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Let Your Players Choose Fun! Four million passengers choose fun with Carnival® Cruise Lines each year. Our new Carnival instant games offer your players the chance to win once-in-a-lifetime vacations to the hottest travel spots on ships built to deliver immersive, adrenaline-fueled cruising experiences. Once aboard, players enjoy everything from world-class entertainment and fitness options to five-star dining experiences, and so much more. Go ahead and CHOOSE FUN for your players with Carnival and IGT. © 2019 Carnival Corporation. All rights reserved. Ships' Registry: The Bahamas, Panama and Malta. © 2019 IGT. The trademarks used herein are either trademarks or registered trademarks of IGT, its affiliates or its licensors. IGT is committed to socially responsible gaming. contents 6 | Lottery Biz la fleur’s New Hampshire Lottery kicked off its Holiday magazine Lights Promotion in October. U.S. lotteries will VOL.l 27 | NO. 2 market holiday-themed instant terminal games as well as run second-chance draw game holiday 6 promotions. Pennsylvania Lottery will run an in-store grocery advertising test at Giant Eagle. Cat-themed “Wan-Nyan” scratchers are quite popular in Japan. Mississippi Lottery Corp. will launch instant ticket sales on November 25. Kansas Lottery expects its new vending machines will enhance holiday sales. New Hampshire Lottery gets 13 proposals from potential suppliers for its sports betting RFP. Startup is expected in early 2020. 10 | The Death of the Draw Game 10 In 2019, in-state lotto made up only 4.5% Let Your Players of the total U.S. sales, down from 4.7% in 2018. As this trend continues, more lotteries Publishers are wondering what to do with their worst Terri Markle [email protected] performing draw games. How do lotteries know Choose Fun! Bruce La Fleur when it’s time to end a struggling draw game? [email protected] ® And what comes after? Four million passengers choose fun with Carnival Associate Publisher Byron La Fleur Cruise Lines each year. Our new Carnival instant 16 | NY Lottery’s Cash ‘n Win App [email protected] games offer your players the chance to win The Collect ‘N Win Alchemy 3 Stub Hub once-in-a-lifetime vacations to the hottest travel promotion proved to be a big contributor in the spots on ships built to deliver immersive, 16 increase in sales for the New York Lottery’s Editorial Office adrenaline-fueled cruising experiences. Numbers and Win4. 20 Courthouse Square Unit 207 Rockville, MD 20850 U.S.A. 18 | World Scan Phone: (301) 610-6070 Once aboard, players enjoy everything from Fax: (301) 610-6072 world-class entertainment and fitness options to Spotlight on holiday scratchers sold by www.lafleurs.com Lotterywest (Australia), Française des Jeux five-star dining experiences, and so much more. © 2019 TLF Publications, Inc. Go ahead and CHOOSE FUN for your players (France), Lotterywest, Lotto NZ (New Zealand), ISSN# 1536-8750 National Lottery (Ireland), Norsk Tipping La Fleur’s Magazine is published with Carnival and IGT. six times a year in January/ (Norway), U.K. National Lottery (UK) and February, March/April, May/ Veikkaus (Finland). The Advent Calendar is June, July/August, September/ October and November/December a world favorite, with long running editions by TLF Publications, Inc. Annual subscription rates: North © 2019 Carnival Corporation. All rights reserved. Ships' Registry: The Bahamas, Panama and Malta. offered by lotteries throughout Europe. © 2019 IGT. The trademarks used herein are either trademarks or registered trademarks of IGT, its 18 America-U.S. $229; International- affiliates or its licensors. IGT is committed to socially responsible gaming. NEXT PAGE FOR MORE CONTENTS U.S. $279; Digital-U.S. $199 contents 20 | Holiday Scratcher Roundup With holiday scratcher sales representing a huge portion of annual scratch sales, North American lotteries zero in on consumer-pleasing tactics. 25 | IGT: New Player Experiences Go Pop! Cash Pop™ and Winner’s Choice™ are two new offerings from IGT. 20 26 | Garrett Report: Bringing New Life To Lottery Research Lotteries have two paths to obtain valuable information about their business. 29 | UK Lottery: The Magic Number The 25th anniversary ad’s strapline is “Your Numbers Make Amazing Happen.” 29 | eInstant Game Trends The best-selling eInstant games sold by European lotteries in calendar 2018 and North American lotteries in fiscal 2019 are profiled. 29 31 | eInstant Games Data Report Global guide to lotteries’ eInstant games sold in fiscal 2019 and calendar 2018. 33 | La Fleur’s 3rd Quarter 2019 Data Report La Fleur’s 3rd quarter calendar 2019 statistical report ranks U.S. and Canadian lotteries by total, draw and instant gross and PC sales as well as a breakout table for non-traditional product sales, including iLottery. 