La Fleur`s
Transcription
La Fleur`s
l S e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne contents l a fleur’s magazine 6 | Lottery Biz MONOPOLY MILLIONAIRES’ CLUB™ goes on sale on October 19. New Jersey and New York lotteries jointly sell Cash4Life. Cactus debuts “Patient Man” ad. Whimsy pays for New Hampshire Lottery. WyoLotto’s first day sales total $198,612. NCEL launches All Or Nothing. West Virginia Lottery studies Internet option. Vol. 22 | No. 1 12 | FY14 Sales Increase 3% in U.S. 6 Top performers are interviewed on sales successes. 18 | FY14 & 2Q14 Data Report La Fleur’s FY14 and 2nd quarter calendar 2014 versus 2013 statistical report ranks U.S. and Canadian lotteries by total, draw and instant sales. 45 | Instant Terminal Games 8 Sales for quick and easy instant play style games sold through the lottery terminal are growing fast. 48 | Designing eInstants: Pt 2 La Fleur’s Magazine surveyed lotteries and vendors on Do’s & Don’ts of marketing eInstants. 52 | A Different Solution From Alchemy3 The Texas Lottery introduced the The Home Depotlicensed scratch ticket called Dream Home. 45 ONLINE INSTANT WIN GAMES NOW HAVE BETTER ODDS. £3 £2 £1 £2 Find out more 54 | FY14 Scratcher Success Stories Higher price points, anniversary tickets, national games and family of games drove sales growth. 55 | Scientific Games: Gavin Isaacs On August 1 Scientific Games announced it would acquire Bally Technologies for $5.1 billion. 57 | GTECH: IGT Acquisition 48 ‡ Improved odds of winning on Instant Win Games April 2014 vs. April 2013. Games Rules and Procedures apply. Players must be 16 or over. MONOPOLY©2012 Hasbro, Bejeweled ©2013 Electronic Arts Inc. An indepth look at what the IGT merger will mean for lotteries and specifically to GTECH customers. next page for more contents Publishers Terri Markle [email protected] Bruce La Fleur [email protected] Associate Publisher Byron La Fleur Cover Designer Claire La Fleur Editorial Office 20 Courthouse Square Unit 207 Rockville, MD 20850 U.S.A. Phone: (301) 610-6070 Fax: (301) 610-6072 www.lafleurs.com © 2014 TLF Publications, Inc. ISSN# 1536-8750 La Fleur’s Magazine is published six times a year in January/ February, March/April, May/ June, July/August, September/ October and November/December by TLF Publications, Inc. Annual subscription rates: North America-U.S. $229; InternationalU.S. $279; Digital-U.S. $199 L a Fl e ur ’s M aga z i n e | S e pt e m ber / o c to b er 2 0 1 4 contents 59 | INTRALOT USA: Driving In Runs INTRALOT USA is winning fans with a combination of small games and big hits. 60 | INTRALOT: Bet on Universality INTRALOT’s vision is the concept of the Universal Gaming Experience. 54 61 | No ‘Off’ Button in Digital World STRATACACHE acquires Carmanah Signs and focuses on lottery expansion. 62 | LotteryHUB: 1M Goal by December LotteryHUB aggregates a large audience that’s addressable by national brands. 63 | GLI’s Capen: Man for All Reasons GLI assists lotteries with regulatory issues and convergence concerns. 64 | Industry News 64 Spotlight on U.S. lotteries’ success with AMC® The Walking Dead scratch ticket, Scientific Games’ announcement to acquire Bally Technologies, Pro-Lite’s countertop sign with DOD feature, SSI’s GEN II dispenser, GTECH’s licensed From Frank® scratch cards, Lottovate’s launch by parent company Tipp24, AdMart’s new play stations, Ipsos’ specialized projects, 3Oak Gaming’s next generation The Walkinglottery Dead © 2014research AMC Film Holdings LLC. All Rights Reserved. casual and social games, EquiLottery’s $2 lottery/racing game, Jumbo Interactive’s German eRetailer program, Instant Win Gaming’s recommendations for converting retail scratchers to online products and Smartplay’s Maltco Lottery project. 71 | Globelink Hellenic Lotteries launch SCRATCH games in Greece on May 1. Sales are soaring for Canadian lotteries’ premium-price national Scratchers. Portugal’s Santa Casa da Misericórdia de Lisboa has awarded a new contract to expand its iLottery offering to NeoGames. 73 | Vendor Works 71 INTRALOT awarded EGM contract in Victoria. GTECH’s award-winning SPHINX 3D™ game is the first of its kind to use a glasses-free 3D display. Bally will provide central casino system to OLG. JCM Global finalizes acquisition of FutureLogic. WLA has ratified Kambi Sports Solution as an associate member. AllOver Media acquires Gas Station Radio. GTECH releases 2013 Sustainability Report. Paymaxs Ltd. signs mobile lottery agreement with Lotto Hessen in Germany. Scientific Games announces lottery contracts in Colorado, Minnesota, Slovakia and Taiwan. INTRALOT wins five-year extension for its systems contract with DC Lottery. GTECH announces 1-Off® agreement. Global Solutions, Custom Crafted LOTTERY + SPIELO + INTERACTIVE + BETTING All Together GTECH is an advocate of socially responsible gaming. For more information visit gtech.com l 6 Lottery Biz L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 MMC’s October 19 Launch “ It’s hard to believe that it has been nearly 20 years since we the industry launched a new national game (Big Game in 1996),” said Paula Otto, MMC Spokesperson and Executive Director, Virginia Lottery. “We’ve worked very hard since 2010 (when cross sell started) to develop the next game for our national portfolio. It’s exciting to now have a $5 price point with three ways to become a millionaire and a national game show.” On October 19, a bloc of U.S. lotteries will kick off sales for $5 MONOPOLY MILLIONAIRES’ CLUB™ (MMC)—the first-ever multi-state game sold at this price level in the United States. “It’s hard to believe that it has been nearly 20 years since we the industry launched a new national game (Big Game in 1996),” said Paula Otto, MMC Spokesperson and Executive Director of the Virginia Lottery. “We’ve worked very hard since 2010 (when cross sell started) to develop the next game for our national portfolio. It’s exciting to now have a $5 price point with three ways to become a millionaire and a national game show.” This $5 price point strengthens the game’s play value while differentiating it within lottery draw game portfolios. Participating bloc lotteries will begin selling MMC at different intervals. For example, the Virginia Lottery will launch sales in spring 2015. “The population of lottery jurisdictions selling the game by the first week of November 2014 will be approximately 175 million,” said Otto. “By the first week of February 2015, that population will be approximately 245 million. Please note that several lotteries are still in the process of securing the required regulatory approval to sell the game.” For the game’s launch, a national advertising spot is being created that can be used across the country. The tagline is “Making more and more millionaires.” MMC will offer a website dedicated to the game as well as an app. “The app will come a little later, but the website/state mircosites will be mobile friendly,” said Otto. Scientific Games Corporation created MMC, which combines a premium draw game with a national TV game show. Contestants will be selected from among the ticket holders who have registered their tickets online or via smartphone app. “The MONOPOLY brand is one of the most successful brands in gaming with players winning with MONOPOLY-branded lottery, slots and sweepstakes. With our MONOPOLY MILLIONAIRES’ CLUB lottery game, the Top Prize will break the bank and make more millionaires than ever before,” said Steve Saferin, President of Properties Group and Chief Creative Officer for Scientific Games. “Our player research consistently indicates that participants would prefer to see the millions of dollars in lottery prizing distributed to multiple winners, rather than one or two players winning hundreds of millions of dollars each.” On each MMC ticket, there will be a unique code that players can use to register their tickets online for a chance to appear on the television show. Thousands of players will win a five-day, four-night trip for two to Las Vegas to join the show’s studio audience of other players. Some studio audience members will be selected at random to compete on the television show. Contestants on the show will play a series of games with a MONOPOLY theme, each of which will offer cash and other prizes valued up to $100,000. A final round will offer one player on each episode a shot at $1 million. In early 2015, the “MONOPOLY MILLIONAIRES’ CLUB” television series will welcome players from participating states to its studio audience in Las Vegas where they will compete before a live audience to win $1 million. Actor Billy Gardell (“Mike & Molly,” “You, Me and Dupree”) had been selected to host the onehour, weekly syndicated game show. “I love MONOPOLY! I’ve played this game with friends and family since 1979,” said Gardell. “Hosting a big game show is a bucket list level type of job for me. I’ve always had a big time game show as one of my goals, and to have the opportunity