La Fleur’s 2018 Austin Conference Tentative Program Monday, December 3, 2018 5–7 p.m.—Registration 5–7 p.m. Opening Night Reception (Gabriel’s Restaurant, AT&T Hotel & Conference Center (Co-Sponsors: Jackpocket & LatinWorks) Tuesday, December 4, 2018 8–5 p.m.—Registration 8–9 a.m.—Coffee & Bagels 9–9:15 a.m. Welcome Address Gary Grief, Executive Director, Texas Lottery 9:15–9:30 a.m. The $5 Million Vegas Challenge and the Big Cedar Cash Adventure: Non-Licensed Scratch Family Promotions Ryan Mindell, Lottery Operations Director, Texas Lottery An overview of two exciting upcoming Texas Lottery promotions. First, the $5 Million Vegas Challenge will launch with the six games in a multiplier family starting December 6. The promotion will offer a guaranteed $1 million prize (up to $5 million) to one winner, with multiple $1 million prizes available. Second, the Big Cedar Cash Adventure will launch with the four games in a Gems 7 family starting May 6, 2019; 400 winners will win a trip to the Big Cedar Lodge and experience a private VIP concert. 9:30–9:45 a.m. LUCK HAPPENS Case Study Andrew Leeper, Brand Strategy Coordinator, Texas Lottery In 2017, the Texas legislature reduced the Texas Lottery ad budget by 23% from $32 million to $26.4 million. This was a huge challenge considering that the Texas Lottery was already ranked 39th out of 45 US Lotteries in ad budget per capita. With record sales goals to beat, the Texas Lottery had to really get scrappy and find creative ways to stretch the advertising budget to make sure every ad dollar was working as hard as possible. Using a holistic approach, the Texas Lottery team developed a synergistic strategy across all platforms that built equity with every interaction and engagement. This new approach emphasized not only efficiency but impactful creative messaging that resonated with consumers key motivations for playing lottery. 9:45–10 a.m.—Texas Lottery Interactive Panel 10–10:30 a.m.—Coffee Break 10:30-11 a.m. 5 Secrets of Master Game Designers to Inspire Innovation Tom Long, Studio Head, GoneGypsy Games Inspiring innovation year-over-year is critical to growing the largest entertainment in the world to over a mind-blowing $100 billion a year video game industry. Learn 5 powerful secrets that master game designers use to hone their craft and how you can leverage it in your production of real money gaming. This talk will introduce and briefly review 5 of some of the most important and practical concepts a professional game designer should know and use when producing a new game. These concepts were curated specifically for this conference audience and should provide a solid action-item foundation for your lottery game success. SEGMENT: iLottery & Lottery Modernization 11-11:15 a.m. Rapid Adoption of New Game Categories, New Distribution Channels, Cashless Payment Options, and Lottery Modernization Initiatives Drew Svitko, Executive Director, Pennsylvania Lottery 11:15–11:30 a.m. iLottery Case Study: Pennsylvania Lottery Stephanie Fidler, Deputy Executive Director, Marketing & Products, Pennsylvania Lottery The Pennsylvania Lottery launched iLottery just six months after the law was enacted to authorize internet sales. Five months later, play/sales reached a milestone of $100 million. How did they do it? The Pennsylvania Lottery will share with you things that your lottery can do now to prepare to sell online; key decisions that are integral to the success of iLottery and other lessons learned along the way will be discussed. 11:30–11:45 a.m. iLottery Case Study: Michigan Lottery Shannon DeHaven, Deputy Director, Digital Operations, Michigan Lottery 11:45–12 p.m.—iLottery Panel -Shannon DeHaven, Deputy Director, Digital Operations, Michigan Lottery -Drew Svitko, Executive Director, Pennsylvania Lottery -Stephanie Fidler, Deputy Executive Director, Marketing & Products, Pennsylvania Lottery 12-12:15 p.m. The Fleurry Best Lottery Ad Awards Ceremony 12:15–1:45 p.m.—Luncheon 1:45-2 p.m.—MUSL Powerball Panel - Bret Toyne, Executive Director, MUSL - Drew Svitko, Executive Director, Pennsylvania Lottery - Gary Grief, Executive Director, Texas Lottery 2–2:15 p.m. Gold Program Sponsor Presentation: Self-Service & the Consumer Experience Dan Morales, Senior Manager Retail Sales & Analytics, IGT According to TechNavio, there is an expected 49% growth in retail self-service options over the next three years and Forrester predicts 79% of customers would rather use self-service than a human assisted support channel. How can lotteries be properly positioned with retailers and solutions to remain a sustainable product for consumers in the future of retail? 2:15–2:30 p.m. Gold Program Sponsor Presentation Nick Papadoglou, VP & CCO, INTRALOT 2:30–2:45 p.m. Gold Program Sponsor Presentation Julin Shaw, Director, Marketing, NeoPollard Interactive 2:45–3 p.m. Gold Program Sponsor Presentation TBA, Scientific Games 3–3:30 p.m.