Gen3 Sales Cheat Sheet

Why is this document needed?

This is a working checklist for a sales manager. It does not replace basic documents, but helps quickly prepare for the meeting: what to say, what questions to ask, what objections to answer and what request metrics from the client.

Before use it is useful to read:

Short pitch

Gen3 helps casinos earn more on already operating gaming tables: more bonus bets, more player participation, stronger VIP interest and a large jackpot as an advertising figure for the hall. The product does this through a bonus bet, progressive jackpot, risk game after winning and a simple scenario for the dealer.

If there are 30 seconds:

The main task of Gen3 is to increase the flow of bonus bets and the profitability of gaming tables. Big progressive jackpot attracts attention, frequent small and medium events keep the player engaged, flexible bets make the mechanics interesting for VIPs, and settlement after the result and a simple interface the dealer is not slowing down the game at the table.

If you need to say it very briefly:

More bonus bets, more money at the tables, and a large jackpot as advertising for players.

Demo video for the first show

If the client needs to quickly show the product visually, you can use two videos:

Asian Games: YouTube or Yandex Disk.
Poker games and Blackjack: YouTube or Yandex Disk.

Important: This is a second generation video. It's already outdated. It can be shown as an example of a visual feed, player and dealer screens, but not as the final Gen3 demo. There will be a separate one for Gen3 video.

How to explain:

On the left is the player's screen, on the right is the dealer's working screen. The videos demonstrate not only the beautiful part for the player, but also the way the dealer enters bets, confirms events and leads game scenario.

What exactly are we selling?

We are not selling a single game or just a screen.

We sell gaming table system:

bonus bet on top of the main game;
shared progressive jackpot;
advertising screens with the current jackpot amount and animation;
bonus payments;
risk game after winning;
flexible range of bonus bets;
multicurrency;
a central server that manages many tables, jackpots, events and funds;
clear scenario of dealer workflow;
corrections of common errors on the table;
reports on bets, payouts, jackpot fund and minimum jackpot reserve fund;
visual presentation adapted to the casino hall and brand.

Main arguments

1. The product has already shown results

Early versions worked in real casinos. In one case after replacing another bonus system the number of bonus bets at the same tables increased by approximately 2-3 times, and casino profits increased mechanics has approximately doubled.

Formulation:

We do not disclose the client and details, but we have practical experience where the system replaced another bonus mechanics and gave a multiple increase in player activity.

Don't say:

We guarantee the same growth in any casino.

2. Players respond to big numbers and clear mechanics

The player first sees not mathematics, but a large jackpot, a beautiful picture, clear bonus events and feeling of chance. Mathematics is needed for this picture to be stable and regularly give the player events.

Formulation:

The jackpot attracts attention, and the frequency of events and the feeling of return keep the player engaged in the mechanics.

3. VIP does not need a symbolic bet

Many systems work with a small fixed bet. For a mass table it could be understandable, but for VIP and high-limit tables such a bet often does not make sense.

Formulation:

If a player places a main bet of thousands of dollars, the small fixed bonus bet is not looks serious. Gen3 can be configured for different table limits.

4. Gen3 is easier for the player and dealer

In Gen3, the separate bet on the Wheel of Fortune has been removed. the Wheel of Fortune is designed as a risk game after a win: the player already sees the amount and decides whether to take it, multiply or lose this specific win.

Also, the bet is settled after the round is completed. The player does not get the feeling that the bonus bet They took it away from him before the result.

5. Mistakes at the table should not turn into stoppages of play

A common problem: the dealer entered the wrong bonus bet amount, and then there was a win on this bet. In a weak system, an argument begins, a wait for a senior employee and a pause at the table.

Formulation:

Gen3 does not promise that there will be no errors. It provides a controlled remediation scenario so that the usual a working error did not break the game at the table.

Who to sell to and who influences the decision

It is important to separate the buyer and the internal influencer.

Usually only the owner, general manager, operational level can buy a system director or other senior management who is responsible for revenue, contracts and implementation.

The gaming table manager, pit boss and supervisor do not make a commercial decision to purchase such systems. These are not buyers, but influencing roles. But you need to talk to them: they can give access to to the right people, explain real pain at the tables, support the pilot or, conversely, create resistance to implementation.