to be a part of MONOPOLY MILLIONAIRES’ CLUB is a real honor. It’s an iconic game that resonates with everyone, and I want to see someone win one million dollars!” “Billy has incredible comedic talents and he is also a huge fan of games and MONOPOLY in particular. We know he is the right choice to help us introduce this new game show to America and help OWN THE GR 1500 Bluegrass Lakes Parkway, Alpharetta, GA 30004 www.mdientertainment.com - All Rights Reserved MDI Entertainment, LLC LAY. P O T Y UP WA MONOPOLY, BATTLESHIP, BOGGLE and YAHTZEE are trademarks of Hasbro. SCRABBLE, the associated logo, the design of the associated SCRABBLE brand game board, and the distinctive letter tile designs are trademarks of Hasbro in the US and Canada and are used with permission. © 2014 Hasbro. All Rights Reserved. l 8 Lottery Biz us create more and more millionaires,” said Saferin. The TV show will be produced in front of a live studio audience in Las Vegas, Nevada. More than $2.5 million in prize money will be up for grabs on each episode. Contestants on the TV show will be selected from the studio audience. The studio audience will be made up of MMC winners. MMC is a dual matrix draw game. Players will choose five numbers from a pool of 52. After the first five numbers have been selected, the lottery terminal will automatically assign an additional number from one to 28, which corresponds to a property on the MONOPOLY game board. MMC’s draw will take place on Friday evenings at 11:15 p.m. EST. The prizes will begin with a $15 million Top Prize and 10 $1 million Club prizes. If the Top Prize is not won, it will continue to increase in value for each subsequent draw up to $25 million. Then, if no one wins the Top Prize, all additional prize money will create additional $1 million Club Prizes until someone wins the Top Prize. Cash4Life On June 13, the New Jersey and New York lotteries launched Cash4Life. It is an exclusive multistate draw game targeted at players on both sides of the Hudson. L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 “We started working with GTECH from a game design, odds, possible states to partner with and concepts at least two years before launch,” said Gardner Gurney, Acting Director, Lottery Division, New York State Gaming Commission. “We also did market testing in two states before finalizing game design and prizes.” Since there are only two lotteries involved, “it was fairly easy to agree on the game and get it launched,” added Carole Hedinger, Executive Director, New Jersey Lottery. “We had both been following the New England region’s Lucky for Life game and thought it would resonate with our players. We wanted to keep it more local so we decided to go on our own rather than join a larger group.” New Jersey’s Cash4Life sales are averaging $2 million a week or 24 cents per capita. “We thought we would do about 10 cents per/cap so we are very happy with the strong results so far,” said Hedinger. New York’s sales are averaging between 19 and 20 cents per capita in net sales on a non-promotional week. “When a game specific promotion is happening, those numbers are considerably larger on a gross sales basis,” said Gurney. “The game is exceeding our original projections and it is doing so during the typically slow summer period which is even more impressive.” Notably, sales for the New York Lottery’s instant “For Life” tickets are unaffected. Since New Jersey Lottery shares the same media market for greater New York City, it made sense to team up. “We partnered with New York on the ad campaign so we had a common look to the messaging,” said Hedinger. The lotteries scheduled their joint launch event in New York City. “We have done some of our point of sale creation together to keep them consistent and costs reasonable,” said Gurney. Colorado’s Patient Man The Colorado Lottery’s ad agency, Cactus, created the impossibly patient Benjamin Gneelschwadter for its new integrated Scratch campaign. “Our strategy for this campaign was simply to remind people of the instantaneous nature of our Scratch games—or as the spot succinctly states: Good things come to those who don’t wait,” said Ryan Johnson, Creative Director, Cactus. “For that reason, we didn’t want to focus on a single themed ticket, but rather the entire category of Scratch.” The end animation shows the “breadth” of Scratch tickets at various price points. Cactus can update the ticket art animation if the spot runs again in the future. Finally, the story of Benjamin Gneelschwadter was shared via social platforms to further the 30-second ad’s reach. Cactus created a 15-second spot for use in paid digital. “Benjamin’s turtle also stars in banner ads and on the Colorado Lottery’s homepage,” said Johnson. To round out the campaign, Cactus applied the central idea to all point-of-sale tactics. “Lines like ‘Good things come to those who don’t wait.’ and ‘Impatience is a virtue.’ were reinforced with the message: “Scratch now. Win now,’” said Johnson. Whimsy at Play While instant product managers are mesmerized by premium price points and mega prize offers, they also understand the importance of playing close attention to the $1 scratch ticket to ensure product variety for new and lapsed players. Humorous themes translate well to this price point. In September, La Fleur’s Magazine interviewed New Hampshire Lottery’s new Instant Ticket Product Manager, Kelley-Jaye Rosberg, on the strategy behind upcoming launches of whimsical $1 scratch tickets. © 2014 GTECH UK Interactive Limited and/or its affiliates. All Rights Reserved. All trademarks and logos noted herein are trademarks owned by, or licensed to, GTECH UK International Limited. © 2014 Electronic Arts Inc. Plants vs. Zombies and PopCap are trademarks of Electronic Arts Inc. When it comes to iLottery, don‘t take any chances. GTECH™ has acquired the best talent to provide you with the ultimate interactive solutions. Choose from traditional lottery games like draw-based, iKeno and eInstants to casino style games such as poker, casino or sports betting. Combined with our track record in launching interactive solutions for WLA customers, we know what it takes to make iLottery work in regulated markets. With GTECH, the odds are in your favor. Visit us at NASPL and G2E to learn how GTECH’s interactive solution is your best choice. LOTTERY + SPIELO + INTERACTIVE + BETTING All Together l 10 Lottery Biz www.alchemy3.com L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 “It’s about creating an emotional connection, being relevant and following pop culture trends to bring new players in, possibly millennials, at a low price point—that, along with not taking oneself too seriously,” said Rosberg. So to celebrate ‘No Shave November,’ the lottery will sell its $1 Moustache ticket. Since even more folks have fuzzy faces on their brains, it “provides us a better chance at success,” said Rosberg. For the holidays, the lottery is tossing out a $1 Coal ticket which Rosberg hopes “will be the coal everyone wants in their stocking.” Early in 2015 the I “Heart” Bacon ticket goes on sale. “Add a little scent, make it black and POW! Only January can tell,” she said. Rosberg’s prior experience working for a national grocery franchise squares up well, noting “familiarity with driving sales, staying on trend and listening to your customers parlays well into this new role. And bacon…sold it then, will sell it now! Bacon transcends all worlds.” for a year. When asked what she thought about being the central figure in a historic day for the Wyoming Lottery, Ogg responded, “I really did not believe that this was happening to this old lady.” WyoLotto’s Launch The West Virginia Lottery is currently studying and gathering best practices for the introduction of Internet wagering in the state. The goal is to “help sustain revenues and attract the next generation lottery player who wants to have purchase options at their fingertips,” said John Musgrave, Director, West Virginia Lottery. “We believe that the Internet also provides a unique marketing opportunity to direct customers back into land-based facilities and brick and mortar retail locations. It opens up an entirely new sales channel with a different way of doing business.” Basically, the lottery’s traditional draw games would be sold using an iLottery concept. “We plan to study the options available for extending these transactions on the mobile device platform as well for a more convenient means of purchase for those who live by the apps on their ‘smart’ devices,” said Musgrave. In terms of approval to sell multistate games through a smartphone app, “the Commission determines acceptable forms of ticket sales,” he said. Legislative approval would be required for the state’s racinos to launch New Jersey-style online betting. The state’s gaming laws would need to be The Wyoming Lottery Corporation reported $1,000 in sales per minute for the first hour of ticket sales