The Impact
Harrah’s business strategy and the use of information technology are unique in the gaming industry and are more like the approaches taken in retail and financial services. The results are impressive and other casinos are copying some of Harrah’s more discernable methods. Harrah’s stock price has risen in response to a doubling of the company’s earnings over the past year. The creation of the Harrah’s brand, Total Rewards, and cross marketing have resulted in a 72 percent internal rate of return on investments in information technology.
The effectiveness of Harrah’s closed loop marketing approach can be seen by how it has affected “same-store sales” (i.e., gambling revenues at a single existing casino). In 1999, Harrah’s experienced truly significant “same-store sales” revenue growth of 14 percent, which corresponds to an increase of $242 million over 1998. Harrah’s grew revenues faster than their competition almost everywhere they do business – in some cases doubling and even tripling the market average of “same-store” sales.
Same-store sales growth is a manifestation of increased customer loyalty, which is driven by three key contributors to business value: (1) frequency of visits, (2) profitability per visit, and (3) cross-market play. Consider some specific examples of improvements in these areas.
H arrah’s is successfully increasing trip frequency from a segment of customers who have historically visited its properties infrequently. Before the marketing campaign, customers visited Harrah’s casinos in the central region of the country (i.e., the central division) 1.2 times per month. After customizing the offer, and tailoring the message, Harrah’s is now receiving 1.9 trips per month from these same customers. And, more customers are visiting as represented by the percent of customers visiting; see Figure 8.
Figure 8: Increase in Frequency of Visits
![](data:image/png;base64,iVBORw0KGgoAAAANSUhEUgAAAxMAAAG7CAIAAAA36F+tAABGC0lEQVR4nO3dd3xT1f/H8YCssspsQfYuwy8UUTbIkCGo7CkCKlCZIqNfRimWIpZZ1pcpmx/KRmS1CAIVAZE9C8gUGQXZBVrg9/nm/L73l2/bpKczSft6/pHHyc0dJzfJve97cnKS7tWrVyYAAABoSGfvCgAAADgNkhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhOAlODhw4f/+Mc/Ll++rO6+fPkyEVc+YsSIGTNm9O/ff8yYMUm0VPw2ASD5kZwA/NujR4+WL18eFBR05MiRsLCwJ0+eZMqUyc3NrXjx4pJIatSo0bp1a3vX0ZZs2bJdvHgxbdq0tmerX7/+0aNH//77b8uJ6dOnd3V1LVmyZPXq1bt06VKpUqUoS02bNu3x48dyG6dYE6el4rcJAMmP5ATA9N133/Xp00fyROPGjadMmfL222/nyZMnPDz81KlTy5Ytmz9//rx58xw8OWnasWOH3BoB6+XLl8+ePbt169a+fftmzZo1xaxHjx4zZ85Ml+7/D499+/adMWOG3MZpW3FaKn6bAJD8SE5Aard48eLu3bubzF8YWTZ4ZMuWrapZ06ZN27Rpk7gbffHiRaVKlU6ePJm4X6vFQ8aMGQuZtW3bdtiwYQEBARITIyIiFixYYMwzziyua47TUvHbBIDkR3ICUrWbN2/26dNHCpUrV/bz84txHg8Pj8jIyMTd7tSpUyU2Je46E+7rr78ODg4+dOjQokWLevbsWa1aNXvXCIDDITkBqdrs2bOfPHkihV69eqVJkybGeYoVKzZ//nzj7oMHD8aNG7du3brLly+nT5++SpUqvr6+devWlYckYJUuXfrSpUtSzp8///79+ydPnixzhoWF1apVS1ZSoECBXbt29evXz4hN6ouzX3/9VVbbtWvXGzduyN1SpUqdPXv21q1bU6ZMWbt27YULF1R0a9++fWho6JUrVx4+fKjaijp06DB06NBMmTIlyt6QPdDLTMoSniQ5xdjxvESJEhcvXlRTcuTIIfuwXbt2gwYNmjVr1tOnT8uUKXPgwIEYu6vLs/D391+yZMlff/2VK1cueZo///yzjb7tjx8/njBhwpo1a2Rzr169kheiZcuW3t7eWbNm1dzbibJbAFgiOQGpWlBQkCrUqFHD2jySJz7++GNVDg8Pr1279vHjx5s1a3bw4MExY8bIqf2XX36R03alSpXSpUv3xx9/qDAkGUjO65Ik1ILbtm0bOHDgypUrJWMdO3bMsqeRsaHr16+r6RImVq1a5eXlFaUrt0wcOXKkVCZfvnyjRo0KDAwcPXq0RAfLb9YSqGbNmqoQEhJistLxXJKcp6fn0aNHpfyvf/1LYpMUJk2adO/evRMnTsiukLsxdleXyo8fP37Dhg0NGjRYtmyZPEFrmxCy62RfHTp0qFGjRhKwnj171qpVq7Fjx27ZskV2uARHnb2dWLsFgIHkBKRq58+fV4VChQrpzD916lSJTVIYOnRo1qxZe/ToIckpIiJCcsPSpUst53z16pWEj7