to the Crown Corporations or the businesses that participate in gaming ventures.

Some First Nations peoples have found themselves developing their gaming models behind those of Crown Corporations. In some cases there are rumblings that the provincial governments have only allowed the First Nations to develop after the Crown markets have been fully developed. The aspect of limiting First Nations to developing their casinos on First Nation land restricts their access to a full-market population and may further contribute to their frustrations. In particular, it is difficult for the northern and remote First Nations to participate. Canadian Gaming Business recently asked Furlon Barker, Chairman of the South Beach Casino Resort Hotel Inc. in Scanterbury,

CGB: Do First Nations believe the Province in which you operate has given you a level playing field to develop your gaming operations vis a vis the Crown Corporations you compete with? Barker: We are nowhere close to any level playing field as it relates to existing conditions that are enjoyed by non-First Nation entities. Until we have the same infrastructure services, such as paved roads, better quality of education, improved percentage of economic and employment development, then I can gladly say we are on a level playing field. Cramer: The provincial casinos have long been established in Manitoba well before First Nations casinos have been allowed to get off the ground. Thus, First Nations are playing catch-up in the casino business. 14  |  December 2008/January 2009

Manitoba (30 miles north of Winnipeg); Ian Cramer, CEO of First Peoples Economic Growth Fund Inc., a Winnipeg-based organization with the mandate to provide financing to support Manitoba First Nation business proposals that are economically viable; and Robert Morin, President of the Enoch Casino Corporation, the facility license holder for the River Cree Casino and Resort in Enoch, AB (located just outside Edmonton) for their input on whether their respective provinces have been helpful in their gaming efforts.

Catch-up is a slow process but significant headway is being made. Under the NDP government of Premier Doer, and particularly with Ministers Chomiak, Swan and the late Oscar Lathlin, First Nations have finally been allowed to create a new casino off reserve in an appropriate market area, based on sound business principles. First Nations hopes this casino policy/practice of using sound business principles will continue into the future as the relationship strengthens between First Nations, particularly the Assembly of Manitoba Chiefs, and the provincial government. [Cramer was previously with the Assembly of Manitoba Chiefs. He wishes to stress that his answers are solely his opinion].


Morin: We believe [we have been given a level playing field] after waiting for so long while the other casinos were operating. We were finally given that chance. I sit on the legal entity that represents the nation’s ownership with our partners on gaming. We’ve been very fortunate to be situated in a demographic and geographical location that allows us to capitalize on the market. We’ve lived up to every promise we made to the province as far as our commitment to maintaining the top priority regulation and following all the rules and regulations of the Alberta Gaming and Liquor Commission. CGB: How do First Nation gaming entities view their ongoing business operations within the Canadian gaming market and what are the strategic plans to grow their market, both nationally and internationally? Barker: We have entered the gaming market to be one of the new business entities in Canada. Our goal and commitment is to offer our hospitality and services to our clientele’s satisfaction and conduct business to standards. We have recently opened our hotel and now have the ability to market nationally as well as across the border to attract visitors to our casino. Morin: We’re doing very well in the market here in Alberta. We officially opened October 26, 2006 and it was 15 years before that when we were negotiating for the casino. There were a number of issues why it took so long. The province wasn’t quite certain what native gaming was going to entail. It took a long time to negotiate an agreement with the province and the First Nations of Alberta. And when that finally happened, it took a few more years to finalize the actual facility we were building. We believe we are a destination casino and we are bringing in a number of visitors from outside the Edmonton region. We bring in a number of individuals who book their conferences at the Marriott hotel and banquet facilities adjacent to our casino. From there, they come and participate in the gaming activities we have or some of the entertainment shows. Recently we had Jay Leno, Wayne Newton, Billy Idol, The Guess Who, and comedian Wayne Brady. CGB: What are the First Nation aspirations in relation to "conduct and manage authorities" within the current regulatory environment and their wishes going forward in relation to sovereign authorities on First Nation land? Barker: Unfortunately, even though we maintain that we have sovereignty and jurisdiction rights, we must abide by the conduct and management agreements we have in place. We must concentrate on the business end of our operation. Our goal is to promote the economic growth of our home First Nation communities leading to the improvement of existing conditions and quality of life. Cramer: Over the past few years, the Assembly of Manitoba Chiefs has been negotiating and studying the potential benefits of a First Nation Conduct and Management Authority in Manitoba for First Nation gaming. Once the third First Nation casino is up and running in Manitoba, it is projected by some that Manitoba First Nations gaming revenues will be large enough to warrant a First Nation Gaming Conduct and Management Authority. Thus, it is still a few years away from being a viable option. Morin: I’d rather leave that for the elected leadership to answer. CGB wishes to acknowledge the assistance of Eric Luke with this article.

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operatorprofile

Atlantic Lottery Corporation

"When I think of leadership in the world of lottery, ALC is one of the organizations that quickly springs to mind," says Arch Gleason, President and CEO of the Kentucky Lottery and President of the WLA. "From the WLA to NASPL, from innovative technology to responsible gambling, ALC, through Michelle Carinci and her team, is right there with their sleeves rolled up making it happen." Established in 1976, Moncton-based ALC has long been among the innovators and leaders in the gaming industry. ALC was the first to introduce bar codes and readers to validate tickets. It was the first 16  |  December 2008/January 2009

to introduce a prize authorization line that allows players to redeem cash prizes at a bank. ALC was the first Canadian lottery to offer video lottery. It was also the first in Canada to create a corporate website,

which evolved into PlaySphere – the first North American transactional site to purchase and play lottery products online. ALC takes its role among leaders very seriously. That is why social responsibility – including responsible gambling – has long been a priority. As Michelle Carinci, ALC’s President and CEO says, “Social responsibility is about dedicated employees who are passionate about what they do. It’s about a commitment to sustainable economic performance and the ripple effects of that money throughout Atlantic Canada. It’s about delivering entertaining, responsible products for our players. It’s about support to the communities we serve. And it’s about environmental stewardship through the development of an environmental policy.”


It has been almost 10 years since ALC first began developing a responsible gambling program. The program has evolved to a team of employees collaborating and consulting with gaming providers and regulators, nonprofit organizations, provincial addictions staff, and researchers. ALC takes a preventionand education-based approach, finding effective ways to reduce problem gambling and helping consumers make informed choices when they play, while continuing to deliver entertaining and innovative gaming products. Over the years, ALC has developed and delivered responsible gambling training to its ticket and video lottery retailers and staff as well as to ALC employees. ALC has a robust youth gambling awareness program and has worked with the Responsible Gambling Council to present plays to high school students and information booths to university students. And for the third consecutive year, ALC will work with the McGill University International Centre for Youth Gambling Problems and High-Risk Behaviors to dissuade parents and other adults from purchasing lottery tickets for their children or other minors. ALC introduced video lottery terminals with built-in features to help prevent excessive use supported with onsite materials for players. And working with its shareholder, the Nova Scotia Gaming Corporation, ALC will introduce to Nova Scotia in 2009 the Informed Player Choice System, an information device and player card system that allows players to access tools such as information on their playing habits and setting play limits. And the gaming floor at the Charlottetown Driving Park Entertainment Centre provides the ability to self-exclude and access to responsible gambling information. It was also the first gaming venue in Atlantic Canada with trained staff available onsite to anyone concerned about their play. ALC is active nationally with the ILC and as a founding member of the Canadian Partnership for Responsible Gambling, and internationally with NASPL and the WLA. In fact, ALC played a leading role in the WLA adopting seven Responsible Gaming Principles to complement member lotteries’ existing responsible gambling principles and practices as well as a Responsible Gaming Framework with four levels of achievement to bring the principles to life.

“At A L C , w e a r e c o m m i t t e d t o integrating responsible gambling practices into everything we do,” says Robert Stokes, ALC’s Acting Vice President of Communications and Social Responsibility. “That’s why ALC is pleased to be submitting its level-three certification in the WLA Responsible Gaming Framework this December. Once accepted, ALC 3Rock_1(2ISL.pdf 2/7/2008 9:55:13the AM few will proudly take its place among lotteries to have achieved it.”

ALC works in an industry where technology and consumer demands evolve at a rapid pace. Staying abreast of new learnings in the gaming and social responsibility field, and sharing experiences on the world stage will ensure that ALC continues to meet its responsibilities to players, retailers, the public and its shareholders for the next 30 years.

Canadian Gaming Business  |  17


facilityfocus

Grand Villa Casino – Open for business Last November, Grand Villa Casino opened for business. Located in Burnaby, British Columbia, on the outskirts of Vancouver, Grand Villa Casino is now B.C.'s largest casino and multientertainment centre. By Lucie Grys

18  |  December 2008/January 2009

Dave Gadhia, has been with Gateway Casinos & Entertainment since its inception in 1992. Joining the company as a controller, he is now the Chief Executive Officer and has served as a director on numerous public and private boards. Having been awarded the Canadian Gaming News’ Outstanding Achievement Award and the Business In Vancouver’s Top 40 Under 40 Award, he is also a director with the Canadian Gaming Association. Gadhia remarks, “Our partnership with the BCLC has been instrumental in the development of this world-class facility.” He continues, “It’s all part of our commitment to position Gateway Casinos as the leader in the gaming industry.” The casino represents an investment of over $180 million and will certainly enhance an already thriving casino environment in the province. Operating at a sprawling 100,000 square feet, the gaming area is spread over two floors and boasts nearly 1000 state-of-the-art slots. Grand Villa Casino is also the first casino in B.C. to feature a five-reel video slot, multi-game slots and offer slots with dual 20/20 HD monitors.


The casino’s gaming floor, which features 50 gaming tables and three exclusive Club and VIP rooms, will also cater to discerning clients in the many restaurants and bars as well as a busy show lounge with its own bar and dining area. In the spring of 2009, Delta Hotels will open a 200-room hotel, conference centre and ballroom. The ballroom will be the largest in Burnaby and will accommodate up to 800 guests. Grand Villa Casino’s operator, Gateway Casinos, is also headquartered in Burnaby and is one of the largest casino operators in Canada. With over 3400 employees, the company now operates nine casinos in both British Columbia and Alberta. Working with Gateway on their most recent project is BCLC, a provincial Crown Corporation, which has assisted nearly 7000 community and charitable organizations through various communities. BCLC conducts and manages casino, bingo and lottery gaming activities in B.C. and has several contracts with service providers to provide day-to-day operational services for its gaming facilities. BCLC is also an Official Supporter of the Vancouver 2010 Olympic and Paralympic Winter Games. Michael Graydon, President and CEO of BCLC notes, “BCLC’s vision is to have better gaming facilities with all the amenities that our players are looking for, from the most popular games to full-service restaurants and the finest in the show lounge entertainment. Grand Villa exemplifies this vision and we are proud to introduce such a first-class entertainment facility to Burnaby and Metro Vancouver.” Key highlights of the property promises to offer guests “the perfect combination of elegance, upscale design, and down-to-earth fun. It’s guaranteed to be great entertainment at its absolute best,” notes Monique Wilberg, Executive Vice President of Gateway Casinos. The casino’s rustic hues, large marble columns and overall architectural impact bring to mind a traditional Italian villa. With mountain views of the North Shore featured throughout the facility, many elements from nature have been featured indoors. Centro, an eating area, presents à la carte appetizers and desserts amid a cascading indoor waterfall. Alpina Wine Bar and fine dining restaurant, EBo, offers intimacy and relaxation featuring B.C.’s great wines and local microbrews. EBo, under the guidance of Executive Chef Patrick Sinclair, has menus that tempt customers with the province’s best West Coast cuisine infused with an Asian flair. Scala Show Lounge features complimentary live entertainment by local and emerging talent from Vancouver’s bustling music and entertainment scene. Appetito Food Court presents options for a quick bite while at the casino offering an array of dining options and snacks. With the 2010 Olympic Games on the horizon, Grand Villa Casino will be on the world stage as a destination for visitors. As an Official Sponsor, BCLC, together with Gateway Casinos & Entertainment will, without doubt, create an atmosphere of unprecedented excellence as momentum begins to ramp up for the crush of visitors.