The main general principle for any conversation:

Casinos are primarily interested in money. Gen3 gives a direct monetary effect through bonus bets, large jackpot and increased player participation. Table pace, ease for the dealer, bug fixes and fewer unnecessary escalations are also important, but as indirect monetary factors: the table is idle less, the dealer is less distracted, the players wait less, which means the table earns money longer and more calmly.

Owner/General Manager

What's important:

additional source of revenue;
advertising jackpot amount in the hall;
VIP and high-limit tables;
proven cases;
clear commercial model;
control of funds, payments and reserves.

What to say:

We are strengthening the existing gaming tables: adding bonus bets, a large jackpot and additional player activity without starting a new main game.

Questions:

What games provide the main revenue for the tables?
How important are Baccarat, Niu Niu and Tiger vs Dragon?
Is there a VIP area or high-limit tables?
Is there a bonus bet or progressive jackpot now?
How do you evaluate their effectiveness?
Which commercial model is closer to you: percentage of bonus bets, percentage of system income, flat fee per table or hybrid arrangement?

Gaming table manager

This is not the main buyer, but an influencing role. Through it you can understand the real operation of the tables and reach the people who make the decision.

What's important:

more bonus bets at the tables;
higher turnover and profitability of tables;
participation of VIP and high-limit players;
increased activity without slowing down the main game;
pace of the game;
simplicity for the dealer;
bug fixes;
fewer unnecessary escalations;
clear rules for payments and confirmations.

What to say:

The main point is more bonus bets and more money on already working tables. Gen3 adds a large jackpot, clear events and interest for the VIP, but at the same time it should not slow down the table: for the dealer a simple scenario remains, and typical errors can be corrected without stopping the game for a long time.

Questions:

Which tables give the most turnover?
On which tables could VIP players place a bonus bet?
Is there a current bonus bet and how many players are actually participating?
What dealer mistakes most often stop the game?
How are errors regarding bonus bets corrected now?
How many confirmations are needed for a common error?
What operations can the dealer do himself?

Pit boss/supervisor

This is not the system buyer. This role is operational: they understand the pace of play at the table, dealer mistakes, controversial situations and staff reactions.

What's important:

so that the table does not lose money due to pauses and confusion;
so that players continue to bet;
so that VIP situations pass calmly;
control without constant table stop;
clear confirmation roles;
controversial situations;
large payments.

What to say:

The fewer stops and less confusion at the table, the more time the table actually earns. Gen3 Helps keep bonus mechanics under control: regular actions stay close to the table and large payments and sensitive transactions are raised to the required level of responsibility.

Local partner

What's important:

the product must be easily explainable;
the transaction must have clear economics;
the product should really work for the players, and not rely only on relationships.

What to say:

The product has a clear commercial story: more bonus bets, a large jackpot, interest for VIPs and real cases where player activity increased after replacing another system.

First meeting scenario

1. Start with business, not functions

Don't start like this:

We have a risk game, fund settings, roles, confirmations and reports.

Better:

We help gaming tables earn more through bonus bet and shared jackpot. Players get more reasons to participate, the casino receives additional turnover and advertising jackpot amount in hall.

2. Find out the client’s situation

Ask:

What are your key games?
Are there Baccarat, Niu Niu, Tiger vs Dragon?
Are there VIP and high-limit tables?
Is there a current bonus system or jackpot?
Is the bonus bet fixed or flexible?
Do VIPs participate?
What irritates players or dealers now?
What data on bets and payouts are you willing to look at during the pilot?

3. Give a hypothesis

Example:

If your Baccarat and VIP are strong and your current bonus bet is small or fixed, there is a chance increase player participation through a flexible betting range and a larger shared jackpot.

4. Show mechanics with an example

Example:

The player makes the main bet.
Nearby makes a bonus bet.
The shared jackpot is visible on the screen.
After the result, the system determines a bonus event.
If there is a win, the player can withdraw the amount or play a risk game.

5. Finish as a pilot

Formulation:

It would be more correct to discuss not a promise in words, but a pilot with clear metrics: the number of bonus bets, total bet volume, VIP participation, payouts, event frequency, dealer performance and player reactions.

The pilot can be offered as a test operation for a limited time, for example for 1-2 months and for limited number of tables. The goal of the pilot is not to “put on a demo”, but to test the players’ behavior on the client's real site.