41 | Industry News - Take-A-Ticket’s Take On Mass Customization For Lottery Clients (p41) - U.S. Lotteries Co-Market Seasonal Halloween & Holiday Scratchers (p41) - Scientific Games: A Sneak Peek At Sparkling Seasons Ahead (p42) 33 - Scientific Games and Nederlandse Loterij Expand Partnership (p42) - New Jersey Lottery & Northstar New Jersey Launch Cash Pop® (p43) - IGT Signs Agreement with Veikkaus Oy For Digital PlayBingo Platform (p43) - Schafer Systems Rolls Out Its IOC TMB Units At Kroger’s Fuel Kiosks (p44) - Loto-Québec Launches Novel Go-Van Scratcher Game (p44) 45 | Vendor Works IGT and Scientific Games announce LOTEX Concession developments. Scientific Games announces new contract with Sisal S.p.A. in Italy; it launches exclusive sports betting program in Turkey. IGT wins startup contract from Mississippi Lottery; it announces five-year systems contract with Oregon Lottery. Camelot 41 Lottery Solutions organizes 5k charity walk for NASPL Little Rock. ORION_INSIGHTS_8.25X10.75in �����������1������������2018�11�58������� 6 LOTTERY BIZ LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019 NH’s Holiday Lights Promotion with our Fast Play games already on sale. The holiday games will run for a limited-time, with sales The New Hampshire Lottery kicked off its Holiday beginning on November 1 and ending in January. Lights promotion last year which featured the BLIZZARD BINGO also marks our first extended opportunity to win a coveted position on the lottery’s play Fast Play game and we are excited about the second edition of the holiday program. product line expansion opportunities these games In November, the lottery launched sales for the and new playstyle bring to the terminal games new $5 Holiday Lights scratcher which features portfolio,” said Shelly Gerteisen, Director of Product, the winning house. “We are bringing the contest Florida Lottery. back this year from October 23 to December 15,” While there is no specific holiday program for said New Hampshire Lottery Marketing Director its draw games, the Arizona Lottery will sell a $1 Maura McCann. “Players will submit via the lottery’s “Fro$ty Fun” Fast Play game. It will also offer a Facebook page. We are reaching out to media to 2nd Chance promotion surrounding the holiday encourage more participation.” campaign. All non-winning holiday games tickets will be eligible. The New Mexico Lottery will offer Jingle Bucks Fast Play games during the holiday season. “In December, we plan to add ‘To:’ and ‘From:’ tags on the top of our draw tickets,” said Wendy Ahlm, Marketing Director, New Mexico Lottery. The DC Lottery will sell one holiday Fast Play game. Candy Cane Cash launched early in 2018 as it was included in the Holiday Bucks 2nd Chance Contest. Players will be able to see the house which won The Pennsylvania Lottery includes its draw the contest last year which should definitely ramp up games in a separate Holly Jolly Second-Chance interest (as well as entries). Drawing, which also includes its Fast Play and “One of the biggest differentiators from Scratch-Off games. “This Second-Chance Drawing a product standpoint is that we ARE actually offers prizes worth more than $1 million of which showcasing the house that won last year, which we $400,000 in prizes will be awarded for players who could not do last year,” said Kelley-Jaye Cleland, enter winning or non-winning draw game tickets,” Director, Sales & Product Development, New said Stephanie Weyant, Deputy Executive Director, Hampshire Lottery. “We can show players that ‘this Marketing & Product Development, Pennsylvania could be your house next year’ and that people Lottery. actually DO win in these competitions. And our field Maryland Lottery’s holiday draw game staff are behind it 100%, loving the fact that we are promotion is positioned as a “thank you” for its Pick showcasing our players.” 3/Pick 4 players, its most loyal group. “Vouchers Winner Joyce Mitchell won a professionally for $1, $2 or $5 will be randomly awarded for photographed framed picture of her home plus three purchases of our daily numbers games. These low- books of tickets. McCann met the photographer at the house in Claremont, New Hampshire on January 6: “We had a short period of time to shoot those One of photos—kind of right after the ‘blue hour’ just as it “the biggest got dark but not too dark. It had just snowed a bit differentiators that day, giving it perfectly some fresh cover.” from a product standpoint is that Holiday Draw Game Programs we ARE actually U.S. lotteries do not traditionally run big holiday showcasing promotions for their draw (terminal) games. But the house that there is definitely a pickup in the number of lottery won last year,” jurisdictions that now offer a holiday game for their said Kelley-Jaye instant terminal games (ITGs). Cleland, Director, This year, the Florida Lottery is offering its Sales & Product first-ever, holiday-themed Fast Play™ games. “The Development, $1 game, MERRY MONEY MATCH, and $2 game, New Hampshire BLIZZARD BINGO, will be offered in conjunction Lottery.
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