Jly06ZMkUSg8l8Otes1c2bNwMCAvz9/d999907d+5Ur15dTS9YsKDxleKwYcMkOUlhzZo1iZicZBOq8Ndff9mYrWvXrl9++aXJ3EusQ4cOJnPPLYlEkmxsLKWa7iR6Zs6cuWfPnrLTbMw8bdo0iU0mc/+z3LlzS8HX11cCq0ycOXOm2rohIXsbQJyQnIBU7d69e6qgvgCK1fr161WhXLlyJoucoVpooqhcubLc9u/fX53LHz58qFkryQEHDx5U5ZIlS1aoUEGVr1y5YsyTN29eVdBfrQ5jP9hebefOnSU7RkZGbt++XTJW/vz5d+7c+eTJE5WirHn8+LHctmnTRuKmp6fn2bNnbcwsiVAVjKdvDJcgD0VJTqYE7G0AcUJyAlI1CQrqGzE5qWfLli3W+c+cOWMsaDL/ME3dVf2TrG0igZU8duxYAteg79mzZ6pge29IbmvatOnGjRtfvHixdOlSSVGSZlq1auXq6mpjqapVq+7evXvHjh1vvvlmxYoVR48e/eGHH1qb2chV2bNnVwXV8iROnz5tbamE720AtpGcgFStZMmSv/32mxQuX75stG3YoFpNhIuLi+V0I3AkHckoc+fOXbt2rUQKSXvh4eFJsZU7d+6oQqxfX3br1k2Sk8n8hd3gwYPXrVu3fPly24sEBgY2bNjw7t27Uj569GjLli1l2S5dusQ4s7GrX3vtNVXIkCGDKtCeBNgRyQlI1Zo0aaKS065du6wlp8jIyK+//nrUqFEmc0uM+oJPJsY6YHfiknQydepUk7mP0dixY93d3dOnT5/oWzEa1apWrWp7zubNm+fOnVuS1unTpydPnixRskGDBrYXqVSp0vHjxyU/LVq06Pbt2zIlICDAWnLKmjXr/fv3TebIqMLT8+fP1UM6rYMAkgjJCUjV+vbtO2XKlEePHs2aNcvLy8to3rAUGhrq7++vklO5cuX27t1rMneQypUrV3JWdcmSJaogacPNzS2JtrJ582ZVkHxme07JbR07dpwxY4aUfXx8vL29ddafP39+1fl9zJgxcqvGFIiRh4eH+pme7Gr1PZ0KW6JMmTI62wKQFEhOQKqWN2/eBQsWtG/f/tSpUwMHDpw2bVr0eY4fP2607sicKjkFBQXZ7g1tW9asWSWumcxtV5b/c2KDMRqn7b5ECXH+/Pl58+ZJQZ6ajWEaDN26dVPJ6fnz51KOdf7ChQurTu6yPyVpSXIqWrSotZlbt26tktOJEyfUcFmHDx82HtJ4NgCSBMkJSO3atGmzcePGTz/9VEKAhKRBgwZVq1YtZ86ckmxOnjy5YcOG2bNnG+Hm888/X7169Z49e2S2zJkz16tXz8XF5e7du6GhobVq1dLf6Lvvvrtu3TopLFu27KOPPrpz5467u7vtRerXry+VUYt07txZ8kR8n/H/e/jwoWS4ly9f3rhxY+vWrT4+Po8fP27ZsqXlyJ82VK5cuUKFClKTd955x0YGMly7dm348OF9+/aV3Tt9+nSTOXtZm7lfv34rVqyQtDR27Ng33njj6dOnakQG2ag8pPkEASQ6khMA03vvvXfx4sXly5dv2bJFzsphYWHPnj2TSJE/f/6SJUt++eWXEnTUnBKhgoOD5ay/cuXKLl26WHZVlvyhRrU2ppQrV+7UqVOenp7GlOLFi58+fTpjxoxz5szJnj27rKpXr15jxoxp1KhRq1atLGOEm5tb9+7dAwICjCmyiGS1zZs3Sw2l3Lt376ZNm0qFTeZRzrdv3y7Rypi5SJEiISEh0Xt5yzxqBEvFaL6S55UvX746depIHZo0aWLMcPXqVctEGH21Xbt2HTJkyCeffGK5FWtLSeBbv379tGnTZEeVKFEiMDCwf//+1maWvbRr1y7ZA2vWrClYsGCaNGlk740aNWrw4MHqJ436e9sEIPGQnAD8W6ZMmT41i3XODBkyDDKL/pAa1TrKROM7Jkt58uRZuHBhlIl//vmnje1Klory47UoDTbGH5jYsGPHDlVQOe/FixdSSJs2bZSfChokwdhebYy7wtpSUQYLjXUTEl7HmMX4qP7eBpCISE4AUiNJS8aP/AFAH8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJAABAF8kJQGrUqlUry7tr1661V00AOBeSEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SEwAAgC6SUyoSFBQ0bty433//PTw8PHfu3Ddu3LB3jQAAcDKOkpx69uy5du3au3fvWk50cXHJmTOnh4dH48aNZQZXV1d7VS8F2LJlS/PmzV+9euXv79+3b9/KlSvbu0YAADgfR0lOc83Spk2r7r40CwsL27179+DBg3fs2DF58uTt27eXL1/evvV0Xn5+fhKbpNC9e/fs2bOfP3/e3jUCAMD5OEpyik5SlJubW5s2bfLkyVO/fv2bN28OGDBAwpO96xWzyMhIT0/PkydPSuCzd11idvToUVVwd3e3b00AAHBejpucDDVq1FCFX3/91b41sWHKlCkSmxK+nj///HPixImNGzdu0qRJwtdm6enTp6pgNOwBAIC4coLkdP/+fVXIkCGDMfH48eM+Pj4hISHh4eFFixbt1q1bo0aNmjVrdv36dXm0WLFiFy5c+Pnnn0eOHPnbb789e/ZMLSXpYcKECStXrjx//ny6dOly585dokSJn376KcYVDhkyRKZ7enqq1hp3d/edO3dOnTp106ZNd+/effvtt+fNmyeLnz59ulOnTseOHVObULlEVpIxY0YptG/fPjQ09MqVKw8fPpT6FyhQ4MMPPxwxYoTqs7V169YZM2acOnVKAlPWrFlluxK/ypQpExAQYO1pqlpFJ8/I19d3x44dd+7ckef1zjvv+Pn5lSpVSh5as2ZNnz59jDlVDR22bQwAAEfmBMlpz549qtCgQQNVOHfuXM2aNR89eiQxqEiRIu3atfP29s6WLdu1a9dULJCYEhgYOHjwYMt8IOFD8oQEqVy5cgUFBVWtWlWCS4sWLWys0MvL6/Dhw2qdN2/elOA1efLkQoUKSSCTWCZxRNZQtmxZYx5TtESyatWqMWPGdOzYMX/+/LNmzZIqTZw48cyZMz/88MPSpUu7du0q88jaJA+NHTt2/Pjxcle2rjKijVpF2UWXLl2SJHfv3r0vvvhC1iO3kuqCg4OlYlLb1mbWaggAAPQ5bnKSE7yElc2bNw8dOlTuSgKQAKEe+uabbyRPmMwtOpIk1MT58+cbkSIsLCwkJESiQ4UKFWRBNVFCj8QmKfj4+NSuXVsKH3zwQdGiRXVWqFSqVElu+/fvL1lHCvv27Yv1WZQuXXrEiBGq3LdvX0lOJvPoAHIricqYLhuVuKOS05IlS9QimrUS/v7+EpukIA+5uLj069dPktPdu3fHjRv3r3/9K9ZKAgAATQ6anFQDSbp06VxdXcuXL9+8eXPJBNmzZ1eP7ty5UxXy5s2bPn16VT5z5ozlGlavXq0KdevWVYXvv/