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6 | Biz la fleur’s kicked off its Holiday magazine Lights Promotion in October. U.S. will VOL.l 27 | NO. 2 market holiday-themed instant terminal games as well as run second-chance draw game holiday 6 promotions. 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. Lottery expects its new vending machines will enhance holiday sales. New Hampshire Lottery gets 13 proposals from potential suppliers for its 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 ’s Editorial Office adrenaline-fueled cruising experiences. 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) - & 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 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 . 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 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 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 ’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. Go Digital. Drive Results. 100+ Digital Customers | $16+ Billion in Digital Wagers*

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© 2019 IGT Global Solutions Corporation. The trademarks used herein are owned by IGT or its affiliates, may not be used without permission, and where indicated with a ®, are registered in the U.S. IGT is committed to socially responsible gaming. Our business solutions empower customers to choose parameters and practices that become the foundation of their Responsible Gaming programs. Images are representative only. Paradise Ad.pdf 2 10/14/19 1:19 PM

8 LOTTERY BIZ LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

dollar ‘bonus’ wins are a favorite among The main message is “Make Their The cat-themed Nationwide WE’VE GOT 2 TICKETS TO players, who see this as an opportunity Holidays Merrier!” with a sub-heading Autonomy Lottery No. 775 features a top for extra chances to play and win. In fact, where possible of “Add a Holiday Scratch- prize of 500,000 yen. It costs 200 yen. they frequently reinvest these vouchers Off!” One alternative message being used The 47 prefectures and 20 designated right back into the games in the hopes in the bakery or candy area is “Make cities issued these scratchers in order to of receiving even more ‘bonus’ plays,” Their Holidays Sweeter!” raise money for good causes. Mizuho said Leo Mamorsky, Managing Director, “We see growth opportunities within Bank sold these scratchers to the public CMO, Maryland Lottery & Gaming. the grocery retail channel and look (through various retailers) as trustee to The will be forward to increasing our presence within Japan’s lottery system. running a holiday promotion called the store during the holiday season, “Second Chance of a Lifetime: Royal reminding shoppers that holiday Scratch- Vending Program Holiday” in addition to its Scratchers as Offs make great gifts for those who are 18 The will use its new Gifts campaign. “Players can enter $10 and older,” said Weyant. vending machines to market its Holiday worth of holiday-themed Scratchers and Lucky Times family. eligible draw games into the promotion Wan-Nyan Scratchers “The lottery believes the vending for a chance to win their choice of trips In the New York Cat Film Festival, a machines will play a key role this holiday or cash,” said Rhonda Fehr, Advertising “lucky cat” named Hachi is featured in season because players will be able to use Manager, Missouri Lottery. the film short entitled “Cat Nation: A credit, debit, or cash to purchase lottery “This year, the is Film About Japan’s Crazy Cat Culture.” products through the vending machines,” revamping its Lotto game; so as part of This documentary illustrates how the said Judy Bradley, Instant Product our holiday marketing efforts, the new Japanese revere cats, including dedicating Development Manager, Kansas Lottery. Lotto game will be added to our holiday an island for a community of cats and The lottery anticipates having all 272 radio message,” said Todd Greco, Scratch naming a commuter train after a feline. machines installed by early 2020. Product Manager, Colorado Lottery. C The film includes a spotlight on Japanese This is the first holiday season Kansas M MS Lottery Launch lottery retailer. This tobacconist, who Lottery products will be sold at Walmart is based in Mito, Japan, has sold many stores across the Sunflower State. “This Y

The slogan for Mississippi Lottery’s winning tickets. His cat is known as new partnership with Walmart allows the CM launch ad campaign is “Have Fun, Y’all!” the “Cat with the Lucky Eyebrows.” Lottery to market its product to more MY “We will begin with scratch-off This snowy white cat is known by its players as well as new potential players,” tickets November 25, then introduce distinctive black eyebrows. she said. CY

Powerball and MegaMillions in the Pet-themed scratchers are quite There are three different types of CMY

first quarter of calendar 2020,” said popular in Japan. “The ‘Wan-Nyan’ series vending machines that will be placed K Mississippi Lottery President Tom of scratchers, are very popular, and sold in select retailers throughout the state. Shaheen. at numerous retailer shops throughout in Walmart Stores chose to install the 53- The lottery plans on introducing Japan,” according to a representative of inch PlayCentral machines. one $1, two $2 and one $5 instant ticket. Japan Lottery Research Center Inc. “Wan Shaheen said anticipated total sales by means bow-wow (dogs’ bark). Nyan NH Sports Betting RFP end of FY20 (the first full seven months of means meow-meow (cats’ mew).” The New Hampshire Lottery received sales) are $125 million. 13 proposals from potential vendors and retailers looking to offer sports betting In-Store Grocery Ads in New Hampshire. The New Hampshire The Pennsylvania Lottery will be testing Lottery issued a request for proposals in-store grocery store advertising at Giant (RFP) for implementing sports betting in Eagle stores for the 2019 holiday season. New Hampshire on August 7. Responses THE ATLANTIS The test will include 6” x 8” Shelf Talkers were due September 20. LOGO AND (two per store), 24” x 36” floor graphic Gov. Chris Sununu signed legislation IMAGES ARE THE decal (one per store), and 8.75” x 6.75” in July authorizing the New Hampshire REGISTERED cart signage (30% of carts). Lottery to conduct sports betting, which TRADEMARKS OF Shelf Talkers will be placed near gift will be allowed through as many as 10 ATLANTIS PARADISE ISLAND cards or bakery, Floor Graphic in front physical sports book locations, and as RESORT of greeting cards and double-sided Cart many as five online sports books. signs on the front of the cart. “Sixty stores The New Hampshire Lottery expects will be included in the test and 22 will be to approve final contracts by the end excluded as ‘control’ stores for a post- of November 2019 and aims to launch holiday sales analysis,” said Weyant. sports betting by early 2020.

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By Byron La Fleur or the past decade, the lotto category has been dominated by the two multi-jurisdiction Fgames, and —and, to a lesser extent, the For Life annuity lottos, and . In 2019, in-state lotto made up only 4.5% of the total U.S. sales, down from 4.7% in 2018. As this trend continues, more lotteries are wondering what to do with their worst performing draw games.

How do lotteries know when it’s time to end a struggling draw game? And what comes after?

The Reason Against Ending It is rare for lotteries to remove draw The Exceptions games from their portfolio. The reason is simple. Draw games, once implemented, Note: and Monopoly cost almost nothing to maintain. After all, Millionaires Club were not included in this there are no printing costs like with instant article. Twenty-nine lotteries were involved in tickets and terminals have no real limit to either or both games. Hot Lotto was excluded the amount of games a lottery could sell. because part of the reason it was ended was for Many of these draw games are non-performance related reasons. Monopoly earning three cents per capita a week or Millionaires Club was excluded because the less, a pittance compared to instant games game was in-market for less than one financial for the multi-national games. But over quarter and it ended due to risk. Furthermore, the course of a year, these games result in both games were ended as a result of large millions of dollars going to good causes. group decisions. This article is focused on the The Lottery Corp. is decisions that led up to ending games that have considering ending one of their draw been in the market for longer than one year, games due to low sales, even though have a delayed draw, and were ended due to they have never ended one in the past. underperforming sales. Lucky Links has been earning between 2 NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE FEATURE 11

My philosophy is if we’re going to grow the business, we have to be able to build our brands. That mentality goes against just leaving a game out there because it doesn’t cost us anything. ~ Tom Delacenserie to 3 cents per capita a week, a third of portfolio,” President faced with a similar dilemma. Sports what the next lowest performing game is Tom Delacenserie said. Pools was one of the oldest games in generating. But the The Kentucky Lottery staff has a the portfolio and was believed to have team is still hesitant to end the game. “If couple of options with Five Card Cash. a very loyal, niche player base due to its you do cut a draw game and those players They could pull it from retailers, but still affiliation with soccer. But it was one of go away, it’s a lot of money to make up sell it over the internet. They could also the lowest sales performing games in the somewhere else,” Pete Donahue, Senior keep it as is, but Delacenserie believes portfolio. With national game portfolio Director of Marketing, Connecticut there is strong reason to end the game in sales exceeding A$5.5 billion annually, Lottery said. “We deal with big numbers physical retail locations: “My philosophy Soccer Pools sales were only A$10 million in this business. Even though this game is if we’re going to grow the business, we a year. is underperforming, it’s still five million have to be able to build our brands. That Its legacy and niche status made the bucks.” mentality goes against just leaving [an organization very wary of removing it Niche draw games are also believed underperforming] game out there because despite its underperforming sales. “We to expand the player base. Usually, they it doesn’t cost us anything.” asked ourselves a lot of questions. Should have some sort of differentiator, a game Bad games could also be costing we reskin it? Should we try something mechanic or aesthetic, that is assumed to the lottery money indirectly due to new? Should we increase the price and make it appealing to a different segment opportunity cost. Opportunity cost is the see what the market does? Or should we of players. For instance, Lucky Links is an value of the next best thing a company or retire it gracefully because we shouldn’t extended play draw game. person gives up by choosing one path over be spending our time on it?” Callum another. For example, if a high school Mulvihill, General Manager Finance & The Reason For Ending student decides to go to college for four Commercial (Lotteries), The Lott said. From a metrics standpoint, it is difficult years, there is the upfront cost of tuition, The Lott put together a project team to point to a definitive reason to remove but there is also the opportunity cost of to assess the game. “There was lots of a game—which is why so many lotteries losing income they could have made if analysis from both the game’s financial never do it. After all, it is hard to argue they had decided to work full time over health but importantly player behavior that a game that costs little and earns those four years instead. and their motivations in the context of millions is bad for the organization. Yet In this case, the opportunity cost our total portfolio and the other changes lower performing games may be cluttering of keeping a poorly performing game being considered,” Mulvihill said. the retail environment, confusing both would be implementing a different, higher The Lott utilized their impressive lottery partners and players. performing game. “We are looking for players club to help build a business case The Kentucky Lottery Corp. has options that will outperform it, something on how to proceed. The project team been considering ending Five Card Cash, new and fresh,” Donahue said. revealed that the player base wasn’t a niche draw game with both an instant as loyal as expected. There were some and daily draw win component. The game Soccer Pools ingrained, regular players who just liked also has a poker theme to it to hopefully The biggest problem with killing off a playing Soccer Pools. Some players liked intrigue non-players with an affinity to game is that it is relatively uncharted it because it was associated with soccer. card games. However, like Lucky Lines, territory. Most jurisdictions have not “But for most of the players, it was just the game generates roughly 2 to 3 cents ended a game in the past decade, and another opportunity to win in the week,” per capita per week. those that have, have only done so Mulvihill said. “We realized we had games The Kentucky Lottery team has tried once. To complicate matters even more, that covered this spectrum and they are to modify the game in order to increase the majority of U.S. lottery play is far more material.” its attractiveness to players. It increased anonymous, so it is difficult to study From the financial analysis, the game the odds to win and started to sell the exactly what happened after a game ends. had additional costs to it. The game’s game on Sundays. Sales increased by Since the industry is very risk averse, this “drawing mechanic” was based on soccer 12%. “[The changes we made to our Five lack of data has prevented many U.S. scores around the world, which added Card Cash game] were good from the lotteries from ending draw games. risk to the game due to soccer fixing, and standpoint that we were able to ‘move Tabcorp Holdings’ subsidiary The it required third party vendors. the needle’ on sales, but [Five Card Cash] Lott, a private lottery that operates four The Lott decided to retire the game, is still one of the weakest games in our out of the five Australian lotteries, was but wanted to do it as seamlessly as 12 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

possible, without losing any players. substituting. The graph below (Time traditional, in-state lottos. However, The Lott heavily cross promoted other Series: Weekly Sales Depicting Similar lotteries that replaced games with annuity games to the Soccer Pool players. They Draw Game Replacement) shows the bloc games often performed far better. also ended Soccer Pools during a large attempts of one U.S. lottery to replace Both Lucky for Life and Cash4Life Engaging lottery change to the Australian Powerball, a game from 2014. (I am withholding improved sales significantly. which generated close to an additional the name for a few reasons—it is not For instance, in , Lucky for A$1 billion in national sales in its first 12 necessary to make the point; I don’t Life has always outperformed Cash 5, months after the change. want to get in trouble; and for product the game it replaced in early 2015. In the “The transition went quite smoothly. placement reasons. This data is derived quarter ending 3/31/2014, a year before players in a Honestly, consumers didn’t even realize from La Fleur’s World Lottery Almanac Cash 5 ended, it earned $210,865. In it went missing,” Mulvihill said. “The book.) The graph shows weekly sales for the quarter ending 3/31/2016, Lucky for money just spread to the other segments three separate games. The original game Life earned $975,428, a 363% increase. of the portfolio.” is labeled in blue. The second and third Even four years later, Lucky for Life is For this article, Mulvihill looked iterations are labeled orange and gray still far outselling Cash 5. In the quarter digital world. at what happened to those ex-players a respectively; both games are in-state lottos ending 3/31/2019, Lucky for Life earned year later. Their total lottery play was with no bloc affiliation. $739,980, a 251% increase. unaffected by the retirement of this game From a sales perspective, the “Delaware’s per cap on Cash 5 was Camelot Lottery Solutions as the portfolio had many other game replacement games both show an very low. As a small state, we have never options to cater to their play motivations. immediate lift in sales and then a gradual been able to afford a For Life game on is a game changer. “This was consistent with the research decline. The original game roughly our own. Lucky for Life was a great findings that told us players saw this averaged $28,000 a week over the last six option for us. Players loved the possibility Players today want more choices. Better access. game as just another opportunity to win,” months of its life. The replacement game of winning $1,000 a day for life. We To engage with brands they love. Lotteries grow Mulvihill said. (orange) averaged $33,000 a week, but recently had two second tier prizes in responsibly when they focus on the player experience, sales were falling precipitously. Finally, the one month. It has been a boost for game giving players a personal connection to the games Replacement Games last game is currently averaging $25,000. sales,” Cheryl Couvillion, Marketing they play and the community benefits they create. For the 19 states that have ended a draw Both new games saw a dramatic Specialist, Draw Games & Sports Betting, Because when more people play, everybody wins. game in the past five years, the over boost in sales when they were introduced. said. However, these sales may not have This wasn’t an isolated case. In four arching strategy was to immediately Visit camelotls.com replace it with a similar game. On covered the marketing, operational and other situations that were very similar to average, a game is replaced within one systems costs of adding a game. Delaware, after a few years, states saw financial quarter. their For Life replacement game increase However, after a year, the For Life Games sales when compared to the game it replacement games often do not This trend of declining sales was typical replaced by 54%, 27%, 73% and 227%. outperform the game they are for lotteries that replaced games with Time Series: Lottery Weekly Sales Depicting Similar Draw Game Replacement $1,200,000

$1,000,000

$800,000

$600,000

$400,000

$200,000

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Players today want more choices. Better access. To engage with brands they love. Lotteries grow responsibly when they focus on the player experience, giving players a personal connection to the games they play and the community benefits they create. Because when more people play, everybody wins.

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Time Series: Weekly Sales Depicting Fast Play Replacement $600,000

$500,000

$400,000

$300,000

$200,000

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5CC AoN Fast Play Instant Terminal Games the two games ended, sales were $1.5 Conclusion million. In the quarter ending 6/30/2019, Today, the resurgence of Instant Terminal It will always be difficult for lotteries to Fast Play alone generated $4.9 million Games (ITGs), like Fast Play, has end a draw game. The cost to maintain in sales, a 225% increase. Fast Play and seemingly made it the game of choice to the game is almost non-existent, while the Triple Twist together generated $8.6 replace underperforming draw games. cost to start up a new game is significant. million, a 487% increase. The Connecticut Lottery team, as they But removing a poorly performing The graph above shows Arizona contemplate ending Lucky Links, is game for a new, mechanically distinct Lottery’s weekly sales before and after the preparing to release Fast Play in April game, like Fast Play, or a bigger prize introduction of Fast Play. 2020. “We are trying to make sure that bloc game, like the For Life games, in Overall, Fast Play fills a new role in we do have some place for those players the portfolio could provide lottery a real the portfolio. Delacenserie believes that to go. We’re not just going to end the boost in sales over the long run. any new game added to the portfolio game and not have somewhere something “You’ve got to look at the bottom must be distinct to succeed. “A good new for the player,” Donahue said. line. What’s the return on investment. If example is Keno. Keno was introduced in The Kentucky Lottery launched Fast those games aren’t performing then you Kentucky about three years ago, and now Play in October. “If the lottery plans to either have to try to find a way to get it does more annually than Powerball,” end a game, I would have another game their performance up or replace them,” Delacenserie said. “So there’s a good ready. If Fast Play comes out of the block Delacenserie said. example of a differentiation in the game and does just as well, then my decision to The fear that removing a game may where it’s not a confusing situation to a move Five Card Cash out of the portfolio lose a large group of niche players could player. It is appealing to the player to have is very easy. If I just let it wind down and I also be unfounded. The evidence from that option as opposed to just Powerball. don’t replace it, then I’ve got a deficit that The Lott suggests that even in a game that So I think if you’re looking at making I hope I can make it up somewhere else,” would seemingly have a niche audience, these decisions, one of the things that you Delacenserie said. most of the players were just looking for a want to ask yourself is: where does this An ITG isn’t a traditional draw different opportunity to win. new game fit in the portfolio?” game, but since it is printed from a Admittedly, some of these examples ITGs also provide the opportunity terminal, many players should find it a are anecdotal. But they do provide food to reskin games two or three times a year. great replacement game due to its instant for thought for lottery leaders. Is the This is a distinct opportunity. It is well win prizes. Arizona Lottery replaced 5 opportunity cost of lackluster draw games known that instant games see a boost in Card Cash and with a worth it? sales whenever new games are introduced. combination of Triple Twist and Fast “Do you need to clean up/refresh Draw games could emulate this by Play in 2018. The early results for Fast your draw games portfolio every once in a seasonally reskinning their games. Play alone have been very positive. In the while? I think the answer is yes,” Donahue quarter ending 6/30/2017, a year before concluded. Terri Markle • BruceEDITED La Fleur BY • Byron La Fleur