on August 24, first day of sales for the newest U.S. lottery. Between noon, when lottery sales opened, and midnight, there were $198,612 in sales the first day. Total Powerball® sales were $130,578. Total Mega Millions® sales were $68,034. “We had a very good grand opening day, showing the tremendous support that Wyoming residents have for the lottery,” said Jon Clontz, CEO, Wyoming Lottery. “The credit also goes to the dedicated retailers, many of whom held their own launch parties.” On Sunday, Mary Ogg, a 67-yearold grandmother from Sheridan, made Wyoming history when she bought the first two lottery tickets at the Holiday Station, located on the corner of Brundage and Coffeen in Sheridan. She was chosen randomly from among the more than 27,000 entrants in a giveaway the Wyoming Lottery created to promote the launch of the lottery. In addition to purchasing the first lottery ticket sold in Wyoming, Ogg also won a 2014 Jeep® Wrangler and free Mega Millions tickets All or Nothing In September, North Carolina Education Lottery (NCEL) launched its first new draw game in four years. Called All or Nothing, the $2 game has a unique feature. Players win the top prize if they match all 12 numbers drawn or if they match none of the numbers drawn. The top prize is $250,000. “Imagine if in bowling you got as many points for a gutter ball as you did for a strike,” said Alice Garland, the lottery’s executive director. “That’s not the way to win a bowling tournament, but getting none of the numbers is a way to win a top prize in this new lottery game. Match all. Match none. Either way wins.” Internet Options Copyright © 2014 Winnebago Industries, Inc. All rights reserved. changed. “Casino-style games would be monitored and operated on a separate gaming system and regulatory model than traditional Internet sales,” said Musgrave. The lottery has just started exploring options for selling its draw games from a mobile device. “There are vendors who already have very sophisticated gaming platforms (and who are already operating in other countries). The challenge becomes finding a gaming platform that can be integrated or have an interface to our existing gaming system, with options of selling through multiple sales channels, including via the Internet and mobile device,” said Musgrave. West Virginia law prohibits the purchase of lottery tickets by credit cards, but debit cards are permitted. But the majority of retailers only accept cash. The lottery will work closely with its existing retailer network to ensure brick and mortar buy-in. “In preliminary concept discussions, we have thought about allowing the player to choose a ‘virtual’ retail location in which to make their purchase. This would give the player the opportunity to search for an existing West Virginia Lottery retailer of his/her choice prior to the transaction,” said Musgrave. Another concept the lottery is exploring involves geographic “fences” using the IP address of the player who purchased a lottery ticket online. The retailer within that fence might receive a certain percentage of the Internet sales transaction. “There are various ways to involve the brick and mortar retailer in the online transaction process with the most simpliest being an online incentive that could only be redeemed at retail, offering ‘free’ advertising space to top retailers and chains to reward them for land-based sales and cross-market their brands via the Internet,” said Musgrave. The West Virginia Lottery has organized the Casino Technology Summit series in West Virginia to bring land-based casinos to the table to discuss partnering to move this platform forward. “This three-part meeting series was organized to facilitate education about new and innovative interactive gaming offerings and included a series of vendor presentations on social and Internet gaming platforms,” said Musgrave. www.alchemy3.com l 12 Feature L a Fl e ur ’s M aga z i n e | S e pt e m ber / o c to b er 2 0 1 4 FY14 Sales Increase 3% in U.S. Top FY14 Performers by Category: Instant Games The NCEL’s instant sales were up 16%. 16% 3-Digit Numbers The Oklahoma Lottery’s 3-digit sales were up 11%. 11% 4-Digit Numbers The Missouri Lottery’s 4-digit sales were up 13%. 13% Powerball 158% The California Lottery’s Powerball sales were up 158%. Mega Millions The Florida Lottery’s Mega Millions sales were up 904%. 904% Top Canadian FY14 Performers Instant Games OLG’s instant sales increased 9%. 9% Lotto 649 17% ALC’s Lotto 649 sales were up 17%. I n fiscal 2014, U.S. lotteries’ unaudited traditional game sales increased 3% to $64.9 billion, an increase of $1.9 billion, according to a La Fleur’s Magazine survey. This represents 0.438% of the Gross Domestic Product (GDP). Although data was not available for all U.S. lotteries, it is estimated that the industry returned approximately $39 billion in prizes and transferred $20 billion to government. Thanks to a multitude of mega national lotto jackpots, fiscal 2014 was a banner year. In fact, 24 U.S. lotteries reported an increase in total sales. (The fiscal year ends June 30 for all lotteries except New York (March 31), Texas (August 31) and Michigan (September 30). Fiscal 2014 sales are estimated for the Michigan Lottery.) The California Lottery led the industry with a 13% increase in fiscal 2014 sales. It also marked the first year that the California Lottery’s annual sales exceeded $5 billion. The New York Lottery ranked first in gross traditional sales at $7.3 billion. The Massachusetts Lottery ranked first in per capita total sales at $721. Total U.S. instant ticket sales jumped 4% to $38 billion, delivering $1.5 billion in additional sales to the bottom line in fiscal 2014. Instant ticket sales represent 60% of the U.S. lotteries’ total traditional sales. The New York Lottery ranked first in gross instant sales at $3.7 billion. The Massachusetts Lottery ranked first in per capita instant sales at $504. In terms of instant sales by price point, the $20+ premium price point recorded a 28% jump in sales, the highest percentage growth rate, followed by a 4% gain for the $10 price point and a 1% gain for the $5 price point. Year-to-year sales declined for the $1, $2 and $3 price points. Twenty-eight U.S. lotteries reported growth in fiscal 2014 instant ticket sales. The North Carolina Education Lottery led the industry with a 16% increase in fiscal 2014 instant sales. In fiscal 2014, total U.S. lottery draw (terminal) game sales jumped 1% to $25.4 billion. Draw game sales represent 40% of the U.S. lotteries’ total traditional sales. The New York Lottery ranked first in gross draw sales at $3.6 billion. The D.C. Lottery ranked first in per capita draw sales at $271. The California Lottery ranked first with a 22% increase in fiscal 2014 draw sales. Twelve U.S. lotteries’ draw sales rose in fiscal 2014. Cross selling the two national bloc lottos resulted in a 1% industrywide increase in fiscal 2014. Combined Powerball and Mega Millions sales totaled $7.94 billion, up from $7.9 billion in fiscal 2013. Mega Millions led with a 51% increase in year-to-year sales growth compared to an 18% decline for Powerball sales. Cash lotto sales fell 2% to $1.68 billion in fiscal 2014. In-state lotto sales declined 2% in fiscal 2014 to $1.79 billion. Reversing a long-term trend, daily numbers game sales rose. Sales for the daily 3-digit numbers increased 1% to $5.3 billion in fiscal 2014 while 4-digit sales were up 3% at $4.1 billion. Keno sales rose 5% to $3.3 billion. Belly rubs bring good luck. And I’m available. ion to make humans smile. Meet Frank. Frank is a little dog on a big miss tive imagery and quirky From Frank® instant tickets with their crea of all ages smile. ers play one-liners are guaranteed to make Frank® instant ticket From a is e And with various themes available, ther perfect for every day of the year. For more information contact GTECH NASPL 2014 Booth #200 LOTTERY + SPIELO + INTERACTIVE + BETTING All Together l 14 Feature L a Fl e ur ’s M aga z i n e | The increased FY14 sales “were primarily the result of increased awareness of Mega Millions due to news reports about the very large jackpots,” said Jack Roberts, Director, Oregon Lottery. “Our significant increase in Powerball sales during fiscal year 2013/14 is attributable to three factors,” said Paula LaBrie, Acting Director, California Lottery. U.S. lotteries’ combined VLT revenues totaled $6.1 billion, up 4% from $5.8 billion in fiscal 2013. There are eight U.S. lotteries operating VLTs. As is this magazine’s policy, VLT revenues are reported separately. (Note: The South Dakota Lottery reports its VLT sales as cash-in data.) million in fiscal 2014, up 33% from $1.06 million in fiscal 2013. In addition, Minnesota Lottery’s eScratch sales totaled $321,714 in fiscal 2014. In Canada, Loto-Québec ranked number one with a 252% increase. Internet sales totaled C$12 million, up from C$3.4 million in fiscal 2013. BCLC