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horseracing

Preserving Our Heroes By Darryl Kaplan

For a long time it seems, a similar refrain has been spoken about what horse racing needs to capture the hearts and minds of the general public. "We need a star," they say, "a horse that makes headlines and carries the thrill of racing into the mainstream consciousness." The question: Is there a horse that can do what Michael Jordan did for basketball, Wayne Gretzky for hockey or Tiger Woods for golf? Firstly, if you’re not closely affiliated with horse racing, are you aware that possibly the best racehorse Canada has ever produced competed in 2008? If so, are you also aware that by the time you read this, he has, in all likelihood, already been retired? Rivalling Northern Dancer and Cam Fella before him, Somebeachsomewhere, a standardbred, has done everything asked of him with incredible flair. The three-yearold pacing colt, sired in Ontario, based and owned in Truro, Nova Scotia, has earned more than $3 million in 20 career starts. He has tied the world record for the fastest mile in history and put together an incredible streak that at the time of printing only had one tiny blemish – a neck defeat in the prestigious $1 million Meadowlands Pace. So after racing a final start in late November in the Breeders Crown championships, where is Somebeachsomewhere headed? Keep in mind he is only three years old and in the prime of his racing career. The answer: the breeding shed. After his 21st career start, Somebeachsomewhere will never again race. Sound, fresh and healthy, he will be retired because the money available after racing is much greater and safer than what he could likely earn on the track. Doing the quick math, Somebeachsomewhere probably competed before an average crowd of 8,000 people. That means approximately 168,000 fans and potential fans will 20  |  December 2008/January 2009


have seen him on the track – many of them repeats. For a little perspective, Wayne Gretzky played in 1487 games over 20 seasons in the National Hockey League. If each game was attended by 15,000 people, he was watched in person by 22.3 million hockey fans, and billions more on television. If 168,000 people saw Gretzky play, would his name mean anything today? Would the sport be the same? In his first two years as a professional golfer, Tiger Woods captured the PGA Rookie of the Year title and a win at The Masters. After only 42 weeks on the Tour, Woods became the number one golfer in the world, and in his second season was named PGA Player of the Year. Imagine if Woods, following that 1997 sophomore campaign, would have decided to call it quits, opting for retirement at the age of 22. Where would golf be today? I have a feeling it'd still be struggling with an aging and fading demographic. Sound familiar?

The North America Cup, Canada’s $1.5 million signature event, was harness racing as live theatre. At the track, around the country and throughout the continent, tens of thousands of fans watched the sport to see a star rising – to witness a champion. They rose to their feet to cheer, to applaud and to marvel at the Monster from the Maritimes They felt chills as he pulled away from his rivals. Major news outlets dedicated unprecedented time and space to the event. Two days before the Cup, I spoke to co-owner and trainer Brent McGrath. It was no secret that the ownership team were at the time being wooed by North America's top breeders, whom for obvious reasons, had little desire to see Beach race beyond 2008. I asked McGrath, "With a deal likely imminent that would have Somebeachsomewhere retiring at three, how many track, horsemen or industry groups have approached you to negotiate what it would take to keep this horse racing next year?"

Brent paused and responded, "You're the first one to mention it." There is $240 million in purse money available to standardbred horses in Canada, yet there’s no way to free up a few million to keep the best horse in the world racing. On the thoroughbred side, the same debate rages annually. A movement is finally afoot to place restrictions on the foals of standardbred stallions who fail to race as four-year-olds. Hopefully harness racing can lead and thoroughbred racing can follow. Names like Dan Patch, Northern Dancer, Phar Lap, Seabiscuit and Secretariat are the reason horse racing is still considered the Sport of Kings. It would be a true shame if their predecessors were retired before you’ve learned their names. Racing may need a star, but for now, it should settle for a plan. Darryl Kaplan is the editor of Trot Magazine, Canada’s leading horse racing magazine.

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Canadian Gaming Business  |  21


marketing

A foolproof guide to the perfect promotion. By Lee Veitch Jones

Ha! You’re hooked. You will read this from start to finish. I know this because for many years I have watched frustrated casino Promotions Managers bang their heads against the wall trying to come up with new, fun, weird and wacky ways to reward their valued club members and pull in new guests. “What about a car? Wait, we did that last month. Or a vacation? Wait, we’re doing that right now.” Well, I lied. There is no foolproof guide to the perfect promotion. Each promotion has its own demographic and objective – at least it should. So, it would be wrong to provide one, all encompassing answer. But I can provide you with some tips that are so blatantly obvious they probably never even crossed your mind.

You are surrounded by big, beautiful brains. Use them! Great ideas can come from anywhere. It may be the duty of the Promotions Manager to look after the promo but everyone employed at your 22  |  December 2008/January 2009

casino has a great idea just waiting to shine. Hold a brainstorming session with a small group of your coworkers. No rules. Just ideas. And remember, there are no bad ideas during a brainstorming session. Afterwards…well.

Engage people early If you have an ad agency, get them involved from the very start. Don’t wait until the prizing and logistics are all ironed out in the ‘promo rec’. People on the outside will have fresh ideas for contests and prizing, and getting everyone on the same page from the promotion’s inception


can save critical time and reduce confusion. Not to mention, ad guys’ brains are massive. Mine can hardly fit in my big head.

Stop reinventing the wheel Chances are you’ve created some pretty clever and successful promotions over the years but for some reason you feel compelled to never repeat them. Small, frequent ‘hot seat’ promotions are a great way to reward your every day players and bring excitement to the gaming floor, but to attract new guests try creating something legs – something on a grander scale with hr with communications prizes that appeal to your target audience – and run with it long enough to allow time to spread the word.

Brand it by building on it Ever hear of “R-r-r-oll up the Rim to Win?” Of course you have, you’re in Canada. There’s a r-r-reason for that. They bring it back year after year. Who ever said you have to come up with a new promotion every month? Timmy’s and

their ad agency are probably so tired of looking nightmare it creates for us copywriters. If you at that promotion that they’re ready to gouge have a hard time fitting all of the information their eyes out but they realize they’ve got a good into a 30-second radio ad imagine how hard it is for the listener to get the gist. thing going. That’s not to say there’s no wiggle room. Choose a theme for your promotion that allows Inform the entire staff. you to mix up the prizing each year to target When people have questions about a promotion different audiences but still fit in the overall or contest they ask the floor staff or Guest brand of the promo. For instance, if you call Services. Make sure everyone knows the CLIENT: Pinton Forrest & Madden it the Luxury Car Giveaway you pretty much promotion inside and out. I cannot stress this enough. have to givePOSTED away luxury each time – Nov. but if5, 10 TOcars EXTRANET: am I know you think you do a good job of this but I’ve got a stack of green chips that says you theme it as the Luxury LifestyleNov. Giveaway CLIENT DEADLINE: 27 you have countless options. This way, you can you don’t. YOUR AD HAS BEEN COSTED FOR: Follow these simple tips and your job might still keep it fresh, learn from your mistakes and (Excluding production/transmission & GST) build upon the scale of the promotion each year just get a whole lot easier. Now… get that to create a familiar identity, ratherPFM48205 than starting brainstorming session rolling, have fun and KEY NO: FORMAT: 1/2 page (7.125 xdon’t 4 75)be COLOUR afraid to try new things. And when from scratch every time. MEDIA: Canadian Gaming Business Magazine you hit that promotion pay dirt – bring it back – SECTION: Careers/Employment Keep it simple DATES: Dec/Jan, 2008 your guests will thank you for it. Don’t make your guests jump through hoops COST: $2932.50 to enter theINSERTION contest. If you can’t explain how Lee Veitch Jones is an Associate Creative Director at the promotion works in one sentence or less Phoenix Group, a Regina-based advertising agency SIGN OFF: Scott / Pam then it is tooPROOFREAD: complicated. Not to mention the representing many Canadian gaming clients. Roz

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Director, Gaming Facilities You will be accountable to the Vice President, Casino and Community Gaming for overseeing the delivery of exciting, player-relevant and operationally efficient gaming facilities by providing effective and dynamic leadership. In this role, you will ensure an exceptional overall customer and player experience by conducting a broad assessment of current and future customer/ player needs to implement a vision fulfilling a player-focused entertainment experience through the development of excellent entertainment facilities within the province. You are a senior facilities manager who has significant exposure within the gaming field. You have exceptional people skills and thrive in a multi-faceted environment, where demands are high and competing

priorities the norm. Your proven ability to form amicable and efficient working relationships with a number of external stakeholders will be critical to your success. Ideally, you will be based in Kamloops, BC, but consideration will also be given to those wishing to work out of the Richmond, BC office. If you aspire to work in an environment where change and progress are continually encouraged, forward your résumé to Garth Pinton or Shelina Esmail at: Pinton Forrest & Madden/The Conscientia Group 2020 - 1055 West Hastings Street, Vancouver, BC V6E 2E9 Toll-Free: 1.800.864.9970 L Direct: 604.689.9970 Fax: 604.689.9943 L Email: pfm@pfmsearch.com Website: www.pfmsearch.com

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Canadian Gaming Business  |  23


personalityprofile

Michelle Carinci

President and CEO, Atlantic Lottery Corporation

Michelle Carinci began her lottery career three decades ago at WCLC, working for lottery giant Guy Simonis. Under his mentorship, Carinci learned the ropes, eventually moving to leadership positions at BCLC and GTECH in Rhode Island before coming to ALC in 2001 as its President and CEO. If you ask her the most important thing she has learned from her years in the industry, she’ll tell you that the only constant in the gaming world is change and to be successful you need to anticipate where the market is going and what the players of the future will want. “We can’t stand still if we want to stay relevant to players,” she explains. “More importantly, it’s not just what we do that makes us successful, it’s how we do it. We used to define the play experience, but now our players do that for themselves. That’s why the business needs to be nimble, flexible and innovative to respond to the changing needs of the player. Our competitors in the unregulated market certainly know this!” She continues, “the fact is the gaming pie is growing worldwide. Traditionally, government has stepped into existing gaming markets as regulators to protect its citizens and enjoy the financial benefits for good causes. The burning question always is: Do we continue to regulate markets created in an unregulated manner as we have in the past or create new markets? Do we grow the market or steal market share? Today, this question relates to the Internet. 24  |  December 2008/January 2009