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4-book-ad-8.25x10.75-outlines.indd 1 10/22/19 9:26 PM 16 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019 NY Lottery’s Collect ‘N Win App he New York Lottery’s NUMBERS October 1, 2019. It runs through mid- T& WIN4 Collect ‘N Win program January 2020. The Lottery has expanded launched November 30, 2018. The entry to include all New York Lottery purpose of the program at launch was draw games for its Collect ‘N Win Home to keep NUMBERS and WIN4 players Depot Seasonal promotion. This should engaged by offering a second chance to result in expanded digital engagement, win prizes and deliver on-going drive- especially with new players. Entries to-retail rewards such as coupons for into the Collect ‘N Win program will be free tickets and cash vouchers. Alchemy3 eligible to win a $5,000 room make-over provided the Collect ‘N Win program. and $500, $100 and $50 Home Depot “NUMBERS and WIN4 are gift cards. The $50 gift cards are won as the Lottery’s most profitable games, Instant Win prizes. accounting for approximately 35% of “We anticipate a much higher the Lottery’s annual Aid to Education registration rate with the inclusion of contribution,” said Gweneth Dean, performance indicators used to measure all draw games. To keep registrants Director, New York Lottery. “A small performance include: engaged and excited about the program, increase in sales can have a significant o Acquisition: Increase the number we provide customized messaging and impact on the bottom line. Prior to the of registered players in the player coupon prizes to promote cross-play at launch of Collect ‘N Win, the Lottery database. (Result: 21% increase) a more granular level,” said Fuller. “The experienced NUMBERS and WIN4 o Conversion: Drive players to retail seasonal Collect ‘N Win program is growth of 2.1%. Comparing the same 36- to promote cross-play. (Result: 222,160 designed to use the familiar Home Depot week period following the launch, these coupons delivered) brand to attract new players and reward games returned a 7.1% increase.” o Player retention: Player returning existing players at a time when people The Collect ‘N Win Alchemy3 to the app at least 1x within 30 days. are thinking about home improvements StubHub promotion proved to be a big Maintain a healthy industry standard during the hosting season. Ultimately, our contributor to the increase. The special 29% retention rate. (Result: 62% goals are to keep Lottery top-of-mind promotion began March 18, 2019 retention rate) through digital engagement and drive and ran through May 20, 2019. “The o Redemption rate: Coupon and users to retail for cross-play and game Lottery advertised the promotion, which voucher redemption rate to exceed 50%. trial.” featured drawings for $5,000, $1,000 (Result: Approximately 75% redemption In the final analysis, results show and $250 Stub Hub gift cards. During the rate) the New York Lottery is collecting new promotion and advertising period, overall “Prior to launching the app, growth players as well as winning approval. gains of 10.5% and 11.6% occurred for was flat for NUMBERS and WIN4,” “Programs such as Collect ‘N Win reach NUMBERS and WIN4, respectively. Even reported Dean. “By promoting great out to loyal players and express well- after the promotional period ended, the prizes such as Stub Hub gift cards, we deserved appreciation, as with any loyalty games ultimately realized gains of 11.5% brought in new players while also offering program,” said Dean. “In addition, the year-over year,” said Dean. something special to our loyal players. We program leverages well-known brands to According to the Lottery, the saw increased engagement with the app attract a broader audience. Our goal is to number of registered players during and NUMBERS and WIN4 sales increased expand the player base, and one way to the promotional period increased 21%. significantly during the promotional do that is by offering something chatter “However, the promotion could not period.” worthy to attract new players. The drive- sustain that growth,” said Maggie Fuller, “NY Lottery Collect ‘N Win rewards to-retail effort gives loyal players what Director of Lottery Digital, New York behavior with prizes that players want they want (free tickets) and new players Lottery. “There were two factors that may —cash, free tickets and gift cards,” the chance to try other lottery games.” have contributed to this: the advertising explained Alchemy3 CEO Paul Guziel. that contributed to the initial growth “Plus these can be fulfilled instantly concluded before the end of the 10-week through the app for more immediate promotion, and the promotion ran too gratification. Also, gamifying frequency long. Our players are accustomed to new is more rewarding. Awarding tokens to promotions every eight weeks. We saw a complete a puzzle stimulates internal decline of about 7.5% in active players by rewards and encourages repeat play. the end of the promotion.” The New York Lottery launched its According to Fuller, the key Seasonal Collect ‘N Win promotion on la fleur’s magazine

EVENTS

Austin Conference November 18-21, 2019 AUSTIN, TEXAS

D.C Conference May 2020 WASHINGTON, D.C.

[email protected]

lafleru-conference-ad-2020.indd 1 7/13/19 2:08 PM 18 WORLD SCAN LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019 World Scan

Stor Julekalender Kiwi Christmas Norsk Tipping’s most expensive Lotto NZ will sell three seasonal tickets. Christmas ticket is Stor Julekalender “This year we are trialing something a (100 NOK). There are 1.2 million tickets little different with the launch of Instant printed. The payout is 60%. The lottery Kiwi’s $5 What A Cracker ticket. In also sells Julekalender (50 NOK) as well addition to die cutting the ticket to the as Gavelapper (gift tag) which costs shape of a Christmas cracker and using 20 NOK. Norsk Tipping runs a big metallic ink with a layer of red to make marketing campaign during the weeks the ticket appear multi-dimensional, the before Christmas—both in retail and on ticket also includes a Christmas joke panel web. “The bestselling Christmas product where players can reveal a joke as you is still Stor Julekalendar,” said Lise Vold, would in a traditional Christmas cracker. Product Developer, Flax, Norsk Tipping. This joke panel is an add-on feature only and has no impact on the outcome of the game,” said Claire Gutzewitz, Head of Instant Tickets, Lotto NZ.

Time of Frenzy Lotterywest’s 2019 Christmas range consists of four tickets at $1, $3, $5 and $10. “Our Christmas strategy continues from last year where we aim to take the stress out of Christmas gift buying by offering scratchies as an easy and affordable option. We’ve increased the print run for $5 and $10 Christmas tickets by 50% and 33% respectively due to high demand from last year.” said Monique Ho, Senior Product Development & Game Management Officer, Lotterywest. NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE WORLD SCAN 19

Advent Calendar Finland’s Veikkaus will produce a larger Advent Calendar ticket for the 2019 edition. “Advent Calendar has been a traditional ticket in Finland for a long time. But we do a facelift to it every year,” said Erja Holsti, Product Coordinator, Veikkaus Oy. Key to the game’s success is winnability—approximately every second ticket wins. “It is important to have this hit frequency in order to gratify a player for a long lasting game.” Rules & Procedures apply. Players must be 16+. Scratchcard Game Procedures are available at national-lottery.co.uk/scratchcards

Advent Calendar U.K. National Lottery will sell three Christmas tickets in 2019. “We are very much continuing with our strategy that has worked well in recent years— providing a good range of Christmas games at different price points and with different play styles—so that players can choose the best Scratchcard to give as a gift (or to treat themselves to as a Christmas treat!) Increasing the distribution of the Advent Calendar into the highest priority ensures that even more retailers can sell the most popular £5 Christmas game this year,” said Jessica Barclay, Games & Marketing Hampers Sweets & Manager, Camelot UK. The 2019 edition Treats of the Advent Calendar scratchcard The Irish National Lottery sells three features 24 window-shaped games and holiday tickets. Its most expensive six top prizes of £250,000. Barclay said is 10€ Christmas Countdown. “The it is the “fifth year in a row that we’ve Advent Calendar popular festive €3 Hampers Sweets featured an Advent Calendar Scratchcard & Treats game returns this year with FDJ will launch a new holiday instant and it’s something our players love. The an outstanding new design. Win up game called “24 jours en or” on size makes it really stand out and appeal to €25,000 instantly!” said Melissa December 2. It costs 3€ and features as a gifting prospect—as it gives it a Slevin, Product Manager, Scratch Cards, a 66% payout. “It is a classic ticket more premium feel.” The lottery will also National Lottery. “We also have a and not a real Advent calendar,” said sell £100,000 Christmas (£1 price point), remarkable new look €5 Merry Money.” Goli Dauvergne, Head of International and Winter Wonderland 2019 (£3 price Market Intelligence, FDJ. point). 20 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

FY20 Holiday Roundup ith holiday tickets representing a lightbulbs glisten and [$5] Holiday Cash “Consumers will be encouraged to submit Whuge portion of annual scratcher Blowout pops with the holographic their favorite picture of their cat or dog sales, U.S. lotteries zero in on consumer- paper,” said Stephanie Weyant, Deputy dressed in their holiday best. This ties in pleasing tactics, including HD printing, Executive Director, Marketing & Product nicely with the TV and social media and die-cut design, pet-themed games and Development, Pennsylvania Lottery. should generate consumer engagement. It scented tickets. The designed its $10 will also serve as a barometer for future The will Winner Winnings as an 8-inch round pet submission contests with the potential offer Merry Money Blowout as its latest ticket shaped like wreath. “The $10 to include winning photos on future limited edition $10 game that offers price point is on track to be our best- scratch tickets,” said Pete Donahue, Senior exclusively $50, $100 and $500 prizes. selling scratch ticket price point for FY Director, Marketing, CLC. He noted the “Our first two Blowout games have 2020 so we believe the strength of the $2 Holiday Cheer scratchers features been extremely successful and we expect $10 price point coupled with the ticket “loveable cats and dogs.” demand for Merry Money Blowout to design should make this game a stand-out New Hampshire Lottery will also tug be high as it is our first Blowout ticket during the upcoming holiday season,” said at the heartstrings with its pet-focused since last year’s holiday launch,” said Robert Tirloni, Products Manager, Texas holiday scratcher. Lauren Luttrell, Instant Tickets Product Lottery. “We have a great Santa Paws ticket Manager, Massachusetts Lottery. “We OLG is launching Festive Fortune, (12 scenes),” said Maura McCann, anticipate that Frosty the Doughman will its $20 Big Ticket, in this year’s holiday Marketing Director, New Hampshire do well at the $2 price point. This has lineup. It features five games to play, Lottery. To encourage multiple ticket been a popular holiday game for us in the a multiplier feature, five top prizes sales, McCann noted “how the ribbon past, but it’s been a number of years since of $250,000 and a fun winter theme. runs through all 12 scenes bringing it we’ve offered it.” The lottery has big expectations for its together nicely.” Pennsylvania Lottery will feature HD success. “Our 8-inch x 12-inch Big Tickets Maryland Lottery will sell a printing for all six tickets for the second are merchandised in specialty vertical scented ticket: $3 Peppermint Payout holiday season in a row. “In addition to showcases so it will be hard to miss $20 Multiplier. “Two previous launches of HD printing, two Scratch-Off games will Festive Fortune at point-of-purchase this the Peppermint Payout ticket surpassed feature a little something extra special holiday season,” said E. J. Harden, OLG’s sales expectations, and this year’s ticket this year. The [$20] $1 Million Merry & Instants Products Manager. adds two new elements that we think our Bright includes a Sparkle™ print feature The Connecticut Lottery Corp. (CLC) players will enjoy—a multiplier feature that really makes those snowflakes and will run a Holiday Pet Photo campaign. and a peppermint scent that brings out the

22 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

spirit of the season,” said Leo Mamorsky, marketing. Its $1 Reindeer Game Day of Winning, that will be sold at all Chief Marketing Officer, Maryland celebrates its 10th year as part of lottery retailers, including Costco stores Lottery & Gaming Authority. its holiday lineup. “To honor this located in Arizona. “Our Holiday 7 ($5) accomplishment, we have incorporated tickets are real showstoppers,” admitted FY20 Holiday Concepts a ‘best-of’ theme where we have taken John Gilliland, Chief Information Officer, The ’s $1 Naughty one scene from past Reindeer games and Arizona Lottery. “All three scenes are or Nice ticket was a big hit at focus will have all eight reindeer plus Rudolph sparkly and chock full of presents and group research with participants. “This represented. In addition, we are adding holiday treats. Our highest price point game will be loaded with 500 top prizes a $10 holiday-themed Crossword game ticket in the campaign is Merry Multiplier of $500 which of course will all be to the mix which we think will be very ($20).” redeemable at retail. We see this as a popular,” said Todd Greco, Scratch The Lottery will offer winning strategy for those non-lottery Product Manager, Colorado Lottery. five different price point for its holiday players who may receive this game as a The Missouri Lottery is introducing scratchers: $1 Winter Cash, $3 Peng-Win gift and get that awesome opportunity to a $20 holiday-themed ticket this year Crossword, $5 Best Holiday Ever!, $10 win something ‘big.’ The game also has with a “Scratch My Back” feature. It is Holiday Magic, and $15 Celebrate. optimized parity and chatter prize odds called Holiday Cash Bonus. “Although “Our $15 Celebrate game is printing as well ensuring we create as many as tickets with this feature have been offered using ScratchFX®. This is the first time possible winning experiences for current in the past, those tickets were always at the has used this and new players alike,” said Travis Priest, a $5 price point and this will be the first feature on an oversized ticket,” said Kailey Printed Products Manager, Michigan time we’ve introduced the feature on a Bender, Marketing Communications Lottery. “We also expect big things for our holiday-themed ticket,” said Rhonda Fehr, Supervisor at Wisconsin Lottery. $10 game, Holiday Sparkle, as this game Advertising Manager, Missouri Lottery. “ScratchFXtra™, which makes the art was also well received by participants The is adding a $5 look 3D and holographic, appears on our during focus group research.” holiday game called Peppermint Payout. $10 Holiday Magic ticket.” The Florida Lottery expects a “This will be the first time since 2016 blizzard of sales for its holiday white we have done a traditional $5 holiday Holiday Contests ticket. “The special-edition white pulse game. We have heard a great deal of The Maryland Lottery is once again of our $20 game $5,000,000 Luck will excitement from the sales team, and offering players the opportunity to enter bring a second wave of sales following its they believe players will be as equally its Holiday Cash-and-Dash promotion. September launch, when it’s repositioned excited. Additionally, we are confident “This second-chance contest, which as a holiday game. Including a $20 ticket that the play experience, which includes features cash and warehouse dash prizes, in our holiday mix is not something three bonus spots, will be well received continues to be extremely popular with we’ve done often, though we had success by players,” said Robert Tharp, Senior players. In fact, last year’s contest had last year with a limited holiday pulse of Director, Products & Analytics, Hoosier more than 6.9 million entries from more our $20 Gold Rush game. The large top Lottery. than 56,000 unique participants. Those prize and white ticket art make this game The will market a are among the highest numbers we’ve had a standout among our other holiday $10 Holiday Bonus Cash ticket. “This for our holiday-themed promotion,” said games and offerings at that price point. game is loaded with meaningful prizes Mamorsky. However, we believe our Holiday Luck just in time for the holiday season. With The DC Lottery will relaunch its family, designed in-house by our Graphics all prizes available to be claimed at retail, Holiday Bucks 2nd Chance Promotion. team, will also do very well,” said Shelly our players will have the chance to play “This encourages players to collect each Gerteisen, Director of Product, Florida and claim their winnings to continue their Holiday game ($1 Holiday Luck, $2 Lottery. shopping list,” said Terri Rose, Director of Peppermint Payout, and $5 Holiday Cash) The Colorado Lottery is taking Marketing, Virginia Lottery. for a chance to win weekly cash prizes all a nostalgic approach for its holiday The Arizona Lottery will offer a $20 holiday long. This was a smash for hit for Advent Calendar-styled game, called 25

Give the gift of the Virginia Lottery. Holiday Bucks

Promotion11/6/2019 - 1/3/2020

Win cash all Holiday long! Enter all (4) non-winning Holiday Tickets for a chance to win weekly cash prizes. GRAND PRIZE: $20,020! NOTE: $1 Holiday Luck, $2 Peppermint Payout, $5 Holiday Cash + $1 Candy Cane Cash = (1) 2nd Chance Entry