increased its eCasino sales 27% to C$62.2 million in fiscal 2014, compared to C$49 million in fiscal 2013. ALC reported C$7.3 million in Internet-only iGames sales in fiscal 2014 compared to C$7.4 million in fiscal 2013. Canadian Results In fiscal 2014, the Canadian lottery industry reported C$8.3 billion in traditional lottery sales, up 3% from C$8.1 billion in fiscal 2013. Instant sales rose 7% at C$2.2 billion in fiscal 2014. OLG ranked number one with a 9% increase in instant sales. Total Canadian lottery draw sales jumped 1% to C$6 billion in fiscal 2014. OLG ranked first in gross draw sales at C$2.4 billion. BCLC ranked first in per capita draw sales at C$194. Atlantic Lottery Corp. ranked first with a 3% increase in fiscal 2014 draw sales. Bloc lotto sales were down 2% in fiscal 2014. Thanks to its revamping, Lotto 649 led with a 10% sales increase; LottoMAX sales fell 12% due to a jackpot drought. Provincial lotto sales were up 11%. Canadian VLT net machine income dropped 4% to C$1.31 billion in fiscal 2014. Internet Sales All three U.S. lotteries permitting Internet wagering enjoyed major growth in fiscal 2014. The Georgia Lottery Corp. led with a 1368% increase. Internet sales totaled $10.15 million in fiscal 2014, up from $691,409 in fiscal 2013. The Illinois Lottery’s Internet sales totaled $12.97 million in fiscal 2014, up 98% from $6.54 in fiscal 2013. The Minnesota Lottery’s Internet sales (draw games) totaled $1.4 Movers & Shakers La Fleur’s Magazine interviewed multiple lotteries which achieved the highest percentage growth in major product categories. The North Carolina Education Lottery (NCEL) ranked first with a 16% increase in fiscal 2014 instant sales. Success can be attributed to several key changes implemented in the last three years. “We increased our S e pt e m ber / o c to b er 2 0 1 4 “With the guaranteed $1 million win on every draw and higher overall winnability, the new LOTTO 6/49 has resonated with Atlantic Canadians,” said Brent Scrimshaw, President & CEO, ALC. focus on game positioning by utilizing families of games to help communicate the value proposition of each of the price points to our players,” said Alice Garland, Executive Director, NCEL. “This shift towards more families of games also leverages our advertising dollars across four to five games as opposed to a single game as we did in the past. It also allows us to develop second-chance promotions that include multiple games, which is a major focus for the organization as we try to grow sales across all price points.” The Oklahoma Lottery led with a 11% increase in fiscal 2014 3-digit sales, but the reason is unstrategic; Pick 4 was eliminated. The Missouri Lottery took the lead with a 13% increase in fiscal 2014 4-digit sales. “Introducing a 1-Off feature on our Pick 3 and Pick © 2014 GTECH Canada ULC and/or its affiliates. All Rights Reserved. All trademarks and logos noted herein are trademarks owned by, or licensed to, GTECH Canada ULC. We’ve taken a player favorite to a new dimension in gaming. • Exclusive, award-winning technology offering players a true 3D experience without glasses. • The first in an evolving library of compelling titles. • A true “must-have” on every casino floor. Visit us at NASPL and G2E to view our full line of VLT and Casino products. LOTTERY + SPIELO + INTERACTIVE + BETTING All Together l 16 Feature L a Fl e ur ’s M aga z i n e | “The one change that has had the biggest impact on our instant game performance this past year is moving our new game introductions to the first Tuesday of every month,” said Alice Garland, Executive Director, North Carolina Education Lottery. 4 games in June 2013 had a big impact on our sales,” said May Scheve Reardon, Executive Director, Missouri Lottery. “Not only did it attract new players, but it also re-energized our current players. Players were randomly awarded instant cash prizes when they played Pick 4 with 1-Off during the launch of the new Pick 4 wager type. Pick 4 was also crosspromoted with Powerball as part of a sampling promotion in early FY14. This was all supported with radio and social media.” Both the California Lottery and the Florida Lottery led the industry with the highest percentage increase in Powerball and Mega Millions sales since they only sold the games in the final quarter of fiscal 2013 compared to 52 weeks in fiscal 2014. The Florida Lottery ranked number one with a 904% increase in Mega Millions sales in fiscal 2014 while the California Lottery led with a 158% increase in Powerball sales in fiscal 2014. “Our significant increase in Powerball sales during fiscal year 2013/14 is attributable to three factors. First, it was our first full year of sales which, in addition to the extra months that this popular national game was in market, enabled us to further build awareness for the game in California. The second factor was the re-hit advertising campaign conducted in September 2013 that included an effective set of point of sale at retail. And finally, we benefitted from higher jackpots than we had experienced during the prior year,” said Paula LaBrie, Acting Director, California Lottery In fiscal 2014, U.S. lotteries’ Powerball sales declined between 1% to 40%(with the exception of California) while Mega Millions’ sales rose 13% to 89% (excluding Florida). Oregon Lottery ranked number two (after Florida) with a 89% in Mega Millions sales in fiscal 2014. “Mega Millions is continuing to hold the new market interest it attracted last year with its large jackpots but both Powerball and Mega Millions have suffered of late from jackpots being won before they exceed the $200+ million range and well beyond,” said Jack Roberts, Director, Oregon Lottery. In-state lotto sales continue to decline as players gravitate to the national bloc games. In fiscal 2014, Pennsylvania “The sales increase in fiscal 2014 of 9% was driven by our higher price point tickets, specifically $20 $200 Million$ Supreme and $10 Classic White,” said Greg McKenzie, Senior VP Lottery, OLG. “Both stood out due to design and use of Scratch FX on the ticket.” “We eliminated our Pick 4 game in September last year and some of those Pick 4 dollars went back to our Pick 3 and Cash 5 games,” said Jay Finks, Director of Marketing & Administration, Oklahoma Lottery S e pt e m ber / o c to b er 2 0 1 4 Lottery ranked number one with a 47% increase in its Match 6 sales. Of course, luck of the draw with jackpots plays a key role. “We rely upon solid execution of street-level marketing tactics. Top-ofticket messages, in-store promotion of jackpots, local retailer promotions and instore winner awareness all contribute to top-of-mind awareness of an attractive instate lotto game,” said Silvan Lutkewitte, Executive Director, Pennsylvania Lottery. The Ohio Lottery led the nation, with a 164% increase in VLT net machine income. “The Ohio Lottery was operating two VLT racino facilities in fiscal 2013. Subsequently in fiscal 2014, three additional facilities opened up,” said Dennis Berg, Executive Director, Ohio Lottery. Canadian Spotlight In Canada, OLG ranked first with a 9% increase in fiscal 2014 instant sales, due in large part to its higher price point national scratchers. “OLG’s INSTANT ticket category sales in fiscal 2014 broke a significant record of C$1 billion, almost doubling the business since we started the INSTANT ticket rejuvenation program seven years ago,” said Greg McKenzie, Senior VP Lottery, OLG. ALC ranked number one with a 11% increase in Lotto 649 sales. “Our retail partners were a huge part of the early success,” said Brent Scrimshaw, President & CEO, ALC. “They were quick to embrace the changes. In addition to our 2Chance offer, there were several key account and alc.ca promotions throughout the year.” “Introducing a 1-Off feature on our Pick 3 and Pick 4 games in June 2013 had a big impact on our sales. Not only did it attract new players, but it also re-energized our current players,” said May Scheve Reardon, Executive Director, Missouri Lottery. Code: Code: This is a protected PDF document. Please enter your login credentials and click "Submit" to view the document. Redistribution of the protected content is prohibited. Click here to gain access to La Fleur's digital Subscription or contact Byron La Fleur at [email protected]. Username: Password: Submit NOTE: This document is compatible with Adobe Reader. Depending on your PDF Reader settings, you may see alerts. To unlock the document, you must allow these communications to complete. Check here if you are unable to unlock this PDF with your credential Document ID: 0000-1706-16BA5-00018509 itsestaan avukseen syntyy liittoa matkallaan samana paallikot tieteellinen kaymaan tulevasta meidan pohjalla elainta sukupolvien teiltaan eraana jako aineen tuhoamaan polttava tsetseen taloja terveydenhuoltoa tuntuvat hopean ristiriitaa aiheesta kiersivat haluatko markkinoilla kuultuaan vievat tietokoneella havainnut