For example, Svenska Spel recently took a significant market share from the unregulated poker market – again, to protect its players and keep the money at home. With the fast pace of change, enabling technology and social concerns, gaming has become an incredibly complex business.” Carinci’s passion for learning and her commitment to the industry has continued throughout her career. Over the years, she has served as a board member and president of the ILC and on executive committees for NASPL and WLA. She has also directed international industry conferences and developed and implemented educational programs. “It has been my great pleasure to work with Michelle over the past 15 years in her various lottery industry roles,” says Arch Gleason, President and CEO of the Kentucky Lottery and President of the WLA. “She is highly respected by her peers and is recognized as one of the industry’s most innovative marketers and one of the strongest leaders in customer protection, social responsibility and responsible gaming.” In fact, it was this lottery industry hall-offamer’s innate belief that all industries must be good stewards of the trust placed in them by their customers that led Carinci to become the founding chair and current co-chair of the WLA’s Corporate Social Responsibility Committee. It was this committee – working with 140 government-owned lotteries from 76 different countries and five continents, each with its own culture, regulations and legal framework – that led to the WLA adopting seven Responsible Gaming Principles and

building the Responsible Gaming Framework to put those principles into practice. Carinci knows, however, that for ALC to be a world leader it must have a presence on the world stage. “It’s so important for ALC to be involved in national and international conferences and committees with other industry operators, regulators and vendors,” she explains. “We share best practices and standards, ask tough questions about working collaboratively within our existing legal frameworks, brainstorm ideas and share the latest player-protection technology and games. It’s how ALC brought scratch and win bingo to the world and how we ensure we’re offering players some of the most responsible gaming products in the world. It’s also how a local company like Spielo creates some of the best games in the business and creates about half of the 1,200 gaming industry jobs in Atlantic Canada.” Carinci’s desire to make a difference extends to her role on many Atlantic Canadian community boards and committees. Her commitment is probably best reflected, however, through her role as the long-time co-chair of the Peter Gzowski Invitational Golf Tournament for Literacy events. The New Brunswick PGI is the most successful in the country, raising more than $1 million in seven years. With her commitments to the industry and the community, Carinci finds her balance and greatest joy from her family – husband Jan Carinci, a marketing and communications consultant, daughters Laura and Lia, and her new grandson, Marcus.


profile

IGT Profile The complete convergence of games, systems and server-based gaming, encompassing “The Right Choice,” was IGT’s theme at the Global Gaming Expo 2008 and is its vision for the casino industry. IGT’s new suite of IGT machine models -featuring the award-winning Service Window and all with the power of the AVP® platform – have converged with a new library of game themes and sbX™. More than just a serverbased system, sbX™ is a new category of Experience Management that allows a casino to design and manage customized player experiences for a distinct competitive advantage. The sbX™ Tier One package includes the first G2S server-based game management solution in an all-inclusive package that will let operators experience sbX™ Floor Manager in a bank-bybank solution. IGT’s innovations also include MultiPlay™ game play which lets players play one theme up to four times, simultaneously, on the same machine. Some MultiPlay™ games will have four progressive jackpots. The MultiPlay™ Video Slot family includes well-known games -- Cleopatra®, Wolf Run® and Lil’ Lady® -- and new themes, Hawaiian Sunset™ and Golden Eagle™. The Standard product line now features Australia’s No. 1 import, the Clovers & Gold™ Progressive Video Slot, and new S AVP® additions, Pink Diamond™ Slots and Slingo Mahjong™ Slots. IGT’s new family of REELdepth™ games uses Multi-Layer Display® (MLD®) technology, an ingenious layering of two Liquid Crystal Displays (LCDs) that creates the visual effect of true depth without the use of 3-D glasses. It also allows players to switch between spinning reel game play, video slots and video poker all on one gaming machine. New REELdepth™ games -- Glitter & Gold™ Slots, Magic Butterfly™ Slots and 7s Storm™ Slots – feature colorful 3-D-like graphics packages and RGB lighting in umbrella families. Those, and new umbrella families Fire Bells™ Slots and Greenback Attack™ Slots, are proof that IGT has “The Right Games.” The MegaJackpots® product line boasts the new Star Wars™ Multi- Level Progressive with its competitive group-play bonus;

new Megabucks® and The Joker’s Wild® versions that feature REELdepth™ MultiLayer Display® (MLD®) technology; MultiLevel Progressive versions of Jeopardy!® and ELVIS®; I Dream of Jeannie™ Magic Carpet Ride™; Sydney Omarr’s Zodiac Wheel™; four new multi-game themes for the Fort Knox® Mystery Progressive; and a new Barcrest game called Wheel Hottie™. The IGT Advantage® system is still unmatched in the market, with critical casino management enhancements. The multifunctional EZ Pay® Smart Card modernizes the single-purpose player’s card and the IGT Mariposa™ business intelligence suite allows operators to transform data into actionable information. Systems Services leverages IGT’s technology and is the most experienced support team in the industry. The Professional Services group consults with customers to find solutions that maximize operator investments. T h e I GT G l o b a l Te c h n o l o g y & Interoperability Center is bringing together gaming manufacturers, strategic partners and system integrators to test systems and equipment in a real-life environment. The Center is offered to the industry in the name of collaboration. The M-P Series™ lineup includes Roulette Evolution™ in animated, automated and live-dealer versions, Golden Baccarat™ and the Triple Towers™ horse race game, and DigiDeal® electronic table games. Table iD® combines table management software, RFID chip tracking and game analysis in one solution, along with the original Lucky Draw bonus. The industry is changing to keep up with technology, to do business more efficiently, and most importantly, excite and entertain players in astonishing new ways. No gaming company is driving change like IGT. As its games, AVP® platform, new machine models, sbX™ and the open network come together, IGT provides the industry with possibilities and revenue-driving options like never before.

Canadian Gaming Business  |  25


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security

SPIELO and ATRONIC Profile

Added Security, Complete Solution All in One Card

1.800.387.9794 • www.ca-gi-de.com

26  |  December 2008/January 2009

SPIELO and ATRONIC are global leaders in game content, equipment, systems and services, and market innovators with strong positions in the highest-growth gaming markets. As two unique subsidiaries under GTECH’s Gaming Solutions Group, ATRONIC and SPIELO pool their extensive resources to provide ingenious integrated solutions to their customers. SPIELO is the leader in lottery market solutions in North America and Western Europe, an achievement built on exceptional customer service and product performance. SPIELO uses its extensive experience and rigorous development process to guarantee market-driven, profit-making products. Both its WinWave Vu™ and prodiGi Vu™ cabinets provide players with state-of-the-art game experiences, emphasizing enhanced audiovisual performance and player comfort. The sensys™ platform gives the machines the power to allow served-based and server-assisted gaming and adaptability to future innovations. The INTELLIGEN™ central video system is the industry’s first wide-area Gaming Standards Association standards-based product, allowing electronic gaming machines to communicate with the system. ATRONIC is an expert in game content, linked gaming and dynamic casino management solutions, with products in 100 countries worldwide. Together with GTECH and SPIELO, ATRONIC is licensed to sell products in over 300 gaming markets globally, including Nevada. ATRONIC has earned its reputation for great games and great people with innovative licensed products like the Deal or No Deal™ suite, Stargate SG-1™, The Three Stooges™, and The Game of Life™. Its Linked Gaming Products, including a broad selection of wide-area progressives, multi-level jackpots, bonus features, and competitive community bonus games, show its attunement to players’ desires and customers’ needs. ATRONIC is also proud to showcase its content on state-ofthe-art e2™ cabinets, while e2 Slant™ cabinets offer the latest in player comfort. The e2 Slant’s dual screen cabinet offers spacesaving technology to raise excitement to the second power. As well, the e_’s PC-based, multi-media environment means it’s easily adaptable to future technology. As part of GTECH’s gaming solutions group, SPIELO and ATRONIC are among the few vendors in the world to offer end-to-end solutions. From commercial lottery, to video cabinets, game development, central systems, and online lottery, GTECH, ATRONIC and SPIELO offer the most compelling package for players, customers, and shareholders. For more information, contact Rhonda Whittaker, Spielo Communication Specialist, at 1-800-561-4263. ext. 471, or by e-mail at rhonda. whittaker@gtech.com


Scientific Games Profile Scientific Games Corporation is the leading integrated supplier of instant tickets, systems and services to the worldwide lottery and gaming industries, a leading supplier of server-based gaming machines and systems, Amusement and Skill with Prize betting terminals, interactive sports betting terminals and systems, and wagering systems and services to pari-mutuel operators. It is also a licensed pari-mutuel gaming operator in Connecticut, Maine and the Netherlands. Scientific Games is headquartered in New York City and has production and operational facilities in North America, South America, Europe, Asia and Australia. Additional facilities are located in the U.S. and around the world based on current customer contracts. Scientific Games’ lottery and diversified gaming customers are in more than 60 countries worldwide. An innovative spirit and an enduring commitment to the full product lifecycle are hallmarks of Scientific Games’ corporate culture. These hallmark attributes are as important today in gaming – and perhaps more so – than ever before. Indeed, Scientific Games is now laser-focused on developing entertainment-based gaming products and content that can be marketed securely to today’s adult consumers via the Internet and mobile phones, with an overarching goal of helping customers grow their sales in a socially responsible manner. Fresh examples of this commitment include: • Centralization of the marketing function in one location and a renewed focus on providing Fulline™ solutions to help customers optimize sales and profits of all products. This initiative includes the automation of all internal marketing systems, processes and databases to enhance how Scientific Games interprets and uses data from each of its product groups (i.e., instant, online, branded and video lottery). It also includes an intense commitment to develop new products by leveraging manufacturing innovation and the latest technological advances. • Establishment of Scientific Games Properties, a division of the company created for the sole purpose of developing and delivering bold, innovative, engaging entertainment-based gaming content. To fulfill this mission, Scientific Games Properties leverages the personnel and licenses of MDI Entertainment. This Scientific Games subsidiary offers customers over 100 licensed properties, representing the world’s most significant portfolio of best known and most loved symbols of entertainment and pop culture. • The disciplined application of technology, service and solutions that can lead the pari-mutuel wagering industry into the future.