Possible pilot conditions:

no supplier remuneration for the duration of the test: the casino does not pay us a percentage or fixed pilot period fee;
with deferred supplier remuneration: if after the pilot the casino signs an agreement, the pilot the period is taken into account in the commercial model;
with a minimum payment only for equipment, installation or support, if these costs exist.

The main thing is to agree on success criteria in advance. Otherwise, after the pilot, the conversation may become blurry: “It seems good, but let’s think about it some more.”

Correct wording:

We can give a pilot to a limited number of tables. If the system does not show an increase in player participation, you don't make long-term commitments. If the metrics are confirmed, we move on to production commercial model.

Replies to objections

"We already have a jackpot"

That's good. The question is not only whether there is a jackpot, but how many players actually make bonus bet, whether VIPs are participating, whether the bet corresponds to the table limits and whether the mechanics interfere dealer.

"Players don't like bonus bets"

Players don't like weird or overly tight bonus bets. Clear bonus bet with large jackpot, regular events and a normal feeling of return may work differently.

"Let's reduce the return to the player"

If the payoff is too low, players quickly stop participating. The casino often earns more not through the maximum retention from one bet, but through a larger volume of repeated bets.

"How to adjust the return after launch?"

The best approach is not to start with the overly tight settings right away. At the start, mechanics can be more generous so that players saw the events, felt the return and got used to the bonus bet. When did participation become stable, the return can be carefully optimized for the casino’s profit, without breaking the players’ interest and frequency of events.

"This can be copied"

You can copy the screen and buttons. It is more difficult to repeat the frequency of events, the balance of small and large winnings, a feeling of return, VIP interest in the bonus bet and a convenient scenario for the dealer.

What to add if the client talks about internal development:

There have already been attempts to copy such systems. In one real case, the team already had a starting system, and for about six months they tried to bring it to the level of our mechanics. Get external resemblance it’s possible, but after the replacement, player activity dropped to about 20% of the previous level. Besides time the casino assumes the risk of errors in mathematics, payouts and dealer scripts. In such products a mistake can cost not only money, but also the trust of players.

"Dealers can't handle it"

Gen3 is made simpler than previous versions: fewer unnecessary actions, a risk game instead of a separate one bets on the Wheel of Fortune and controlled corrections of common errors.

"Why is the bet settled after the round?"

In a normal game, the bet lies on the cloth until the result. When the bonus bet is taken in advance, the player may feel that the money has already been lost. Gen3 fixes the bet, but the final settlement does after the result.

If you need to explain through the market:

In publicly described electronic progressive systems, the bonus bet is usually made before round, and in many sensor systems the progressive bet chips are physically removed from the table even before distribution. We are not saying that all systems are structured this way, but this is a typical public model. Gen3 is designed more softly for the player: participation is fixed, and calculation occurs after the result.

"Are bet sensors necessary?"

At the first stage it is possible to start without sensors. This is faster and quieter for the casino: the tables do not need to be deeply reworked, and the dealer works through the interface. A conventional sensor records the fact of a bet in the zone, but does not count the amount and denominations of chips. Sensor support can be planned as future development.

"Who contributes the initial jackpot amount?"

The initial jackpot amount is reserved by the casino because it is the casino's money and its obligation in front of the players. You can start with a reasonable amount, such as $20,000, and let the jackpot grow due to bonus bets.

If the client is afraid that the jackpot will be won immediately:

If you start with a reasonable amount, for example $20,000, the full jackpot withdrawal is unlikely at the beginning: for this to happen a very rare combination must happen, the player must participate in the bonus bet and the bet must be eligible for the maximum share of the jackpot. Partial payment at the start is not a disaster. On the contrary, it can be a good promotional event: players see that the jackpot is real, and the casino can use the winnings in communications and on screens.

What to add:

Winning a progressive jackpot isn't just about the payout. This is a PR event for the casino. If the casino knows how to work with such events, a large payout can attract attention to the tables and enhance flow of players.

Metrics for the pilot

Before the pilot request:

number of tables for games;
table limits;
average load;
current bonus bet or jackpot, if any;
total volume of bonus bets;
average bonus bet;
VIP participation;
number of jackpot payouts;
current starting jackpot amount;
rules for replenishing the jackpot;
number of typical dealer errors;
current reporting structure.