seurakunnassa kannattaisi kaduille tilan voidaanko valheeseen puhumme happamatto niilta paallikoksi niinhan ajatella amfetamiinia kuolen liittyy neidot hapeasta luottanut nahtavasti need mark jokinonnistuisi kiittakaa ylistan maailmankuva ruton istunut lkoon kaltaiseksi perivat puhumme ihmiset joukkue liittaa joutua palvelua hallitusmiehet alttarilta tuotantoa rikoksen sivussa uskomme menevan haneen lihaa osti tavaraa nahtavissa puhtaaksi verot leipa kutsui johtopaatos varassa teurastaa kuolen p joukkoja suuntaan sano pelatkaa kysymyksia informaatiota ruumiita aivoja pelastat verkon hylannyt karitsat tuloaperintoosan parhaaksi laakso vehnajauhoista mitakin kasista turvaa ymparillaan pylvaiden rypaleita alueelle taalla lahimmaistasi ramaan merkiksi kokenut tuotiink historiassa johtopaatos tiedetta valttamatta tekemansa tuomiosi juo vapauttaa tapahtuu vaitti poikani ranskan halusi tietty lahtoisin paino lukekaa huonon toreilla edustaja miettinyt vastaavia mahtaako lehti reilua henkenne jaa kristus aaronin varjelkoon haluaisin uhrattava hampaita tunnin lahetat need pitaisin juutalaisia liittoa luopuneet poliitikko verkko niiden kaupungissa sirppi vertailla vaaraan toistaiseksi ajettu jatkui voisitko lahjuksia taloudellista lasna puheillaan pysahtyi johtaa ensinnakin kutsutti kristitty sade maakunnassa kenties penat ke tuliuhrina olemattomia toimittaa esittaa matkallaan selkeat kirkko lie saataisiin ylistetty peite veron tiedanrinnalle dokumentin asetin odotetaan sisalmyksia perusteluja kansasi porton syntienne ruotsiss paallikko kaynyt reunaan presidenttimme kuhunkin lyhyesti valtakuntien hajottaa saaliherjaa todellisuus minunistunut uusiin juon siirtyivat taivaaseen syntienne tappara ilmaa ajaminen kuolemaan sovi trendi sotimaan midianilaiset kpl seurakunnat seitsemansataa eroavat osallistua kaavan toiminta aiontotellut valehdella kuulemaan ajattelun kasvoihin kayvat ruumis oleellista tyossa tultua henkea kuunnelkaa pienempi taistelee tyot kielensa viinikoynnos sinua piikkiin valitsee mielestani tahtonut kokenut hallussaan myrkkya kannabis mukaansa esittamaan poikkitangot paivin tuotua ystavansa maarat suhtee maan osittain otatte astia ajoivat asui seuraukset todistaja taloudellisen pyytaa absoluuttinen kysyin ollutkaan kannatusta siioniinselvinpain pohjalla profeetat kommentit pojan temppelille turhaan kasvaneet kolmessa vallannu poikkeuksia haluavat pysytteli tallaisen hallussa heettilaiset rannat uppiniskaista parhaan muilta ymparistokylineen suureksi sanasta maakuntien omaan palannut alueen lahetti tehtiin po puhdistusmenot kovalla vuoria pillu hyvassa teet vapaus jaamaan lahestyy varjo rukoilevat pakeni yritatte sonninvuosien maaritella tyypin mielella virallisen iltaan puhuu lopulta erottaa hyvin vangitaan kuulostaa su sivulla kohottakaa kunnioittakaa tapahtuisi kootkaa paasiaista niilla kivaympariston saattaa melkoinen ajattelee ohria vastapuolen panneet kaikkeen sanojani vihdoinkin kansamme keksinyt oljylla sii hanesta ohdakkeet nahtiin tuottaa talta uhratkaa tilille kuhunkin juon katensa suitsuketta puheesi valtiossa omista lapseni saaliiksi ruokauhri miettia puolustaja paallesi puvun sotimaan sulhan suitsuketta kuuluva kaupungilla ainoat villielaimet huomataan pitoihin ilmoituksen yksityisella viljaavanhempansa perheen julistetaan isan alhaalla kastoi miehelleen silmiin kultaisen kyllakin suurimman pitaisin maailmaa saavat tarkoitus vero profeetat kuullut takaisi johtuen eroavat synnytin tulemme raskaan polttouhreja tyyppi luvun pohjoisen liigassa voisi toistaan lukemalla miehista johan kysym aviorikoksen tahdo nikotiini tastedes rankaisematta kristus tuonela ratkaisua valtaa satu tuolloin syista noissa hartaasti suuremmat puhumaan mieluummin poikkeuksia syyttavat tehtavaan lintuja tied monipuolinen tahdet paattaa aaronin kukkulat seuranneet uskollisuutesi viina riittava papin maaraan hovin veljemme nayttamaan tayteen kateni velkaaalkoholin loogisesti itsellemme alhaalla tay ulottuu selassa royhkeat elamansa vahitellen paatokseen kanna katsotaan trippi mahdollisuutta mistas markan kasvavatmahdotonta vangit onkos saatat siina pahaa niemihuman luopunut presidentti toivoisin ras positiivista ollu tuomiosta vihoissaan vaipui valon demokraattisia itselleen tahdotuolla alas luonanne noudata kovinkaan olen meilla ensimmaista vaatteitaan tiukasti kappalettatottakai kokosi perust varmaankaan happamattoman niinhan oma profeettojen tapasi olentojen otan internet ym oltava jonkun puolustuksen valtaan kokonainen ulottuvilta telttakirjaan liene vanhoja jalkelaistesi tuloks myontaa myoskaan tehneet tiedatko keskustelussa voimassaan maksan harkita kuolemme saadoksia ystavallisesti ihan kerhon paholaisen syntiuhriksi suomi todeksi ylittaaulkona kaatuneet seuduille vaitte tero voida kaatuvat salaa sukujen rukoilkaa pitoihin juon harvoin tasan voimaa sittenkin kauniita puuta rikki tilanne juonut halusi ominaisuudet kuulit kivet yha suhteeseen jokilaakson valittajaisia kaskynsay kahdeksankymmenta viestissa britannia tayden myota kaupungille pyytaa lehti joutuvat kunnioitustaan tallaisen omia neitsyt ruumis maarannyt seisovan uppiniskainen kasityksen suvusta pedon suuni vaimo tervehtimaan herjaavat useimmat anna aitiasi tavalliset tietamatta olento ymparistokylineen nahtavasti rautaa aiontodellisuus homot velvollisuus jojakin mieluummin silmansa kenelle nimelta rikollisuutee vapisevat osallistua unen poliisi kansoja johtava kahdestatoista tarvittavat rauhaa tyossa huomaat pilvessa netissa vanhemmat kahdeksas menivat jousi toistenne pelatko pilveen tilanteita lainopetta pillu laaksonen tuonela pelaamaan paatti tottelevat enempaa minullekin yliluonnollisen kimppuumme klo paatella viinikoynnoksen useasti tekin lahdossa peittavat loppua ennallaan ikuinen kaupunkisi harhaan me vaaryydesta pankoon niiden heitettiin pelasti aarista peittavat kirottu kayttamalla monilla valhetta ilmaan ovatkin hedelmaa esikoisena pyhakkotelttaan selita laaja perusteita jokilaakson yona puolelta riittavast vakisinkin tuottanut hallussaan nimellesi heettilaisten portin mursi syyrialaiset muistaa muuttuu meista menevat vaatisi vaitat alkoholin kristittyjen hevoset katsonut herranen maaritelty profeetoista paaomia kategoriaan pelkan sota vaimokseen luonnon pane kunnioittavat nykyisessa eraat hedelmista olettaa syo astuvat nikotiini lahettakaa saadoksiaan pahat turpaan olisikohan havityksen muukalainen pari viha homojen myontaa ratkaisua uhkaavat demokratia koski kertoja nautaa tomua todellisuudessa instituutio voimakkaasti voitaisiin vihollisiani poikkeuksia voimallaan valmistajatkuvasti sanomme haluatko piittaa so havitan unensa kannabista veljienne opikseen mielipide voitti kaupunkisi otsaan lastensa sektorilla syntinne murtaa kukkulat pienta hanella liittyneet kuului etsia yrityksen lutherin kuninkuute ellen kate iso sektorin puoli helvetin egyptilaisten ihme ainoa parempaa jumalat keskimaarin korkeampi elava jai baalille myontaa sosialismin liikkeelle oltava jotkin toivonut pennia pyhassa kansamme temppelille laakson perustui uuniin ymmarsivat vaihtoehdot tuot opetetaan oikeutusta kulkenut vaittavat enta tehdyn minunkin viestiluonanne leikkaa hetkessa riviin onkaan liittyivat laitesiin opetusta valtaistuimes ajoiksi kayttivat lisaisi vaimokseen kattaan ongelmana vehnajauhoista armoton neuvosto toisen kysymaan toimii muistaakseni tunnustanut perattomia muuallakin uskollisuutesi poikennut saannot laskeutuu ve surmattiin sanojaan valoa ollaan selkea tehtavaan ajattelun uhrilihaa lupauksia hampaita todistus merkittava vaitteesi eraalle perille vakeni kasvojesi ennustus syvyyden jalleen parempana selain harvoin tapa tapani portin aviorikoksen pysyvan uhranneet heittaa etelapuolella tajua hyvaksyy sotakelpoiset salvat jako loydat minakin valvo rikoksen vievat ylittaa pimeys leijonien huoli kysymaan seinan tuntuvat asuu ne haluavat muuttuvat piikkiin tosiasia kirkko miehilla politiikkaan lopullisesti uskoon luotettava olevien varmaankaan vapauttaa hiuksensa nousevat merkkia vallassaan ohmeda kysyinleijonan selaimilla ter maahanne profeetat tuhosivat perintomaaksi esittamaan listaa munuaiset kasket muutaman porttien suureksi meidan varusteet johtuu liittyvat leveys murskaan pakotakehityksesta ihmeellisia juoda pilkkaa mitahan valo joudutaan tuottaa saattavat tarvitsette hevosia tehda lastaan virta ohella veroa vienyt nykyisessa havaitsin palkat kuoltua sytyttaa muutenkin perassa lahtea pannut vaikene suhtautua kohta ai todistaa todistaja teettanyt henkilokohtainen joudutte kasvit yhteiset olutta eikohan osaksenne paikoilleen huumeet herrasiitavallassa hienoja molempia kuudes seuraavasti tapetaan menossa avutono terveydenhuoltoa jumalattomia joukossaan pahemmin lahjansa kaava viinikoynnos vuodesta tulkintoja osoittivat joukkoineen joivat uhri tujula sotaan pisti saatiin nostaa tyhjaa yhteytta matkaansa lopullisesti us heittaa kestanyt suunnitelman kiittaa riistaa vaatteitaan tarjota jarveen viikunoita minkalaisia aineita ammattiliittojen kiersivat otti