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Oklahoma State University
Center for Executive and Professional Development

Spears School of Business at Oklahoma State University

Building Business Acumen for Gaming

Check back for more information on the 2021 Building Business Acumen for Gaming

Gaming Business Acumen

February 10-13, 2020

Hard Rock Hotel & Casino Tulsa

  • Concurrent Sessions - Choice of Topics: 
    • Decision Making Using Data Analytic
    • Crisis Management
  • Strategy and Tactics via Business Simulation: Bringing It All Together

A Certificate will be awarded following completion of up to 27 hours of instruction offered in this program. These sessions can also be counted toward the Certificate in Gaming Management offered by the University of Nevada, Reno.

Who Should Attend

Key directors, managers, and supervisors involved in the productivity and profitability of a property which may include crisis management (media communications to development of policies), data analysis of areas, oversight of projects and strategic planning.


Gaming Business Acumen

View Brochure

For more information:



CEPD logo

University of Nevada, Reno, Gaming Management logo


Monday, February 10

Time Event
1:00 p.m. - 5:00 p.m.

VIP Player Development

Presented by: Nick Ippolito, Casino Player Development & Casino Host Sales Training

Tuesday, February 11

Time Event

8:30 a.m. – 11:45 a.m.

Data Analytics in the Gaming Industry

Presented by: Goutam Chakraborty/Ramesh Sharda

11:45 a.m. - 1:00 p.m.


1:00 - 5:00 p.m. Data Analytics in the Gaming Industry (Continued)

Wednesday, February 12

Time Event
8:30 a.m. - 12:30 p.m.

Data Analytics in the Gaming Industry

(Continuation from Tuesday)

12:30 - 1:30 p.m. Lunch
1:30 - 6:00 p.m.

Strategy and Tactics via Business Simulation: Bringing it all Together

Presented by: Goutam Chakraborty

Thursday, February 13

Time Event

8:30 a.m. – 11:45 a.m.

Strategy and Tactics via Business Simulation (Continuation from Wednesday)

11:45 a.m. - 1:00 p.m.

1:00 -6:00 p.m. Strategy and Tactics via Business Simulation (Continued)
6:00 - 7:30 p.m. Reception and Certificate Presentation

VIP Player Development

Presented by: Nick Ippolito, Casino Host Sales Trainer & Casino Player Development Coach, Las Vegas, NV

Nick Ippolito will explain and define exactly how to execute Casino Player Development and what the title of Casino Hosts truly means. Despite the challenges and obstacles casino hosts face, focusing on driving incremental revenue, finding new players and finding potential players is essential to a successful casino player development program. Managing and utilizing the casino data base properly is key and an advantage that casinos will find necessary to succeed. Nick will walk you through the steps to mastering the telephone and making efficient and productive outgoing calls. Telesales in Casino Player Development is the number one tool to reactivating inactive guests and acquisition new guests. This professional development training is customer VIP service oriented. It suggests many ways to deliver the VIP experience to the casino guest. And lastly pin pointing and drilling down on a casino hosts interdepartmental skill can yield amazing results.

  • Driving incremental revenue
  • The key to effective voicemails, texts and emails
  • Mining the database
  • Time management; the job in percentages
  • The intent of the cold call
  • Understanding Theoretical
  • Interdepartmental Skills
  • Being a successful casino host manager


Data Analytics in the Gaming Industry

Presented by: Dr. Ramesh Sharda and Dr. Goutam Chakraborty, Spears School of Business, OSU

Plan to attend this hands-on workshop that will have you work with data which you can put to use when you return to your own casino business. Casino business intelligence and analytics applications are key issues for driving business KPIs such as customer retention, top-line revenue, bottom line profit and so on. Analysis of your historical data can help you answer questions such as… how do you segment a market? Which is the best segment to target for more revenues? How do you make a financial forecast based on in-house data? How do you measure a lifetime value of a guest/player? Which guests have more propensity to buy additional services/products? The ability to sift through data and generate insights by answering questions such as above can be used for advertising/marketing campaigns or better process management which in turn can drive the business KPIs.