During the pilot watch:

number of bonus bets;
total volume of bonus bets;
average bonus bet;
share of players’ participation;
VIP participation;
frequency of small, medium and large winnings;
participation in a risk game;
replenishment of the jackpot fund and the minimum jackpot reserve fund;
casino profit based on mechanics;
time of dealer's actions;
number of corrections;
complaints or positive reactions from players;
deviations of the frequency of events from the expected values.

Before the start of the pilot, it is necessary to separately record what is considered success. For example:

the number of bonus bets has increased relative to the current system or base period;
the total volume of bonus bets has increased;
VIP players began to participate in the bonus bet;
the dealer scenario does not slow down the game at the table;
players understand the bonus bet, jackpot and risk game without long explanations;
the casino sees sufficient profit or clear growth potential after setting up the mathematics.

If the commercial model is built as a percentage of system revenue, it is especially important to look beyond on the final profit, but also on the structure of events: bets, payouts, rare combinations and statistical anomalies.

Commercial models

The commercial model is not just about “how much interest to take.” In a casino, it is important to immediately separate:

what the casino pays the supplier for;
who pays for the equipment;
who bears the costs of installation and support;
how bets, payouts and profits are calculated;
what happens on the pilot;
how the honesty of statistics is checked.

Percentage from bonus bets

Meaning:

The supplier receives an agreed percentage of the turnover of bonus bets.

Example: If players made $100,000 in bonus bets in a month, and the provider's rate is 5%, then the supplier's remuneration is calculated from this $100,000.

When it's convenient:

the casino does not want a large fixed fee;
the supplier is ready to earn money along with an increase in the volume of bets;
both sides want a simple calculation base.

Risk:

The casino may say: “We pay a percentage of turnover, even if there were large payments this month.” Therefore, in negotiations it is necessary to explain that the percentage of turnover is easier to calculate, but it is not always takes into account short-term fluctuations in payments.

Percentage of system income

Meaning:

The supplier receives a percentage not from all bonus bets, but from the result of the system after payments.

Conditionally:

System income = bonus bets - payouts to players - replenishment of mandatory funds, if so agreed in the contract.

When it's convenient:

the casino wants to pay only from the actual result;
the client is afraid of fixed costs;
you need to gently enter the new casino.

A separate important scenario: Theoretically, an unscrupulous party could try to reduce the estimated income of the system through artificial big wins. For example, large payments appear in the reporting, which sharply reduce monthly income, and hence the supplier’s remuneration. In words it might look like this is an ordinary bad streak for the casino, but in the bonus system such situations are checked statistically.

Why is it tracked:

each winning combination has a calculated frequency;
each event is associated with a table, time, box, bet, dealer and confirming actions;
large payouts should not be regularly concentrated on one table, shift, dealer, box or within a narrow period of time for no clear reason;
if rare combinations occur noticeably more often than expected, this can be seen at a distance;
if the size of payments, the frequency of events and the volume of bets do not add up to a normal picture, this is a reason to examine the situation separately.

This should not be presented as a threat to the casino, but as a normal integrity control. Such statistics protect both sides: the casino sees possible fraud of staff or players, and the supplier sees that the system's income is not reset by artificial events. How statistics get to the supplier:

The system is protected by a HASP hardware key. Without a valid license, the system does not work. The license is renewed periodically: the casino generates a renewal request, sends it to the supplier, the provider verifies the data and issues a new renewal key.

The renewal request includes the working statistics of the system: bets, payments, events, funds and others data needed to calculate the commercial model and monitor anomalies. Therefore, statistics do not depend on manual casino report and is not a matter of verbal trust. It is built into operation: the casino works with the system, generates a request to renew the license, and the supplier sees the necessary data to check calculations.

If payments or agreed renewals do not occur on time, the license will not be renewed and the system is blocked. This needs to be explained carefully: not as pressure on the client, but as normal protection of the product, settlements and commercial arrangements.

Important for a sales manager:

A percentage of the system’s income is possible because the necessary statistics still go to the supplier through the license renewal process. We look not only at the final profit, but also at the structure of events: bets, payouts, frequency of combinations, funds and anomalies. This protects the casino from fraud at the tables, and the supplier - from an artificial reduction in estimated income.