Fast Play Tickets Cannot Be Cancelled ® DC Scratcher games may continue to be sold dclottery.com even when all the top prizes have been claimed. GIVE SCRATCHERS AS GIFTS Odds of winning top prize: Naughty or Nice: 1 in 306,000; Holiday Ca$h: 1 in 979,200; $5,000 Overload: 1 in 13,872; Holiday 7 Multiplier: 1 in 1,040,400; and give the chance to win some $600 Holiday Bonus Cash: 1 in 285.07. PLAY RESPONSIBLY Virginia Problem Helpline 1.888.532.3500 Must be 18 or older to play. © 2019 Virginia Lottery. merry this holiday season. © 2019 Missouri Lottery Commission. Scratchers® is a registered trademark. us last year, so we hope to replicate this Digital & POP Advertising show’ style cut of the commercial that success this year for the 2019 Holiday we’ll use on social. Some form of the In conjunction with its traditional TV/ Season,” said Stephen Cooke, Instant [shopping] obstacles will be integrated radio, print, and OOH assets, Michigan Product Manager, DC Lottery. into the livestream, and there will be Lottery is developing a significant OLG will offer a holiday INSTANT digital, OTT, GSTV,” said Gilliland. amount of digital assets. “In particular, ticket contest through the OLG Lottery The Hoosier Lottery’s Digital OOH Snapchat ads are something we’ve been App. “During the contest period players billboard campaign will feature teaser slowly testing out to see if we can curate can scan the validation barcode on select graphics during the first week of the additional awareness and engagement holiday-themed instant tickets using campaign. amongst the very active U3 demo,” said the app to receive entries for a chance “The billboard will look like a Priest. “Our holiday campaign will be to win a weekly cash prize as well as a wrapped package, with only the Hoosier the first time we engage this particular grand prize draw. The main objective of Lottery logo revealed, and a ‘No Peeking’ audience with holiday snap ads and the contest is to increase play frequency gift tag. During the second week of the we will be excited to see what kind of and give the ‘gift of giving’ back to our campaign, and beyond, the wrapping engagement/ROI we glean from this instant players who are buying and/or will be torn back, revealing our family of channel.” playing our holiday-themed tickets,” said Holiday Scratchoffs,” explained Brittany The Florida Lottery’s holiday Harnden. D’Haenens, Senior Brand Manager, campaign media buy includes in-store Based on its success the last two Hoosier Lottery. “We will be utilizing PoP Screens and Audio. “Our Holiday years, the Massachusetts Lottery is -based social media influencers Scratch-Off games will be featured on once again running a Second Chance on Instagram to drive engagement and these screens located at checkout next to Holiday Promotion. Luttrell said “anyone provide gifting inspiration.” registers and ATMs inside Circle K and enrolled in our VIP Club can enter Kentucky Lottery Corp. (KLC) will 7-Eleven stores statewide and will play their non-winning holiday tickets into a target complete store takeovers with its :12 video spots (no audio) to promote cash drawing for prizes from $1,000 to holiday POS. “We are also planning a purchases. Our in-store audio will also $10,000. These promotions have driven retailer incentive/decorate your store type feature the Holiday Scratch-Offs with increases in subscribers to our VIP Club promo,” said Edie Frakes, VP, Marketing, Santa’s voice and will air over a network and in the number of downloads of our KLC. that runs :15 spots inside Speedway Stores second chance mobile application that 4x/hour in the Miami and West Palm allows members to scan their tickets for Digital Games Beach markets to prompt purchases,” said entry.” Gerteisen. Florida Lottery’s Holiday Luck social The Kansas Lottery will offer a The Virginia Lottery will experiment media will include an interactive second-chance drawing through the with a 360 media approach which gingerbread house game. Gerteisen lottery’s PlayOn® player loyalty program. incorporates broadcast, digital, social, predicts it “will engage with our online “Players can win up to $10,000 in cash radio, POS, out of home and Alexa. and mobile viewers and encourage them by entering non-winning Holiday Lucky “This comprehensive campaign features to play to win extra entries into the Times tickets in PlayOn,” said Judy several different types of content tailored Holiday Luck Second Chance Promotion. Bradley, Instant Product Development to the medium where they experience the Players will use the space bar on their Manager, Kansas Lottery. message,” said Rose. “We’ve seen success computers or tap on their smart phones to The included a with these types of tactics, but it’s the first make the gingerbread man jump to collect promotional drawing with its $5 ticket. time we’ve included it on our holiday as many holiday scratchoffs as possible. “The promotion spans two seasons, efforts,” said Rose. The gingerbread theme aligns with our fall and winter and should help gain The Arizona Lottery will be running Gingerbread holiday TV spot where additional exposure to all holiday games Gas Station TV (GSTV) ads and fun nostalgic holiday gingerbread characters this season,” said Michael Thaxton, pieces in grocery stores. “There will be are after the new Holiday Scratch-Offs.” Product Development Manager, West a long-form video showing a more ‘TV The Hoosier Lottery will use Virginia Lottery.

HAPPIER HOLIDAYS MAKE DREAMS COME TRUE delottery.com

delottery.com You must be 18 years of age or older to purchase Delaware Lottery tickets. You must be 21 years of age or older to play You must be 18 years of age or older to purchase Delaware Lottery tickets. You must be 21 years of age or older to play Sports Lottery. Delaware Council on Gambling Problems Helpline: 1-888-850-8888 or visit deproblemgambling.org. Sports Lottery. Delaware Council on Gambling Problems Helpline: 1-888-850-8888 or visit deproblemgambling.org. 24 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

awareness activation. “We are launching a it “will be placed prominently in retailers digital activation with a multi-level online to drive top-of-mind awareness of the game giving players a chance to win a holiday offerings and the 2nd Chance lottery prize pack while learning about promotion available on non-winning $1 our holiday Scratch-offs. This activation/ and $2 Scratch-offs. The standee includes engagement will also receive social media envelopes for players to use to gift their support,” said D’Haenens. Scratch-offs to friends and family.”

Special Merchandising Pricing Holiday Tickets The Connecticut Lottery is bringing back U.S. lotteries vary widely on the ceiling social level touting gifts that are Grandma a retailer POS favorite. “In addition to the for the higher price point holiday tickets. approved.’ We had Grandma Muriel make TV spot and social media efforts around Pennsylvania Lottery will offer six tickets a special appearance at this year’s sales the ‘Spoil the ones you love’ campaign, we ranging from $1 to $20. “As was true conference and our entire team was able are bringing back our ‘Holiday Wreath’ last year, Scratch-Off play in Pennsylvania to get their pictures made with her for POP,” explained Donahue. “The retailers continues to gravitate towards the Christmas cards and such,” said Frakes. look forward to this attractive piece each higher price points. We expect Holiday year.” Cash Blowout to fly off the shelves and Holiday Advertising Slogans The Delaware Lottery sees an Secret Santa to get a boost from its time Below is La Fleur’s roundup of more than opportunity with a New Years ticket. “We in the spotlight, but ultimately believe two dozen North American lotteries’ are going to launch a $2 Happy New $1 Million Merry & Bright will be our 2019 slogans for their holiday scratcher Year 2020 ticket on December 2, 2019. biggest hit this holiday season,” said advertising campaigns: POS pieces will be a party hat burst to Weyant. be placed on the dispenser and a dangler In contrast, the South Carolina Arizona: “Conquer Gift Giving with Ease” made out of see-through plastic,” said Education Lottery (SCEL) only markets Colorado: “Over Stuff Your Stockings, Anne Lewis, Marketing Specialist, Instant $1 and $2 holiday instant games. “Our Jingle All the Way to the Bank and Let it Games, Delaware Lottery. strategy is to give consumers an entry Dough” The Missouri Lottery will offer a free level price point to give and receive as Connecticut: “Spoil the ones you love” gift envelope for players merchandised at holiday gifts. The quantities are less than DC: “Win Cash All Holiday Long” retail for their gift-giving needs. our normal runs to try and ensure the Delaware: “Happier Holidays–Instant The Hoosier Lottery produced a game can end by the first of January. So Games” holiday standee. According to D’Haenens, it is our strategy that we think makes our Florida: “The Must-Get Gifts of the games successful,” said Ammie Smith, Season” Director, Product Development, SCEL. Hoosier: “Give Cheer, Get Cheer” Wisconsin Lottery will be increasing Kentucky: “Grandma Approved” the print quantity for most of the five Maryland: “Make the holidays instantly price point holiday scratchers sold better. Play, give, share holiday scratch- in 2019 so inventory lasts well into offs.” December. Massachusetts: “A Wonderland of “In other years, holiday games have Winning” sometimes sold out of the warehouse Michigan: “Great Go-To Gifts!” before Thanksgiving,” reported Bender. Missouri: “Winner Wonderland: Give “While that ensured sell through at retail, scratchers as gifts and give the chance to these new quantities should still provide win some merry this holiday season.” higher net sales in the end.” New Mexico: “Scratcher Wonderland” SpokesGranny OLG: “STOCKINGS LOVE LOTTERY, Give One Today!” Kentucky Lottery Corp. (KLC) is finding Pennsylvania: “Things Just Got Very some great efficiencies with the “Grandma Merry” got run over by a reindeer” spot it did last South Carolina: “Give A Little Jingle” year entitled “Hit and Run.” Texas: “Win at Gifting” “Our tracking study told us it had Virginia: “Give The Gift Of The Virginia high recall and it scored super high in Lottery” likeability (over 70%) for those that saw Wisconsin: “Easy to find, easy to wrap, or remembered it). So we are rotoscoping and easy to gift” the TV, then really bringing the Grandma character to the store and digital and NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE CORPORATE FEATURE 25

IGT: New Player Experiences Go Pop!

ottery players are always on the number knowing that larger wagers will President and Chief Operating Officer, Llookout for new ways to have fun provide higher payouts, similar to what Northstar New Jersey. In addition to along with a chance to win. Lotteries, happens with instant games. offering multiple player experiences likewise, need fresh and entertaining in one game, Cash Pop fills a gap in experiences to offer in order to attract lottery portfolios as the odds and prizes new demographics. IGT innovation and With so many complement other games offered today. product teams continually work to apply insights on players’ evolving needs, what ways to play Cash What’s New in and how they want to win, how they feel Pop, players can Second Chance? as they play a game, and which small Winner’s Choice™ changes or improvements to a game strategize their would surprise and delight them. Another new, customizable player Here are some of the latest player- wager. experience available to lotteries is driven experiences from IGT to fuel Winner’s Choice™, a second chance engagement and responsible growth, instants promotion with a twist. As the informed by insights from IGT’s To create a memorable launch name suggests, the program gives players substantial investments in player-focused campaign, the New Jersey Lottery licensed the flexibility to select their own prizes. It research and testing. the 1979 dance song “Pop Music,” also offers a high degree of flexibility to tweaking the lyrics to incorporate the lotteries, as the promotion can be tied to Draw Game Innovation: name and features of the game. The same any price point and any game in a lottery’s Cash Pop™ fun, upbeat spirit carries over into the portfolio, at the lottery’s preference. look of the launch campaign and the Participating players build their Cash Pop™ is a draw game that gives monitor show, incorporating the bright own list of prize options online, via a players the ability to create their own customized microsite from IGT. Each non- winning ticket lets players select one item to build their list, with options broken out by category and each category tiered by value. At the lower end of a category, for example, players could select a spa experience, a cooking class, or a night out at one of Vegas’s hottest clubs from among themed packages determined by the lottery. At the top tier, players might experience each time they play. The game colors and visual cues of Pop art and choose a weeklong spa-, culinary-, or is easy to understand—players wager vintage comic books. During each draw, nightlife-themed adventure with multiple on a single number from 1 to 15—and numbers pop up and get knocked off the experiences throughout. the prize they’re playing for is randomly monitor screen with phrases like “Pow!” Winners of the second chance selected and printed on the ticket. and “Ka-bam!” The television spot is set drawing then select the prize of their The New Jersey Lottery launched in a social environment with a DJ playing choice from among their own dream the game on Sept. 30. “Cash Pop players music for a range of patrons. “As the lists. A play-for-fun option gives players have said there’s something exciting about game pops up on the monitor, it comes the chance to multiply their number of not knowing exactly how much they’re to life with the song playing and people entries, and a group-play option allows playing for as they place their wager. dancing,” says Smart. players to invite friends and family to It adds to the fun,” says Vince Smart, The campaign, geared to a 21-to- enter with them. Senior Director of Marketing, Northstar 34-year-old demographic, will run for 8 IGT’s Winner’s Choice promotion can New Jersey. weeks and includes radio, out-of-home support any game in a lottery’s portfolio: With Cash Pop, IGT’s FutureGame media, digital, social, and retail point a single instant game, licensed property team expanded on the idea of one of sale. “New Jersey has a competitive or non-licensed, a Family of Games, a winning number per draw to provide gaming environment, including sports single price point, multiple price points multiple ways for players to strategize and betting and online casinos. Innovation —or it can even be used across an entire customize their play experience. Players is very important to us, making it ideal portfolio. For lotteries and players alike, can wager multiple numbers for each ground for launching an innovative game the flexibility in the program design and draw to improve overall odds. They can like Cash Pop,” says Adam Perlow, Vice the choice of personalized prizes is a win. also choose the amount to play on each 26 CORPORATE FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

Garrett Report: Bringing New Life To Lottery Research

e are fortunate as an industry to be attitudes and usage, segmentation studies, is about core players (the motivational Wso data rich—lotteries continuously concept tests and focus groups. This data segment we call “Fans”) is “Are you really generate volumes of data across channels, isn’t at all reliant on retail transactions. trying to get this group to play more?” systems and topics. With this treasure Instead, it’s based on a sample of The answer is more complex than simply trove of data, you might think that consumers. You can also run into further engaging those already engaged. lotteries are fully capitalizing on their challenges with this kind of information. Are all of your Fans active, or have business intelligence. Unfortunately, it’s Your consumer sample size will always some Fans lapsed? The more important rarely the case. Most lottery data just limit the depth of research, you are question is “Are we sure we’re actually accumulates and remains locked away in relying on players’ recall, and you simply engaging with ALL of the potential Fans data centers. Similarly, lottery research won’t be able to gather the level of detail in our market?” results are often delivered then swiftly associated with transaction data. How do you then engage and activate moved to a shelf, never to be viewed With traditional lottery products like your Fans in a meaningful way? One again. instant and draw games, if you don’t view answer is where they’re most likely to Tim Bucher, an accomplished these two overarching data paths side- consume media. This may unlock insights, technologist, innovator and by-side, it will be impossible to form a and the lottery can partner with its ad businessperson—and now Scientific cohesive understanding of your market. agency to execute on those findings in Games Chief Product Officer—was once One way to get a full understanding social media and ad campaigns. Fan quoted, “Data at rest is storage, while is to integrate your transactional data and visitation of some social media websites data in flight is an experience.” consumer research data into a business is much higher and trending upward, Bucher’s observation holds universal intelligence platform. Generally, the data compared to Non-Fans. truth, and it is directly applicable to from industry systems becomes lottery Take a new look at previous lottery. If you have data accumulating business intelligence, but rarely does research projects to find insights that and you aren’t doing much with it—that’s consumer research. This is likely for can be infused with current sources of storage. If you use your data, which might several reasons, including the data may business intelligence to give you a more require moving, integrating, transforming, be difficult to work with, is regularly complete understanding of your market. analyzing, and unlocking its value—that’s inconsistent, has complex metadata, or is If you have a segmentation model in experiential. very time consuming to process manually. place to understand what motivates your consumers and how they differ, you’ll Two Paths To Valuable Engaging & Activating Fans be able to create lottery experiences Insights Scientific Games sees a tremendous and marketing messages for every type of consumer, connect with them more Lotteries have two overarching paths opportunity to bring new life to lotteries’ effectively, and ultimately help drive to obtain valuable information about data. Even more so when we can tie profits.—Written by Cameron Garrett, VP their business. The first path is data motivational segmentation into the Insights & Analytics, Scientific Games organically generated from the systems mix, enabling an understanding of consumer market size and opportunity. that power their retail network such as BETTY BOOP™ © 2019 King Features central gaming systems, logistics systems By quantifying where market segments Syndicate, Inc./Fleischer Studios, Inc. and terminal devices where they can see are over or under-served, you can begin to ™Hearst Holdings, Inc./Fleischer Studios, Inc. engage in strategic planning that involves wwwbettyboop.com and www.bettyboopstore. transactions that cross products and com. retailers. But lotteries are challenged to closing each loop. You can prioritize extrapolate real value from systems data your focus because it lacks a substantial amount of based on detail. Are the transactions at 10:15 a.m. where the and 10:25 a.m. at the same retailer, with money is, the same game and purchase amount, rather than by the same player? Is the sales volume guessing. increase due to new players, or have One of existing players increased their spend? the common In isolation, this data can be incredibly questions valuable. But it can also leave many our unanswered questions. Analytics The second path to valuable & Insights information is through primary research team gets methods. Here, lotteries can engage from players in activities such as tracking lotteries SG_ListenUPAd_NASPLMayJune19.pdf 1 4/15/19 2:55 PM ListenUp_LaFleurs.pdf 1 10/8/19 2:12 PM

Your Lottery Players Are Talking. We’re Listening.

Focus groups. Player communities. UI and UX testing. Social media scraping. Sentiment analyses. Scienti c Games uses all these methodologies and more to listen to what your players have to say. And we package what we hear in to actionable insights that can be used to create promotions, ne-tune product mixes, and drive sales. Because when it comes to understanding your players, we’re all ears.