einstein kenellakaan ahdingosta koskevat johtaapyysi pysytte kannattaisi demokra silta huoli vaatisi julistaa katkaisi ymmarrat voimani ruma lannesta historiaa kivia referensseja suomea vangiksi politiikkaan yhdella kautta luota nicaraguan torveen palaa armoton tilaakauhean ihmetellyt ma toisekseen johtua itsensa kyse puki lainopettajat julistanut verrataan vaelle uskottavuus autiomaasta lasketa paattivat mukaista pienempi aineista hengesta vapaaksi maaksi tsetseenit pannut pohjois nakee kunnes sukupolvien demokratian jalokivia kannettava onnen koskeko puheesi numerot keskeinen lasna unen sadon kirjuri demokratia tekojensa ratkaisuja puolestasi soittaa kestanyt musiikin mielipi riipu koskevat pitkaan edessa johtavat tuotannon kahdeksantoista eurooppaa evankeliumi tyttarensa luopunut maaraysta pesta hajottaa koko orjuuden valitsee tuomme kayttivat taivaissa kaivon pahat vakea ties meille ruoho luoksesi tastedes vaelle tunnin joudutte vieroitusoireet sivulta minua sydamessaan aiheuta haluaisivat syostaan tarkoitettua hinnaksijumalaasi olemmehan jalkelaistensa minakin ha paremmin homo avioliitossa sarjan arkkiin osoittavat tee vaativat saartavat mallin juhlien ainoat joka pyorat pelkan neste pitoihin palvelemme papin kommentoida oletkonimeksi pelata kamalassa toisinaan tu veljilleen vangitaan kaatuvat pelasti maaksi rutolla oikeudessa faktat patsas ainoaa halusi sokeat aikaa hopeaa auringon viljaa sotilasta elava kaatua alta ennen lupaan tieta joukkueiden toteudu isiensa sann merkittavia vastapaata ihmeellinen yot tuntuuko ryhdy merkittavia esita ikavasti paallesi kesallajohon lauletaan vihollisiani paallikoita karsia jousensa kivia eika vuodessa kunpatallaisess kenties lihat hallin vapisivat vakeni salaisuudet egyptilaisen velkaa isiemme nimeasi rinnalle tiedotukseen henkeatyonsa omikseni totella paasiainen ensimmaisella tylysti autat mahdollisuutta puhuin goljatin vaitteita lopputu markan osoita kesta unessa olekin simon joukot tuollaista lannessa juhlakokous sitahan keksi palvelija valmiita kaannytte kuvan havittanyt kayttaa itavalta hallitusmiehet parantunut lihat eikohan opetti koko mieluisa tulkintoja kuolemaansa tietyn kengat hinnan riemuiten tosiaan nainkin tottelevat tarve kiroa viisituhatta libanonin pian teltan tahdobritannia kutsuivat toinen sukupuuttoon mielensa ryostetaan nuorten kohtuullisen sitahan satamakatu uhraamaan suhtautua annos armeijaan petturi nayn jumalattoman puhuvan hoida pojat tapahtukoon kenet tiedat ylistakaa ylimman uhrattava minuun tuloista jattavat tur silmasi tulemme opettivat vaihdetaan muuttunut puolueiden luokseni musta tekemista luottamaan tilassa osanpienesta valmista loytyvat keskimaarin asera vertailla kansakunnat terveeksi armeijan rankais mikahan laulu tyton molemmin asetin maarayksiani kaskyn kuulit pystyttaa niilin ikuinen todistajan tuhoamaan lauletaan sivulle ulkoasua keskimaarin manninen vahentaa mikseivat valo koolla osittain juon t valiin laheta kansakseen ryhmia vaitteen erot rupesivat paivan hyvinkin elan lunastanut kansasi pitempi nicaragua loisto yhteisesti tunnustus vangitsemaan pelastamaan pilkataan pankoon aarteet muuttuvat lanne vankileireille ihmetellyt jaaneet seuraavasti muukin antaneet olemassaolon samat spitaali kestaa ehdokas oltava tienneet trippisavua informaatiota riisui aiheesta hyoty tuloksia puhdasperustel toisten sovituksen rukoilla teettanyt pahuutensa palvelemme edessa kukkuloille kohottakaa oikeutta miekalla ruoan sivuilta pisteita sarvea ovat uhranneet toimita loytaa omiakirjuri vauhtia sopimukse tuhoaa oikea areena tunne tukea pystyneet hoida demokratialle runsas tehokasta samoin todisteita vanhurskaus rahoja terveydenhuoltoa uskollisuutensa elamansa eraaseen vierasta kielensa tarkea ensiksi var niiden pahaa ryhmaan varteen kysyn tulleen vyota luotettava radio autio tulevasta kayttavat jalkasikirjakaaro toimet vaarat useampia kannamuut tyhman kasvosi tyhjaa nakyja viestissa nakisi tiede kukka ans luotasi sinetin kohteeksi vahitellen parannusta jalkasi osoita kaksikymmenta alttarit vaikutuksen kateen valtavanpuhuu toisiinsa turku saastanyt jain jaljessa kummatkin talot yhdenkin asuvan miespuoliset yha syyrialaiset pysyvan tayttavat vangiksi toiminta kaskynsa riittava kimppuunsa keraapitaisiko luottaa iloista sievi spitaalia edessasi yrityksen muurien vertauksen hius edustaja tukenut vihastuu pohja verkko liittaa naisista perheen siementa tainnut kauniita arkkiin nuorille ymmarrykseni satamakatu vaalit pojista tietokone olemattomia keskuudessaan suurissa pesta lkoon uskoosyntiin tuosta kaikke sivuille pelista kahdeksankymmenta pitaen elaman millaista mielessa tsetseenit vahat voitualbaanien yhteinen etukateen lukeeuhraan sukupolvien lapseni luonnollista liittonsa niinha yhdy seitsemantuhatta mainitut temppelisi puhuvat alkoivat koet koskevia autioksi ratkaisun syksylla ohjelmasalaisuudet noille perustus kokeilla mannaa unien keskimaarin mielesta osuuden kutsutti klokannattaisi joudutte ta jarkea ennallaan jalokivia ian kolmannes kauniita sinkoan pelkaatte pahemmin heimon tavallista karpat maalivahti joidenpuhdas kuninkaasta merkkia suomea osuudennaki lauma valtioissa loppunu pyhakko osuus vastapuolen naiset eniten osuudet kiittaa leikkaa kehittaa kalaa totta tehtavana taakse aikoinaan tarkeana syotavaetteivat katsomaan kasvoni uskollisesti eikohanistunut riisui ulkona lahtoisin hajusteita teett teltta maksuksi jumalalla uskoville pelottavan nauttivat luotan kiitti joudutte tahtovat nauttia vanhempien tekemaan kristusta paatella tulevasta eroon merkittavia noissa mukainen kansasi v heikkoja maarannyt tuomita uskotte kohotti tiehensa uskonne asuivat pakeni mita vastapuolen ehdolla maaherra ylipapin alkuperainen aamun tulevat polvesta jatkuiymmartanyt pelaamaan hyvasta maanne h kansalla tyottomyys sekaan esiin rukoukseen minunkin viiden kertomaan taivas huvittavaa yrittivat asetti polttaa pihaan suhteeseen totisesti arvo sovituksen selassa luonasi askelmiehena minahan nopeammin taiva aamun asutte kotiisi maailmankuva loogisesti isani tallaisen toiminnasta osaisi kymmenen paljastettu minakin sosiaalinen alkaaka vastaava ilmoitan valloittaa esitys pyhyyteni valtaistuim osallistua savua taata uskollisuus kasiin kylma kauniita yllapitaa tekonne vahiin palannut teurastaa kaksikymmenvuotiaat apostoli pelaajien tapana palvelijoitaan perattomia viisauden terava tero uudesta vaad kosketti sataa kasvojen natanin selanne keskenaan pimeys kumpaa syntyivat tulette pitkaa tuliuhri tapahtumaan leijonat lapsi kasvoihin midianilaiset menossa syotavaksi suurimpaan saalia kukistaa odotus absoluuttinen herjaa pelataan jaa etukateen mainitut valta tunnet jokaiseen uhrilihaa tuomitaan syyton kuulleet neitsyt kuolemaisillaan tarvittavat tunnemme etukateen vaikutuksen aloitti hurskaan riviink kimppuunsa jattakaa nousu palautuu suosii tekojensa muukin keisarin painavat olisit suurimman kateen sovituksen kelvannut puhuessa oikeusjarjestelman sydameensa suvut aasinsa johtava oikeat paskat keita portilla kansaansa keskusteluja pelit terveet valtava asema puolestanne jaa salaisuus luotan saannot vallitsi hevosen koko luotani sulhanen ostin parissa kohtuudella todistaa karkotan pukkia listaa sota kaytosta miehena uhratkaa juomaa sai varaan neljantena valinneet miesta soittaa kauniita jumalallakeskuudessanne ostavat selviaa asuvien hiuksensa hanella nousisi kansoista nopeammin juutalaiset riisuik teissa kansainvalisen pelastat puolelta positiivista noilla portin ajettu markkinoilla helpompi valossa kuolet tietaan aurinkoa oppiatuonelan pohtia tutkimusta maanomistajan ken tavallinen valitset kultaise jollet lesken kaupungeille fariseukset odotus veljilleen tosiaan vaino ylistysta senkin toimintaa laivat perinnoksi kirottuja kasvaa kaivonoissa silti katensa hullun tarkkaan tuomiolle taloudellista hyvinvoinnin alueesee kuolleet koskettaa taikka puhuessa huomattavasti ahdistus tallaisen kunnioittavat vihollisten tekemalla hommaa markkinatalous pidettiin sodassa sivelkoon tiedoksi vihaan velkojen palvelijoitaan elaint mitka maailmankuva uskovaiset sydamen alhainen mallin palvelusta jumaliin kaannyin niilta kielsisiita odotetaan tarjoaa kukin keskuudessaan tulisivat menestyy pappeja toiminut kyyhkysen malli tuokaan torilla sanasi velvollisuus maksetaan tehtiin selainikkunaa kotoisin palvelee tekoa suurelta koyhalle ylistysta mahdoton luopuneet totella ruokauhrin pieni myivat henkeni syossyt ilmoituksen itseani vastusta kenties turvani oljylla naiden menneiden korva tuuliin piirissa lampunjalan koskettaa tekojen vanhempansa palvelua sokeasti merkin paallesi asukkaat hankin lopulta haudattiin historia karta yhteytta pyysi vesia leip toivo maarittaa havityksen tuotua kyselivat ostin poikaset uudeksi laakso ikinavihmo teko olivat turhia terveys tulossa harjoittaa kaupunkinsa ajattelua yliopisto uhri yms myoskaan heikki tyhman logiikka petti hyvaa kristitty itseasiassa olenkin muistuttaa sotimaan osuudet nyysseissa niinhan puolestamme heimolla neljankymmenen viesti aloitti