Loto-Québec Profile

Loto-Québec’s primary mission is to assure the systematic and effective operation of games of chance in the province. Created in 1969 to implement a public lottery, the Corporation has diversified its activities over the years in order to carry out new mandates entrusted to it by the Government. In addition to a public lottery, through its subsidiaries, Loto-Québec operates three

This broad-based initiative includes the centralization of operations and consolidation of top-tier personnel at Scientific Games Racing’s two Quantum Data Centers (QDCs) in New Jersey and California. These sophisticated, state-of-the-art facilities deliver to the doorstep of today’s racing operators the many benefits of enterprise-level computing, plus serve as a springboard from which enhanced services and new content can now be implemented. One such service, Bet-Fund™, introduced in 2008, represents the racing industry’s first integration of a banking network with a wagering device. Where permitted by law, racing patrons can use their debit card at specially outfitted BetJet™ terminals to access funds for wagering. Bet-Fund™ offers the hassle-free privacy and security of an automated teller machine (ATM). • The upgrade of Global Draw’s entire network of gaming machines to enable betting shops to offer Category B2 (formerly Fixed Odds Betting Terminals) and Category B3 (Jackpot Machines) on the same terminal. The multi-game server-based market represents the future of gaming in many markets around the world, and this initiative positions Global Draw, a Scientific Games subsidiary, to deliver the kinds of solutions betting shop customers will demand in the years ahead. The technology is well suited for adaptation into other served-based gaming markets, notably video lottery. • The development of products that integrate future-oriented concepts while remaining compliant with government statutes and regulations. Such transitional products are designed to take lotteries into the future by bridging the technological and cultural gap created by the Internet and mobile media. • The development of a fully integrated digital solution that allows pub retail operators to convert their betting terminals from analog to digital. Scientific Games’ Cooperative Services Program will celebrate its silver anniversary in 2010. This proven business model is popular and prevalent with progressive lotteries in the United States. Successes in Italy and Germany have ignited global interest in Cooperative Services, with China, more German states and the Ukraine implementing customized programs over the past five years. Currently, half of the 14 top-selling U.S. lotteries are Cooperative Services customers of Scientific Games. As a global company with a worldwide footprint, Scientific Games is committed to sustainable best practices. A dedicated team continually seeks ways to reduce waste, use energy more efficiently, and operate more sustainably.

casinos, related restaurant and hotel services, a video lottery network, including two gaming halls known as Ludoplex, along with network bingo activities. The Corporation also exports multimedia products to international markets and holds a financial interest in JOA Groupe, the third-largest casino operator in France. Loto-Québec returns the fruits of its

commercial activities to the Government and to all of Québec society. In recognition of its social responsibilities, the Corporation is committed to combating excessive gaming and to promoting healthy gaming behaviour. Moreover, it manifests its social commitment through the sponsorship of numerous events that bring people together throughout the province. Canadian Gaming Business  |  27


Industry Development Funds For Charitable Gaming By Lynn Cassidy M a n y i n d u s t r i e s h av e c e n t r a l i z e d funds that are used for industry coordination and strategic initiatives. In Ontario, numerous options for central funds for charitable gaming have been explored over the years from encouraging private sector contributions to the consideration of mandated contributions to provincial funds. The first sector in Ontario to have a central fund created was the Break Open Ticket (Nevada) industry in 2003. At the time, the ticket manufacturers had requested that the Alcohol and Gaming Commission of Ontario (AGCO) allow an increase in the then controlled price of Break Open Tickets. Charities across the province recognized the potential opportunities that a development fund offered and agreed that with the price increase, an additional .001 cent would be added to the cost of the tickets in order to set up a provincial Break Open Ticket Development Fund. The Break Open Ticket industry in Ontario is very fragmented with thousands of small retail locations, thousands of charities, two manufacturers, a small number of service supply companies, and regulation at the provincial and municipal levels making it difficult to coordinate a strategic approach for the industry. With this small fund (about $400,000 annually), we have been able to carry out extensive consumer and market research and develop a provincial ‘brand’ for the product – “Pocket Slots” trademarked in Canada. Geo-demographic mapping has been done to show the industry where the potential customers are and where the most promising areas are for selling the product. Consumer research has resulted in dismissing the myth that this charity product competes with lottery products, confirmed that existing consumers like the product and even has the potential 28  |  December 2008/January 2009

to attract new consumers. The research has also proven to be a sound foundation to work through needed regulatory changes. Tool kits for service suppliers were developed and extensive free point of sale materials were made available for on-line ordering to increase exposure o f t h e p r o d u c t . M o s t r e c e n t l y, t h e fund has been using the assistance of Deloitte to break into the tier one (large chains) retail sector. These are all initiatives that simply were not possible without a consolidated fund. An industry committee manages the fund with representation from charities, manufacturers, and service suppliers with the regulator participating in an advisory capacity. For the Bingo industry, it was a longer process to establish a central provincial fund. The AGCO implemented a new revenue model for bingo in May 2007 and one of the key elements was to mandate that a portion of the proceeds be set aside for marketing and promotion. The Registrar directs that 10 percent of win be set aside for marketing and promotion with 2 percent of these monies being directed to the Ontario Bingo Development Fund. This fund has been structured as a separate non-profit corporation with a Board of Directors representing charities and bingo hall owners. The regulators (AGCO and municipalities) provide advisors to the Board. This fund is significant with a little over three million dollars a year being accumulated. A strategic plan for the fund was developed and incorporation has recently been completed. Initiatives are just now underway with the all important consumer and market research beginning. This piece will be key in shaping the work plan for the coming year. The fund organized a major game event for the industry in November to bring

the industry together and demonstrate the marketing and branding potential that we have through this collective process. Sixty-two bingo centers were linked together for a large $200,000 jackpot game financed by the fund. The spokesperson for this event was Don Cherry and the fund provided significant media coverage across the province, as well as point of sale materials. Many bingo centres took the opportunity to build on the provincial promotions and there are great ideas to be shared across the industry. As far as we are aware, this concept of an industry development fund for charitable gaming is unique in Canada. It is critical to make sure you have an appropriate governance structure with balanced representation and ongoing opportunities for stakeholders to have input and receive regular communication. The challenge, always, is to manage expectations and to find ways of encouraging and supporting the industry to use the tools, resources, and information effectively. The Ontario experience has been that centralized development funds can be of tremendous benefit to the charitable gaming industry. By pooling industry resources, there are significant opportunities to implement strategic initiatives and carry out research that will benefit everyone. This process has greatly fostered the building of cooperation and collaboration between charities, the private sector, and the regulator. We have had the luxury of having our provincial regulator, the Alcohol and Gaming Commission of Ontario, very much at the forefront of this concept and based on our experience to-date, would highly recommend this approach to any charitable gaming jurisdiction. Lynn Cassidy is the Executive Director of the Ontario Charitable Gaming Association.


2009 Buyers' Guide


Gaming Consultants & Services

Advertising, Marketing & Sales

Charitable Gaming & Bingo

HLT Advisory Inc. 3rd Rock Gaming Innovation Group of Companies, The 231 Midland Avenue, Suite 204 Basalt, Colorado USA 81621 Phone: (970) 927-1400 Fax: (970) 927-3955 E-Mail: srittvo@theinnovationgroup.com Website: www.innovationgroupofcompanies.com Contact: Steve Rittvo, Chairman The Innovation Group of Companies broad range of expertise spans nearly every aspect of the casino/resort economic development process: The Innovation Group to consult, Innovation Capital to finance and advise, Innovation Project Development to coordinate build-out, and Innovation Marketing to position. Working together or independently, our affiliates address a wide array of advisory, management, financial, owner representative and marketing needs.

6683 Rue Jean-Talon Est, Suite 208 Saint-Léonard, QC H1S 0A5 Phone: (517) 321-8434 Phone 2: (585) 298-7299 Fax: (517) 321-8435 E-Mail: sales@3rdrockgaming.com Website: www.3rdrockgaming.com Contact: Shannon Larsen 3rd Rock Gaming is a world-class developer of gaming solutions. We provide bingo halls and casino gaming locations worldwide with complete hall management systems with players club and rewards, portable electronic gaming units, 75#, 80#, and 90# games, and linked jackpot solutions. Our experienced consultants can also help you with location planning and design as well as ROI analysis.

166 Pearl Street, 2nd Floor Toronto, ON M5H 1L3 Phone: (416) 924-7737 E-Mail: lylehall@hlta.ca E-Mail 2: robertscarpelli@hlta.ca Website: www.hlta.ca Contact: Lyle Hall, Rob Scarpelli HLT Advisory Inc. provides specialized consulting and support services to the Canadian and international hospitality, leisure and tourism industries including gaming, lodging, travel/tourism, recreation, sport, entertainment and public assembly venues. Over the past decade HLT principals have played a significant role in the growth and development of the Canadian gaming industry, having been involved in one fashion or another, with almost every major gaming development across Canada.

Mark your calendar today! April 28 – 30, 2009 Caesars Windsor — Windsor, Ontario

“Where the Canadian Gaming Industry Meets”

13th Annual Canadian Gaming Summit The Summit remains Canada’s premier conference and trade show for gaming professionals. This annual event delivers face-to-face interaction with senior-level executives from all gaming sectors, disciplines and regions within Canada.

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Visit www.canadiangamingsummit.com for the most up-to-date information on the conference program, registration, exhibiting or sponsoring!

30  |  December 2008/January 2009 GamingSUmmit_Gaming_Jan09.indd 1

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B u y e r s ' Entertainment & Special Events

Innovation Group of Companies, The 231 Midland Avenue, Suite 204 Basalt, Colorado USA 81621 Phone: (970) 927-1400 Fax: (970) 927-3955 E-Mail: srittvo@theinnovationgroup.com Website: www.innovationgroupofcompanies.com Contact: Steve Rittvo, Chairman The Innovation Group of Companies broad range of expertise spans nearly every aspect of the casino/resort economic development process: The Innovation Group to consult, Innovation Capital to finance and advise, Innovation Project Development to coordinate build-out, and Innovation Marketing to position. Working together or independently, our affiliates address a wide array of advisory, management, financial, owner representative and marketing needs.

Design Mackay/Wong Strategic Design 99 Blue Jays Way, Suite 200 Toronto, ON M5V 9G9 Phone: (416) 341-2348 E-Mail: kmoorhead@mackaywong.com Contact: Kelly Moorhead Mackay/Wong Strategic Design is a Canadian-based international design practice in Toronto. Since 1992, we have delivered intelligent design solutions, comprehensive project management and forward thinking brand strategies to casinos competing in today’s gaming marketplace. Working with OLG, Mackay/Wong has created memorable spaces for: Caesars Windsor, Casino Rama, Georgian Downs, Fallsview Casino, Ajax Downs and the Great Blue Heron Charity Casino Redevelopment.

Steel Art Signs Corp. 37 Esna Park Drive Markham, ON L3R 1C9 Phone: (905) 474-1678 Ext. 200 Toll: (800) 771-6971 E-Mail: thrivnak@steelart.com Website: www.steelart.com Contact: Tom Hrivnak, President

Facility Development & Expansion

3rd Rock Gaming Titan Creative Entertainment Network Inc. 223 Bay Street South, Suite One Hamilton, ON L8P 3J2 Phone: (905) 572-6759 Phone 2: (905) 973-6282 E-Mail: reggie@nas.net Website: www.titancreativeentertainment.com Contact: Reg Titian Titan Creative Entertainment Network is a Full Service Entertainment Company. With over 30 years of experience in the music and entertainment business coming from stage performance, talent buying & booking, event production/ management, retail, and the promotion of entertainment events, Titan stands ready and poised with confidence to meet the most demanding challenges, to deliver a full, exciting and memorable entertainment experience. In order to guarantee success, Titan Creative Entertainment is surrounded and associated with a team of highly experienced entertainment professionals, covering all aspects of the business. Titan’s basic approach to its task is to provide the right entertainment at the most reasonable cost, bearing in mind the audience, demographics, the venue, and the ticket cost. Please check out our website for a large variety of entertainment offerings.