—Coffee Break 3:30–3:45 p.m. Gold Program Sponsor Presentation: What’s Noovie At The Movies? Stacie Tursi, SVP, Local & Digital Sales, National Cinemedia (NCM) This Gold Sponsor presentation will discuss the following: 1. What’s releasing in movie theaters for December 2018 and 2019 2. Noovie Everywhere a. Enhancements to the Noovie Pre-Show 3. Digital Updates 4. NCM & State Lotteries a. How NCM reaches lottery players b. History of our partnerships with State Lotteries c. Case Studies/Testimonials 3:45–4 pm Gold Program Sponsor Presentation: Unlocking Sustainable Growth in Lottery 3.0: Player Engagement in a Digital World Adam Barry, Director Sales Operations, Camelot Global With a rich history spanning more than 50 years, the U.S. lottery industry is reaching new levels of maturity. Over this time overall lottery sales and profits have grown, driven predominantly by retail penetration and product optimization. Standing in 2018 and looking to the future, we live in a transformative digital time. Future growth will not come from the same place as it has in the past, with player and consumer expectations for all goods and services increasingly driven by personalized experiences. Camelot will look at how U.S. lotteries can drive relevancy with players, grow their player base, and unlock sustainable and responsible future growth. 4-4:15 p.m. Gold Program Sponsor Presentation Andrew Crowe, VP, Emerging Markets, Worldpay 4:15-4:30 p.m. Alice Cooper: The Arizona Lottery’s Licensing a Legend Chris Rogers, Deputy Director, Products & Marketing, Arizona Lottery The Arizona Lottery will use our extraordinarily popular “Alice Cooper” ticket as a case study to show attendees how out-of-the-box thinking can not only spur sales but can also do the greater good. This unique and visually appealing Scratchers® ticket has allowed the Arizona Lottery to leverage the cachet of an international rock star and local hero to help him help troubled teens while, at the same time, license his image and name to create a culturally significant ticket with broader than expected appeal. Along with our artist-in- residence created “Lucha Libre Loot” tickets, attendees will learn more about how to create these locally relevant licensed third-party properties to generate significant earned media and attract new players. 4:30-6 p.m. —Private Lottery Marketers Meeting 6:30-10:30 p.m. CELEBRATE TEXAS WITH IGT Location: Bullock Texas State History Museum, 1800 Congress Avenue, Austin, Texas All attendees are invited. You will need to wear your conference badge as identification. Casual attire or jeans and boots encouraged. Enjoy dinner and live music with The Motts Band! Wednesday, December 5, 2018 9–9:15 a.m. Lottery Marketing Director Panel - James Hutchinson, SVP, Marketing & Product Development, Georgia Lottery Corp. - Jay Finks, Deputy Director, Oklahoma Lottery - Stephanie Fidler, Deputy Executive Director, Marketing & Products, Pennsylvania Lottery - Robert Tirloni, Products Manager, Texas Lottery 9:30–9:45 a.m. Georgia Lottery’s FY19 Instant Initiatives James Hutchinson, SVP, Marketing & Product Development, Georgia Lottery Corp. Meghan Dondero, VP, Product Development, Georgia Lottery Corp. 9:45–10 a.m. Oklahoma Lottery Re-Launch: Instant Case Study Brandie Reisman, Director of Marketing & Administration, Oklahoma Lottery After years of declining instant sales, the Oklahoma Lottery re-launched their entire instant ticket portfolio in July 2017 resulting in an 82% sales increase. This presentation focuses on the efforts of the Lottery staff to re-launch the product line including the state of instant sales leading up to the re-launch, research findings supporting major changes to prize structures, establishing a $10 price point and the eight-day execution plan. Not only did the Oklahoma Lottery meet their aggressive sales goal in the first year, they far surpassed and achieved sales increases at every price point. 10–10:15 a.m. —Oklahoma Lottery Panel - Jay Finks, Deputy Director, Oklahoma Lottery - Brandie Reisman, Director of Marketing & Administration, Oklahoma Lottery 10:15-10:45 a.m.—Coffee Break 10:45-11 a.m. The Colorado Lottery: Conservation Organization Tom Seaver, Director, Colorado Lottery One of the most common pieces of common knowledge in the lottery business is that people aren’t motivated to play based on the knowledge that the money raised is going to a good cause. This presentation doesn’t attempt to refute that belief. However, as Coloradans see our natural land and open space gobbled up by development, and pressured by extraordinary in-migration, the importance of being part of the solution elevates the dialogue. The Colorado Lottery is using technology, and closer cooperation with our beneficiaries, to position our brand closer to the identity of the state, and the people who live here. I’ll share some of our initiatives, and what we hope to accomplish. And, as our research continues to suggest, any reminder of the Lottery brand, or our games, tends to generate sales.