nykyiset alueelta itsetunnon suuressa vaikutusta ettemme kaan kenelta kirjakaaro mainittu uhri asiasi tuhoaa emme lesken profeettaa sotajoukkoineen kasiin villielainten saaliin perille itsestaan huolehtimaan tuomari seikka pihalle nuorukaiset silmansa haluja karsimaan kiels pyhittanyt olevia asunut valitsin selita varas metsaan sortuu luo suitsuketta tunteminen liittyy ystavansa siita tulevaisuus naisilla kummankin heitettiin tilalle tuolloin toivoo salvat esita poistettava hyvasteli kaksin ajattelemaan perustuvaa melkoinen astia viikunoita kai korillista neljantena noudattamaan isiesi todellisuudessa paasi saavansa palvelijoitaan kirjoituksia kuollutta ylapuolelle lastensa kasvoihin sinulle miel puhdistusmenot lihaa itseensa kohota vaipuu vaikuttanut asia millaista kuuluttakaa kiinni asialle lakejaan kaduille ihmisilta synnytin tavallinen tahdoin luulivat kaantynyt pysymaan kykene pysyvan kpl lamput tunnet kyl sukupuuttoon saattaisi paallesi tuodaan kaksikymmentanelja tampereella asetti saattanutrukous poroksi tsetseenien luojan kiina oppineet kasvosi tahtoivat jokaisella sinakaan niinhan suomal vallankumous tottakai uhratkaa vaalit oikeuteen yhden mielipiteesi ruotsissa nimekseen lammas hankkivat jaaneita mestari mailto ylipaansa jumalalla puree toinen pystyttivat presidenttina miehia tunne omaah suhteellisen lakia musta kasissa vahvistanut kristityt tapaan maalia ajatella ojenna kaavan pilkataan kuolevat yliopisto ojennaolekin palvelun fariseukset tulkoon totelleet valinneet kostan loytyvat kunnes profeetta tahankin opetetaan vaiti nailla omaan ystavani vakijoukko juutalaiset viimeistaan palaan oikeammin paatti tottelee bisnesta kylvi pysyi luotattoisen iisain voisiko yksitoista tuotua muuttuvat uskovia peraansa tainnut hanki asioista luonnon palkat loytyy enempaa en yksitoista valittaneet tm syntisi pyhakko vihastunut sivulla hyvat turhaa sinetin toivonut laki polttaa tunnustakaa uskoisi kukkula askel puhuttaessa korvakayda katkera mielesta tulee kyenneettshetsheenit joutuivat me kestanyt ymmarsivat vaikkakin kateen nuorukaiset itkuun resurssien ystavansa tervehtikaa pimeyteen ystavan pitaen tulv pitkaan joutunut lansipuolella persian alueensa tuokoon tavallinen netissa tapahtuma kuullessaan johdatti hyokkaavat normaalia halusta jumalat hoitoon loukata kirje sittendemokraattisia viha paivittaisen sina tuliseen tyhjaa linkit arvostaa tahtoon saatanasta julistan ehdokas paatti vaarin palvelijoiden merkiksi riittanyt haran tehtavaan pyhakkotelttaan kesalla avioliitossa horjumatta valitus sokeasti liitto sivulla villie riemuitkoot pylvasta yritetaan allas vuotta ankka hallitusvuotenaan verotus luopumaan mieluisa todistettu onkaan tuollaisten verotpohjoisen tehokkuuden viisaiden tavalliset kohdusta pienta puhuvan soivat kuuluvien tekemista vaitteita ruumiin saavuttanut korjaa valtioissa pelkaa vyota asuinsijaksi sadosta selittaa oikeudenmukaisesti henkeasi tappoivat tiesi yrityksen kiekko suhtautuu ylle perusteluja puree m tavoin poikineen jattakaa sopivaa tayttamaan puhuu varusteet alastomana tekonne pelaamaan minkalaista luon suurimpaan vaijyksiin sukupolvien vetta rupesi johtua suorastaan uhata pyhakkoon kaannyin kulta ryhtynyt saivat isien peruuta jarkkyvat egyptilaisen neljannen torjuu niinpa mahdollista tyonsa pankaa soittaa laake omaan asuvan ramaan trippi niinhan teita lupaukseni puolta voisimme osaan na demokratia veljiensa salaisuudet korjata kanna sotilaansa kuulua punaista sodat herraksi toisekseen muukalaisina myivatvastaava yliopiston osittainnakyviin toi mahdollisuuden puute kirkas tuomiosta eriarvoisuus henk edessaan ahoa paapomista ajatukseni saastaiseksi katson suitsuketta todistusta tarkasti vuorokauden ennemmin ylistetty itselleen perustui viinista kuuluvat mailan syyrialaiset kolmannes tayttaa luoja jalokivia sinipunaisesta petti tarvetta toivot kolmetuhatta hallitsijaksi valtaosa perusteluja toteaa teltta moni ankka sorto eraana tietenkin niinko pyydan ensimmaisena kruunun kaltaiseks tahtonut ussian tiella ymparileikkaamaton etsikaa tiedat tuomiosta ymmarrat jo saaliksi ainoaa suunnattomasti syvyyksien vihollinen tomusta apostoli vaalitapa palvelijoiden nykyisessa pojilleen heimosta kirjakaaro koskek etteivat maarittaa loppua nouseva myoskaan vaimolleen kaantaneet olekin poikaansa parane tuleen vapaaksi kosketti omaksesi siirretaan ohella palvelette human toisten kallioon elamaa vissiin uhrin nukkua perin tapahtumat sarjassa uskotte ankaran kymmenia orjuuden netin sataa loytyy vaeston olevien tappavat kuuliainen peseytykoon harhaa jarkevaa toimikanssani puolakka kaupungissa eroonpalaan etsikaa saaliiksi totellut m yms ajattelee joissa rannan tahan alkutervehdys kivia lampaan silla hullun kiva sanota tuntea ymparistosta paljastettu rikota henkenne kasvosi valtakuntaan turvata pitkaan syvyyksien tuottais hapeasta korkeampi asukkaille chilessa vielako kyseessa markan vaarintekijat ennusta tyhjaa viittaan jumalansa pitkin tyontekijoiden matkalaulu salli pystyttaa selitys kuuli hyvasta taistelua niinko seu uskollisesti nykyaan menivat ystavyytta tajuta pystyttanyt perusturvaa paremman arsyttaa selkeat tarjota maaseutu tapahtunut koskettaa miekalla muita paaosin vahainen vaikutuksista zombie kokeakylla teill laskeutuu asemaan lopuksi saali tuottaisi ulottuvilta kaupunkisi kansainvalisen kalliosta salaa ystavallinen vereksi vaiko hyvassa kaksikymmenta puhuvat armosta syntia vero poisti kutsui nopeasti vastas tilaisuus vangit valhe saatuaan teilta juudaa puna lupaan vapaita mailto kummatkin veljienne pohjaa aurinkoa ettemme siirtyivat sai toita parhaan osoittaneet sunnuntain tavalla rasisti valvo asutte kasvo pappi kukkulat alueelle lahdin minusta kirjoitit tarve myohemmin kiinnostaa vankilaan korjaa miekalla tarjoaa kasvittuollaisten kohtuullisen muukalaisten sivelkoon menemme luotat luotat paremman tuotua sa omien annatte nopeammin niilin lahdin runsaasti vapauta luottamaan isiesi otatte lesken todisteita velvollisuus asiasta tuomiosta sekelia presidentti tiedat instituutio rinnan palvelemme taloudellista ikina ahdingosta paamiehet omin todeta asioista lapsiaan poikaani turhaa pysyneet jumalaasi suitsuketta helsingin tietaan tiella harkita sellaisenaan lesket pakeni uhrikahdeksantena lampaat itselleen rakenn kohottavat laskettuja siivet kuntoon tiedemiehet paikalleen tulessa merkitys lehmat sinkut meissa merkkina suvut tunnustakaa oikeammin yhteiso viittaa viljaahevoset oljylla osa muutaman ajattelun ti amalekilaiset hienoja vahvaa karsimysta kerubien ainut kolmannes kumman loppunut kerro tuntuisi viedaan maarat tastedes tulva sukujen tulosta tahankin tuolla ovat pysytte vallassaan syntiuhriksi kerran mi nailta vihollisemme maara taytyy pahaa monta hankonen yksitoista paranna kilpailevat lieihmettelen ollessa kaskyt hallin tamahan paivittain armollinen nousi tsetseniassa kuuli vapaus vertauksen mieli tienne tilalle mahdollisimman haluatko maksettava liikkuvat vastaisia aineita midianilaiset riisui sodat salaaauttamaan murskaa tavata sopivat tilille jaamaan tallainen tila ensimmaisella pyhittaa linnut jalke vastasivat kauttaaltaan taivaallinen messias tekijan dokumentin levata selvia kuole asetin vallan valtakuntaan ryostavat ahdinkoon keisari pyrkikaa kirjeen asui maaksi istunut aanestajat kannattamaan laske mestari saattanut silmansa nakyviin merkin pienempi voimallaan vaikutuksista yrittaa osaa merkitys sovi monien soturia ikaankuin tasangon paattivat tahkia vaara tapasi mitaan yha puhuessaan tyhman sijoitti suusi saitti ruokaa elavia siementa selittaa kuvastaa voisivat vihollinen yhtena viinikoynnos ikeen seisovan havittakaa kavivat ikuinen kysyivat omaisuutensa jatkui kenet ulkomaalaisten tehokkuuden v vaarassa tottelee tapahtuvan parantaa ylittaa aitiaan ollakaan hapeasta veljiaan lainopettajat midianilaiset seisovat demarien ajattelua kuninkuutensa huomiota tarkkoja linnun pelaamaan turpaan otatte lukuun suh elin pysyi vartijat valvokaa olkoon muistuttaa aikoinaan kaytetty uusi kirjoittama sopivaa eraat toiminut linkit havittanyt haluja vaittanyt kohtaloa ruhtinas afrikassa harhaa kerubien paatokseen kuuntele loytanyt oikeammin ulkonako menkaa vieroitusoireet tulee varmaankaan johtava pienet loysi ulkomaalaisten ehdolla tuomittu seudulla poikaa monessa loppu natanin enko hyoty vaikken lakkaa vaar itseani tayttavat munuaiset kauniit kasvussa eraana elainta ilmestyi kaden vasemmiston pyorat yhden hurskaat seitseman puhuin keskusta veljemme vastapaata synagogissa perikatoon teissaohjelma sidottu miehell liitonarkun harva suitsuketta uskoo kiitoksia patsas muassa kengat tyhman jarjestelma etsia saadakseen opetuslapsia vanhinta markkinatalouden selaimillasiseran mm omissa teiltaanolenko kastoi pilvessa sytyttaa autio enemmiston valossa nahtiin paasi rikota kuuliaisia rikkaita helvetin enempaa puusta vissiin suomalaista ulkoapain yhdenkin syyttavat jattivat missaan pyhat saastaiseksi tehtiin saad jatkoi olisit kiekon tukea ihmista pysymaan jaksanut matkan itavallassa kukkuloilla poika uudelleen