6683 Rue Jean-Talon Est, Suite 208 Saint-Léonard, QC H1S 0A5 Phone: (517) 321-8434 Phone 2: (585) 298-7299 Fax: (517) 321-8435 E-Mail: sales@3rdrockgaming.com Website: www.3rdrockgaming.com Contact: Shannon Larsen 3rd Rock Gaming is a world-class developer of gaming solutions. We provide bingo halls and casino gaming locations worldwide with complete hall management systems with players club and rewards, portable electronic gaming units, 75#, 80#, and 90# games, and linked jackpot solutions. Our experienced consultants can also help you with location planning and design as well as ROI analysis.

HLT Advisory Inc. 166 Pearl Street, 2nd Floor Toronto, ON M5H 1L3 Phone: (416) 924-7737 E-Mail: lylehall@hlta.ca E-Mail 2: robertscarpelli@hlta.ca Website: www.hlta.ca Contact: Lyle Hall, Rob Scarpelli HLT Advisory Inc. provides specialized consulting and support services to the Canadian and international hospitality, leisure and tourism industries including gaming, lodging, travel/tourism, recreation, sport, entertainment and public assembly venues. Over the past decade HLT principals have played a significant role in the growth and development of the Canadian gaming industry, having been involved in one fashion or another, with almost every major gaming development across Canada.

Gaming Consultants & Services

Consulting & Advisory Services

G u i d e

Canadian Gaming Business  |  31


Gaming Consultants & Services

Game Development

HLT Advisory Inc.

Sprung Instant Structures Ltd. PO Box 62, Maple Leaf Road Aldersyde, AB T0L 0A0 Phone: (413) 601-2292 Toll: (800)-528-9899 E-Mail: info@sprung.com Website: www.sprung.com Contact: Jim Avery As seen at numerous tribal gaming locations in North America, this engineered stressed membrane structure technology is an innovative relocatable building alternative that provides an immediate solution for casinos, bingo and entertainment facilities. Lease or Purchase.

Finance & Investment

166 Pearl Street, 2nd Floor Toronto, ON M5H 1L3 Phone: (416) 924-7737 E-Mail: lylehall@hlta.ca E-Mail 2: robertscarpelli@hlta.ca Website: www.hlta.ca Contact: Lyle Hall, Rob Scarpelli HLT Advisory Inc. provides specialized consulting and support services to the Canadian and international hospitality, leisure and tourism industries including gaming, lodging, travel/tourism, recreation, sport, entertainment and public assembly venues. Over the past decade HLT principals have played a significant role in the growth and development of the Canadian gaming industry, having been involved in one fashion or another, with almost every major gaming development across Canada.

Deloitte & Touche LLP 25 Corporate Park Drive St. Catharines, ON L2S 3W7 Phone: (905) 323-6000 Fax: (905) 323-6001 E-Mail: bhutchings@deloitte.ca Website: www.deloitte.ca Contact: Brad Hutchings A top-notch “Deloitte Client Experience.” Our primary goal is to deliver quality client service on a consistent basis that creates a positive experience for you. We do this by focusing on responsiveness, bringing leading industry knowledge and experienced professionals, and in providing understanding and insight to your business that goes above and beyond.

32  |  December 2008/January 2009

Food & Beverage

HLT Advisory Inc. 166 Pearl Street, 2nd Floor Toronto, ON M5H 1L3 Phone: (416) 924-7737 E-Mail: lylehall@hlta.ca E-Mail 2: robertscarpelli@hlta.ca Website: www.hlta.ca Contact: Lyle Hall, Rob Scarpelli HLT Advisory Inc. provides specialized consulting and support services to the Canadian and international hospitality, leisure and tourism industries including gaming, lodging, travel/tourism, recreation, sport, entertainment and public assembly venues. Over the past decade HLT principals have played a significant role in the growth and development of the Canadian gaming industry, having been involved in one fashion or another, with almost every major gaming development across Canada.

3rd Rock Gaming 6683 Rue Jean-Talon Est, Suite 208 Saint-Léonard, QC H1S 0A5 Phone: (517) 321-8434 Phone 2: (585) 298-7299 Fax: (517) 321-8435 E-Mail: sales@3rdrockgaming.com Website: www.3rdrockgaming.com Contact: Shannon Larsen 3rd Rock Gaming is a world-class developer of gaming solutions. We provide bingo halls and casino gaming locations worldwide with complete hall management systems with players club and rewards, portable electronic gaming units, 75#, 80#, and 90# games, and linked jackpot solutions. Our experienced consultants can also help you with location planning and design as well as ROI analysis.

Gaming Education, Development & Training

Canadian Gaming Centre of Excellence 983 St. James Street Winnipeg, MB R3H 0X2 Phone: (204) 957-2504 Ext. 8498 Fax: (204) 985-1274 E-Mail: hinkeld@mlc.mb.ca Website: www.gamingcentreofexcellence.ca Contact: Dayna Hinkel The Canadian Gaming Centre of Excellence is an organization offering high quality development tools and training events designed specifically for the casino and gaming industry. New product launch - Customer Service for Gaming program featuring an e-learning course supplemented with printed handbooks for both the employee and coach. Our Canadian Gaming Education Forum will be held in Winnipeg June 8-12, 2009.


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B u y e r s '

IT & Telecommunications

6601 South Bermuda Road Las Vegas, Nevada 89119 Phone: (702) 584-7700 Fax: (702) 584-7792 E-Mail: lolson-reyes@ballytech.com Website: www.ballytech.com Contact: Laura Olson-Reyes, Director of Corporate Communications

Owner Representative Services

Innovation Group of Companies, The 231 Midland Avenue, Suite 204 Basalt, Colorado 81621 Phone: (970) 927-1400 Fax: (970) 927-3955 E-Mail: srittvo@theinnovationgroup.com Website: www.innovationgroupofcompanies.com Contact: Steve Rittvo, Chairman The Innovation Group of Companies broad range of expertise spans nearly every aspect of the casino/resort economic development process: The Innovation Group to consult, Innovation Capital to finance and advise, Innovation Project Development to coordinate build-out, and Innovation Marketing to position. Working together or independently, our affiliates address a wide array of advisory, management, financial, owner representative and marketing needs.

Giesecke & Devrient 316 Markland Street Markham, ON L6C 0C1 Phone: (905) 946-2808 Toll: (800) 387-9794 Fax: (905) 946-2875 E-Mail: paul.mazzeo@gi-de.com Website: www.gi-de.com Contact: Paul Mazzeo Lottery players can use the Giesecke & Devrient Lotto and Gaming Card to access any participating lottery or gaming online portal. The card or stick includes a lottery identification process using local requirements to prove a player has reached the age of majority. Identification and authentication provide the basis for robust protection of young people when using Internet services.

Security & Surveillance American Dynamics 6600 Congress Avenue Boca Raton, Florida 33487 Phone: (561) 912-6259 Toll: (800) 507-6268 Fax: (561) 912-6558 E-Mail: kcarito@tycoint.com Website: www.americandynamics.net

iView Systems 2381 Bristol Circle, Unit B-203 Oakville, ON L6H 5S9 Phone: (905) 829-2500 Toll: (866) 705-9671 E-Mail: info@iviewsystems.com Website: www.iviewsystems.com Contact: James Moore

Synectic Systems, Inc. 4180 Via Real, Suite A Carpinteria, California 93013 Phone: (805) 745-1920 Toll: (888) 755-6255 Fax: (805) 745-1980 E-Mail: sales@synecticsusa.com Website: www.synecticsusa.com Contact: John Katnic With hundreds of successful installations, Synectics’ enterprise-class digital recording system with Synergy™ command and control software is the gaming industry’s most reliable, flexible and user-friendly solution. High quality video, efficient storage, multiple layers of failover, and comprehensive reporting sets Synectics apart. And, our nonproprietary technology efficiently integrates to matrices, cameras, POS, slot and other third party systems.

Verint Video Intelligence Solutions Biometrica Systems 2000 South Jones Boulevard # 150 Las Vegas, Nevada 89146 Phone: (702) 870-6949 Ext. 111 E-Mail: jpepin@biometrica.com Website: www.biometrica.com Contact: James Pepin Biometrica’s VISUAL CASINO software (used by 150+ casinos) reduced unnecessary losses to undesirables, more effectively manages their databases and info. Faster and better identification of patrons significantly reduces losses, increases bottom line profits. Modules Include: Surveillance Information Network (S.I.N.), Face Recognition, Private Database Enrolment, Casino Information Database of undesirables and a very user friendly Incident Reporting/Daily Logging module streamlining the documentation.

1800 Berlier Street Laval, QC H7L 4S4 Phone: (450) 686-9000 Toll: (866) NEXTIVA Fax: (303) 450-5950 E-Mail: marketing.vis@verint.com Contact: Courtney Jaret Verint is the world leader in IP video management – the provider of choice for 57 airports, 43 seaports, 2 of the world’s 5 largest retailers, 149 government organizations and cities, and hundreds of mass transit and banking facilities. This leadership is built on the award-winning Nextiva, an integrated portfolio of IP video solutions for enhancing security and enterprise efficiency.

Gaming Consultants & Services

Bally Technologies, Inc.

Player Development

G u i d e

VingCard, Elsafe, TimeLox 631 International Parkway, Suite 100 Richardson, Texas 75081 Phone: (972) 907-2273 Fax: (972) 907-2771 E-Mail: noram@vcegroup.com Website 1: www.vingcard.com Website 2: www.elsafe.com Website 3: www.timelox.com Contact: Riise Walker Canadian Gaming Business  |  33


Gaming Consultants & Services

Strategic Planning

Uniforms

Mezzaluna Designs Inc.

HLT Advisory Inc. 166 Pearl Street, 2nd Floor Toronto, ON M5H 1L3 Phone: (416) 924-7737 E-Mail: lylehall@hlta.ca E-Mail 2: robertscarpelli@hlta.ca Website: www.hlta.ca Contact: Lyle Hall, Rob Scarpelli HLT Advisory Inc. provides specialized consulting and support services to the Canadian and international hospitality, leisure and tourism industries including gaming, lodging, travel/tourism, recreation, sport, entertainment and public assembly venues. Over the past decade HLT principals have played a significant role in the growth and development of the Canadian gaming industry, having been involved in one fashion or another, with almost every major gaming development across Canada.

Imprint Plus 21320 Gordon Way, Unit 260 Richmond, BC V6W 1J8 Phone: (604) 278-7147 Ext. 358 Toll: (800) 563-2464 Fax: (604) 278-7149 E-Mail: chuck.beebe@imprintplus.com Website: www.imprintplus.com Contact: Chuck Beebe Imprint Plus® is a designer and manufacturer of reusable name badges, signage and accessories for the Gaming, Hospitality and many other industries located in Richmond, B.C. Our proprietary Name Print Graphics System® software allows the flexibility to create on-site; personalized name badges and signage, including adding graphics, pictures and logos, using only a computer and office printer.