9eFZo1a2bM9scff2iu0JA1a1ZVePDgQaxPxHIlxreNz58/l9srV66ou7lz55bbPHnyqLvGdP1a7dixQxVUTCxSpIi6K9kx1hoCAAB9DpqcbH+jpDozmcwDPhkTnzx5EuPM27ZtU4ULFy6oghEs4rdCfS9evJg7d+7atWvPnj37999/h4eHWz5auHBhNTTA7du38+XLd/PmTTW9WLFica2VMWemTJnkNnPmzOrutWvXEvgUAACAJQdNTpokmqRJk0ZzZiONqWGNEr7CWA0ePHjq1KlS6Nq169ixY93d3Y2mI/HFF1/07dtXCjNmzPD29p48ebKarr4KjF+t1GxGl6ZEfC4AAMDkpMmpYMGC6lu2R48eGR2AYlWkSJHQ0FCTuRfU66+/nvAVxmrJkiWqEBAQ4ObmFuXR3r173759Wx6aNm3aN9984+rq2rBhw4EDBzZt2jSutSpQoMDFixdN5l7wLi4uqneUWkNiPRcAAGBy0uQkCWPu3LlS+OWXX/THPXr//fcnTZpkMvf+UT9qS+AKLaVLly4yMtJkbtAyWnrUFBHj/8Zs3rx56tSpS5cubd26dYzr1K9VgwYN5s+fbzKPTfDGG2+cPXvWWEM8ngsAALDGKZPTiBEj1q5dGxYWNnjwYDc3N8kKjx8/ltBQpUoVG0sNHz58w4YNMtuQIUOKFi1aq1at1157LSErtOTp6al+uLd3795y5crlzJlTyvXr15ctSmHZsmWdO3c+ceKE5SJDhw69d+9e27ZtjSlZsmQpUKDABx98MGzYMFmDfq3kqa1evVrWNmvWLEmH06ZNk4m5cuX65z//qVl/AACgw1GSk7+/vzrfKzly5ChcuPDcuXOrVasWfeZChQpJTPHz89u+fbvMYDTtSOww5nF3d/fx8VEdiRTJIgcOHBg/fvwPP/zw3nvvRURESBypXr36qlWrrK3w5cuXEomMNUjYCgkJMYaVEhKSTp06JYUFCxb07t37999/b9GihQQm9Tu+OXPmZM6cedOmTVKN6dOnf/LJJ3Xr1t21a5da8KeffvLy8tq4caOxNglGoaGhEydOPHLkSFBQkI1aRdkhEgT37dsnz3fNmjXz58/PnTt3p06dRo8eLftQHn327FnZsmUt94wkrQEDBui8LgAAwJKjJKeRZvrzFylS5Ntvv43rViSQfW2mv8LDhw9HmaLGHI+ifPnyKhJZkmS2fPlyyyn9+/c3yuvXr5dVjRs3ztvbW0159eqVBKamTZsag3/qP83SpUsbwy5EkTFjRtVfCgAAJJCjJKdU6LPPPnvy5InlsJZp0qQpU6aMFDw8POxXLwD/9vz5c39//x9//DEyMrJ69ep+fn7Gv2Xfvn179OjRISEh8pmtVq3aV199pR46ffr0kCFDQkND5SM8YcIE9XFW5JN++fLldevWqaFD4LCsve7WXnSTXV/3uNaWt2iiIDnZTcWKFXfu3Kn+LCV//vyPHj2Sd/nw4cNdXFwCAwPtXTsgtRs/fvyiRYtUecuWLXKds3TpUnV36NChRtvz5s2bnz17tnDhQpO5x+GxY8ek3L179xEjRhjj8c6YMePXX3/dtGkT5yTHZ+11t/aim+z6use1trxFEwXJyW42bNgwceLEjRs3zp49W97uWbJkKVasWIMGDSTyq/+EAWBH+/bty5gxo5yWcuTI0bRpU/UTEEXOMSbz3yi9fPmySZMm+/fvV9PVr0Bq1aolt+qfwsWuXbvkWkjWwyghTsHa627tRTfZ9XWPa215iyYKkpPdZM2adbSZvSsCIAY//vijKuzevVtuS5QoYTyUN2/ey5cvyzlJjTord6MvrkYnkdn69u07dOhQda6C47P2uuu86KZkf90TUlveovFGcgIAq9QPVN966y3LX5b4+Ph8+eWXapQ1V1dXuaumy2whZlKuVq1aeHh4jx496po1b948NDS0dOnScnFfsmRJezwVxEH0193ai25ygNddv7Z2r2rKQHICgFjIdfmNGzeM7rRyKW854K0xar+/v7+crnr37i3np6+++mrw4MEy28SJEz/++GOjc4mvr2+Un9zCYVm+7tZedJPDvO46tXWQqjo7khMAWCVnoz179nz00UcjR440hguR08/9+/fVv4k3btz4m2++adGihZSLFy++fv16Nc/s2bNlftXlVg1uor4NOXDggD2eB+Im+utu7UU3OcDrrl9bu1c1ZSA5AUAMmjdvfu7cuRUrVqg+Infv3jUeCgsLM5n/Wlv9ffiDBw+iLBsSEiLX8XIFX6hQoSgP8T/cDs7a6x7ri26yx+se79ryFk0IklOKMmLEiBkzZvTv33/MmDGJMqf+CoEUpkKFCseOHTPaFapXr248VLVq1Z07d7777rvqbo0aNSwXvHbtWp8+fQYPHly7dm01xbJziSybDJVHvFl73W2/6CY7ve7xqy1v0QQiOaUo06ZNe/z4sdzGGnQ059RfIZDC+Pj4REZGbtq0KV26dNWqVfP39zceGj9+/KhRo9QPv+Wc5OfnZzz09OnTHj161KpVy3KQW9W55PPPP3/zzTf5KDk4a6+7jRfdZL/XPR615S2acCSnFKVv374zZsyw/Le+BM6pv0IghcmSJctEs+gPubu7z5kzJ8alMmXKtGXLligTLTuXpFo2xmQXq1evnjJlyp07d+rUqTNp0qRs2bKZ7DTgtbXX3caLbrLf6x6P2vIWTbjUkpzks+rp6Xny5Mnof5ebkowzi/ec0feS/goBwAYbY7IfOHBg0KBBqkfO1q1b3dzcVNsJA17DMaWW5CRXMxII7F0LR5eke+nPP/+UC6PGjRurIUYApCo2xmRfsmSJxCY/Pz8PD49evXrduHFDTWfAazgmx0pOT58+nTBhwsqVK8+fP58uXbrcuXOXKFHip59+Kleu3JkzZ9Q8qjmkbt26xi+E1ZRbt259/vnn27dvT58+vXz8VE83k7m9t1OnTnLhou6qAVXDw8OvXr3q6+u7Y8eOO3fuyIbeeecd+dyWKlVKzebp6ak+qO7u7j///PO0adN+/PFH2YRM//bbb2WLM2fO3Lx5c1hYWJUqVebNm2csePz4cR8fH9m6bKJo0aLdunUbMmSIrKpZs2bXr1+XGYoVK3bhwgVZ58iRI+XY8ezZM2s1j072xsWLF1W5cOHCv//+u9T8+++/l2PNgwcPZPGIiAjLfWJtt5QpU+bcuXOWc8a4l0qWLCkvRJQVWu6ZnTt3Tp06Va787t69+/bbb8t+MEawlQtHuS48deqUBKasWbPKrpBMJtsNCAiIwxsCQEphY0z2w4cPZ8iQoWPHjhKtjIQUBQNew3E4UHKSqCHxRcJErly5goKCqlatKmdf9ZMBOQGrc7lBLjuiTOndu/e6det+/fVXOccbPygQZcuWlY+lMbNKAJcuXZIz/b1797744gv1n7ty1g8ODpY51U80jUVu3rwp0UrynCQe+bjKZVPjxo0l202cOLF48eIyRY4CKprIzBJHatas+ejRI5m/SJEi7dq18/b2zpYtm5eX17Vr19QKHz58KBdMgwcPNrKItZpHJ5FLjhd79+41mQ9DEpuk0L59e9k/UoFffvklyj6xtvKzZ89GmTPGvWT6T4SyZLlnJOlOnjxZ9pikQMmCffr0kZdMHlq6dGnXrl2lINMlOMoeHj9+vNyVHSLHRxtPEEA8WOtCJNdUUXq0XLlyxWSn/kNKjGOyywVezpw5pdqrV6+WY5EcIdV/dzLgNRyTAyUnOQer9lsfHx/1U8kPPvhA/79v1f9C58uXTyJLpUqVbM8sRxmJTSbzYcLFxaVfv36SnO7evTtu3Lh//etfUWZWv+eUeCQ5SQrXr1+Xz7DlFKPZ+ZtvvlFDtUqaUT0cxfz58y1/whAWFiYHAklpFSpUUCktTjWX413Lli2lINFNdRqQlLNw4ULZdMJ3S1ypFfbv318SksncGq+mGz/NkKtD2Q8STFVyWrJkyYgRIxK3DgCsdSH6+++/Y5zf7v2HoozJLoFPwpOq86FDh3x9fRcvXmxiwGs4KgdKTt9//70qNGvWzJj4xx9/aC6eMWNGuX3nnXfkoKBagGzYsWOHKqjsIqlC3ZVAY22RLFmyqILRHmNMefjwoSrs3LlTFfLmzZs+fXpVNr5nNBjHKblyimvNP/zwQzncnD17dsWKFXLR9vrrr2/dujUiIqJt27Yxzh+nlcdP1qxZVcEYbE1d1wrVKpYnT54o0wEkImtdiNT1oVw+Gd0JFDv2H4pxTHZXV1e5cA0KCpJDmRz/Dx48qKYz4DUckwMlpwsXLqiCkWPiRI4XcpkiH8tevXqNGTNm8+bNFSpUsDaz6nJkMv8+U24zZ86s7l67di0em46+WhcXF2OiXP9Zm18NjR+nmgu58OrRo4ccYqZOnRoQEDB//ny5awS1KOK68kRRuHBh1UHq9u3b+fLlu3nzppperFixpN40kApZ60Kk2pzGjh0r0apq1arTp0/Pnj17lGWTrf+QjTHZ5aAkNZdLL3XkjN7ixYDXcCgOlJyMthz129S4mjJlihwmfvjhB5M5APXv399oWLJBfeqM3jyJ9SF88eKF/qriWvMuXbr4+PjcuHFjzpw5kpkkfskBMbFWnii++OILNQTUjBkzvL29J0+erKarL/UAJIXoXYhUm5P6yO/cuXPChAnqm3S79B+yMSZ7hw4dJDm1adNG3a1Xr57lggx4DUfjQMmpSJEi8ok1mXsCvf7663FdPEeOHOvXrz958uSgQYOCgoKM9t4YFShQQP1ITQ4ZcpVj/I90ApupZXH19aKs0OjnlLg1FxkyZJAANHz4cLlEk8Pce++9J08nsVaeKHr37n379u2AgIBp06Z98803rq6uDRs2HDhwYNOmTZNh60BqZtmFyPgJrVxfSTYKDg5Wycku/YdsjMkux7GrV6/OmzcvIiJC0pvMaTzEgNdwQA6UnN5///1JkyaZzJ2N1C+zLGXNmlXlm8ePHxsdjCzJlcf+/fvLly+/cuXKHGaWj8pnVT60JnODlhwjGjRoMH/+fLl7/vz5N9544+zZs2o2OcEn5CnI4nPnzpXCL7/8oj9qke2ax0gOGePGjXv48KFkTRvD2sZ15VH2kmb9o9u8efPUqVOXLl3aunXreK8EQJzE2IVIUa04xhdkduk/ZGNMdpP5mCaiT2fAazggB0pOw4cP37Bhg0SZIUOGFC1aVD69r732mvHo22+/rdqcZ86c2b9//+jdrg8dOiRXSHKqVj+Mb9WqleWjnp6eqtfk3r17y5UrJ9tavXr1vXv3Zs2aJXFt2rRp8lCuXLn++c9/JuQpjBgxYu3atWFhYXIN5+bmJplMcp48oypVqthYynbNY+Tq6irXYZMnT5ZIpLqZJ8rKo+ylnDlzxlqTGA0dOlT2rWWndTloFihQ4IMPPhg2bFi8VwsgRta6EMknTi4Lly1bdv/+fVNMber0HwLiwYGSk5xQ5Spn/PjxP/zww3vvvRcRESHho3r16qtWrZJHJeL07NlTzuvTp0+XY8SAAQPkTPznn3+azOd7uVRq06aNXGl17949R44c8ujYsWMtV75gwYLevXv//vvvLVq0qF+//vfff79v3z4fH581a9bMnz8/d+7cnTp1Gj16tOoooNZpLCsZTo4vDRo0MKZIqjh16lT0KXL0kRr6+flt3769WrVqqv3GZB4DSQ5txszu7u6yaePP4GzX3JqBAwfKrujTp4+6K9sqXbq08WixYsVOnjyZOXPm6Cu3NmeUvSQXqZZf7Rmz6eyZ4OBgLy+vjRs3GtMlQYaGhsox+siRI0FBQTpPEIAma12I5NMqnzij6bddu3aWS9F/CIgfB0pOJnOnnK/Noj9UqlQp4zf/ytWrVy3vyvWWjTWXL19+165dllMkPRjjIESnWq0tqYGRbE8xmXtrffvtt9GnR6mtJds1t0aC47Nnz4y76dKli3EEhxhXbm2sh+h7KTqdPbN//36ZOG7cOG9vbzXl1atXEpiaNm0a5UsEAAlnrQvR0KFD5aJFrmRevnzZpUsXufg0FqH/EBBvjpWckDJ89tlnT548sTwip0mTRnVZ9fDwsF+9gJTJWhciNT3GReg/BMQbyQmJr2LFijt37lR/a5M/f/5Hjx6FhIQMHz7cxcUlMDDQ3rUD4kmnD6KmtWvXJtaqkNQS8XVXkvTV512aDEhOSHwbNmyQK92NGzfOnj37yZMncuFbrFixBg0arFu3Tv/vdAAHNHr0aAdZCZJTIr5kyfDq8y5NaiQnJL6sWbOONrN3RQAASGQkJwAAAF0kJwAAAF0kJwAAAF0kJwAAAF0kJwAAAF0kJwAAAF0kJwAAAF0kJwCAHTDaNZwUyQkAYB+Mdg1nRHICAADQRXICAADQRXICgJQmsboQ0X8IiI7kBAApUMJ7/9B/CIgRyQkAAEAXyQkAAEAXyQkAAEAXyQkAAEAXyQkAAEAXyQkAAEAXyQkAAEAXyQlICZ48eTJmzJjg4OBnz55Vr179q6++yp8/v0y/ffv26NGjQ0JC0qRJU61aNZnu7u4u00+fPj1kyJDQ0FAPD48JEyaUKVPGWJWXl9fly5fXrVuXKVMmagsAUZCcgJRg3Lhxy5cvV+WtW7eGh4cvXbpUykOHDv3pp5/U9M2bN0tSWbhwoZSHDx9+7NgxKXfv3n3EiBGrV69W88yYMePXX3/dtGlTkgYR56otAFgiOQEpwb59+zJkyPDdd9/lyJGjfv36Bw8eVNMlWMhtUFDQy5cvmzRpsn//fjX9xIkTclurVi25PXr0qJq4a9euwMDARYsWFSxYkNoCQIxITkBKEBwcrAqnT5+W2zx58qi7efPmvXz5sgSRtGnTqrvRl02TJo3cymx9+/YdOnSoCijUFgBiRHICUo6nT596e3tLoV27dmqKj4/Pl19+2aRJEym7urrKXTX9rbfeCjGTcrVq1cLDw3v06FHXrHnz5qGhoaVLlw4MDCxZsiS1BQBLJCcghXj+/Plnn3125MgRT09PLy8vNfHly5eqkUZERkY+evRIlf39/SWj9O7dW0