© 2019 Scienti c Games Corporation. All Rights Reserved. 28 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

UK Lottery: The Magic Number

he U.K. National Lottery marks Numbers Make Amazing Happen,” players raise around £30 million every Tits 25th birthday with a campaign encapsulates all the amazing things The single week for this purpose—so we knew that celebrates the magic of the nation’s National Lottery players have made straight away that should be the focus of numbers. 15 Oscar-winning films, 20 happen over the past two-plus decades. the 25th birthday campaign. The inspiring species being saved from extinction and As well as the TV ad, this theme plays people and projects that feature in the ad 8,000 sports centres funded are some out across out-of-home, social and digital. really bring this to life—and show people of the “magic numbers” brought to life The National Lottery’s 25th anniversary that every time they buy a National in adam&eveDDB’s new campaign for is also being marked by special birthday- Lottery ticket, amazing things happen.” Camelot to mark the 25th anniversary of themed Lotto and EuroMillions draws, Mat Goff, Joint CEO at The National Lottery—which has raised along with associated 25th birthday- adam&eveDDB, said: “For 25 years, over £40 billion for Good Causes across themed advertising and other promotions. choosing your numbers and buying the UK over that period. All activity through the birthday a National Lottery ticket has made Set to a remix of the classic track campaign period will be badged with a amazing things happen for individuals, “Three Is A Magic Number” and special 25th logo and the “Your Numbers communities and the whole nation. This featuring a cast of hundreds, “The Magic Make Amazing Happen” campaign line. anniversary is a great opportunity to Number” is a 90-second film directed by Keith Moor, Camelot Chief celebrate all that.” Michael Gracey, director of The Greatest Marketing Officer, said: “The National The 90-second ad launched Saturday, Showman. Lottery was set up to raise money for October 26 on ITV during the first ad The ad opens with a lone singer Good Causes and National Lottery break on The X Factor: Celebrity. on an empty stage. It then showcases more than 200 Good Causes and people who have benefitted from The National Lottery, from a disabled singing troupe through to veterans, putting the focus firmly on what The National Lottery has achieved since the first draw on 19th November 1994. As more numbers are revealed, the ad features Team GB Olympians and Paralympians, fronted by Gold Medal- winning Nicola Adams, rising artist Eva Lazarus, and the up and coming director Florence Keith-Roach. The campaign strapline, “Your NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE FEATURE 29 eInstant Game Trends instant game sales climbed for U.S. 75.6% payout. Loterie Nationale sold 36 Golden Island. It was sold for 53 weeks. Elotteries in fiscal 2019. Five U.S. different base eInstant games in calendar The game featured a 93.5% payout. lotteries (Georgia, Kentucky, Michigan, 2018. Sisal sold 47 eInstant games New Hampshire and Pennsylvania) sold concurrently in calendar 2018. There was eInstant games. Hrvatska Lutrija (Croatia) one licensed property eInstant game sold: In Europe, multiple lottery Gioca alla Sisal. organizations have been selling eInstant games for over a decade. For example, Norsk Tipping the U.K. National Lottery has been Norsk Tipping launched eInstant games selling eInstants since February 2003. in January 2014. Combined instant and draw-based game The best selling digital sales totaled £1.735 billion in eInstant game in calendar 2018. calendar 2018 in total sales was Austrian Lotteries MillionFlax. Total game sales were 164 Hrvatska Lutrija launched eInstant million NOK. Average weekly sales were games in August 2012. The best selling 3.15 million NOK. The game costs 25 eInstant game in calendar 2018 in total NOK. It was sold for 52 weeks. The sales was “Uzmi sve.” Total game sales game featured a 61% payout. were 1.9 million HRK. The game was The lottery sold 38 different eInstant sold in multiple price points (1, 2, 3, games (bespoke and library games) in 5, 10 and 20 HRK). It was sold for 52 calendar 2018. Bespoke games are also Austrian Lotteries launched eInstant weeks. Average weekly sales totaled sold at retail and developed only for games in December 2005. The best 36,247 HRK. The game featured a Norsk Tipping. All eInstant games are selling eInstant game in calendar 2018 78.4% payout. branded as Flax. Norsk Tipping offers a in total sales was Cash. Total game sales Hrvatska Lutrija sold 78 eInstant wide range of base Flax eInstant games, were 1.1 million euros. The game costs 2 games concurrently in calendar 2018. It including Flax for Livet (Win for Life), euros. It was sold for 52 weeks. Average offered price points ranging from 0.30 Flax for Aret, KryssordFlax, ReiseFlax weekly sales totaled 20,570 euros. The HRK to 200 HRK. and MillionFlax. game featured a 57.5% payout. The lottery sold seven eInstant FDJ (France) Loterie Romande games concurrently in calendar 2018. La Française des Jeux (FDJ) launched eInstant games in April 2001. The best Loterie Nationale (Belgium) selling eInstant game in calendar 2018 in total sales was Cash. The game costs 5 euros. It was sold for 40 weeks. The game featured a 71% payout. Due to the ongoing privatization process, FDJ could not provide some data, such as sales Loterie Romande launched eInstant details for individual games. games in July 2012. The best selling FDJ sold 59 eInstant games eInstant game in calendar 2018 in total concurrently in calendar 2018. There sales was Multi Mots. Total game sales Loterie Nationale launched eInstant were five licensed property eInstant were 2.2 million CHF. The game costs 10 games in July 2012. It sold 28 eInstant games sold: Batman, Superman, Potion CHF. It was sold for 52 weeks. Average games concurrently in calendar 2018. Explosion, Justice League and Le weekly sales totaled 42,004 CHF. The The best selling eInstant game in cahateau d’or. game featured a 65% payout. The lottery calendar 2018 in total sales was Cash20. sold 13 eInstant games concurrently in Total game sales were 4.7 million euros. Sisal SpA (Italy) calendar 2018. In calendar 2019, the The game costs 10 euros. It was sold for Sisal SpA launched eInstant games in lottery launched one licensed property 42 weeks. Average weekly sales totaled December 2011. The best selling eInstant eInstant game: Pac-Man. 111,000 euros. The game featured a game in calendar 2018 in total sales was 30 FEATURE LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

U.K. National Lottery sold for 14 weeks. Average weekly sales New Hampshire Lottery totaled $127,571. The game featured an 80% payout. Currently, there are 48 eInstant games available on the platform. In fiscal 2020, the lottery plans to launch one licensed property eInstant game: Wheel of Fortune On the Road.

Loto-Québec

Loto-Québec launched eInstant games in New Hampshire Lottery launched The U.K. National Lottery launched February 2015. The best selling eInstant eInstant games in September 2018. The eInstant games in February 2003. The game in fiscal 2019 in total sales was best selling eInstant game in fiscal 2019 U.K. Lottery’s top selling eInstant game Gagnant a Vie! (Win for Life). Total in total sales was Queen of Diamonds. was £4M Black in calendar 2018. The game sales were C$5.1 million. The Total game sales were $4.7 million. The game costs £10. It was sold for 52 weeks. game costs $4. It was sold for 52 weeks. game was sold at $0.05, $0.10, $0.25, The game featured a 73.8% payout. Average weekly sales totaled $97,933. $0.50 and $1. It was sold for 29 weeks. The lottery typically sells 45 to 50 The game featured an 85% payout. Average weekly sales totaled $162,475. eInstant games live at any one time. In In fiscal 2019, Loto-Québec sold 70 The game featured an 85% payout. calendar 2018, the lottery launched seven different eInstant games; price points for In fiscal 2019, New Hampshire licensed property eInstant games. eInstants ranged from C$0.10 to C$50. Lottery started iLottery sales with eight Most games are offered with multiple eInstant games, then launched two per North American Lotteries stakes. Loto-Québec sold three licensed month for the next few months. Starting property eInstant games in fiscal 2019: in January 2019, the lottery moved to one Atlantic Lottery Corp. MONOPOLY, Scrabble and Battleship. launch per month. The lottery is now at In fiscal 2020, the lottery plans to 22 eInstant games. The New Hampshire Atlantic Lottery Corp. (ALC) launched introduce a new licensed property Lottery does not currently sell any eInstant games in May 2007. The best Scrabble game with a lower RTP. licensed property eInstant games. selling eInstant game in fiscal 2019 in total sales was Set For Life. Total game Michigan Lottery Pennsylvania Lottery sales were C$1.4 million. The game costs C$4. Average weekly sales totaled Pennsylvania Lottery launched eInstant C$26,513 in fiscal 2019. The game games in May 2018. The best selling featured a 67% payout. eInstant game in fiscal 2019 in total In fiscal 2019, there were 40 eInstant sales was Monster Wins. Total game games sold concurrently. ALC adds a sales were $60.2 million. Average weekly new eInstant game every two weeks sales totaled $1,158,019. Monster Win without removing existing games from was sold at multiple price points ($0.10, the market. $0.50, $1, $2, $3, $5, $10 and $20). Michigan Lottery launched eInstant It was sold for 52 weeks. The game Kentucky Lottery Corp. games in August 2014. It sold 77 featured an 89.14% payout. different eInstant games in fiscal 2019. The lottery sold 50 eInstant games The best selling eInstant game in fiscal concurrently in fiscal 2019. The lottery 2019 in total sales was Instant Keno sold four licensed property eInstant Multiplier. Total game sales were $87.7 games in fiscal 2019: Grumpy Cat®, million. Average weekly sales totaled Gold Fish®, The Wizard of Oz™ and Big $1,754,727. Instant Game Multiplier Money Slingo®. was offered at nine different price points ($0.25, $0.50, $1, $2, $3, $4, $5, $10 and $20). It was sold for 52 weeks. The game featured an 87.46% payout. Kentucky Lottery Corp. launched The lottery sold 77 eInstant games eInstant games in April 2016. The best concurrently in fiscal 2019. In fiscal selling eInstant game in fiscal 2019 in 2020, the lottery plans to launch one total sales was Gilded Luck Anniversary. licensed property eInstant game: Wheel Total game sales were $1.79 million. The of Fortune. game was sold at $10 and $20. It was NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE DATA REPORT 31

European Lotteries' Calendar 2018 eInstant Game Strategy (in local currency) eInstant Games eInstant Cal18 Cal19 Sells # base # games Game Price Points Launch prize prize Licensed eInstants sold intro Sold Date payout payout Ticket sold concurrently rate Austrian Lotteries 2, 3 Euros Dec. 2005 58.3% 57-74% No 4 7 Varies Loterie Nationale 0.50, 1, 2, 3, 5, 10 Euros July 2012 60-75% Yes 36 (4-10 wks.) 0.30, 0.50, 1, 2, 3, 5, 10, 20, 50, 100, 200 Hrvatska Lutrija Aug 2012 77.1% 77.0% No 5 78 Varies HRK Veikkaus 0.20-9 Euros Apr. 2005 68.0% 70.0% No 57 52 4-8 wks. Francaise des Jeux 0.25, 0.50, 1, 2, 3, 5, 10, 15 Euros Apr. 2001 70.0% 70.0% Yes 60 59 2 wks. SISAL SpA From 0.10 to 200 Euros Dec. 2011 96.0% 96.0% Yes 47 47 2 wks. Norsk Tipping 10, 15, 20, 25, 30, 40, 50, 100 NOK Jan. 2014 61.0% 62.0% Yes 5 38 2-4 wks. Loterie Romande 1, 2, 3, 4, 5, 6, 7, 8, 9, 10 CHF July 2012 63.8% 63.7% Yes 9 13 6.5 wks. U.K. National Lottery 0.25p, 0.50p, £1, £2, £2.50, £3, £5, £10 Feb. 2003 70.9% 71.6% Yes 3 Varies

North American Lotteries' Fiscal 2019 eInstant Game Strategy (in local currency) eInstant Games eInstant FY18 FY19 Sells # base # games Game Price Points Launch prize prize Licensed einstants sold intro Sold Date payout payout Ticket sold concurrently rate ALC $0.50, $1, $2, $3, $4, $5, $7, $10 May 2007 65.0% 77.0% Yes 50 40 2 wks. Kentucky Lottery $0.50, $1, $2, $3, $5, $10, $20 Apr. 2016 76.0% 79.0% No 48 48 Varies Loto-Quebec From $0.01 to $50 Feb. 2015 87.8% 60-96% Yes 6 70 2-3 wks. $0.05, $0.10, $0.20, $0.25, $0.40, $0.50, Michigan Lottery Aug. 2014 87.3% 87.0% No 77 77 2-3 weeks $0.75, $1, $2, $3, $4, $5, $10, $20 N.H. Lottery Varies Sept. 2018 85.0% 85.0% No 22 22 4 weeks $0.05, $0.10, $0.20, $0.25, $0.50, $1, $2, Pennsylvania Lottery May 2018 85.4% 87.0% Yes 50 2 wks. $3, $5, $10, $20, $30

European Lotteries' Calendar 2018 Top Gross eInstant Game (in local currency) Name of Game Total Sales Avg. Weekly Sales # wks. Prize Sold Price (local currency) (local currency) sold Payout Austrian Lotteries Cash 2 Euros € 1,069,662 € 20,570 52 57.5% Loterie Nationale Cash20 10 Euro € 4,700,000 € 111,000 42 75.6% Hrvatska Lutrija Uzmi sve 1-20 HRK 1,884,855 36,247 52 78.4% Veikkaus Oy Lucky Words 5 & 9 Euros 52 62.0% FDJ Cash 5 Euros 40 71.5% SISAL SpA Golden Island € 5,424,868 € 102,371 53 93.5% Norsk Tipping MillionFlax 25 NOK 164,028,325 NOK 3154391 NOK 52 61.0% Loterie Romande Multi Mots CHF 10 CHF 2,184,200 CHF 42004 52 65.0% U.K. National Lottery £4M Jackpot £10 52 73.8%

North American Lotteries' FY19 Top Gross eInstant Game (in local currency) Name of Game Total Sales Avg. Weekly Sales # wks. Prize Sold Price (local currency) (local currency) sold Payout ALC Set For Life $4 $1,378,716 $26,513 93 67.0% Kentucky Lottery Gilded Luck Anniversary $10/$20 $1,786,000 $127,571 14 80.0% Loto-Quebec Gagnant a Vie! $4 $5,144,492 $98,933 52 85.0% Michigan Lottery Instant Keno Multiplier $0.25-$20 $87,736,333 $1,754,727 52 87.5% N.H. Lottery Queen of Diamonds $05-$1 $4,711,784 $162,475 29 86.0% Pennsylvania Lottery Monster Wins $0.10-$20 $60,216,996 $1,158,019 52 89.1% 32 DATA REPORT LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

European Lotteries' Calendar 2018 Top Gross eInstant Games (By Price Point) (in local currency) Name of eInstant Ticket Total Sales Avg. Weekly Sales Weeks Prize Sold Price (local currency) (local currency) Sold Payout Austrian Lotteries Cash 2 Euro € 1,069,662 € 20,570 52 57.7% Super Cash 3 Euro € 719,073 € 13,828 52 61.0% Hrvatska Lutrija VIP BONUS 0.50 HRK 672,045 12,924 52 78.7% Uzmi sve 1 HRK 1,884,855 36,247 52 78.4% Odmotaj lovu 3 HRK 652,830 15,544 42 76.9% Snjezni dobici 5 HRK 1,007,037 19,366 52 76.5% Na krilima love 10 HRK 1,068,898 20,554 52 78.4% Kolo srece 200 HRK 314,908 6,056 52 75.5% Norsk Tipping Hamrebroksen 15 NOK 1,777,455 NOK 111,091 NOK 16 57.0% ReiseFlax 20 NOK 5,612,900 NOK 165,085 NOK 34 62.0% MillionFlax 25 NOK 164,028,325 NOK 3,154,391 NOK 52 61.0% KryssordFlax 30 NOK 39,743,070 NOK 764,290 NOK 52 56.0% Flax for Livet 50 NOK 93,033,000 NOK 1,789,096 NOK 52 62.0% Mega MillionFlax 100 NOK 24,861,900 NOK 478,113 NOK 52 65.0% Loterie Romande Pinata CHF 1 CHF 135,311 CHF 2,602 52 60.0% Tribolo CHF 2 CHF 688,096 CHF 13,233 52 61.0% Le Chanceux CHF 3 CHF 326,040 CHF 9,315 35 61.5% Le Magot CHF 4 CHF 285,316 CHF 5,487 52 62.0% Vacanes CHF 5 CHF 418,340 CHF 8,045 52 62.5% Jungle CHF 6 CHF 473,988 CHF 11,850 40 63.0% Dico CHF 7 CHF 1,938,216 CHF 37,273 52 63.5% Colors CHF 8 CHF 1,602,808 CHF 34,102 47 64.0% Bingo CHF 9 CHF 768,510 CHF 14,779 52 64.5% Multi Mots CHF 10 CHF 2,184,200 CHF 42,004 52 65.0%

North American Lotteries' Fiscal 2019 Top Gross eInstant Games (By Price Point) (in local currency) Name of eInstant Ticket Total Sales Avg. Weekly Sales Weeks Prize Sold Price (local currency) (local currency) Sold Payout ALC Flaming 7s $1 $628,713 $12,090 80 69.0% 25 card cash $2 $750,564 $14,433 69 63.0% Crossword Deluxe $3 $487,680 $9,378 84 65.0% Super Crossword $5 $1,016,905 $19,555 80 67.0% Crossword Supreme $10 $745,830 $14,342 55 69.0% Kentucky Lottery Lucky 7s $1 $165,000 $3,173 52 75.0% Emoti Collect $2-$10 $392,000 $9,800 40 75.0% Lucky 7s $3 $500,346 $22,862 23 70.0% 50X The Cash $5 $807,000 $29,889 27 67.0% Gilded Luck Anniversary $10, $20 $1,786,000 $127,571 14 80.0% Loto-Quebec Lotto 6/49 Express $1 $1,214,685 $23,359 52 85.0% Michigan Lottery Instant Keno Multiplier $0.25-$20 $87,736,333 $1,754,727 52 87.5% N.H. Lottery Queen of Diamonds $05-$1 $4,711,784 $162,475 29 86.0% Pennsylvania Lottery Monster Wins $0.10-$20 $60,216,996 $1,158,019 52 89.1% NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE DATA REPORT 33