635 Tucumseh Road West Windsor, ON N8X 1H4 Phone: (519) 737-7846 Phone 2: (519) 737-7706 E-Mail: info@mezzalunadesigns.net Website: www.mezzalunadesigns.net Contact: Carrie Izsak, President

Mark your calendar today! 13th Annual Canadian Gaming Summit April 28 – 30, 2009 Caesars Windsor — Windsor, Ontario

“Where the Canadian Gaming Industry Meets”

Visit www.canadiangamingsummit.com for the most up-to-date information on the conference program, registration, exhibiting or sponsoring!

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G u i d e

Comfort Plus Mats 9345 45th Avenue Edmonton, AB T6E 5Z7 Phone: (780) 435-4700 Toll: (888) 488-5644 Fax: (780) 435-2003 E-Mail: info@comfortplusmats.com Website: www.comfortplusmats.com Contact: TJ VanderWeide

Bingo

3rd Rock Gaming 6683 Rue Jean-Talon Est, Suite 208 Saint-Léonard, QC H1S 0A5 Phone: (517) 321-8434 Phone 2: (585) 298-7299 Fax: (517) 321-8435 E-Mail: sales@3rdrockgaming.com Website: www.3rdrockgaming.com Contact: Shannon Larsen 3rd Rock Gaming is a world-class developer of gaming solutions. We provide bingo halls and casino gaming locations worldwide with complete hall management systems with players club and rewards, portable electronic gaming units, 75#, 80#, and 90# games, and linked jackpot solutions. Our experienced consultants can also help you with location planning and design as well as ROI analysis.

Arrow Games Corp./ Bazaar & Novelty Ltd. 6199 Don Murie Street Niagara Falls, ON L2E 6X8 Phone: (905) 354-7300 Phone 2: (866) 222-7769 Toll: (877) 983-7300 Fax: (877) 983-7301 E-Mail: sales@arrowgames.com/ E-Mail 2: knagel@arrowinternational.com Website: www.arrowgames.com Contact: Kirsten Nagel Arrow Games/Bazaar & Novelty is Canada’s largest manufacturer and supplier of bingo paper, break open tickets, bingo equipment, electronic break open ticket dispensers, bingo ink markers and promotional games.With sales and distribution facilities across Canada, Arrow Games/Bazaar & Novelty provides quality products and services to provincial lottery corporations, charitable organizations and other organizations.

Kodiak Entertainment 103-4585 Canada Way Burnaby, BC V5G 4L6 Phone: (604) 430-8422 E-Mail: info@kodiakentertainment.com Website: www.kodiakentertainment.com Contact: Dirk Schillebeeckx Session Bingo • Lightning Bingo • Instant Win games • FastMatch Games • Multisite Linked Bingo • Class II games Kodiak Entertainment is a gaming technology company providing high integrity server based gaming solutions. Kodiak designs and manufactures a variety of fully integrated networked real-time gaming solutions offering electronic eBingo (session play, speed games, pari-mutuel prizes and progressives), multisite linked bingo, Lightning Bingo® (bingo speed game), InstantWin™ (interactive electronic pull-tab & scratch games), FastMatch™ (Skillbased games) and Class II games. Kodiak provide superior entertainment value for players, fault free system reliability, enhanced revenue performance and effective game management for our customers.

Carpets Bingo Gaming Technologies Inc. 403 Energy Square, 10109-106th Street Edmonton, AB T5J 3L7 Phone: (780) 944-8033 E-Mail: bingopro@telus.net Contact: Jeffrey S. Paches A Canadian manufacturer of interactive Bingo themed slot machines and Bingo Gaming Terminals (BGTs™). Units are SAS compliant, GLI approved, and employ TITO, PGIC player tracking, and progressive jackpots. These bingo themed slot and BGTs are unique, easy to play and provide players extreme value for their play. Reliable, very configurable and easily affordable. Demonstrations available on request. Bingopro@telus.net

Milliken Carpets 201 Lukken Industrial Boulevard West LaGrange, Georgia 30240 Phone: (706) 880-3136 Toll: (800) 334-7749 Contact: Lee Gollhardt, Gaming Market Manager

Cash Handling

Cummins-Allison ULC 6725 Millcreek Drive, Unit 3 Mississauga, ON L5N 5V3 Phone: (905) 814-6184 Toll: (800) 499-6191 Fax: (905) 814-6182 E-Mail: inquire@cumminsallison.ca Website: www.cumminsallison.ca Contact: Harry Patrinos, Managing Director Manufacturer and supplier of high-speed coin, currency and bar-coded ticket sorting, counting and processing equipment. Products include the JetCount Currency Counter, JetScan single-pocket and two-pocket Currency Scanner, JetScan MultiPocket Currency Sorters, JetTouch Workstation, Cummins Casino Ticket Redemption Kiosk, JetSort Coin Sorters and JetWrap Coin Wrappers, Providing sales and service from factory direct offices across Canada.

Gaming Equipment & Supplies

Antifatigue Mats

Canadian Gaming Business  |  35


Gaming Equipment & Supplies

JCM Global 925 Pilot Road Las Vegas, Nevada 89119 Phone: (702) 651-0000 Toll: (800) 683-7248 Fax: (702) 651-9912 E-Mail: tnieman@jcmglobal.com Website: www.jcmglobal.com Contact: Tom Nieman

MEI 1301 Wilson Drive West Chester, Pennsylvania 19380 Phone: (610) 430-2700 Toll: (800) 345-8215 Website: www.meigroup.com Contact: Mark Staudt

Decorative Ceilings & Finishes

Gaming Equipment & Supplies

3rd Rock Gaming 6683 Rue Jean-Talon Est, Suite 208 Saint-Léonard, QC H1S 0A5 Phone: (517) 321-8434 Phone 2: (585) 298-7299 Fax: (517) 321-8435 E-Mail: sales@3rdrockgaming.com Website: www.3rdrockgaming.com Contact: Shannon Larsen 3rd Rock Gaming is a world-class developer of gaming solutions. We provide bingo halls and casino gaming locations worldwide with complete hall management systems with players club and rewards, portable electronic gaming units, 75#, 80#, and 90# games, and linked jackpot solutions. Our experienced consultants can also help you with location planning and design as well as ROI analysis.

Angel Playing Cards Represented by Pacific Evergreen Ind. ltd. 1480-14th Street West Vancouver, BC V7T 2S3 Phone: (604) 926-5564 Phone 2: (604) 603-3486 Toll: (800) 563-9280 Fax: (604) 926-7521 E-Mail: maurits@yourcasinosupplier.com Contact: Maurits/Frances Vander Cruyssen Angel is a pioneer in the manufacture of superior casino grade playing cards. Through a total commitment to quality, and an unsurpassed customer focus, Angel has become a top global supplier of casino playing cards. Our innovative products are the industry standard in Asia and Australia, and we have begun to expand business in North America.

The Gage Corporation, Int. 803 South Black River Street Sparta, Wisconsin 54656 Phone: (608) 269-7447 Toll: (800) 786-4243 Fax: (608) 269-7622 E-Mail: gage@centurytel.net Website: www.gagecorp.net Contact: Hans Schroeder, Operations Manager

Displays

Bally Technologies, Inc. 6601 South Bermuda Road Las Vegas, Nevada 89119 Phone: (702) 584-7700 Fax: (702) 584-7792 E-Mail: lolson-reyes@ballytech.com Website: www.ballytech.com Contact: Laura Olson-Reyes, Director of Corporate Communications

Ainsworth Game Technology 6600 North West 12th Avenue, Suite 201 Fort Lauderdale, Florida 33309 Phone: (954) 317-5500 Fax: (954) 317-5555 E-Mail: rick.meitzler@ainsworth.com.au Website: www.ainsworth.com.au Contact: Rick Meitzler Len Ainsworth, a member of the industry’s Hall of Fame, founded the Australian based slot company Ainsworth Game Technology Ltd. Today, AGT is revolutionizing the global gaming market with its highly successful range of spectacular GamePlus™ products, including a vast array of new options to mix and match games into a variety of exciting formats, including 30Lines/40Lines/50Lines, ante bet bonuses and highly unique features combined with multi-level link and standalone progressives to provide the ultimate gaming experience.

American Slots Group 6908 North West 51st Street Miami, Florida 33166 Phone: (786) 235-8100 Phone 2: (305) 597-3607 Fax: (305) 508-6663 E-Mail: sales@americanslots.com Website: www.americanslots.com Contact: Jamal E. David 36  |  December 2008/January 2009

Atlantic Gaming Inc. 7 Panther Place Mt. Pearl, NL A1N 5B7 Phone: (709) 368-5973 Toll: (800) 350-9940 E-Mail: blair@atlanticgaming.ca Website: www.atlanticgaming.ca Contact: Blair Connolly

Bally Technologies, Inc. 6601 South Bermuda Road Las Vegas, Nevada 89119 Phone: (702) 584-7700 Fax: (702) 584-7792 E-Mail: lolson-reyes@ballytech.com Website: www.ballytech.com Contact: Laura Olson-Reyes, Director of Corporate Communications


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385 Frenette Avenue Moncton, NB E1H 3S5 Phone: (506) 856-9222 Phone 2: (506) 856-9220 Toll: (877)-332-3034 Fax: (506) 856-9220 E-Mail: sales@canadiangamingservice.com Website: www.canadiangamingservice.com Contact: Perry Colpitts Established in 2000, Canadian Gaming Service has been supplying the Global Gaming Industry with brand name products and services. From the development of our new slot machine, RAZAR “Pure Entertainment”, being a certified JCM parts and service depot, our exclusive line of AEP slot bases, Elite illuminated poster frames and an extensive line of game parts, we have it all. Look us up on-line and contact our friendly and knowledgeable staff by e-mail or by phone. Canadian Gaming Service, where we earn your business everyday.

Kodiak Entertainment

Regency Gaming Industries

103-4585 Canada Way Burnaby, BC V5G 4L6 Phone: (604) 430-8422 E-Mail: info@kodiakentertainment.com Website: www.kodiakentertainment.com Contact: Dirk Schillebeeckx Session Bingo • Lightning Bingo • InstantWin games • FastMatch Games • Multisite Linked Bingo • Class II games Kodiak Entertainment is a gaming technology company providing high integrity server based gaming solutions. Kodiak designs and manufactures a variety of fully integrated networked real-time gaming solutions offering electronic eBingo (session play, speed games, pari-mutuel prizes and progressives), multisite linked bingo, Lightning Bingo® (bingo speed game), InstantWin™ (interactive electronic pull-tab & scratch games), FastMatch™ (Skillbased games) and Class II games. Kodiak provide superior entertainment value for players, fault free system reliability, enhanced revenue performance and effective game management for our customers.

307 Jessop Avenue Saskatoon, SK S7N 1Y5 Phone: (306) 652-4746 Fax: (306) 652-3648 E-Mail: moberry@regencygaming.com Website: www.regencygaming.com Contact: Maurice Berry Regency Gaming Industries manufactures and distributes a complete line of tables, chairs, accessories, layouts, as well as specially designed customer specific items. With our experience in the casino industry and dedication to excellence, we are confident that we can successfully meet your gaming product needs.