Fixed fee per table

Meaning:

The casino pays a fixed amount for each connected table per month or for another agreed upon period.

Example:

The casino connects 10 tables and pays a fixed amount for each table, no matter how many bonus bets have been made.

When it's convenient:

casinos like predictable expenses;
in a country or a specific casino it is easier to make a fixed payment;
the supplier does not want to argue about the structure of bets and payments.

Risk:

For weak tables, a fix may seem expensive. For strong tables, fixing may not be profitable to the supplier, because the increase in turnover remains with the casino. Therefore, a fixed model is better tied to the number of tables, limits and expected activity.

Hybrid model

Meaning:

Part of the payment is fixed, part depends on the result or turnover of bonus bets.

Example:

a small fix covers support and operation;
a percentage of bonus bets or income gives the supplier participation in growth.

When it's convenient:

it is necessary to reduce the risk of both parties;
the casino has doubts before the start;
the supplier bears part of the costs of equipment and implementation;
the parties want to maintain motivation to increase bet volume.

Equipment

Equipment should be discussed separately from percentage or flat fees.

We usually purchase and supply equipment:

dealer screen;
player screen or integration with an existing screen;
mini-PC at the table;
server part;
network and auxiliary equipment, if needed;
design elements for the bonus area on the cloth, if included in the delivery.

But this is a subject of negotiations. Various schemes are possible:

we buy equipment and gradually pay for it from our share in the system;
equipment is purchased by a casino if it wants to control the model, appearance, supplier or compliance with the interior;
the casino already has some of the equipment, and we use existing screens, stands or infrastructure;
the casino pays only the direct costs of installation, installation, fabric, support or delivery;
the pilot equipment can be provided temporarily, and after a successful test the conditions are fixed in the contract.

What is important to tell the client:

We are flexible in terms of equipment. Usually we can supply the kit ourselves, but if the casino already has suitable screens or its own interior requirements, this can be agreed upon. The main thing is in advance understand who pays for the equipment, how it pays for itself, and what remains with the casino after the pilot.

Support and Maintenance

Separately, you need to agree:

who maintains the gaming table equipment;
who is responsible for replacing mini-PCs, screens and peripherals;
how remote access is organized;
who pays for the specialist’s visit;
Is support included in the percentage/fix or paid separately. This is an important issue for the casino: it must understand not only the launch price, but also the cost of normal operation.

To enter a new casino, you can use a pilot with delayed monetization:

during the pilot, the casino does not pay us a percentage or a fixed fee for using the system;
or the supplier’s remuneration for the pilot period is accrued only if the casino after the test signs the contract;
or the casino covers only the direct costs of equipment, installation and support.

This scheme reduces the client’s concern: the casino checks the product on its tables and makes a decision on actual metrics, not promises.

Formulation:

A commercial model can be assembled for a specific casino: percentage of bonus bets, percentage of system income, fixed fee per table, hybrid scheme or pilot with deferred payment. It is necessary to separately coordinate equipment, installation and support.

How to use private cases

You can say:

Early versions of the system already worked in real casinos and produced serious commercial results. In one case, it was about $15 million in additional effect for the casino.

You can say:

In another case, after replacing the system with a seemingly similar alternative, player activity dropped approximately 5 times, up to 20% of the previous level.

Don't say:

We guarantee you the same numbers.

Correct framing:

We do not disclose client details, but these cases show the main thing: bonus mechanics affect real behavior of players. It cannot be judged by its screen and list of functions alone.

What a sales manager should be able to do

The sales manager must confidently explain:

how does the bonus bet differ from the main bet?
why does a casino need a large shared jackpot?
why a small fixed bet is weak for VIP;
why a high return to the player can be commercially stronger than overly tight math;
why Gen3 removed a separate bet on the Wheel of Fortune;
why the settlement after the result is better perceived by the player;
why Tiger vs Dragon is a separate advantage;
what metrics are needed for the pilot;
what commercial models are possible.

Final formula

Gen3 - bonus-jackpot system for gaming tables. It adds interest to the players, the casino - additional turnover and advertising jackpot, and the dealer has a clear work scenario without unnecessary complexity.