U.S. Lotteries' 3rd Quarter Calendar 2019 Sales by Game (in $millions) Pop. Pull 3- 4- In State Small Bloc Power Mega For Monitor Total PC (M) Instant Tab Digit Digit Lotto Lotto Ball Millions Life ITG Games Other Sales Sales VLT1 Arizona 7.2 178.6 2.1 3.2 14.8 16.7 12.5 5.3 233.1 $33 Arkansas 3.0 100.0 2.1 1.2 1.7 4.9 3.9 0.8 3.5 118.2 $39 California 39.6 1,268.9 38.8 7.8 111.2 65.2 83.5 87.8 1,663.2 $42 Colorado 5.7 118.4 3.4 11.6 12.2 8.6 4.0 158.2 $28 Connecticut 3.6 176.8 31.3 29.2 20.9 12.1 9.0 4.6 26.6 310.4 $87 D.C. 0.7 12.4 9.7 12.9 1.6 1.3 0.5 2.7 3.7 6.1 50.9 $73 Delaware 1.0 20.1 6.7 5.7 1.0 0.6 3.6 2.7 0.7 2.1 7.3 50.5 $52 93.1 Florida 21.3 1,259.1 94.8 62.5 126.9 66.8 50.4 17.1 5.0 19.4 1,702.1 $80 Georgia 10.5 772.2 126.2 75.9 29.2 21.4 25.1 8.5 1.8 50.1 12.5 1,122.8 $107 Idaho 1.8 40.1 11.8 0.6 0.9 0.6 5.3 3.2 0.8 2.8 66.1 $38 Illinois 12.7 448.7 67.1 60.5 47.1 22.2 25.9 671.5 $53 Indiana 6.7 239.6 9.8 9.6 23.7 14.5 9.1 1.6 3.5 1.0 312.3 $47 Iowa 3.2 58.3 2.8 2.0 1.1 1.7 8.7 4.6 1.4 2.5 83.1 $26 Kansas 2.9 43.4 1.8 2.8 1.7 5.7 3.7 1.4 4.5 0.8 65.8 $23 Kentucky 4.5 156.3 36.9 10.7 5.7 11.9 8.6 1.8 20.2 4.7 256.7 $57 Louisiana 4.7 53.0 13.5 12.5 8.1 14.7 9.4 111.2 $24 Maine 1.3 60.0 1.4 1.1 0.3 3.2 4.1 2.2 0.9 1.9 75.1 $56 Maryland 6.0 198.1 61.2 79.6 12.5 16.4 18.3 5.9 128.3 520.2 $86 289.5 Massachusetts 6.9 882.4 0.1 78.8 28.8 16.3 17.6 5.9 257.7 1,287.5 $187 Michigan 10.0 404.0 8.3 96.4 117.6 37.2 18.9 24.6 3.4 23.6 149.4 37.0 920.3 $92 Minnesota 5.6 110.1 4.6 6.6 2.1 10.8 5.9 1.9 2.3 144.2 $26 Missouri 6.1 227.0 22.3 14.7 15.1 14.1 10.1 2.0 13.1 318.4 $52 Montana 1.1 5.1 1.7 0.5 2.3 1.3 0.7 1.4 0.0 13.0 $12 Nebraska 1.9 24.5 1.5 4.6 0.5 6.2 3.5 1.0 42.0 $22 New Hampshire 1.4 65.4 1.4 1.2 2.6 5.4 3.8 1.4 1.4 8.1 90.8 $67 New Jersey 8.9 465.7 101.8 63.9 50.6 29.5 34.9 15.1 4.9 32.9 799.3 $90 New Mexico 2.1 18.5 1.3 0.4 1.2 0.9 4.2 2.7 0.2 29.5 $14 New York 19.5 993.4 231.7 239.5 72.7 51.7 64.7 36.6 166.9 7.3 1,864.4 $95 421.8 North Carolina 10.4 479.4 94.3 45.2 19.6 24.0 17.1 5.0 11.9 696.5 $67 North Dakota 0.8 1.7 2.0 1.4 0.7 5.8 $8 Ohio 11.7 395.5 90.7 55.6 20.2 19.5 23.5 5.0 42.6 116.6 11.9 781.1 $67 271.6 Oklahoma 3.9 33.6 1.5 1.0 1.4 7.0 4.7 1.0 50.3 $13 Oregon 4.2 30.7 0.4 8.5 7.1 5.4 25.7 77.9 $19 247.4 Pennsylvania 12.8 723.8 66.6 55.5 68.1 32.5 24.8 6.9 26.0 18.3 20.1 1,042.6 $81 Rhode Island 1.1 25.6 0.0 5.7 0.9 4.4 2.7 1.2 19.3 0.3 60.0 $57 121.1 S. Carolina 5.1 360.4 56.3 27.3 5.9 15.6 10.9 3.3 479.6 $94 South Dakota 0.9 8.2 0.7 0.5 2.2 1.1 0.7 13.4 $15 58.4 Texas 28.7 1,152.6 65.1 30.9 73.4 50.0 52.7 1,424.7 $50 Vermont 0.6 26.6 0.3 0.3 1.1 1.6 1.1 0.4 1.5 32.9 $52 Virginia 8.5 277.4 78.7 74.8 11.0 18.5 21.7 6.7 17.5 0.5 506.7 $59 Washington 7.5 125.2 4.8 19.1 11.1 18.4 1.4 180.1 $24 West Virginia 1.8 30.5 2.0 1.2 1.3 1.2 5.5 3.2 0.9 0.6 46.4 $26 225.4 Wisconsin 5.8 108.7 0.3 5.8 3.6 20.7 13.0 8.0 0.0 160.0 $28 Wyoming 0.6 2.4 1.8 1.3 0.6 0.4 6.5 $11 Total 304.2 12,178.3 25.4 1,437.5 1,187.0 889.3 20.1 683.2 649.0 149.6 150.4 1,144.1 131.4 18,645.3 $61 1,728.2 1 VLT sales denote net machine income Canadian Lotteries' 3rd Quarter Calendar 2019 Sales by Game (in C$millions) Pop. Pull Lotto Other Lotto Total PC (M) Instant Tab Numbers 6/49 Lotto Max Spiel Keno Pools Draw Other Sales Sales VLT1 Atlantic 2.4 56.8 24.8 0.1 18.8 12.8 27.7 11.1 2.7 7.6 8.8 171.4 $72 106.5 BCLC 4.8 49.3 5.9 37.3 15.9 66.7 19.1 76.0 7.4 16.4 46.4 340.3 $71 Loto-Quebec 8.4 133.9 12.3 75.9 44.4 108.3 38.8 48.3 18.6 16.7 22.1 519.2 $62 246.7 OLG 14.2 353.4 43.7 130.1 73.4 220.3 58.8 22.5 55.9 3.7 961.9 $68 WCLC 6.9 75.3 6.3 49.9 29.0 98.0 33.6 3.5 15.6 2.1 313.4 $45 Total 36.7 668.6 30.7 62.4 312.0 175.6 521.1 161.4 153.0 105.1 33.0 83.1 2,306.1 $63 353.2 1 VLT sales denote net machine income 34 DATA REPORT LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

U.S. Lotteries' 3rd Quarter Calendar 2018 Sales by Game (in $millions) Pop. Pull 3- 4- In State Small Bloc Power Mega For Monitor Total PC (M) Instant Tab Digit Digit Lotto Lotto Ball Millions Life ITG Games Other Sales Sales VLT1 Arizona 7.0 172.7 2.1 2.8 16.1 18.8 19.1 3.8 235.3 $34 Arkansas 3.0 96.4 1.8 1.1 2.1 5.8 6.1 0.8 3.7 117.7 $39 California 39.5 1,172.9 37.8 7.5 102.7 82.3 147.9 80.8 1,632.0 $41 Colorado 5.6 105.5 3.1 12.8 14.0 13.4 4.0 152.9 $27 Connecticut 3.6 177.0 30.2 29.9 15.1 14.6 14.6 4.7 23.3 309.3 $86 D.C. 0.7 12.4 9.7 12.8 1.8 2.0 0.5 2.8 4.1 5.4 51.7 $74 Delaware 1.0 18.6 6.9 5.9 1.1 0.8 4.1 4.2 0.7 2.2 6.7 51.2 $53 89.7 Florida 21.0 1,107.6 96.7 65.0 136.2 77.7 76.4 12.9 2.8 19.1 1,594.5 $76 Georgia 10.4 747.4 129.4 74.7 33.5 25.1 39.7 2.4 1.7 48.1 9.2 1,111.2 $107 Idaho 1.7 37.2 11.7 0.6 0.8 0.6 6.1 4.8 0.8 2.4 0.2 65.4 $38 Illinois 12.8 472.9 70.1 61.3 55.7 26.3 43.7 729.9 $57 Indiana 6.7 225.5 9.5 9.2 21.9 17.3 15.5 1.2 3.5 0.8 304.4 $46 Iowa 3.1 56.0 2.7 1.9 1.0 1.9 9.5 6.7 1.3 3.7 84.8 $27 Kansas 2.9 40.3 1.7 4.6 1.8 6.6 5.6 1.4 4.1 0.8 67.1 $23 Kentucky 4.5 148.2 36.2 10.8 4.6 13.7 12.9 1.9 19.7 2.7 250.6 $56 Louisiana 4.7 50.7 13.6 12.4 9.1 17.3 13.2 116.3 $25 Maine 1.3 54.6 1.4 1.1 0.3 4.3 4.4 3.1 1.0 1.1 71.4 $53 Maryland 6.1 189.0 59.2 74.5 14.5 18.9 29.0 3.0 121.6 509.7 $84 283.6 Massachusetts 6.9 869.8 0.1 80.4 28.7 20.1 32.3 6.0 253.6 1,291.1 $188 Michigan 10.0 381.1 8.1 96.3 118.4 30.7 22.9 41.7 3.7 15.8 148.8 46.9 914.5 $92 Minnesota 5.6 106.7 4.5 6.3 2.5 12.5 9.6 1.7 3.0 146.9 $26 Missouri 6.1 211.7 20.0 13.2 13.7 17.2 16.7 2.0 13.8 308.4 $50 Montana 1.1 4.7 2.0 0.6 2.5 1.7 0.7 0.8 0.0 13.0 $12 Nebraska 1.9 24.6 1.4 3.8 0.5 6.9 5.0 1.1 43.3 $23 New Hampshire 1.3 58.3 1.4 1.3 3.4 6.2 6.3 1.3 1.1 5.7 84.9 $63 New Jersey 9.0 459.8 102.1 63.5 64.1 35.4 59.8 9.6 6.2 25.0 825.5 $92 New Mexico 2.1 17.1 1.4 1.6 0.9 4.8 4.1 0.2 0.0 30.3 $15 New York 19.8 1,005.5 246.3 233.7 77.3 103.6 61.0 21.5 196.3 7.5 1,952.6 $98 421.8 North Carolina 10.3 440.9 76.8 35.8 12.7 27.5 27.7 5.4 9.1 636.0 $62 North Dakota 0.8 2.0 2.3 2.2 0.8 7.3 $10 Ohio 11.7 398.3 87.2 52.6 19.3 22.9 39.4 5.4 42.1 109.5 10.6 787.3 $68 262.1 Oklahoma 3.9 31.0 1.4 1.0 1.6 7.8 7.3 1.3 51.3 $13 Oregon 4.1 30.3 0.4 9.7 8.8 10.7 24.4 84.2 $20 233.8 Pennsylvania 12.8 699.4 67.9 54.7 63.4 40.4 45.6 4.2 24.8 10.5 19.2 1,030.2 $80 Rhode Island 1.1 24.1 0.0 5.7 0.9 5.2 4.3 1.3 19.2 0.3 61.1 $58 129.8 S. Carolina 5.0 333.0 51.4 24.5 5.8 15.7 14.8 3.0 448.2 $89 South Dakota 0.9 7.9 1.0 0.6 2.5 1.5 0.6 14.2 $16 55.7 Texas 28.3 1,087.9 64.6 28.9 70.6 57.0 82.1 1,391.1 $49 Vermont 0.6 25.5 0.3 0.3 1.6 1.8 1.5 0.4 1.2 32.7 $52 Virginia 8.5 297.6 77.5 78.9 11.7 21.5 34.3 4.2 11.8 537.5 $63 Washington 7.4 122.0 4.5 18.0 25.3 13.2 1.4 184.3 $25 West Virginia 1.8 25.5 2.0 1.2 1.2 1.2 6.4 5.0 1.0 0.2 43.7 $24 226.7 Wisconsin 5.8 105.6 0.3 5.9 3.4 18.3 15.4 12.7 0.0 161.7 $28 Wyoming 0.6 3.9 2.1 1.7 0.7 8.4 $14 Total 302.9 11,653.1 25.1 1,425.5 1,164.5 897.0 24.2 858.8 1,000.1 111.8 132.4 1,121.0 131.2 18,544.7 $61 1,703.2 1 VLT sales denote net machine income Canadian Lotteries' 3rd Quarter Calendar 2018 Sales by Game (in C$millions) Pop. Pull Lotto Other Lotto Total PC (M) Instant Tab Numbers 6/49 Lotto Max Spiel Keno Pools Draw Other Sales Sales VLT1 Atlantic 2.4 59.0 32.5 4.1 23.1 11.2 27.5 12.3 2.8 7.0 6.0 185.6 $78 106.8 BCLC 4.8 49.4 6.0 45.0 15.3 59.9 18.1 73.9 7.8 15.9 42.3 333.6 $69 Loto-Quebec 8.4 124.7 11.0 81.1 41.1 95.6 36.5 42.6 17.2 8.5 24.9 483.3 $58 231.9 OLG 14.2 350.6 42.4 166.3 81.0 211.1 61.6 22.1 58.4 5.0 998.5 $70 WCLC 6.9 72.5 6.2 63.7 30.3 100.1 35.4 3.5 16.1 2.0 329.9 $48 Total 36.7 656.2 38.4 63.8 379.3 179.0 494.3 163.9 144.9 106.3 24.4 80.3 2,331.0 $64 338.7 1 VLT sales denote net machine income NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE DATA REPORT 35

U.S. Lotteries' 3rd Quarter Calendar 2019 vs. 2018 Instant Sales by Price Point (in $millions) 3Q19 3Q18

$1 $2 $3/4 $5/7/8 $10/15 $20 $25+ $1 $2 $3/4 $5/7/8 $10/15 $20 $25+ Arizona 3.9 17.2 5.7 36.6 43.5 45.1 26.6 4.1 17.3 6.9 33.2 42.8 48.2 20.3 Arkansas 3.8 6.3 8.0 25.4 40.5 16.0 4.7 7.0 8.5 24.5 28.4 23.3 California 37.5 40.6 132.4 311.5 345.1 290.8 111.0 42.6 49.0 133.9 289.5 290.0 267.1 100.7 Colorado 5.7 5.6 7.8 32.3 32.1 21.2 13.6 4.7 6.3 10.1 27.5 26.7 20.2 9.9 Connecticut 5.2 10.3 14.7 38.8 54.5 33.8 19.5 5.4 9.3 15.0 37.5 54.6 33.5 21.7 D.C. 0.5 1.1 0.6 3.1 3.1 2.6 1.5 0.8 1.0 0.4 2.7 3.8 2.7 0.9 Florida 40.6 142.0 47.7 240.7 326.2 252.3 209.6 43.6 131.0 38.5 246.1 219.3 218.8 210.4 Georgia 28.8 87.2 47.3 149.4 161.4 142.8 155.4 30.4 85.4 50.2 138.4 153.3 141.4 148.3 Idaho 1.2 1.5 2.7 11.7 7.3 8.3 7.3 1.4 1.6 4.0 10.1 8.0 6.6 5.6 Illinois 22.4 22.7 22.6 97.3 138.8 72.3 72.6 23.6 25.2 25.8 103.5 162.3 90.5 42.1 Indiana 9.1 11.7 11.4 71.3 59.1 31.5 44.2 10.8 11.6 13.6 67.5 51.1 28.6 44.5 Iowa 1.9 5.0 6.9 14.9 13.6 8.9 7.0 2.0 5.0 6.9 13.7 14.3 7.8 6.3 Kansas 2.9 10.2 0.7 10.6 8.6 6.7 3.6 2.9 11.1 9.5 7.7 6.4 2.7 Kentucky 4.2 9.0 8.4 43.7 35.6 35.0 20.3 4.4 11.7 4.9 43.7 38.0 26.4 19.1 Louisiana 9.4 11.9 5.0 14.9 11.9 8.5 10.4 4.4 13.2 14.2 Maine 2.1 6.0 6.1 16.7 11.8 6.7 10.7 2.4 7.1 6.1 16.7 10.1 5.0 7.2 Maryland 6.0 9.4 10.4 60.5 62.6 25.7 23.4 6.7 12.1 7.0 56.5 61.7 24.1 20.9 Massachusetts 17.5 71.6 212.8 310.8 109.1 160.5 20.8 82.7 211.3 281.6 103.4 170.1 Michigan 6.0 31.3 7.3 83.2 98.6 99.5 78.1 7.3 40.4 6.7 78.4 78.4 93.1 76.8 Minnesota 4.9 6.6 16.5 29.8 27.0 20.1 5.2 5.3 8.9 16.1 28.3 23.6 18.4 6.2 Missouri 12.7 22.7 14.7 69.0 37.6 38.1 32.1 13.9 24.3 18.5 64.9 28.6 25.7 35.7 Montana 0.5 1.2 0.6 1.1 0.9 0.8 0.5 1.3 0.5 0.9 0.9 0.6 Nebraska 2.2 1.9 4.3 5.5 5.1 5.5 2.3 1.8 4.5 4.7 5.2 6.1 New Hampshire 1.8 5.7 4.5 15.7 20.3 7.2 10.2 2.0 6.0 4.2 16.9 18.8 5.5 4.8 New Jersey 6.2 43.0 46.4 102.6 100.7 66.5 100.4 6.9 45.7 54.0 97.3 105.3 64.1 86.4 New Mexico 1.5 1.9 3.1 5.8 6.1 1.8 2.7 2.6 5.0 5.0 New York 70.3 120.2 32.8 201.5 217.0 211.1 140.6 79.3 118.3 41.1 214.0 273.2 126.1 153.4 North Carolina 19.9 41.5 20.8 115.6 109.6 81.8 90.3 22.4 41.5 22.2 103.7 103.1 60.1 88.0 Ohio 21.8 35.7 11.9 93.5 84.9 83.1 64.7 22.8 36.1 15.3 97.0 99.4 68.0 59.7 Oklahoma 2.7 4.1 6.0 7.2 13.7 3.3 3.6 5.8 8.5 9.9 Oregon 2.0 6.4 3.8 7.9 6.2 4.4 2.1 6.8 3.5 8.4 5.9 3.7 Pennsylvania 17.7 37.7 33.8 223.1 153.4 171.3 86.8 21.9 38.1 34.4 198.9 161.4 155.1 89.6 Rhode Island 1.6 2.8 1.4 10.3 5.2 2.5 1.8 1.7 3.0 1.9 9.7 4.4 2.2 1.3 S. Carolina 9.2 18.4 66.7 266.1 9.3 19.5 60.4 243.7 South Dakota 0.6 1.0 1.6 1.9 1.5 1.6 0.6 1.1 1.2 2.5 1.3 1.2 Texas 35.6 70.4 60.3 285.5 292.2 215.2 193.5 40.5 76.2 61.8 292.9 248.8 210.6 157.1 Vermont 0.8 1.8 2.7 10.2 6.1 2.4 2.6 1.0 1.9 2.1 10.9 6.4 3.2 Virginia 13.1 23.5 12.5 75.3 62.0 52.9 38.2 14.6 25.6 14.1 86.8 61.5 51.5 43.5 Washington 5.3 14.4 8.8 40.1 25.8 17.3 13.5 5.9 15.7 8.4 37.9 18.3 20.1 15.7 West Virginia 2.0 6.0 3.4 10.3 4.5 4.3 2.0 6.6 3.4 7.0 3.5 3.0 Wisconsin 3.5 12.1 9.4 23.6 21.9 25.9 12.3 3.8 13.0 9.3 26.6 21.0 23.3 8.6 Total 444.9 979.8 711.4 3,077.1 2,966.6 2,219.9 1,757.5 490.7 1,022.8 728.1 2,990.0 2,751.9 1,995.9 1,657.3 % of Total 4% 8% 6% 25% 24% 18% 14% 4% 10% 7% 30% 28% 20% 17%