Royal Flush Gaming Ltd. 6 1st Line Road Hagersville, ON N0A 1H0 Phone: (905) 768-8434 Fax: (905) 768-8436 E-Mail: royalflush@bellnet.ca Contact: Barry Brady

Cartamundi USA 5101 Highland Place Drive Dallas, Texas 75236 Phone: (214) 330-7761 Phone 2: (414) 529-3390 Fax: (414) 529-5484 E-Mail: blee@cartamundiusa.com Website: www.cartamundiusa.com Contact: Bob Lee, VP Casino Sales Founded in 1765 Cartamundi is a leader in design, manufacturing and distribution of our BlackJack Brand Premium Casino playing cards. We have manufacturing facilities in Belgium, Germany, United Kingdom, Poland, Brazil, and out new state of the art plant in Dallas, TX USA. Our customers benefit from our excellent order to delivery times, superior product security and outstanding quality control.

Konami Gaming, Inc. 585 Trade Center Drive Las Vegas, Nevada 89119 Phone: (709) 616-1400 Toll: (866) 544-4636 Fax: (702) 952-1541 E-Mail: sales@konamigaming.com Website: www.konamigaming.com Contact: Leah Steinhardt

Patriot Gaming and Electronics 217 North Lindberg Street Griffith, Indiana 46319 Phone: (219) 922-6400 Toll: (866) 367-5666 Fax: (219) 922-6466 E-Mail: mkomorowski@patriotgaming.com Website: www.patriotgaming.com Contact: Mark Komorowski Patriot Gaming & Electronics buys and sells used slot machines and electronics to the gaming industry.  Patriot distributes new and used parts for the gaming industry globally (i.e. JCM, TransAct, Ceronix, Logical Devices, Gamesman, 3M).  Patriot’s product line includes seating, tito tickets, metal fabrication, and security products.

Shuffle Master Inc. Represented by Pacific Evergreen Ind ltd. 1480-14th Street West Vancouver, BC V7T 2S3 Phone: (604) 926-5564 Phone 2: (604) 603-3486 Toll: (800) 563-9280 Fax: (604) 926-7521 E-Mail: maurits@yourcasinosupplier.com Contact: Maurits/Frances Vander Cruyssen Shuffle Master, Inc. specializes in providing its casino customers with improved profitability, productivity and security, as well as popular and cutting-edge gaming entertainment content, through products in the following categories: Utility Products which includes automatic card shufflers, roulette chip sorters and intelligent table system modules, Proprietary Table Games which include live table games and side bets, and Electronic Table Systems which include electronic multi-player table game platforms.

Gaming Equipment & Supplies

Canadian Gaming Service Ltd.

G u i d e

Canadian Gaming Business  |  37


Gaming Equipment & Supplies

Video King/VKGS LLC 2717 North 118th Circle, Suite 210 Omaha, Nebraska 68164 Phone: (402) 951-2970 Phone 2: Help Desk: (888) 246-4609 Toll: (800) 635-9912 Fax: (402) 951-2990 E-Mail: edwornicki@vkge.com Website: www.videokingnetwork.com Contact: Ed Dwornicki, Director of Sales

Locks & Locking Systems

Wylie Metals

Medeco of Canada

Worldwide Gaming Inc. 640 Hamel Road Hamel, Illinois 55340 Phone: (763) 253-0230 Toll: (866) 679- 4761 Fax: (763) 253-0232 E-Mail: info@worldwide-gaming.com Website: www.worldwide-gaming.com Contact: Bradley Hansen We buy and sell a wide selection of used slot machines! Available in slant-top, upright and bar drop-in. We carry major slot machine brands such as IGT, CDS, Williams, Aristocrat, Atronic and Bally Slot Machines. Along with our slot machine inventory we carry a wide selection of slot stands, chairs, parts and slot machine glass. We also do slot machine repairs!

38  |  December 2008/January 2009

Railing & Queuing

141 Dearborn Place Waterloo, ON N2J 4N5 Phone: (519) 888-7000 Toll: (888) 633-3264 Website: www.medeco.com Contact: Alan Heaney Medeco is the leading manufacturer of high security lock cylinders and locking systems for institutional, commercial and industrial applications. We provide mechanical locking products and system design expertise, as well as a variety of electromechanical locking solutions for all applications in the gaming industry. Celebrating forty years of knowledge and industry know how, we are your lock experts.

Canadian Gaming Service Ltd. 385 Frenette Avenue Moncton, NB E1H 3S5 Phone: (506) 856-9222 Phone 2: (506) 856-9220 Toll: (877) 332-3034 Fax: (506) 856-9220 E-Mail: sales@canadiangamingservice.com Website: www.canadiangamingservice.com Contact: Perry Colpitts Established in 2000, Canadian Gaming Service has been supplying the Global Gaming Industry with brand name products and services. From the development of our new slot machine, RAZAR “Pure Entertainment”, being a certified JCM parts and service depot, our exclusive line of AEP slot bases, Elite illuminated poster frames and an extensive line of game parts, we have it all. Look us up on-line and contact our friendly and knowledgeable staff by e-mail or by phone. Canadian Gaming Service, where we earn your business everyday.

1190 Fewster Drive Mississauga, ON L4W 1A1 Phone: (905) 238-1619 E-Mail: info@wyliemetals.com Website: www.wyliemetals.com Contact: Mike Wylie Wylie Metals has developed standard and custom designs for railing, partitioning, queuing, wall art, redemption cages, custom grills, column covers and more for over 25 years. We work with all metals and finishes and provide everything from the top rail to the glass, laser cut panels or perforated metal.

Roulette

3rd Rock Gaming 6683 Rue Jean-Talon Est, Suite 208 Saint-Léonard, QC H1S 0A5 Phone: (517) 321-8434 Phone 2: (585) 298-7299 Fax: (517) 321-8435 E-Mail: sales@3rdrockgaming.com Website: www.3rdrockgaming.com Contact: Shannon Larsen 3rd Rock Gaming is a world-class developer of gaming solutions. We provide bingo halls and casino gaming locations worldwide with complete hall management systems with players club and rewards, portable electronic gaming units, 75#, 80#, and 90# games, and linked jackpot solutions. Our experienced consultants can also help you with location planning and design as well as ROI analysis.

Seating

Gary Platt Manufacturing 4643 Aircenter Crescent Reno, Nevada 89502 Phone: (775) 824-0999 Toll: (800) 969-0999 Fax: (775) 824-0998 E-Mail: byabroff@garyplatt.com Website: www.garyplatt.com Contact: Bob Yabroff


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Regency Gaming Industries

Since 1946 Accro Furniture Industries 305 Mckay Avenue Winnipeg, MB R2G 0N5 Phone: (204) 654-1114 Fax: (204) 654-2792 E-Mail: info@accro-acmechrome.com Contact: Terry Clarke As a Canadian manufacturer of premium quality metal furniture since 1946, ACCRO FURNITURE INDUSTRIES has specialized in the design and production of comfortable, durable commercial seating for use in lounge, banquet, slot, poker, table games, and bingo applications. Our standard and customized models provide functional and dependable service in busy casino and gaming environments.

307 Jessop Avenue Saskatoon, SK S7N 1Y5 Phone: (306) 652-4746 Fax: (306) 652-3648 E-Mail: moberry@regencygaming.com Website: www.regencygaming.com Contact: Maurice Berry Regency Gaming Industries manufactures and distributes a complete line of tables, chairs, accessories, layouts, as well as specially designed customer specific items. With our experience in the casino industry and dedication to excellence, we are confident that we can successfully meet your gaming product needs.

Signage

Canadian Gaming Service Ltd. Canadian Gaming Service Ltd. 385 Frenette Avenue Moncton, NB E1H 3S5 Phone: (506) 856-9222 Phone 2: (506) 856-9220 Toll: (877) 332-3034 Fax: (506) 856-9220 E-Mail: sales@canadiangamingservice.com Website: www.canadiangamingservice.com Contact: Perry Colpitts Established in 2000, Canadian Gaming Service has been supplying the Global Gaming Industry with brand name products and services. From the development of our new slot machine, RAZAR “Pure Entertainment”, being a certified JCM parts and service depot, our exclusive line of AEP slot bases, Elite illuminated poster frames and an extensive line of game parts, we have it all. Look us up on-line and contact our friendly and knowledgeable staff by e-mail or by phone. Canadian Gaming Service, where we earn your business everyday.

385 Frenette Avenue Moncton, NB E1H 3S5 Phone: (506) 856-9222 Phone 2: (506) 856-9220 Toll: (877) 332-3034 Fax: (506) 856-9220 E-Mail: sales@canadiangamingservice.com Website: www.canadiangamingservice.com Contact: Perry Colpitts Established in 2000, Canadian Gaming Service has been supplying the Global Gaming Industry with brand name products and services. From the development of our new slot machine, RAZAR “Pure Entertainment”, being a certified JCM parts and service depot, our exclusive line of AEP slot bases, Elite illuminated poster frames and an extensive line of game parts, we have it all. Look us up on-line and contact our friendly and knowledgeable staff by e-mail or by phone. Canadian Gaming Service, where we earn your business everyday.

Carmanah Signs Inc. 6025 12th Street, Suite 5 Calgary, AB T2H 2K1 Phone: (403) 252-6047 Toll: (800) 665-3749 E-Mail: info@casinosigns.net Website: casinosigns.net Carmanah Signs provides custom indoor signage to the Gaming Industry. Our award-winning LED edge-lit signs are found in over 500 casinos, hotels and cruise ships worldwide. Table Limit signs, LCD Table Limit signs, Slot Denomination signs, Way finding/Architectural signs, EvenLit™ LED Light Panels. See casinosigns.net or call 800-665-3749

Imprint Plus 21320 Gordon Way, Unit 260 Richmond, BC V6W 1J8 Phone: (604) 278-7147 ext 358 Toll: (800) 563-2464 Fax: (604) 278-7149 E-Mail: chuck.beebe@imprintplus.com Website: www.imprintplus.com Contact: Chuck Beebe Imprint Plus® is a designer and manufacturer of reusable name badges, signage and accessories for the Gaming, Hospitality and many other industries located in Richmond, B.C. Our proprietary Name Print Graphics System® software allows the flexibility to create on-site; personalized name badges and signage, including adding graphics, pictures and logos, using only a computer and office printer.