LJV199NXjwYJlt4sSJH3/8sdGjyNfX1+iNlMprCwAGkhOQQgwYMGD37t2FChWSJJE+fXo1UTLH/fv3t23bJuXGjRt/8803LVq0kHLx4sXXr1+v5pk9e/aePXtUP+vDhw+b/tOj6MCBA9QWAKIgOQEpwYoVKyRMSGHixIm5cuUypoeFhclt2rRpX716JYUHDx5EWTAkJEQWkfgiISbKQ0bzTyqvLQBYIjkBKcHkyZNVoX379qpw5coVua1aterOnTvfffddNbFGjRqWS127dq1Pnz6DBw+uXbu2mmLZo0iWpbYAEAXJCUgJbt68GeP08ePHjxo1Sv3aX4KIn5+f8dDTp0979OhRq1Yto5uR6T89ij7//PM333xzzJgx1BYAoiA5pRzWxmUWq1evnjJlyp07d+rUqTNp0qRs2bKZ7D0us7PU1lnqqdpsonN3d58zZ06MD0k1tmzZEmWiZY+ipONctQUASySnlMPauMwHDhwYNGiQ6jgi093c3ORK3WTvcZmdpbbOUk8AQPIgOaUc1sZlXrJkiZzg/fz8PDw8evXqdePGDTXdMUeRdrTaOks9AQDJg+SUclgbl/nw4cNy7u/YsWPGjBmNc3kUjjOKtKPV1lnqCQBIHiSnlCb6uMy3bt3KmTOnn5/f6tWry5YtGxgYWLRoUZNjjMvsLLV1lnoCAJIaySlFiXFc5sjISDnNq945hw4d8vX1Xbx4sckBxmV2lto6Sz0BAMmA5JSixDgus6ur6927d4OCgiIiIpo1a2b01LH7uMzOUltnqScAIBmQnFIOa+MyV6hQQU78Dx48cHFxMZl/3R1lQYcaRdrRauss9QQAJA+SU+xsjOgj+vXrt2HDBtN/D1Fjl0F9rI3L3KFDBznHt2nTRk2sV6+e5VKONoq0o9XWWeoJAEgeJKfYWRvRR+zdu1fFpijsMqiPtXGZmzdvfvXq1Xnz5kVERNStW9fHx8d4yAFHkXa02jpLPQEAyYPkFDtrI/rIKXPkyJFy1gwJCXnx4oXlInYZ1MfauMzic7Po0x1wFGmTg9XWWeoJAEgeJKfYWRvRZ86cOZcuXZLbBg0a2FicQX0AAEgxSE66oozoc+3atenTp3fv3r1UqVLRZ2ZQHwAAUiSSk5boI/r4+vpmzZp14MCBMc7PoD4AAKRIJCct0Uf0UV/hlStXzpincOHCkyZNatu2rYlBfQAASKFITrGzNqKPDgb1gb20atUqUdazdu3aRFmPNYlVTyWpawsAJKfYxTiij+VPrgoXLmyK6UdYDOoD+xo9erTd15CcW0me2gJI5UhOsbM2oo9tDOoDAEDKQ3KKnY0RfWzMwKA+AACkPCQnAAAAXSQnAAAAXSQnAAAAXSQnAAAAXSQnAAAAXSQnAAAAXSSnlCxxR2c2JfEAzaltzGtGuwYAZ0RySuEScVTlZBigOfWMec1o1wDgpEhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhO8ZGII0wyHCIAAE6E5BRPiTKSIcMhAgDgXEhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhOAAAAukhO/6dVq1Zxmn/06NF22W5cJVY9FaeobVJX0kQ9E1sivkvjXVvNBZ3lg29yklffWfZnKjyQmuJez7Vr1ybKdh0fyen/6b/qifi+j9NbTbYb1/njXiNbnKK2cf30Uk/bnKWeSpLW1l4ffFMKffWdZX/a90BqcpK9mgwXA46D5BQfzpKsnaWeirPUlnomLmepp4mqJjanqKTJeeqpOFdtnRTJCQCQCOLaMAY4KZITAACALpITAACALpLT/3GKRmanqKTBWWpLPROXs9RTcZbaOkU9naKSihNV1eQktXWKSiYWkhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAukhMAAIAuklPiW7169ZQpU+7cuVOnTp1JkyZly5bN3jWKQa9evbZs2WI55cqVK/aqjKZ+/fpt2LDB5MBVff78ub+//48//hgZGVm9enU/Pz93d3d7VyoGT548GTNmTHBw8LNnz6SeX331Vf78+e1dKauePn06duzYJUuWvHr1yjFfesevocEpXnpn+RxZcvyjkzMe8x0WySmRHThwYNCgQXIAlfLWrVvd3NzkEGDvSsXg77//tncV4mbv3r3qwOTIxo8fv2jRIlWWg5ScpZYuXWrXGsVs3Lhxy5cvV2V5l4aHhztmPZU2bdpcuHBBfaYck+PX0OAUL72zfI4MTnF0crpjviMjOSUydd0pF0keHh6S8W/cuGHvGsXs3r17cvvTTz+VKlXK3nWJXURExMiRI+vWrRsSEvLixQt7V8eqffv2ZcyYUQ76OXLkaNq06W+//WbvGsVM6pkhQ4bvvvtO6lm/fv2DBw/au0a2lCxZcvbs2TVq1LB3Raxy/BoanOKld5bPkeIsRyfnOuY7OJJTIjt8+LAcmDp27Cif/KNHj9q7Olap64+xY8fKQapq1arTp0/Pnj27vStl1Zw5cy5duiS3DRo0sHddbPnxxx9VYffu3XJbokQJu1bHquDgYFU4ffq03ObJk8eu1YlFYGCgvasQC8evocEpXnpn+RwpznJ0cq5jvoMjOSWyW7du5cyZ08/Pb/Xq1WXLlpVDatGiRe1dqRio648dO3bI7c6dOydMmDBmzBg718mKa9euyYe8e/fuznKpVLhwYbl96623vv76a3vXxZanT596e3tLoV27dvauC5KVU7z0TvE5cqKjkxMd8x0fySkRqE+4ydzhLjIyUsKT+lb+0KFDvr6+ixcvtmvt/o9lJeX23Llz6u62bdt69OghV6IO9SmyrK3sw6xZsw4cONC+VbImyo41XL58+caNG2XKlLFHpaKKXsnnz59/9tlnR44c8fT09PLysl/VYmBtlyJROPJLH51DfY6ic/CjkyUHP+Y7F5JTInN1db17925QUFBERESzZs0csxuBpXr16smt1NneFbFKfb9Qrlw5Y4qcWSdNmtS2bVv7VcoWOdbv2bPno48+GjlypBTsXZ2YDRgwYPfu3YUKFVq4cGH69OntXR0kH2d56Z3ic+R0RyeTMxzzHR/JKRFYXhlXqFBBjkoPHjxwcXGRu5kyZbJfvf5LlMv3Dz744OzZs8uWLbt//77cLViwoJ3qFTMnamywrGrz5s3lwm7FihV58+Y1OdKxKcr+lBpu2rRJChMnTsyVK5edKmWVE736TsfBX3rFYT9HTs3Bj/nOheSUyDp06CDJqU2bNuquSvcOyNPT88iRI61bt1Z3Hbm7g+V5VH2P47BnVsnNx44da9GihbpbvXp1u1bHqsmTJ6tC+/btVcFhd6nJ4ss7k6O+ARy/hganeOmd5XNkcqqjkxMd8x0fySmRydXS1atX582bFxERUbduXR8fH3vXKGZDhw59/PhxcHDwy5cvu3Tp0rNnT3vXKCWQlzsyMlKu6dOlS1etWjXHHMpL3Lx5095