Canadian Lotteries' 3rd Quarter Calendar 2019 vs. 2018 Instant Sales by Price Point (in C$millions) 3Q19 3Q18

$1 $2 $3 $4 $5 $7/8 $10 $20 $25+ $1 $2 $3 $4 $5 $7 $10 $20 $25+ Atlantic 0.9 5.2 7.9 7.2 10.1 1.9 15.1 3.7 4.8 1.0 6.1 8.7 7.9 10.2 3.2 12.8 4.8 4.3 BCLC 2.1 3.9 6.6 22.2 9.3 5.2 2.5 3.5 7.5 21.9 8.6 5.3 L-Quebec 1.9 20.7 39.8 12.3 21.5 23.9 13.8 0.1 1.7 19.8 37.2 13.2 20.3 17.6 8.8 6.2 OLG 2.4 3.0 83.4 14.9 88.7 105.6 26.0 29.4 2.6 3.8 95.3 16.8 93.0 77.5 41.4 20.1 WCLC 2.5 6.8 9.3 3.0 22.0 3.2 14.1 9.1 5.3 2.7 7.3 9.6 3.0 15.6 6.0 12.2 9.4 6.8 Total 9.7 39.6 146.9 37.4 164.4 5.1 168.1 57.8 39.6 10.5 40.4 158.4 40.8 161.0 9.2 128.8 60.3 37.4 % of Total 1% 6% 22% 6% 25% 1% 25% 9% 6% 2% 6% 24% 6% 25% 1% 20% 9% 6% 36 DATA REPORT LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

U.S. lotteries ranked by 3Q19 total U.S. lotteries ranked by 3Q19 total U.S. lotteries ranked % chg. 3Q19 total consolidated revenues (in US$) consolidated revenues PC (in US$) consolidated revenues (in US$) Pop. Total Pop. PC Total % Rank (M) ($M) Rank (M) Sales Rank ($M) Chg. 1 New York 19.5 2,394.0 1 Rhode Island 1.1 $199 1 North Carolina 696.5 10% 2 Florida 21.3 1,702.1 2 Massachusetts 6.9 $187 2 South Carolina 479.6 7% 3 California 39.6 1,663.2 3 Delaware 1.0 $183 3 New Hampshire 90.8 7% 4 Texas 28.7 1,424.7 4 Maryland 6.0 $160 4 Florida 1,702.1 7% 5 Massachusetts 6.9 1,287.5 5 West Virginia 1.8 $156 5 Maine 75.1 5% 6 Georgia 10.5 1,122.8 6 New York 19.5 $123 6 Colorado 158.2 3% 7 Ohio 11.7 1,052.6 7 Georgia 10.5 $107 7 Missouri 321.4 3% 8 Pennsylvania 12.8 1,042.6 8 South Carolina 5.1 $94 8 Indiana 312.3 3% 9 Maryland 6.0 968.7 9 Michigan 10.0 $92 9 South Dakota 71.7 3% 10 Michigan 10.0 920.3 10 Ohio 11.7 $90 10 Kentucky 256.7 2% 11 New Jersey 8.9 799.3 11 New Jersey 8.9 $90 11 Texas 1,424.7 2% 12 North Carolina 10.4 696.5 12 Connecticut 3.6 $87 12 Oregon 325.3 2% 13 Illinois 12.7 671.5 13 Pennsylvania 12.8 $81 13 Maryland 968.7 2% 14 Virginia 8.5 506.7 14 South Dakota 0.9 $81 14 California 1,663.2 2% 15 South Carolina 5.1 479.6 15 Florida 21.3 $80 15 Pennsylvania 1,042.6 1% 16 Oregon 4.2 325.3 16 Oregon 4.2 $78 16 Idaho 66.1 1% 17 Missouri 6.1 321.4 17 D.C. 0.7 $73 17 Georgia 1,122.8 1% 18 Indiana 6.7 312.3 18 North Carolina 10.4 $67 18 Michigan 920.3 1% 19 Connecticut 3.6 310.4 19 New Hampshire 1.4 $67 19 Vermont 32.9 1% 20 West Virginia 1.8 281.1 20 Virginia 8.5 $59 20 West Virginia 281.1 0% 21 Kentucky 4.5 256.7 21 Kentucky 4.5 $57 21 Arkansas 118.2 0% 22 Arizona 7.2 233.1 22 Maine 1.3 $56 22 Connecticut 310.4 0% 23 Rhode Island 1.1 210.5 23 Illinois 12.7 $53 23 Ohio 1,052.6 0% 24 Washington 7.5 180.1 24 Missouri 6.1 $52 24 Montana 13.0 0% 25 Delaware 1.0 176.5 25 Vermont 0.6 $52 25 Massachusetts 1,287.5 0% 26 Wisconsin 5.8 160.0 26 Texas 28.7 $50 26 Arizona 233.1 -1% 27 Colorado 5.7 158.2 27 Indiana 6.7 $47 27 Wisconsin 160.0 -1% 28 Minnesota 5.6 144.2 28 California 39.6 $42 28 D.C. 50.9 -1% 29 Arkansas 3.0 118.2 29 Arkansas 3.0 $39 29 Minnesota 144.2 -2% 30 Louisiana 4.7 111.2 30 Idaho 1.8 $38 30 Kansas 65.8 -2% 31 New Hampshire 1.4 90.8 31 Arizona 7.2 $33 31 Oklahoma 50.3 -2% 32 Iowa 3.2 83.1 32 Colorado 5.7 $28 32 Iowa 83.1 -2% 33 Maine 1.3 75.1 33 Wisconsin 5.8 $28 33 Washington 180.1 -2% 34 South Dakota 0.9 71.7 34 Iowa 3.2 $26 34 New Mexico 29.5 -3% 35 Idaho 1.8 66.1 35 Minnesota 5.6 $26 35 Nebraska 42.0 -3% 36 Kansas 2.9 65.8 36 Washington 7.5 $24 36 New Jersey 799.3 -3% 37 D.C. 0.7 50.9 37 Louisiana 4.7 $24 37 New York 2,394.0 -3% 38 Oklahoma 3.9 50.3 38 Kansas 2.9 $23 38 Louisiana 111.2 -4% 39 Nebraska 1.9 42.0 39 Nebraska 1.9 $22 39 Delaware 176.5 -5% 40 Vermont 0.6 32.9 40 New Mexico 2.1 $14 40 Virginia 506.7 -6% 41 New Mexico 2.1 29.5 41 Oklahoma 3.9 $13 41 Rhode Island 210.5 -7% 42 Montana 1.1 13.0 42 Montana 1.1 $12 42 Illinois 671.5 -8% 43 Wyoming 0.6 6.5 43 Wyoming 0.6 $11 43 North Dakota 5.8 -20% 44 North Dakota 0.8 5.8 44 North Dakota 0.8 $8 44 Wyoming 6.5 -23% NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE DATA REPORT 37

U.S. lotteries ranked by 3Q19 traditional sales U.S. lotteries ranked by 3Q19 traditional PC U.S. lotteries ranked % chg. 3Q19 traditional (in US$) Excludes VLT revenue (in US$) Excludes VLT revenue (in US$) Excludes VLT revenue Pop. Total Pop. PC Total % Rank (M) ($M) Rank (M) Sales Rank ($M) Chg. 1 New York 19.5 1,864.4 1 Massachusetts 6.9 $187 1 North Carolina 696.5 10% 2 Florida 21.3 1,702.1 2 Georgia 10.5 $107 2 South Carolina 479.6 7% 3 California 39.6 1,663.2 3 New York 19.5 $95 3 New Hampshire 90.8 7% 4 Texas 28.7 1,424.7 4 South Carolina 5.1 $94 4 Florida 1,702.1 7% 5 Massachusetts 6.9 1,287.5 5 Michigan 10.0 $92 5 West Virginia 46.4 6% 6 Georgia 10.5 1,122.8 6 New Jersey 8.9 $90 6 Maine 75.1 5% 7 Pennsylvania 12.8 1,042.6 7 Connecticut 3.6 $87 7 Colorado 158.2 3% 8 Michigan 10.0 920.3 8 Maryland 6.0 $86 8 Missouri 318.4 3% 9 New Jersey 8.9 799.3 9 Pennsylvania 12.8 $81 9 Indiana 312.3 3% 10 Ohio 11.7 781.1 10 Florida 21.3 $80 10 Kentucky 256.7 2% 11 North Carolina 10.4 696.5 11 D.C. 0.7 $73 11 Texas 1,424.7 2% 12 Illinois 12.7 671.5 12 North Carolina 10.4 $67 12 Maryland 520.2 2% 13 Maryland 6.0 520.2 13 New Hampshire 1.4 $67 13 California 1,663.2 2% 14 Virginia 8.5 506.7 14 Ohio 11.7 $67 14 Pennsylvania 1,042.6 1% 15 South Carolina 5.1 479.6 15 Virginia 8.5 $59 15 Idaho 66.1 1% 16 Missouri 6.1 318.4 16 Kentucky 4.5 $57 16 Georgia 1,122.8 1% 17 Indiana 6.7 312.3 17 Rhode Island 1.1 $57 17 Michigan 920.3 1% 18 Connecticut 3.6 310.4 18 Maine 1.3 $56 18 Vermont 32.9 1% 19 Kentucky 4.5 256.7 19 Illinois 12.7 $53 19 Arkansas 118.2 0% 20 Arizona 7.2 233.1 20 Vermont 0.6 $52 20 Connecticut 310.4 0% 21 Washington 7.5 180.1 21 Delaware 1.0 $52 21 Montana 13.0 0% 22 Wisconsin 5.8 160.0 22 Missouri 6.1 $52 22 Massachusetts 1,287.5 0% 23 Colorado 5.7 158.2 23 Texas 28.7 $50 23 Ohio 781.1 -1% 24 Minnesota 5.6 144.2 24 Indiana 6.7 $47 24 Arizona 233.1 -1% 25 Arkansas 3.0 118.2 25 California 39.6 $42 25 Wisconsin 160.0 -1% 26 Louisiana 4.7 111.2 26 Arkansas 3.0 $39 26 D.C. 50.9 -1% 27 New Hampshire 1.4 90.8 27 Idaho 1.8 $38 27 Delaware 50.5 -2% 28 Iowa 3.2 83.1 28 Arizona 7.2 $33 28 Rhode Island 60.0 -2% 29 Oregon 4.2 77.9 29 Colorado 5.7 $28 29 Minnesota 144.2 -2% 30 Maine 1.3 75.1 30 Wisconsin 5.8 $28 30 Kansas 65.8 -2% 31 Idaho 1.8 66.1 31 Iowa 3.2 $26 31 Oklahoma 50.3 -2% 32 Kansas 2.9 65.8 32 West Virginia 1.8 $26 32 Iowa 83.1 -2% 33 Rhode Island 1.1 60.0 33 Minnesota 5.6 $26 33 Washington 180.1 -2% 34 D.C. 0.7 50.9 34 Washington 7.5 $24 34 New Mexico 29.5 -3% 35 Delaware 1.0 50.5 35 Louisiana 4.7 $24 35 Nebraska 42.0 -3% 36 Oklahoma 3.9 50.3 36 Kansas 2.9 $23 36 New Jersey 799.3 -3% 37 West Virginia 1.8 46.4 37 Nebraska 1.9 $22 37 Louisiana 111.2 -4% 38 Nebraska 1.9 42.0 38 Oregon 4.2 $19 38 New York 1,864.4 -5% 39 Vermont 0.6 32.9 39 South Dakota 0.9 $15 39 Virginia 506.7 -6% 40 New Mexico 2.1 29.5 40 New Mexico 2.1 $14 40 South Dakota 13.4 -6% 41 South Dakota 0.9 13.4 41 Oklahoma 3.9 $13 41 Oregon 77.9 -8% 42 Montana 1.1 13.0 42 Montana 1.1 $12 42 Illinois 671.5 -8% 43 Wyoming 0.6 6.5 43 Wyoming 0.6 $11 43 North Dakota 5.8 -20% 44 North Dakota 0.8 5.8 44 North Dakota 0.8 $8 44 Wyoming 6.5 -23%

C. lotteries ranked by 3Q19 traditional sales C. lotteries ranked by 3Q19 traditional PC C. lotteries ranked by % chg. 3Q19 traditional (in C$) Excludes VLT revenue (in C$) Excludes VLT revenue (in C$) Excludes VLT revenue Pop. Total Pop. PC Total % Rank (M) (C$M) Rank (M) Sales Rank (C$M) Chg. 1 OLG 14.2 961.9 1 Atlantic 2.4 $72 1 Loto-Quebec 519.2 7% 2 Loto-Quebec 8.4 519.2 2 BCLC 4.8 $71 2 BCLC 340.3 2% 3 BCLC 4.8 340.3 3 OLG 14.2 $68 3 OLG 961.9 -4% 4 WCLC 6.9 313.4 4 Loto-Quebec 8.4 $62 4 WCLC 313.4 -5% 5 Atlantic 2.4 171.4 5 WCLC 6.9 $45 5 Atlantic 171.4 -8% 38 DATA REPORT LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

U.S. lotteries ranked by 3Q19 instant sales U.S. lotteries ranked by 3Q19 instant PC U.S. lotteries ranked % chg. 3Q19 instant (in US$) (in US$) (in US$) Pop. Instant Pop. PC Instant % Rank (M) ($M) Rank (M) Sales Rank ($M) Chg. 1 California 39.6 1,268.9 1 Massachusetts 6.9 $128 1 West Virginia 30.5 20% 2 Florida 21.3 1,259.1 2 Georgia 10.5 $73 2 Florida 1,259.1 14% 3 Texas 28.7 1,152.6 3 South Carolina 5.1 $71 3 Colorado 118.4 12% 4 New York 19.5 993.4 4 Florida 21.3 $59 4 New Hampshire 65.4 12% 5 Massachusetts 6.9 882.4 5 Pennsylvania 12.8 $57 5 Maine 60.0 10% 6 Georgia 10.5 772.2 6 New Jersey 8.9 $52 6 Montana 5.1 9% 7 Pennsylvania 12.8 723.8 7 New York 19.5 $51 7 North Carolina 479.4 9% 8 North Carolina 10.4 479.4 8 Connecticut 3.6 $49 8 Delaware 20.1 8% 9 New Jersey 8.9 465.7 9 New Hampshire 1.4 $48 9 Oklahoma 33.6 8% 10 Illinois 12.7 448.7 10 North Carolina 10.4 $46 10 New Mexico 18.5 8% 11 Michigan 10.0 404.0 11 Maine 1.3 $45 11 South Carolina 360.4 8% 12 Ohio 11.7 395.5 12 Vermont 0.6 $42 12 California 1,268.9 8% 13 South Carolina 5.1 360.4 13 Michigan 10.0 $40 13 Idaho 40.1 8% 14 Virginia 8.5 277.4 14 Texas 28.7 $40 14 Kansas 43.4 8% 15 Indiana 6.7 239.6 15 Missouri 6.1 $37 15 Missouri 227.0 7% 16 Missouri 6.1 227.0 16 Indiana 6.7 $36 16 Indiana 239.6 6% 17 Maryland 6.0 198.1 17 Illinois 12.7 $35 17 Rhode Island 25.6 6% 18 Arizona 7.2 178.6 18 Kentucky 4.5 $35 18 Michigan 404.0 6% 19 Connecticut 3.6 176.8 19 Ohio 11.7 $34 19 Texas 1,152.6 6% 20 Kentucky 4.5 156.3 20 Arkansas 3.0 $33 20 Kentucky 156.3 5% 21 Washington 7.5 125.2 21 Maryland 6.0 $33 21 Maryland 198.1 5% 22 Colorado 5.7 118.4 22 Virginia 8.5 $33 22 Louisiana 53.0 5% 23 Minnesota 5.6 110.1 23 California 39.6 $32 23 Vermont 26.6 4% 24 Wisconsin 5.8 108.7 24 Arizona 7.2 $25 24 Iowa 58.3 4% 25 Arkansas 3.0 100.0 25 Rhode Island 1.1 $24 25 Arkansas 100.0 4% 26 New Hampshire 1.4 65.4 26 Idaho 1.8 $23 26 Pennsylvania 723.8 3% 27 Maine 1.3 60.0 27 Delaware 1.0 $21 27 Arizona 178.6 3% 28 Iowa 3.2 58.3 28 Colorado 5.7 $21 28 South Dakota 8.2 3% 29 Louisiana 4.7 53.0 29 Minnesota 5.6 $20 29 Georgia 772.2 3% 30 Kansas 2.9 43.4 30 Wisconsin 5.8 $19 30 Minnesota 110.1 3% 31 Idaho 1.8 40.1 31 Iowa 3.2 $18 31 Wisconsin 108.7 3% 32 Oklahoma 3.9 33.6 32 D.C. 0.7 $18 32 Washington 125.2 3% 33 Oregon 4.2 30.7 33 West Virginia 1.8 $17 33 Oregon 30.7 1% 34 West Virginia 1.8 30.5 34 Washington 7.5 $17 34 Massachusetts 882.4 1% 35 Vermont 0.6 26.6 35 Kansas 2.9 $15 35 New Jersey 465.7 1% 36 Rhode Island 1.1 25.6 36 Nebraska 1.9 $13 36 Connecticut 176.8 0% 37 Nebraska 1.9 24.5 37 Louisiana 4.7 $11 37 Nebraska 24.5 0% 38 Delaware 1.0 20.1 38 South Dakota 0.9 $9 38 D.C. 12.4 0% 39 New Mexico 2.1 18.5 39 New Mexico 2.1 $9 39 Ohio 395.5 -1% 40 D.C. 0.7 12.4 40 Oklahoma 3.9 $9 40 New York 993.4 -1% 41 South Dakota 0.9 8.2 41 Oregon 4.2 $7 41 Illinois 448.7 -5% 42 Montana 1.1 5.1 42 Montana 1.1 $5 42 Virginia 277.4 -7%