What you will learn:

  • Demonstrate: basic sales revenue forecasting based on historical data
    • Short-term—weekly, monthly, quarterly
    • Long-term—annual forecast
    • Comparison of properties
  • Segmentation—utilizing data

  • Lifetime value strategy of guests—frequency, recency

  • Predictive model—guests/players attending property

  • How do I test player behavior date

Strategic Business Management via Business Simulation

Presented by: Dr. Goutam Chakraborty, Spears School of Business, OSU

Decision making and teamwork are essential leadership skills. The simulation will broaden your understanding of target market selection and positioning of brands in that market, value creation in product design, cash flow planning, profitability analysis, and strategic planning and management. The overall experience will stimulate you to consider the effects of your decisions on the organization. A spirit of team dynamics, competition and integration of concepts learned are skills you can take back with you and apply immediately to your organizational setting.

Goutam Chakraborty

Goutam Chakraborty, Ph.D., is the Director of MS in Business Analytics and Data Science*, holds the SAS® Professorship in Marketing Analytics, and Professor of Marketing at Oklahoma State University. He has held managerial positions with a subsidiary of Union Carbide, USA and with a subsidiary of British American Tobacco, UK. In addition to his academic responsibilities, he provides consulting services on issues related to developing business analytics capabilities, digital business strategy, building and managing customer relationships. Companies such as Aetna, Mercruiser, Thrifty Rent-A-Car, Berendsen Fluid Power, Globe Life Insurance, Vanguard Realtors, Hilti, Love’s Travel Stops and others have used his consulting services. He has worked with and conducted trainings at Williams, ISNetworld, and Matrix Services Company. At Oklahoma State University, he teaches advanced business analytics, data mining and CRM applications, and advanced marketing research.

Nick Ippoloto 

Nick Ippolito has over 25 years of experience in casino marketing and casino player development. He has formulated and designed this Casino Player Development training NOT to be “Vegas” oriented or themed. He has traveled to casinos all over America, Canada, and even overseas. He has learned and gathered valuable information and required a plethora of experiences training hands on in so many various markets and demographics including over 50 Native American Casinos, JACK Entertainment, Penn Gaming, Affinity Gaming, Pinnacle, Harrah’s, Golden Nugget, Stations, and down to the smallest of proprietors.

Ramesh Sharda

Dr. Ramesh Sharda is the Vice Dean for Research and Graduate Programs, Watson/ConocoPhillips Chair and a Regents Professor of Management Science and Information Systems in the Spears School of Business at Oklahoma State University. He has coauthored two textbooks (“Business Intelligence and Analytics: Systems for Decision Support,” Tenth Edition, Prentice Hall and “Business Intelligence, Analytics, and Data Science: A Managerial Perspective,” Fourth Edition, Pearson). He is a member of the editorial boards of journals such as the Decision Support Systems, Decision Sciences, and Information Systems Frontiers. He is currently serving as the Executive Director of Teradata University Network and received the 2013 INFORMS HG Computing Society Lifetime Service Award. He was inducted into the Oklahoma Higher Education Hall of Fame in 2016.

Registration Details

Registration includes instruction, photo/holder, selected materials (handouts, shirt, mug, etc.), one reception, breakfast, break refreshments and lunch each day.


  • $3,490 per person- Monday, February 10-Thursday, February 13, 2020-Entire Program
  • $2,995 per person-Tuesday, February 11-Thursday, February 13, 2020- Tuesday-Thursday only
  • $495 per person Monday, February 10- VIP Player Development presented by Nick Ippolito



Hard Rock Hotel and Casino Tulsa, 777 W Cherokee St, Catoosa, OK 74015; phone: (800) 760-6700

Hotel Room

To receive the $100/night rate, mention OSU-UNR Feb 2020. By January 18, 2020.

Direct Link:

  1. Click on your direct link
  2. Select your date of arrival
  3. Click check availability
  4. On the right hand side of the page (under the rate) click view availability rooms
  5. Select your room type and click confirm.
  6. Enter your information and method of payment
  7. Click confirm reservation