VgH04xUvvLJ8j58IxPxGRnBLf52b2rkUssmTJMnHiRHvXIs4c9npOUXvV8Xesg+/GKBy/to5fQ4NTVNVZPkdROPi+ddJjvmMiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQEAAOgiOQGxe/jw4T/+8Y/Lly+ruy9fvoxxthEjRsyYMaN///5jxoyxsVSU2QAAToTkhH+rX7/+0aNH//77b8uJWbJkyZ07t5z7W7Ro0aVLl/Tp0ydPZR49erR8+fKgoKAjR46EhYU9efIkU6ZMbm5uxYsXl8rUqFGjdevWyVMTQ7Zs2S5evJg2bVrbs02bNu3x48dyqyKRtaWizAYAcCIkJ/zbjh075NY4x798+fLFixc3btzYsmWLt7f3jz/+KKf57du358mTJ6lr8t133/Xp00cyXOPGjadMmfL222/LRsPDw0+dOrVs2bL58+fPmzcv+ZOTpr59+86YMUNuE2U2ADo0m4RN/93cS5Mw4o3khJi99tprBQoU+Oyzz7JmzdqpU6djx45JhPr222+TdKOLFy/u3r27yXzwsjxsZcuWrapZ06ZN27Rpk6R1SIhxZvGbTaJqpUqVTp48aeO4jxTPoVp/Y+S8TcKm/27upUkY8UZyQiwaN26sCps3b07SDd28ebNPnz5SqFy5sp+fX4zzeHh4REZGJmk1YpUhQ4akWO3UqVMlNiXFmuFEHKf1N0ZO3SRs0mvupUkYsSI5IRZyvasKd+/eldvg4OCuXbvKoVzKpUqVOnv27K1bt+QYunbt2gsXLhix5sGDB+PGjVu3bt3ly5flErlKlSq+vr5169a1saHZs2fL9asUevXqlSZNmhjnKVasmBydLae0b98+NDT0ypUrDx8+zJgxY6FChTp06DB06FC5Dr569WrNmjWvXbsms8nxvV+/fitWrJCrzMyZM9eqVevrr78uX768znqi1EEWDwgIkMtumd/FxUU2IdemJUuW1Pm+IMYvCHbt2iV1M2KTOmv++uuvVatW7dy5s9RZTc+RI4c6LQ0aNGjWrFlPnz7t1KmTnK5s7FKkAEna+hunlk5nbxI26bUKW5uHVmEYSE6IxZ9//qkKBQsWlNt33333+vXr6uwuOWDVqlVeXl5RvlyQa9DatWsfP368WbNmBw8elIPshAkTfvnll/3798uhx9qGgoKCVKFGjRrW5pFE9fHHH1tOkQqMHDlSJubLl2/UqFGBgYGjR4++dOnSggULJP1IElJVDQsLk7T0xRdf/PXXX++///7GjRslrxw9erRIkSKxridKHe7du1enTp3+/ftLUpS8tXnzZlnVoUOHdL4viPELAgmUcjq0bGYwHpJ8dvr06SNHjkhZroPV1fykSZNkh8sixKZUJSlaf/VbOlN5k7CJVmFYIDkhFhIyVKFFixZRHpKDaUBAgL+/v8SpO3fuVK9eXU2XQ4zEJikMHTpULpR79OghySkiIkJO+UuXLrW2ofPnz6uCJB796kmeM47jw4YNk8QjhTVr1kRPPPXq1TOZs4vM9sknnzx48EBqJXEkrusR6plWqFDB19e3Q4cOjx8/llXNnTtXv9r6Pv300379+klBatKpUycpyMlpw4YNPj4+SbE5OKworb+Keu/JG1US+atXr4oVK9ayZUtvb2/53KkZ5N0in9AlS5bINUOuXLlKlSr1888/m2y2dMa4daduEvb09NTpRW5tHmv7atq0aTQJp04kJ8TsxYsX169fX7ly5ciRI+XuW2+99dVXX0WZR47UBw8eVOWSJUtKklDl9evXq0K5cuVM/2msEiEhITa2eO/ePVUwDvo65GBqlPPmzasKcgS0sYgcl1VBnULivR7TfyKU2L17t2aF46pz585DhgyRA/HOnTsvXbpUtGjR7du3S+zr2LFjEm0RjilK66+Qd0XdunUPHTrUqFEjeTM/e/asVatWY8eO3bJlyy+//CIJQ+aRz+/48eMlajdo0EBO5F5eXmpZGy2dMXL2JmGJjLG2ClvrM25tX9EknGqRnBADdYxInz69XEjJRVvbtm0/+eSTWH/RIwcLVThz5owqqAykjuBC9Y6yRmZW3/rJZbQcwhL2DGwxTjzGxWW8yXFcFeQCOoGrskZegpYtW8qlreTUhQsXSn6Vs0jDhg3d3d2TaItwTNFbf6dNmyaZwGTueJQ7d24p+Pr6NmvWTCbOnDnzyy+/lCmqEah27dqZM2fu2bOnnNfjt3WahGNEk3DqRHJCDBLYBVIOVarg4uJiOV2uiU0WvxuKsrmSJUv+9ttvJnOgMZqvbHvx4oUcENeuXXv27FlJXeHh4TpLGUlO1Sfe6xHp0v3fJyhJu3fIiUR9KbBo0SI5R65fv15OmUm3OTgUG62/Eh1Uwfi8GP0I5SGVnNSHsU2bNpIePD095R0ev2rQJBwjmoRTJ5ITEp9cOKrjrOQJnUFWlCZNmqjktGvXLmvJSVb49ddfjxo1St0dPHjw1KlTpdC1a9exY8e6u7vrDHVjBKMcOXIkZD0m89g2qmAczZNCgwYN5Igsx+WrV696e3s/f/68ZcuWSbc5OA7brb9GDMqePbsqqJYncfr0aVWoWrWq5IYdO3a8+eabFStWHD169IcffhiPmtAkHCOahFMnkhMSX7ly5fbu3WsyX6fmypUryqPWGrT69u07ZcoUySKzZs3y8vJ67bXXos8TGhrq7+9vJKclS5aoQkBAgJubm2b1VKdUISeShKzHZHEp/NZbb+kvFQ/du3f39fU1mb+gkcvczJkzJ+nm4CBst/4ajbvGh8X4ZZnRHhMYGCgnctWp/OjRo3KaX7x4cZcuXaytkybhuKJJOBUiOSHxtW/fXiWnoKCgDh06aC6VN2/eBQsWyLKnTp0aOHBgjEef48ePW7YGGQdEV1dX/ert2bNHFYy6xW89JnPzmCrI0TNOC0Yn1/SqBUsqYxzxDd26dZPLWTmHyaXtRx99lMBtIWWQ98z9+/dN5myhwtPz58/VQ0azUKVKleRTI/lJzuu3b982mS8PbCQna2gStoYm4VSI5ITE9/nnn69evVoCyqBBgzJnzlyvXj0XFxe56g0NDTU6McSoTZs2Gzdu/PTTT2fMmCGHe1m8WrVqOXPmlCPgyZMnN2zYMHv2bMtUUb9+fZkohWXLlnXu3PnEiRM2Vn7u3LkiRYrI0U0Nc1enTh01rF9c1yOuX78uh2+pkpwn5K5Emffff19r11j37rvvrlu3TtVBVnjnzh3LBv9ChQo1bNhQkmi+fPmkkMBtIWXw8PDYv3+/ydy4q76nU9lIlClTxpgtf/78avSQMWPGyK2c422skybheKBJOLUhOeHfJKz88MMPxl1XV9eCBQsOGTKkW7duUeYMDg62nCgHMjlqyBHNch4JNzLb9OnTV65cKVe3lh05Y+17/t577128eHH58uVbtmzp169fWFjYs2fP5Npajv4lS5b88ssvJWEYM8+ZM0cOUps3b5Y5pdy7d++mTZvKgibz0DKSbIxDmBzo27