C. lotteries ranked by 3Q19 instant sales C. lotteries ranked by 3Q19 instant PC C. lotteries ranked by % chg. 3Q19 instant (in C$) (in C$) (in C$) Pop. Instant Pop. PC Instant % Rank (M) (C$M) Rank (M) Sales Rank (C$M) Chg. 1 OLG 14.2 353.4 1 OLG 14.2 $25 1 Loto-Quebec 133.9 7% 2 Loto-Quebec 8.4 133.9 2 Atlantic 2.4 $24 2 WCLC 75.3 4% 3 WCLC 6.9 75.3 3 Loto-Quebec 8.4 $16 3 OLG 353.4 1% 4 Atlantic 2.4 56.8 4 WCLC 6.9 $11 4 BCLC 49.3 0% 5 BCLC 4.8 49.3 5 BCLC 4.8 $10 5 Atlantic 56.8 -4% NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE DATA REPORT 39

U.S. lotteries ranked by 3Q19 terminal sales U.S. lotteries ranked by 3Q19 terminal PC U.S. lotteries ranked % chg. 3Q19 terminal (in US$) (in US$) (in US$) Pop. Terminal Pop. PC Terminal % Rank (M) ($M) Rank (M) Sales Rank ($M) Chg. 1 New York 19.5 871.0 1 Massachusetts 6.9 $59 1 North Carolina 217.1 11% 2 Michigan 10.0 508.1 2 D.C. 0.7 $55 2 South Carolina 119.2 4% 3 Florida 21.3 442.9 3 Maryland 6.0 $53 3 Connecticut 133.6 1% 4 Massachusetts 6.9 405.0 4 Michigan 10.0 $51 4 Maryland 322.1 0% 5 California 39.6 394.4 5 New York 19.5 $45 5 Ohio 385.5 -1% 6 Ohio 11.7 385.5 6 New Jersey 8.9 $37 6 D.C. 38.6 -2% 7 Georgia 10.5 350.6 7 Connecticut 3.6 $37 7 Kentucky 100.4 -2% 8 New Jersey 8.9 333.6 8 Georgia 10.5 $33 8 Michigan 508.1 -3% 9 Maryland 6.0 322.1 9 Ohio 11.7 $33 9 Pennsylvania 318.8 -4% 10 Pennsylvania 12.8 318.8 10 Rhode Island 1.1 $33 10 Georgia 350.6 -4% 11 Texas 28.7 272.0 11 Delaware 1.0 $31 11 Massachusetts 405.0 -4% 12 Virginia 8.5 229.3 12 Virginia 8.5 $27 12 Virginia 229.3 -4% 13 Illinois 12.7 222.8 13 Pennsylvania 12.8 $25 13 New Hampshire 25.3 -5% 14 North Carolina 10.4 217.1 14 South Carolina 5.1 $23 14 Montana 7.9 -5% 15 Connecticut 3.6 133.6 15 Kentucky 4.5 $22 15 Missouri 91.4 -6% 16 South Carolina 5.1 119.2 16 North Carolina 10.4 $21 16 Nebraska 17.5 -7% 17 Kentucky 4.5 100.4 17 Florida 21.3 $21 17 Rhode Island 34.5 -7% 18 Missouri 6.1 91.4 18 New Hampshire 1.4 $19 18 Delaware 30.3 -7% 19 Indiana 6.7 72.7 19 Illinois 12.7 $17 19 Indiana 72.7 -8% 20 Louisiana 4.7 58.2 20 Missouri 6.1 $15 20 New York 871.0 -8% 21 Washington 7.5 54.9 21 Louisiana 4.7 $12 21 Wisconsin 51.0 -8% 22 Arizona 7.2 52.4 22 Maine 1.3 $11 22 New Jersey 333.6 -9% 23 Wisconsin 5.8 51.0 23 Oregon 4.2 $11 23 Florida 442.9 -9% 24 Oregon 4.2 47.1 24 Wyoming 0.6 $11 24 Maine 15.2 -10% 25 Colorado 5.7 39.8 25 Indiana 6.7 $11 25 Texas 272.0 -10% 26 D.C. 0.7 38.6 26 Vermont 0.6 $10 26 Louisiana 58.2 -11% 27 Rhode Island 1.1 34.5 27 California 39.6 $10 27 Washington 54.9 -12% 28 Minnesota 5.6 34.1 28 Texas 28.7 $9 28 West Virginia 15.9 -12% 29 Delaware 1.0 30.3 29 Nebraska 1.9 $9 29 Vermont 6.3 -13% 30 New Hampshire 1.4 25.3 30 West Virginia 1.8 $9 30 Oregon 47.1 -13% 31 Kansas 2.9 22.4 31 Wisconsin 5.8 $9 31 Idaho 14.3 -13% 32 Iowa 3.2 22.0 32 Idaho 1.8 $8 32 Illinois 222.8 -13% 33 Arkansas 3.0 18.2 33 Kansas 2.9 $8 33 Arizona 52.4 -13% 34 Nebraska 1.9 17.5 34 North Dakota 0.8 $8 34 California 394.4 -14% 35 Oklahoma 3.9 16.7 35 Montana 1.1 $7 35 Arkansas 18.2 -15% 36 West Virginia 1.8 15.9 36 Arizona 7.2 $7 36 Minnesota 34.1 -15% 37 Maine 1.3 15.2 37 Washington 7.5 $7 37 Iowa 22.0 -16% 38 Idaho 1.8 14.3 38 Colorado 5.7 $7 38 Kansas 22.4 -16% 39 New Mexico 2.1 10.9 39 Iowa 3.2 $7 39 Colorado 39.8 -16% 40 Montana 1.1 7.9 40 Minnesota 5.6 $6 40 New Mexico 10.9 -17% 41 Wyoming 0.6 6.5 41 Arkansas 3.0 $6 41 Oklahoma 16.7 -18% 42 Vermont 0.6 6.3 42 South Dakota 0.9 $6 42 South Dakota 5.1 -18% 43 North Dakota 0.8 5.8 43 New Mexico 2.1 $5 43 North Dakota 5.8 -20% 44 South Dakota 0.9 5.1 44 Oklahoma 3.9 $4 44 Wyoming 6.5 -23%

C. lotteries ranked by 3Q19 terminal sales C. lotteries ranked by 3Q19 terminal PC C. lotteries ranked by % chg. 3Q19 terminal (in C$) (in C$) (in C$) Pop. Terminal Pop. PC Terminal % Rank (M) (C$M) Rank (M) Sales Rank (C$M) Chg. 1 OLG 14.2 608.5 1 BCLC 4.8 $56 1 Loto-Quebec 368.6 5% 2 Loto-Quebec 8.4 368.6 2 Loto-Quebec 8.4 $44 2 BCLC 268.8 2% 3 BCLC 4.8 268.8 3 OLG 14.2 $43 3 Atlantic 89.7 -5% 4 WCLC 6.9 238.1 4 Atlantic 2.4 $37 4 OLG 608.5 -6% 5 Atlantic 2.4 89.7 5 WCLC 6.9 $34 5 WCLC 238.1 -7% 40 DATA REPORT LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

U.S. Lotteries' 3rd Quarter Calendar 2019 vs. 2018 Non-Traditional Products (in $millions) 3Q19 3Q18 Other Other Table Total Monitor Table Total Monitor VLT Games Internet iInstant ePulltab Keno Games Sports VLT Games Internet iInstant ePulltab Keno Games Sports California 81.2 6.6 74.6 6.2 Connecticut 26.6 23.3 D.C. 1.5 2.2 1.9 2.2 Delaware 93.1 12.8 1.0 2.1 27.4 89.7 14.0 0.8 2.2 38.1 Georgia 20.7 10.4 50.1 15.0 7.2 48.1 Illinois 12.7 13.4 Kansas 3.1 1.4 3.2 0.9 Kentucky1 6.8 4.7 20.2 4.5 2.7 19.7 Maryland 289.5 156.5 2.6 71.6 56.6 283.6 152.9 2.2 69.8 51.8 Massachusetts 257.7 253.6 Michigan1 34.9 27.8 149.4 29.7 22.0 148.8 Missouri 3.0 13.1 2.4 13.8 Montana 0.04 0.04 N. Hampshire1 2.5 2.0 8.1 5.7 New Jersey 32.7 0.2 25.0 New York 421.8 107.7 166.9 421.8 102.4 196.3 N. Carolina 11.9 9.1 Ohio 271.6 112.2 4.4 262.1 105.6 3.9 Oregon 247.4 25.7 233.8 24.4 Pennsylvania 19.2 17.9 0.4 7.8 10.1 0.5 Rhode Island 121.1 29.3 19.3 129.8 36.4 19.2 South Dakota 58.4 55.7 Virginia 0.5 West Virginia 225.4 9.3 0.9 0.6 226.7 9.6 1.0 0.2 Total 1,728.2 315.6 97.7 45.4 5.6 1,072.3 71.8 28.1 1,703.2 315.4 71.2 32.0 4.7 1,055.5 65.5 38.4 1 iInstant sales are included in "Total Internet" sales NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE INDUSTRY NEWS 41

Take A Ticket’s Take On Mass Customization For Lottery Clients Major retailers and North American feedback. We always keep in mind that lotteries are moving closer than ever the job of the dispenser is to sell more before. This is creating some challenges to tickets.” both the lotteries and large chains. Instant One recent example is a request ticket dispenser manufacturer Take-A- from a retailer to create a dispenser that Ticket is fostering that transition with would fit on a drink machine. “It was a their version of mass customization. little taller than normal and curved. The “At Take-A-Ticket, we specialize in next day Zach had a prototype built,” listening to those needs and addressing said Tigner. “Every time TAT creates a them with a customized solution,” said new design, it adds to the company’s Take-A-Ticket President Seth Tigner. capabilities and catalog.” “We understand both the retailers’ needs For example, Take-A-Ticket helped and those of the lottery. The retailers 7-Eleven explore ways to increase sales, want to know that it will fit the brand. and displays with a certain look and size improve product visibility and help the The lotteries have requirements for the to them.” consumer make a purchase decision number of bins.” Take-A-Ticket is strategically before they approach the register. Take- Many of the chains are reconfiguring positioned to take advantage of these A-Ticket has developed an on-counter the inside of their stores and recognizing trends. “We have a dedicated in-house lighted display that showcases 32 games. the lottery as a key partner in their staff that specializes in custom design This is being tested in 20 stores in Texas. success journey. “I think the lottery and speedy turnaround,” noted Tigner. Take-A-Ticket is developing a custom corporate account managers may sense “Typically, we get a request from a lottery Scratch display for Circle K that will sit this more than other lottery executives, or retailer and my brother Zach goes to between the two registers. Due to height but there seems to be a big shift in retail work on it. Zach is a genius and there is and width constraints, Take-A-Ticket is right now,” suggested Tigner. “Retailers no other way to say it. He will produce developing a low-profile, convex display are going with different profile dispensers a prototype and change it as he gets to address this unique need. U.S. Lotteries Co-Market Seasonal Halloween & Holiday Scratchers The New Mexico Lottery launched its begin a very traditional warm and fuzzy The West Virginia Lottery launched holiday games in October, beginning with Christmas campaign that runs through a $5 TRUCK OR TREAT / HAUL- a “Happy Hall-o-days” ad campaign on Christmas.” IDAYS Chevy Silverado ticket featuring October 1. The New Mexico Lottery even staged a promotional drawing including cash “We can either promote Christmas a Halloween “Hall-o-days” Trolley Treat prizes and two Silverado trucks. at Halloween and annoy our players event at the lottery headquarters, which is “The West Virginia Lottery retailers or acknowledge that we’re trumping based in Albuquerque. carry the holiday games and our players Halloween and make fun of ourselves “The promotion will feature the purchase tickets as gifts, but the West by saying, ‘yeah, we know it’s not even holiday games and players who come Virginia Lottery prefers to print our Halloween yet, and we’re kind-of, but not dressed in costume get a chance to Halloween and holiday games as two really, sorry.’ Our pre-Thanksgiving POS win Lottery bucks. Players dressed in separate pulses within the same game looks like spooky Christmas. It features Christmas costumes will get two entries. due to our small population and print spider webs and it even has a pumpkin And, players who purchase holiday games runs,” said Michael Thaxton, Product tree ornament,” said Wendy Ahlm, will get to enter for fun holiday prizes. Development Manager, West Virginia Marketing Director, New Mexico Lottery. We’ll also decorate for Halloween with a Lottery. “As soon as Thanksgiving ends, we will lot of Christmas flare,” explained Ahlm. 42 INDUSTRY NEWS LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019 Scientific Games: A Sneak Peek at Sparkling Seasons Ahead The North American State & Provincial Select,” says Jeff Martineck, VP Instant very first game Lotteries (NASPL) annual conference is Product Development for Scientific was produced always an experience. From the glowing Games. “Now it’s their opportunity to get for the New new lottery retail technology, to the creative. You can bet we will be seeing Hampshire powerful analytics that inform high- many of the Sparkle Select wheel spins Lottery, Sparkle performing portfolios, to instant game at NASPL 2019 in holiday and special Select $500,000 innovations, the energy on the exhibit occasion games to come.” Fortune floor is at full tilt. Lottery product managers at NASPL launched in One of the innovations that shined did not disappoint. Some of the favorites August 2019 brightest this year was Sparkle® Select, a from their Sparkle Select combinations of and would new product line from Scientific Games colors and holographics included: become the offering up to 75 different combinations o Black + Cross Light pattern—a Lottery’s best- of color and holographic patterns for twist on black game designs selling $10 game in 2018-19, indexing instant games. The inspiration was o Red + Rounds pattern—a real pop 30% better than other $10 games. Sparkle games, which have surpassed $1.5 for new Pop Art game designs “Sparkle Select adds a very unique billion in retail sales since launching in o Gold + Iris pattern—simulates the quality to a game, it elevates the lottery’s 2016. cobra skin on a new Snake Eyes game brand and conveys a luxury scratch game The product development team design experience,” shares Martineck. “We work behind Sparkle Select was inundated with o Green + new Jungle pattern—adds our customers’ game portfolios to help interest from lottery product managers value to money-themed game designs them drive sales for specific consumer spinning the wheel in its NASPL exhibit Other favorites were on-trend Rose segments with specialty games like this, to come up with their favorite combos of Gold™, color patterns like Aqua and which can really capture attention at colors and holographics. Copper, and new holographic patterns retail, particularly during the holidays.” “The best part of our job as an that can make instant games appear to Scientific Games’ 2020 Holiday instant games partner is innovating new have velvet, water drops or smoke in the Game Catalogue will feature more than game options for our customers. So we design. 20 Sparkle designs including games developed up to 75 different options for But Sparkle Select games are not featuring the new Sparkle Select. lotteries to experiment with using Sparkle just about appearance, they perform. The All ® notices signify marks registered in the United States. Scientific Games and Nederlandse Loterij Expand Partnership Scientific Games and Nederlandse Loterij provides Nederlandse Loterij with the a full-service, end-to-end expanded their partnership to bring the OpenPlatform player account technology, partner. Teams across Scientific Games Dutch Lottery’s players a full digital as well as lottery instant games. have re-engineered the full product sports betting solution. Sam Deporteere, Business Director suite by putting the player at the heart The expanded sports partnership will Sportsbook for Nederlandse Loterij, said, of our decision making. Sports betting advance sports offering with the launch of “We’re excited to offer our players a is currently positioned at the core of OpenSports, Scientific Games’ end-to-end seamlessly connected online sportsbook global growth for the lottery and gaming sports betting solution. that keeps quality and stability top-of- industry, and we’ll be providing NLO OpenSports will be accessible mind. Expanding our partnership with advanced innovation to fuel their ongoing to Dutch bettors across mobile and Scientific Games will help us gain new success in the Netherlands.” desktop. Building upon the foundation players and keep our existing bettors OpenSports provides customers of the OpenSports technology platform, engaged.” with one of the world’s most robust Nederlandse Loterij will receive the firm’s Currently, Scientific Games serves betting engines via OpenBet™; the player OpenTrade managed trading services for more than 30 lotteries with sports betting account technology OpenPlatform; non-Dutch sports. solutions in the U.S., Canada, Europe risk and trading through OpenTrade; The largest gaming company in the and Asia, most recently launching sports turnkey front-ends through OpenEngage; Netherlands, Nederlandse Loterij was betting in Turkey, one of the world’s and marketing services through the created in 2016 via the merger of De largest sports markets. Company’s dedicated OpenAccelerate Lotto and the Dutch State Lottery under Keith O’Loughlin, SVP Sportsbook product. the control of the Dutch Ministry of and Platforms, Digital for Scientific Scientific Games provides game Finance and proceeds are dedicated to Games, said, “Our OpenSports solution is entertainment, technology and solutions the benefit of sports and local charitable a natural fit for Nederlandse Loterij. We to 150 lotteries in 50 countries institutions. recognize the importance of transitioning worldwide. Scientific Games currently from a sports technology provider to NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE INDUSTRY NEWS 43

New Jersey Lottery & Northstar New Jersey Launch Cash Pop™

The New Jersey Lottery launched Cash Northstar uses Quick Draw Sales Pop, a fast draw game, on September 30. Reps (QDSRs) to service bars, taverns, “New Jersey Lottery is pleased to be restaurants, and social spaces. “They run the first state lottery to offer this new and scheduled promotions which are pre- exciting game of Cash Pop to the public,” planned with the retailer and advertised. said New Jersey Lottery Acting Executive During each visit, they also conduct ‘while Director James Carey. “This unique and you were there’ promotions in which entertaining game is easy to play and they teach players how to play both Cash offers good odds of winning. Players can Pop and Quick Draw and offer players win prizes from 5X to 250X their wager coupons to sample the games,” said by matching their one number to the Perlow. number drawn.” of 15 Interest by the Under 35 age segment “With a dynamic gaming numbers is strong. “In our research after the environment in New Jersey which every 15 first two weeks of launch, awareness includes online casinos and the launch of minutes,” and appeal were highest in the 18–34 mobile sports betting just over one year said demographic followed by the 25–44 age ago, it is important for Northstar and Perlow. group. The 18-34 and 25-44 age groups the New Jersey Lottery to innovate to Players were tied for playership. The playership at offer new and exciting games like Cash can play each of these two age groups was double Pop,” noted Northstar New Jersey Chief one that of each of the 45-54, 55-64, 65+ age Operating Officer Adam Perlow. number groups,” reported Perlow. Cash Pop is a fast draw game that (pop) per draw, play all 15 numbers, or Players and retailers have responded complements keno (marketed as Quick any number of “pops” in between. For extremely well to this game. “Our Draw). Drawings occur every 15 minutes example, a player may play five numbers player research shows that they like the on the quarter hour: 00:00, 00:15, 00:30, “pops” to improve their odds from 1:15 simplicity of the game, the odds of the 00:45. “Cash Pop is a simple game. The to 1:3. The price point of each pop is $1, game, the 15-minute drawings and the lottery draws one number from a pool $2, $5, or $10. design of POS,” said Perlow.