Gaming Equipment & Supplies

Seating Furniture

Steel Art Signs Corp. 37 Esna Park Drive Markham, ON L3R 1C9 Phone: (905) 474-1678 Ext. 200 Toll: (800) 771-6971 E-Mail: thrivnak@steelart.com Website: www.steelart.com Contact: Tom Hrivnak, President

Canadian Gaming Business  |  39


Gaming Equipment & Supplies

Young Electric Sign Company 5119 South Cameron Street Las Vegas, Nevada 89118 Phone: (702) 876-8080 Toll: (800)-399-3726 E-Mail: critto@yesco.com Website: www.yesco.com Contact: Rene Merritt, Rick Juleen, Catherine Ritto

Slots

Bally Technologies, Inc. 6601 South Bermuda Road Las Vegas, Nevada 89119 Phone: (702) 584-7700 Fax: (702) 584-7792 E-Mail: lolson-reyes@ballytech.com Website: www.ballytech.com Contact: Laura Olson-Reyes, Director of Corporate Communications

40  |  December 2008/January 2009

Canadian Gaming Service Ltd. Bingo Gaming Technologies Inc. 403 Energy Square, 10109-106th Street Edmonton, AB T5J 3L7 Phone: (780) 944-8033 E-Mail: bingopro@telus.net Contact: Jeffrey S. Paches A Canadian manufacturer of interactive Bingo themed slot machines and Bingo Gaming Terminals (BGTs™). Units are SAS compliant, GLI approved, and employ TITO, PGIC player tracking, and progressive jackpots. These bingo themed slot and BGTs are unique, easy to play and provide players extreme value for their play. Reliable, very configurable and easily affordable. Demonstrations available on request. Bingopro@telus.net

385 Frenette Avenue Moncton, NB E1H 3S5 Phone: (506) 856-9222 Phone 2: (506) 856-9220 Toll: (877) 332-3034 Fax: (506) 856-9220 E-Mail: sales@canadiangamingservice.com Website: www.canadiangamingservice.com Contact: Perry Colpitts Established in 2000, Canadian Gaming Service has been supplying the Global Gaming Industry with brand name products and services. From the development of our new slot machine, RAZAR “Pure Entertainment”, being a certified JCM parts and service depot, our exclusive line of AEP slot bases, Elite illuminated poster frames and an extensive line of game parts, we have it all. Look us up on-line and contact our friendly and knowledgeable staff by e-mail or by phone. Canadian Gaming Service, where we earn your business everyday.


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G u i d e TOTALUP

Video Gaming Technologies, Inc. (VGT) IGT Canada 55 Henri Dunant Street Moncton, NB E1E 1E4 Phone: (506) 858-8049 Fax: (506) 858-5865 Website: www.igt.com

Konami Gaming, Inc. 585 Trade Center Drive Las Vegas, Nevada 89119 Phone: (709) 616-1400 Toll: (866) 544-4636 Fax: (702) 952-1541 E-Mail: sales@konamigaming.com Website: www.konamigaming.com Contact: Leah Steinhardt

4343 South 118th E. Avenue, Suite D Tulsa, Oklahoma 74146 Phone: (918) 384-1600 E-Mail: sales@vgt.net Website: www.vgt.net Contact: Jim Nulph Video Gaming Technologies, (VGT), is a leading manufacturer of games for Class II and emerging gaming markets including Live-Call Bingo™ the top-earning, bingo based Class II gaming platform for Native American casinos. VGT’s gaming platforms are known for their reliability, service and un-matched player appeal. Driven by innovation, VGT’s accomplishments continue to set the standard in the competitive Class II and Skill-based markets. Working closely with our Native American and emerging market partners, VGT has created exciting game titles that generate intense customer loyalty and record-setting gaming revenues.

190 Don Park Road, Unit 11F16 Markham, ON L3R 2V8 Phone: (905) 470-7811 Phone 2: (905) 886-2204 Fax: (905) 886-5351 E-Mail: raphael.mourad@rogers.com Contact: Rapheal Mourad TOTALUP develops, designs and manufactures player activated games for casinos. Each game has a Random Output Generator, operated in turn by players by pressing a button at each station on the rail. TOTALUP offers side bets for Pai Gow, a bonus and parlay bets for the Big Six, and an Outcome Display Sign for the Sic Bo and Big Six games. TOTALUP provides service to all the table games and to all its products. TOTALUP has also introduced 2 new card games, STEP POKER and BLACKJACK.

Tito Printers

FutureLogic, Inc.

Techlink Entertainment 480 Kings Road Sydney, NS B1S 1A8 Phone: (902) 562-6031 Fax: (902) 562-9882 E-Mail: scoyle@techlinkentertainment.com Website: www.techlinkentertainment.com Contact: Sean Coyle Techlink has been in operation for more than a decade and is recognized internationally for its ground-breaking work in developing a responsible gaming solution that is proven to provide players with the information and tools they need to play responsibly. Techlink has two core product lines: the Gameplan System (a responsible gaming solution) and the Performer (an electronic gaming machine).

Worldwide Gaming Inc. 640 Hamel Road Hamel, Illinois 55340 Phone: (763) 253-0230 Toll: (866) 679- 4761 Fax: (763) 253-0232 E-Mail: info@worldwide-gaming.com Website: www.worldwide-gaming.com Contact: Bradley Hansen We buy and sell a wide selection of used slot machines. Available in slant-top, upright and bar drop-in. We carry major slot machine brands such as IGT, CDS, Williams, Aristocrat, Atronic and Bally Slot Machines. Along with our slot machine inventory we carry a wide selection of slot stands, chairs, parts and slot machine glass. We also do slot machine repairs!

425 East Colorado Street, Suite 100 Glendale, California 91205 Phone: (440) 331-9582 Phone 2: (440) 292-6165 Fax: (440) 331-9585 E-Mail: steve.zbin@futurelogic-inc.com Website: www.futurelogic-inc.com Contact: Steve Zbin FutureLogic Inc. has shipped over one million gaming printers. This includes the PSA-66-ST (the very first TITO printer shipped in 1999), GEN2, and GEN2 Universal. FutureLogic printers are approved and specified by more than 40 EGMs and have won 10 industry awards in the past five years, holding the distinction of the industry's most decorated gaming printer.

Gaming Equipment & Supplies

Table Games

Canadian Gaming Business  |  41


13 th Annual

Canadian Gaming Summit Where the Canadian Gaming Industry Meets

Planning is well underway for the 13th annual Canadian Gaming Summit, which will be held in Windsor, Ontario from April 28-30, 2009. The Canadian Gaming Summit remains as Canada’s ONLY Gaming Conference and Exhibition. This annual event brings together delegates, educators and suppliers from all gaming sectors, disciplines and regions within Canada and from around the world. The 2009 Summit will be held at the newly renovated Caesars Windsor. Overlooking the riverfront trails of the Windsor waterfront and the Detroit Cosmopolitan skyline, Caesars Windsor defines modern luxury in the midst of timeless elegance. With beautifully appointed hotel towers and over 100,000 square feet of state-of-theart convention space, Caesars Windsor is the largest, most indulgent casino resort in all of Canada. The Canadian Gaming Association and MediaEdge Communications (co-owners of the Summit) are extremely excited about a number of enhancements and new additions that will make 2009 the biggest and best Summit ever. Since acquiring the Summit in 2006, we have endeavored to substantially increase the variety and enhance the quality of the information and education components of the event, with the particular focus on how gaming is conducted in Canada and how developments from around the world will impact gaming in Canada. This has been done so as to make the Summit the leading provider of information and education to the Canadian gaming community. Our intention is that the Summit be viewed as a unique and must attend event to assist in the development of staff across all departments and levels, as well as being the only national industry networking event. We have developed our deepest conference program to date, designed to provide attendees with excellent educational benefits. With over 70 scheduled sessions, the 2009 Summit will offer all delegates an unparalleled learning experience. Working with our Program Advisory Committees, we are preparing an excellent series of new conference tracks including - Food & Beverage, Marketing & Entertainment, Communications & Public Relations, Facility Operations (non-gaming), First Nations Gaming and iGaming. We have also enhanced the tracks from previous Summits that include – Legal & Regulatory, Charitable Gaming, Standardbred Wagering, Human Resources, Slots, Table Games, and Security & Surveillance. The conference programming that has been developed for 2009 42  |  December 2008/January 2009

appeals to an even wider range of gaming professional and we feel strongly that our program eclipses that of any existing gaming event in the world. The Canadian Gaming Summit’s Exhibition will display all of the industry’s newest and hottest products and services. The Exhibition delivers face-to-face interaction between suppliers and senior-level decision makers who are directly involved in purchasing gamingrelated products and services. Exhibition space is already over 75% sold out and a few excellent booth positions are still available. For details on exhibiting at the Summit, or for information on outstanding sponsorship opportunities, please contact Philip Soltys at 416-512-8186 ext. 246 or philips@mediaedge.ca. In addition to the Summit’s education program and exhibition, there will be some fantastic networking opportunities in store for delegates. The Canadian Gaming Summit Golf Classic and the Summit’s Opening Reception will get things started on Tuesday, April 28. Teeing off in the morning, The Golf Classic will be held at the nearby Ambassador Golf Club and offers a fun-filled day for golfers of all levels. The day’s activities will include 18 holes of golf with cart, breakfast, lunch, beverages, an awards reception and round trip transportation. Golfers will return from the course in plenty of time to join their colleagues at the evening’s Opening Reception. The closing event of the Summit, the Awards Reception and Charity Gala has, since its inception 13 years ago, honored achievements in industry leadership. Again for 2009, the event will benefit a designated charity. Join your industry colleagues for an evening of fun, fine food, drink and entertainment – while at the same time supporting a worthy cause. We have also developed a delegate discounting package that rewards organizations that send larger numbers of staff. We encourage you to contact us directly regarding any questions you may have. We look forward to providing you with relevant details regarding conference programming or group discounts and packaging. Please contact Chris Torry, Summit Operations Manager at 416-512-8186 ext. 280 or christ@mediaedge.ca with any questions. Please visit www.canadiangamingsummit.com. The site will regularly be updated as the programming develops. We look forward to seeing you in Windsor for what promises to be the most exciting Canadian Gaming Summit ever!


Submit your nominations for the

Annual Canadian Gaming Industry Awards The Canadian Gaming Industry Awards are co-sponsored by the Canadian Gaming Association and the International Masters of Gaming Law.

DEADLINE FOR NOMINATIONS: March 20, 2009

The award winners will be recognized at the 2009 Canadian Gaming Summit Awards Reception & Charity Gala which will be held at Caesars Windsor on April 30, 2009. Two award categories have been developed:

Industry Leadership and Outstanding Contribution

Up to three awards are presented annually for long term Industry Leadership and Outstanding Contribution. Nominees will have been in the Canadian gaming industry for a numbers of years - either with a single or many organizations and roles from any and all of the private, public, first nations and charitable sectors. These are people who have made a difference and significant contribution - from an operational, public policy, management, organizational, regulatory, legal, design, educational, entertainment, service, advisory or other aspect of the gaming industry.

Volunteerism and Community Service

The Canadian Gaming Industry is contributing to the betterment of communities across Canada and this award for Volunteerism and Community Service recognizes an individual(s), group or organization in the Canadian gaming industry which demonstrates outstanding commitment to their community. A long-time committed volunteer, promoting a worthy community cause or raising dollars for an important local project, are examples of efforts we want to recognize in the Canadian gaming industry.

All mail, fax and email nomination submissions should include the information as set out on the online submission form. Please include: 1. Name, title, company phone and email address of the nominee. 2. Your name, title, company, phone and email address in case a follow up is required. 3. Reason(s) why you should feel the nominee should be considered - this is especially important for Volunteerism and Community Service nominees as reasons and accomplishments may not be generally known to the selection committee members.

There are four ways to submit your nomination 1. Online www.canadiangamingsummit.com 2. Mail: Canadian Gaming Industry Awards 44 Victoria Street, Suite 300 Toronto, ON M5C 1Y2

3. Fax: (416) 304-7805 Attention - Canadian Gaming Industry Awards 4. Email: info@canadiangaming.ca Attention - Canadian Gaming Industry Awards



Canadian Gaming Business January 2009