Zte/78ebkslvwkB3e5OjS+mNBcz//8z/8cOnToyJEjNWrUuHHjhqyzbNmyI0eO7NWrlwQyy1AomwgJCZEZjD6qaqLskHbt2kWZTf1YSbabPXt22W+yNjnDNWrUSE5RUV4jSU4dO3bU7zqGlK1169YqOUnWVwP0Hz582HhIFQoXLqwCRPr06eU9L8mmaNGixhpst3RaSuVNwiab+4om4dSG5IR/0/8zBwkuxrgyNmTIkGGQWTwqkylTpk/NYp1TcptkLMsp0aOekiZNGjXsSkLW08EsxjVI+omxQ2v0idb6vebJk2fhwoXWamj6zw+FOC7DoEaPlLQ0duzYN9544+nTp+qn+5UrV1Y/lTeZm3CGDx/et2/fnDlzysWM6b/f27ZbOqNIzU3CJpv7iibh1IbkhFTB7n8KkXBy8qhQoYKnp6e9K4IkpN/6azJ3pt61a1dAQMCaNWtkNrk8KF68+KhRowYPHmz0s5aoofosy0egRIkSgYGB/fv3N9YQa0tnFE7aJGwy/7wuSquw7DTLPye23SQc676iSThVITkBDk1ORXKwNpmH2uvZs6e9q4OkFde/8pXUMsbM2gw2/u/IpNHSGZ0zNgmbrLQK6zcJm2LbVzQJpyokJ8Ch7dq16/r16xs3brx37x7JCSkSTcJwLiQnpFhR2ufd3d2HDx8+YMAAO1YpHuSCu3DhwhUrVpTwlHT/Aw8gHmgSTp1ITkixrPXadi7Gj7QBOBqahFMnkhMAILnRJAznRXICkKrt3Lnzww8/VEP11KlTx/KPZpF0aBKG8yI5AUgOM2fOHDdu3F9//fXq1Su5W7Zs2ZMnT0aZp1+/fjKbKru4uBQtWnTOnDm2x51PuHr16vn4+Hh7e0v5H//4R5JuC0AKQHICkBz6mFWsWPH48eMm8z91PH/+3PILjosXL86dO9e4+/vvv3t4eCRP3VSVTCQnABpITgCSSWRk5Llz50qVKiW3L168OHnypOWvuH18fIoWLSr5SWbLmDGjzJYUdZBAVrNmzXfeeWfr1q3GRJITAH0kJwDJ5OzZs4UKFapevbokJ7l77NgxIzlJdlmxYsXYsWOHDx9uMv9hbYz/KZtA9+7da9u27fPnz99++21jomS406dPm8zjMVaoUCHRNwoghSE5AUgmJ06ceOONNypWrKjuSnIyHho2bJgkqpIlS6q7Mlv0xYODg+fNm7d3796wsLA8efI0b9581KhRr7/++qFDhxo2bCipSOb54osvJk+evHDhwmnTpoWGhhYrVmzu3Lk1atSQh5o1axYSEqL+f9rf319W9ddff5n+872hFGTrmTNnnjVr1uzZs8+fP1+qVKk5c+ZUrVrVZG4tCwwMXL58+cWLF2XmvHnzenh4bNu2LSn3FgAHRXICkEyOHz8ukcj4RsxIThJoNm/eLLdGFonS9hMREfHpp58uW7Yse/bsS5curVOnTv/+/SUSbdiw4bfffqtcufLXX3/du3dvmVOijxQk+qgFT5061aNHD9UVfdOmTWXKlFHJ6dKlS4ULF1bzGP8g6+np2bFjx++//96o3meffaa+yBswYIAkqrVr1zZt2lQiWkBAgASpJNpLABwcyQlAMpEU0q1bN6PNyehd9M9//rNFixY1atSYOHGimhIlOUn6kdhkMv8Lm/rf+xEjRkj55s2bvr6+3377rfEzvdWrV7u5uUlgCg8Pf/PNN2XKhQsX1ENPnz5V5SxZshixybIau3fv9vDwOHPmzKNHj6pUqSJT1LeKJvO/yZrMjVIZM2Z0d3f38fEhOQGpFskJQDJR39blyZMnf/78f/31161btyT6HDhwYP/+/arhxwgxlt/W7dq1a8mSJVKoWbOmik2iWLFiqrBlyxa5NZKTi4vLtm3b5PbJkydqSsGCBVVB5nn58qUUovxkz9hooUKFZG2SjaIvmy7dvw+V7733nsS1unXr5syZU60KQCpEcgKQHB4/fixRqUSJEibzT9hUH6MjR46MGDHi008/LVOmjOSVP/74QyZmy5bNsk1ozpw5qmD5R/QRERGqcOfOHZNFcpowYYLEJpO5N7qaUq5cOVUwvpUzpihGcgoMDJTYFOOyHTp0mDlz5rVr1+rXrz948OCAgICE7g4ATovkBCA5SLgpW7ZsmjRppFyxYkXVpWnkyJGSloKCgtQMapDM8uXLWy64Z88eVahdu7Yx8fr166rg5uYWFhZ2+/ZtKadNm7ZmzZpqumQyVTCar4yEJNUw1iNx7eLFi1KQzKQ6g1sua3xpOGnSpIcPHy5ZskRqKOEsR44cw4YNS9j+AOCsSE4AkoMEF6NvuNHV6ffffx8xYkS+fPlMVr6qE7du3VKFokWLGhN/++03VahVq9apU6dUuXTp0qrBSRw9ejTK2ow2J8vkZMS1cuXKSfCKsqyRnDJkyLBo0aKPPvqoR48ely9fnj9/PskJSLVITgCSg/phnSobESpPnjxDhw41ZlCFKN3Dc+bMqcKT6mykGL+A8/LyMr6qq1SpkjFD9ORkBCzLb+tiHAMzyrKhoaEeHh7h4eENGzbctm2blI0WLwCpEMkJQHI4ceLEBx98oMoSPjJmzPjs2TMfH59s2bKpidaSU6NGjdQP686dO6e+yDtw4MDGjRul8PHHH9etW3fVqlVqTsvkpIY8SJ8+fZkyZdSUmzdvqoJl21WMyUktK0FN9SVX27p9+3bBggVz5cplMv/ILkH7AoAzIzkBSA6WbU6vvfZauXLl7t+/7+XlZTmDKkRJTv7+/sHBwZJ7Ro4cuWDBgpMnT3bo0OHVq1edO3dW/3MXvc3p6tWrf//9t8kc0YyWqmLFioWGhqoN5c6du0iRIqaYkpOxbKlSpSR4mf6TnMaOHTt+/Phx48ZJedCgQYm5awA4FZITgKT11ltv/fHHHxJHJMdUqVJF9Q2vWLFio0aNJJocPXq0W7duly5dkiCl5i9btmzTpk2XLl2q7hYuXPjgwYOjRo3aunVrvnz5JPRUr169V69esriaIXpyMr5uO3HihKen5+HDh6U8e/ZsCWqyoU6dOrVr187Pz88UU3Iylj1z5oxUUu6+8847Dx48WLx48apVq+QprF+/3mg8A5AKkZwAJC2jN7elBQsWqIKkE5VsbChQoMC3335r7VGjC7mhefPm0cdbkgAkYSjKROMrPBvLjjazXUMAqQfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQBfJCQAAQNf/AvBU3LRj46rBAAAAAElFTkSuQmCC)
The effectiveness of Harrah’s direct mail program has been significantly enhanced. This is illustrated by a recent campaign for Harrah’s property in Tunica, where Harrah’s more than doubled the profitability per customer visit; see Figure 9.