IGT Signs Agreement with Veikkaus Oy for Digital PlayBingo Platform IGT Global Services Limited has signed licensed content. The PlayBingo platform an agreement to provide its new digital offers both standalone and network PlayBingo platform to Veikkaus Oy, bingo capabilities with other operators, Finland’s state lottery operator and and is part of a complete suite of IGT a World Lottery Association (WLA) PlayDigital products, game platforms, member. content, and business systems that work The agreement was awarded to IGT seamlessly together, with the flexibility as part of a competitive procurement and modularity to grow, adapt, and process, and the IGT PlayDigital solution integrate with all types of lottery and will replace Veikkaus’ previous digital casino businesses. bingo platform. Veikkaus has been a valued customer “Based on our experience in WLA world, and as an operator committed to since 1989. IGT provides Veikkaus with markets in Europe and North America, responsibly entertaining its players.” its core lottery central system, PlayCasino PlayBingo has proven to be a significant Under the terms of the agreement, games, and land-based casino games, factor in player acquisition and player which is for four years with an option for as well as an enhanced Player Services retention, while driving growth across a two-year extension followed by rolling e-commerce solution. our customers’ entire suite of digital annual periods, IGT PlayDigital will In addition to Veikkaus, IGT’s product offerings,” said Declan Harkin, replace Veikkaus’ current bingo platform Nordic WLA digital customers include IGT Senior Vice President and COO, with its PlayBingo platform. It will also Norsk Tipping in Norway, where IGT International. “By adding the new provide ongoing marketing and product recently launched its PlayBingo platform, PlayBingo platform to its program, support. as well as Svenska Spel in Sweden. IGT Veikkaus is once again demonstrating IGT’s PlayBingo platform offers also provides its digital content through a its position as one of the most exclusive game variants including Picture third party to Danske Spil in Denmark. technologically advanced lotteries in the Bingo and Roulette Bingo, as well as 44 INDUSTRY NEWS LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

Schafer Systems Rolls Out Its IOC TMB Units At Kroger’s Fuel Kiosks Schafer Systems designed the new Menu boards are highly effective 24-Game Ticket Menu Board Indoor/ in merchandising lottery games at fuel Outdoor Curved (known as the IOC kiosks. “It is often difficult to see lottery TMB) for installation at fuel kiosks in 10 displays behind the glass in kiosks and states where The Kroger Co. sells lottery large displays minimize the view of the tickets. pumps by the kiosk employees,” said “Over 800 units are installed or in Wahl. “This unit creates a bold visual the process of installation throughout with a ticket display on the front and a Colorado, Georgia, Illinois, Kentucky, lottery call to action on the back.” Ohio, Tennessee, Texas, Virginia and Kroger will use lottery POS on the West Virginia; 78 more kiosks will be back of the unit. “Schafer and Kroger coming on board soon in Michigan,” said worked together designing a removable Shay Wahl, Sales & Marketing Manager, graphics panel on the back of the unit that and toured several Schafer Systems. can be switched out as often as desired,” fuel center and The IOC TMB has a weather said Wahl. “The lotteries designed the grocery store stripping inside the door which helps artwork and Schafer has been printing locations to help maintain water resistance. This unit also and including the new graphic panels with identify possible offers the option to add signage to the the initial orders.” solutions for our back of the unit, optimizing the footprint. Schafer also designed two new lottery dispensing “Schafer’s been a great partner to dispensers for inside the Kroger Fuel and display needs. Her team designed our Kroger,” reported Jessica Macleod, Senior kiosk to maximize the space available. new IOC TMB and Promoter® dispensers Manager of Prepaid Services for The “We are now in the process of working to perfectly fit our available space Kroger Co. “We plan to add or expand on displays and dispensers for Kroger’s while maximizing the number of lottery lottery in fuel centers and Money Services, Money Services counters,” added Wahl. games we can offer. They also work but of course space is always an issue. We “It’s been a true pleasure working daily closely with our installers and lottery also need different ticket merchandising with the Kroger staff to accomplish their partners to ensure a smooth installation solutions for better customer visibility. lottery display and dispenser goals.” simultaneously in multiple states.” Shay Wahl visited with our lottery team Loto-Quebec Launches Novel Go-Van Scratcher Game Loto-Québec rightfully has earned a This ticket will not be repeated. reputation for trying novel products. The “Go-Van is actually a trademark from a list is long. Its latest scratcher is the Go- vacation agency that specializes in van Van ticket printed by Pollard Banknote. trips. There won’t be another edition. It’s Buyers of this oversized $5 scratcher the type of product you do just once,” ticket receive an air freshener as a prize in said Voyer. the bag. The lottery chose a C$5 price point “Our strategy is to create surprising for the ticket. It required plastic bundling disruptive games that targets specific to secure the air freshner which is groups of people, mostly under 35,” included with the Go-Van scratcher. explained Anne-Marie Voyer, Director, “The printing cost was very high, and Products & Development, Loto-Québec. we wanted to offer substantial prizes, that “Go-Van is a great example of that justify the 5$ cost. Plus it is a regular price strategy: van life is a very trendy way of point for such a product (experiential living, it has a great storytelling potential, category),” she explained. and adding a car freshner was the little In terms of promoting the ticket, extra the ticket needed to be spectacular, Voyer said social media “was the main And it was! Car freshners is iconic; it suits vehicle.” Not surprisingly, the novel the theme perfectly.” product earned free publicity since it was Go-Van was launched on May 27, an unusual concept. Voyer said there 2019. The lottery printed 600,000 tickets. was “great engagement rate among the In terms of sales performance, Voyer vanners community, lots of share and reported an “index of 90, when compared likes.” to a similar u35 targeted ticket.” NOVEMBER/DECEMBER 2019 | LA FLEUR’S MAGAZINE VENDOR WORKS 45

Lotex Concession technology to SISAL since 1997, and in customized, high-performing back-office the last several years the Company has systems, tools that foster retailer and Walter Bugno, IGT CEO International helped the operator expand its leadership player engagement, strategic instant and Pat McHugh, Scientific Games, in the Italian online gaming space. ticket development and production, and EVP & Group Chief Executive, Lottery Pat McHugh, Chief Executive Officer, technology, games, and marketing support released the following joint statement Lottery for Scientific Games, said, “This that establishes the Lottery as a reputable regarding the recently announced LOTEX new agreement with SISAL demonstrates brand.” Concession: the value of our award-winning retail “We are thrilled to have IGT on “The award of the Brazilian LOTEX products in one of the largest and most board with the Mississippi Lottery concession represents an important step competitive markets. We are honored they Corporation,” said Tom Shaheen, towards the privatization of lottery chose us as their business partner. It also President, Mississippi Lottery Corp. “We instant games in Brazil, the world’s confirms that Scientific Games is on the look forward to partnering with them eighth-largest economy. We are excited right path to execute our global strategy in our effort as we pursue our mission and honored by this opportunity for to serve our gaming and lottery customers of raising funds for roads and bridges IGT and Scientific Games to help define across multiple gaming verticals.” throughout Mississippi.” the evolution of instant lottery in Brazil To support SISAL’s execution The Lottery will receive IGT’s Aurora through a 50-50 joint venture over the of its new GNTN license, Scientific Platform and Retailer Pro, IGT’s Retail next 15 years. This business partnership Games will deliver advanced, integrated Digital Media advertising display solution. will benefit the people and government latest generation WAVE lottery retail The Lottery will leverage IGT’s self-service of Brazil and brings together the vast technology, which combines features POS devices including a combination of experience and market leadership of from the company’s flagship family of the GameTouch™ 28 vending machine global leaders in the instant game market WAVE terminals with new innovations for for players to purchase instant tickets and to help position LOTEX for success.” speed, reliability and increased operator the GameTouch™ 20 compact vending productivity. In 2010, SISAL was one machine. As part of the instant ticket Sisal S.p.A. Contract of Scientific Games’ first customers contract, IGT will implement its complete Scientific Games announced it has entered globally to place a major order for WAVE instant game supply chain solution, into an agreement with SISAL S.p.A., the terminals, 20,000 in total. Instant Advantage™. operator of pari-mutuel games (GNTN) in Italy, for the exclusive supply of the Mississippi Contract Turkish Contract firm’s latest generation WAVE™ retailer IGT Global Solutions Corp. signed a Scientific Games announced that its joint terminals and associated services. seven-year contract with the Mississippi venture has successfully launched the Scientific Games won a private, Lottery Corp. to provide it with a draw- exclusive national sports betting program limited tender conducted by SISAL in based central system, lottery terminals, in Turkey, one of the world’s largest preparation for a public tender to operate and additional services. IGT signed an state-sponsored fixed odds sports betting the next GNTN license tender, which additional seven-year contract to supply markets. The firm also was selected to SISAL was awarded September 18, 2019 the production of instant tickets, secure provide its world-leading products and as announced by regulator Agenzia delle warehousing, and distribution of games. technology for the Turkish National Dogane e dei Monopoli. SISAL plans IGT was selected as the preferred bidder Lottery. to install Scientific Games terminals for both contracts following the State’s With focus on maximizing sales throughout Italy in 2020. competitive procurement. The two and profits returned to the Turkish This will represent one of the largest contracts have commenced and allow for government, Scientific Games’ full turnkey lottery terminal point-of-sale networks in up to three one-year extensions. sports betting solution is now live across the world. “IGT’s experience with providing its exclusive retail sports operation and Marco Caccavale, Managing Director leading technology, solutions, and services through the companies licensed to provide of the Lottery business unit of SISAL, said, to startup lotteries is unparalleled, having interactive sports betting. Scientific “The unique combination of Scientific helped 10 lotteries successfully begin their Games’ world-leading central gaming Games’ laser sharp operations team and businesses in the U.S. since 1990. IGT systems technology launched with nearly their innovative product portfolio helped will leverage our decades of experience 5,000 WAVE™ retail betting terminals SISAL achieve the best technical score and industry insights to help drive the and six virtual live betting sites licensed possible on the license tender. We are success of the Mississippi Lottery Corp., to provide interactive sports betting. The extremely proud to be the operator of the and to introduce compelling lottery retail and digital sports betting solutions GNTN concession in Italy for the next entertainment throughout the State,” are fully traded by Scientific Games nine years.” said Jay Gendron, IGT Chief Operating through its OpenSports™ managed As the largest provider of lottery Officer, Lottery. “IGT is committed to trading services. systems technology in Europe, Scientific supporting the Lottery’s short and long- The joint venture, named Sans Games has provided lottery retail term growth objectives by providing Girisim, was awarded the 10-year 46 VENDOR WORKS LA FLEUR’S MAGAZINE | NOVEMBER/DECEMBER 2019

exclusive sports betting IDDAA Oregon Contract concession in Turkey in March 2019. Along with Scientific Games, the lead IGT Global Solutions Corp. signed a partner in the joint venture is Sans Dijital, five-year contract with the Oregon State an affiliate of Demirören Holding, which Lottery to upgrade its central gaming is one of Turkey’s largest companies with system and provide, through a product significant business interests in energy, real sale, enhanced retailer equipment estate and media. including self-service vending machines. Barry Cottle, Scientific Games CEO, The contract will commence upon system go-live and allow for two five-year said, “The excitement surrounding our delighted that so many NASPL delegates extension options. joint venture’s win of the 10-year sports joined us in aid of Easterseals Arkansas. IGT will convert ’s betting concession in Turkey, followed “Our 5km walk for charity was current central system to Aurora®, IGT’s by a successful launch on schedule is designed to give delegates at the annual comprehensive software platform that everything we have been working toward North American Association of State allows for system reliability, integrity, the last several years. Leveraging the and Provincial Lotteries conference an performance, and security with a user- unique combined strength of our Lottery opportunity to raise money for the local friendly design to improve productivity. and Digital teams, we have developed a community of the host city, while catching Included in the upgrade will be Order market-leading, fully-integrated sports up with colleagues,” he said. Wizard and Performance Wizard which betting solution, and we are honored “Little Rock has been a fantastic offer enhanced business intelligence and to be selected by Sans Dijital and the host city for the lottery industry’s major analytics tools to maximize sales growth. Government of Turkey to maximize annual conference and I’m proud that IGT’s Instants Processing System will also profits through our sports betting Camelot Lottery Solutions could support be implemented to support all aspects program in one of the world’s largest Easterseals Arkansas’ important work,” of the Lottery’s instant ticket program markets.” ended Pickup. including game inventory, distribution, Stephanie Smith, CEO of Easterseals and validation. In addition, the Lottery Camelot’s Charity Walk Arkansas said, “The mission of Easterseals will purchase a wide variety of retailer Arkansas is to change the way the world Camelot Lottery Solutions’ annual 5km technology, including IGT’s newest self- views and defines disabilities by making walk at the North American Association service vending machine, GameTouch™ profound, positive differences every day. of State and Provincial Lotteries 2019 20. “To achieve that mission and to conference in Little Rock, Arkansas, saw “IGT is a longtime partner of the ‘take on disability together’ requires the delegates flock to support local charity Oregon Lottery,” said Oregon Lottery support of, and ultimately, funding from Easterseals Arkansas. Director Barry Pack. “We look forward our local community,” said Smith. “We are The annual 5km walk, that builds on to IGT delivering its latest technology to incredibly thankful for the donation from the positive legacy of the lottery industry modernize our central system—allowing funds raised through Camelot Lottery in supporting good causes in local us to attract new players and implement Solutions’s 5km walk around Little Rock.” communities, took place on the morning new strategies for revenue growth.” Bishop Woosley, President of the of 18 September and followed a winding “The Oregon Lottery will benefit North American Association of State and path along the Arkansas River Trail. from the security and reliability of IGT’s Provincial Lotteries said, “As an Arkansan Camelot Lottery Solutions pledged enhanced central system, Aurora, that will myself, I couldn’t have been prouder that to donate $100 to Easterseals Arkansas help evolve, grow, and manage the lottery Little Rock hosted the annual conference for each conference attendee who joined business to ensure maximum profits are of the North American Association of the walk. The total funds raised of returned to good causes in the state,” State and Provincial Lotteries this year. $10,000 will benefit the local Little Rock said Jay Gendron, IGT Chief Operating “Lotteries around the country raise community through Easterseals’ vital Officer, Lottery. “IGT is committed to funds for good causes and work closely work. supporting the growth and innovation with charitable organizations just like For more than 75 years, Easterseals of its customers, and we’re pleased to be Easterseals, who are so important to their Arkansas has been a resource for people continuing our long-term partnership with local communities,” he said. with disabilities and their families. Its the Oregon Lottery.” “Camelot’s 5k charity walk is fast mission is to provide exceptional services The Oregon Lottery has been a becoming a fixture of our annual NASPL to ensure that all people with disabilities customer of IGT since the Lottery’s conference and I’m extremely thankful to or special needs have equal opportunities inception in 1985. In addition to the the many folk from all over the U.S. and to live, learn, work and play in their Aurora central system and products Canada who got up early to benefit our communities. outlined above, IGT provides Oregon local community here in Arkansas,” ended Wayne Pickup, CEO of Camelot Lottery with instant ticket games and Woosley. Lottery Solutions, said, “Lotteries exist services, video lottery terminals, and its to benefit local communities, so I’m video gaming system. EDITED BY Terri Markle • Bruce La Fleur • Byron La Fleur

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