![](data:image/png;base64,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)
Figure 9: Impact of Direct Mail Program on Profitability in Tunica, MS
Figure 10 demonstrates Harrah’s success at getting customers to play at more than one Harrah’s casino. Over the last two years, the percentage of total revenues generated from cross-market play went from 13 percent to more than 22 percent. At the Harrah’s Las Vegas property, the contribution to revenues from cross-market play more than doubled, growing from $23 million in 1997 to $48 million in 1999. This increase came during a time when room supply nearly doubled in Las Vegas with the development of new luxury casinos (e.g., the Bellagio, Venetian, and Mandalay Bay) at a capital investment of over $3.5 billion.
Figure 10: Cross-Market Play (Aggregate)
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)
Future Directions
The capabilities that Harrah’s has developed form the basis for a sustainable competitive advantage and are the foundation for complementary segues into future growth using additional technologies and decision-making science. Future directions include:
Harrah’s will introduce a revenue management system that insures that customers are offered rooms at the right rates. This system will help Harrah’s optimize the returns from its scarce room inventory. The price of the room will reflect the current and historical demand for rooms at that time of year and the customer’s expected theoretical value from gambling at Harrah’s casinos.
Harrah’s will extend its systems to eCRM, through advanced Internet access, networking their reach to current customers as well as acquiring new ones. All information that is currently available through non-Internet channels will be available through the Internet relationship management channel.
Harrah’s will also enhance its data warehouse to provide one source for enterprise-wide information. This enhancement will involve the addition of data about customers, product sales, financial results, and labor costs/employees. This single repository of data will allow Harrah’s to analyze and understand its customers, products, and customer service in new ways. For example, Harrah’s will be able to analyze the slot machine play patterns of its most avid and profitable customers and to use this information in deciding where to place particular slot machines.
Lessons Learned
The experiences at Harrah’s provide several lessons that can benefit other companies embarking on a customer relationship management initiative.
Link the business and warehouse strategies. Throughout its history, Harrah’s has focused on building relationships with customers. The coming together of advances in information technology and the expansion of gaming markets gave Harrah’s the opportunity to use data warehousing to implement a brand strategy. A business strategy supported by data warehousing has led to fundamental changes in how the company is run and a leadership position in the gaming industry.
Focus on business change management and link that to the success of the project. Because Harrah’s was moving from a property to a brand-centric view of customers, there was a need for business change, not just technical changes. Strong senior executive support was key to the overall success. Also important were changes in incentive systems at the property level to reward cross-property play.
Have strong involvement from the business units. Harrah’s was fortunate that in the beginning of its data warehousing initiative that the same person was both the CIO and Director of Strategic Marketing. This heavy involvement by the business units has continued throughout the project. They have taken on tasks such as planning for warehouse usage, helping develop training and certification programs for new users, and developing reports for the properties to use.
Have a scalable architecture. While Harrah’s initial architecture was satisfactory for the patron database, it proved to be inadequate for the marketing workbench. After considerable effort to work with what was already in place, Harrah’s ultimately turned to NCR to provide an architecture that would provide satisfactory response times to users’ queries. Companies often fail to create a data warehousing architecture that scales to meet future needs.
Include short-term milestones and prototyping. Initially, Harrah’s did not use short-term milestones and prototypes. This was a mistake and contributed to problems, such as with performance on users’ queries. After this experience, future phases of the project included proofs of concepts, prototypes, and quicker deliverables.
Manage the consulting relationship. Since Harrah’s did not have data warehousing experience, it sought external assistance. Harrah’s used NCR’s Professional Services group to augment internal staff. Harrah’s did not “outsource” the project, but rather, “co-sourced” it by identifying internal IT management responsible for the project and the relationship with NCR.
Plan for knowledge transfer and in-house expertise. It is common for companies to hire consultants to help with their data warehousing projects. Most companies initially have little in-house data warehousing experience and consultants can move the organization more quickly up the learning curve. However, it is important to ultimately have internal data warehousing expertise. This can be achieved by hiring experienced data warehousing professionals and having a formal plan for knowledge transfer from the consultants to internal personnel. Harrah’s used both of these approaches successfully. They also utilized considerable in-house training on data warehousing.
Conclusion
Harrah’s has left little to chance. It has invested more than $100 million in computers and software to develop what is widely regarded as the industry's most sophisticated "frequent bettor" program. With the Total Rewards program, which contains the world's largest database of casino customers, they have been able to create sustainable loyalty, a dominant competitive advantage, and insulate the business from local market volatility.
Their innovative idea was to grow by getting more business from Harrah's existing customer base. This approach was in contrast to the prevalent strategy of building ever more elaborate and splashy new casinos. Gary W. Loveman refers to their success as "the triumph of software over hardware in gaming."
The Total Rewards program has increased traffic in Harrah's casinos, and marketing programs driven by data from the warehouse are increasing retention. Keeping customers goes right to the bottom line. An increase in retention of just 1 percent is worth $ 2 million in net profit annually. So far, Harrah's is enjoying an increase in retention of a couple of percentage points, thanks in large part to its data warehouse.
Closed-loop marketing is contributing to Harrah’s competitive advantage. According to Tracy Austin, vice president of Information Technology Development, by combining product information with customer behavior, “no one can touch us.” Overall, the data warehouse is turning up nothing but aces for Harrah's. Harrah's "gamble" on technology is paying off.
Questions for Discussion
Discuss the factors that drove Harrah’s customer relationship strategy.
Discuss whether Harrah’s business and IT strategies were aligned, and what factors contributed to or detracted from achieving alignment.
Discuss the integration between Harrah’s patron database and the marketing workbench.
Give examples of how Harrah’s has implemented closed loop marketing.
Does Harrah’s have a sustainable competitive advantage? Can other companies duplicate what Harrah’s has done? Discuss.
Discuss the privacy and security issues associated with what Harrah’s is doing. Are there concerns and how can Harrah’s address them?
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