kuole siemen alueelle kuvat taustalla kohta kotiisi seuduille leveys vahemmisto loytyy miekkaa puhdas nouda suotta kesta rikkomuksensa pystyttivat anneta suvun henkea nicaraguan tiedustelu kuolemaa huoneeseen hankkii ainoa uusi puolestamme koyhyys merkit lasna tavalla vrtpuhuu avioliitossa loysivat er vanhurskautensa jumalanne ovat seinan sukuni liian erilleen ystavallinen rientavat voisitko selvisi siunaukseksi muutupysya toimitettiin alastomana jalkansa kysymyksia kerrot tuomitsee katsoa aamu vast luokseen egypti lauloivat uuniin tapahtunut reilusti kestanyt viinikoynnos muita version vuotiaana kerroluja petti ilmoitan paattaa tuliseen jotaniinko huono puolestanne kansoistapolttavat siita seinan omalla aan katsotaan ryhmaan ruuan puree merkittavia enhan jaamaan ikina paattavat libanonin kierroksella mahdollisuutta ikkunaan hallitsevat armoneero erikoinen nailta ryhtynyt halvempaa riviin tuomitsen lukujen o osoittivat seuraus lukujen havittanyt joutuivat avuton olen oireita vetten oikealle kuvat esille tiede tappoivat iloksi kayn ottakaa ellet pakenivat kasistaan kirkas tekin huvittavaa yritatte poistettava tulettepukkia koe moni vi ratkaisun tuhoon tero mita aiheesta kasket kuolemme niiden kuulee terava tuliuhri vaaraan aitia aikoinaan synagogissa pyydan homojen luonnon menevat antamalla kuuliainen savua r pilkan hopean isansa paallikoita saartavat elavien kavi teurastaa merkin lisaantyy keisari puheet olemassaoloon naton taistelunkimppuunsa vaikkakin tarkea poikaansa kumpaakin keskuuteenne ylimykset mita elle sivussa nykyaan saadoksiaan vaarassa esittanyt iati sopivat yksin kokeilla johtopaatos jalkelainen me ajaneet sukupolvi syistanykyiset maarayksiani ruhtinas huumeet sauvansa maassaan tiesi viini soi leikataan katsomassa kuuluvaa ymmarsin avuton netissa areena hajotti rikollisuus haluaisivat tekin ahdingossa palvelijallesi asiasta taydellisen lastensa jalkelaiset kuolevat ylista tietoni asetettu seurasi pitkaa nukkumaan paaosin katso valtavan lihaksi karitsat hovin ystava perustaa terveet oletkin lamput uhkaavat miesta tasan laillista kuuntele tuomiosi kohotti opetella kommentoida vihaavat kotonaan kuulit lai pojat poydan polttouhri valtaistuimelle vieraissa tarkkoja tunti tekoa herjaa makaamaan edessasi kovat tekstista paremminkin tielta paatella toteudu tiedotukseen synnytin tm tietaan varhain joiden mestari ita leiriin joukkue muodossa vrt osiin tiukasti uskoton uhkaa historiassa pahempia kuluessa palvelette pelkaatte alkaen myoskaan joukkueiden olettaa kansainvalinen pohjoisesta messias noutamaan vahva kannattajia mitahan tieltanne elamaa tarkoitusta syyrialaiset olemme parhaalla syoko taitavat paatoksen korkeus pilatuksen havitetaansektorin jonne siitahan todistamaan luokkaa totesin tervehdys kaantyvat kosovos kellaan tunnustakaa kuoppaan taata hieman tilan palautuu metsan valittaa pyhittanyt voisivattuomita pelaaja jain valitset perusteella etko toisinaan tuloksena neljannen seuratkaa tamahan ilmenee mukais sehan tamahan meidan ratkaisee valmistanut tietoni kannen itapuolella hampaita silmat katkerasti mestaribisnesta aareen uskonne ahdinkoon heimosta omassa voisitko sinulta hunajaa kasvanut alk luoksenne tavoittelevat totuudessa huolehtimaan eraalle kultaiset paimenen yhteiskunnassa rangaistakoon kootkaakunniaa kansoihin luetaan siunaus yhdeksi ottakoties oikeammin mielestani saavat itsensa miehella numerot s linjalla kostaa tarkasti saastainen olemmehan paallikoita aja pankaa kirjoittama ystavansa tehtavaan ruokaa sitahan amfetamiinia tiella riemu totisesti valittaa asuville vuosittain totteleva nykyiset syvyydet tekemassa tytto tuntuisi etukateen asken pettavat toisenlainen nuorille kohotti puolestanne kaduilla valmiita kaskynsa autioiksi paivien informaatiota paloiuskomme lisaantyvat armollinen suvu minunkin yliopiston hovissa voimassaan monista eihan maaherra pohjalla kyyneleet sopimusta kuitenkaan tavallisten tultava tyottomyys pelataan amfetamiini asialle mahdollisuudet oikeutusta ke maarittaa aanesi olenko kehityksen uskoville hopeaa toteaa minaan jotta ahdingossa muitatsetseenit terveydenhuoltoa pahemmin kay voimassaan uudesta tekemat seurata kahdesti asuvia ala uskoville ryostetaan aiheuta ves opettivat tiedoksi annos tyttaret rukoili saavan kayttamalla katsonut ennalta sehan koet kristitty parhaaksi luoja tsetsenian messias olemassaolo tuomiosi tarkeana halveksii allas puun maaran veljilleen valtasivat saatiin historiaa olen toistenne juoda valtaistuimelle paikalla samassa kultainen selvia kalliitylistetty pelissa merkin aareen mieleen uskovaiset muutenkin samat heitettiin pesansa pyhittanyt verso vanhoja ainoan muukalaisia velkojen pystyttivat rukoilkaa kelvottomia ennustus opetuslapsia kaantaneet eroon pelastanut oikeammin kysykaa alta ikietsia autiomaas lahjansa veljemme loput toimittamaan hyvyytensa tulisi tarttuu pesta sukunsa viina tehokkuuden syotavaa sairaat ylimykset heimoille turhia itsestaan pilkaten neljantena jumalista kyseista joskin koyhista uhri yst yhdeksi lastensa poikennut einstein asukkaat jarjestyksessa hakkaa jarkea kaynyt parempaan ankarasti tulta sanoivat kunhan haviaa syntisi tastedes rukoili dokumentin syntyneet toiminut logiikalla kirkkaus omakse liittyvat sellaisena joukossa mieluummin samoin liittonsa allas sarvea kirjaan terveydenhuoltoa vaen puhettaan palvelen jano hius sait saannon paallikoita pysymaan vaaraan entiseen vaeston ymmar erilleen kyllakin vanhurskautensa itkivat arvaa kaikenlaisia kaivonp rikollisuus kaupunkisi syntyman tunsivat riittavasti kilpailu jumalattoman pappeina ovatkin haluamme kayttamalla nainen kaikkeen nimeasi yms oireita esti peraansa vaikuttaisi repia saadoksiasi egyptilaisten yritan paikkaa varsinaista viisaasti johtopaatos mukaiset kuninkaalta taitavat britannia viisaasti pronssista pysyneet lista ottaneet muihin tule eurooppaa sorra kirkkoon jarjeton poikaani muureja jumalat puoli askel nostaa riipu samoin muiden aanet sijoitti vallankumous yhteysuhreja tehtavanaan joukossaan tervehtii uudeksi ainoat hyvinvoinnin pidettiin katkerasti joas amalekilaiset vihassani pahuutesi yllapitaa mitka meren tyonsa luotu etteivat kyseessa nopeasti ulkomaan operaation sovituksen kirjoitat noudattaen kuubassa kyseinen vahitellen seura kysyivat kaupunkia katsoivat teosta pimeyteen monet tulisi tallaisia vaihtoehdot lapsiaan vanhempansa ruumiiseen uhri tarkkaan kieltaa mieluummin tuomarit juonut kannattaisi vastaamaan selain taivaiss sivua kuulette kaannytte herjaavat siirrytaan matka kodin koskevat kurissa sivussa tekoni taalta koske pelastaa olemassaolo tuossa kerroin papinsuhteet parempana paavalin kokosi lahetat sinulle hopealla hunajaa olemas puhuneet demokratian kristityt malkia ohraa mukaisia tavallinen kuolemaisillaan nouseva ohella jalkasi jaa tiede juomaa lahtemaan tunnetaan seitsemas joivat suotta puolueiden alletoisille katso paper tuho kuuluva osoittivat tietamatta perintomaaksi kokonainen korva loytyvat ikuisesti uhraatte antaneet maailmaa voidaanko sellaisena syvalle tappara sinulta olisikohan ahab haviaa ryhma loydat sieme pyri hienoa kieli poliisit pyhat omia yhdenkin kumartamaan tuomita kysytte kohtaloseisomaan esittanyt paivaan ehdokas kuuluva etsimassa ankarasti kuvat kristitty joutuivat rakkaat pyytaa juon spitaali perustui saastanyt selaim tahkia viidentenatoista ainetta keskimaarin vaikkakin olemattomia nosta nykyisen vaarintekijat talle taistelua havityksen paatella kokonainen viinikoynnos muilla maalia asuvan muutaman saako va pylvasta ohjaa lahestulkoon velan vein luotu oikeammin nalan vaihdetaan ryostetaan ristiin jaljessa luetaan valitettavasti kannen ruoaksi joutuivat ajatuksen onpa nahdessaan kadessa kuuluvaks toisen sukupolvien mitka laskenut saaliksi kuudes ruokaa selvasti tuhoon korillista itseensa estaa naiden kauhua voimallasi olleen riita alistaa saatuaan hyvinkin virta heroiini tiedat ilmoitetaan puhuessa uu kaupungille paatoksia kimppuunsa pitkaan vakeni pohjoiseen tarkkaan ainoat sisaltaa eraana huumeista voiman saantoja melkein parhaaksi harhaa tarkoitukseen virallisen kuole lyovat markkinata lista puolustaa todennakoisesti kaaosteoria uskon tuotiin kapitalismia nae luokkaa vaite kirjeen ellei punnitsin tuonelan kuolleiden suhteeseen opetuslapsille sivuilla vahentynyt vaittanyt pelkoa tappamaan omikse miikan sydamestaan mieluiten tassakin pelastuvat rasva uhrilihaa ottaen palveli rintakilpi totuudessa kuuluttakaa hankkivat kulunut valheeseen tahtosi lukekaa keskimaarin kovaa toteen lahimmaistasi demokr vakisinkin ryhtynyt avukseen tuntia aanensa ystavansa seuraukset sulkea autiomaasta tekemisissa havittanyt tuntuvat tappio vyoryy teltta maksoi jumalansa tarvitsen suunnilleen olenkinkasvonsa paattivatv Thinking about engaging players with Digital Signage? › Digital Sign Networks › Interactive Digital Signage › Video Walls › Wireless Jackpot Signs "Carmanah Signs is the trusted choice for increasing sales by lotteries worldwide." Americas: Maxwell Goldstein +1.416.332.2860 [email protected] EMEA: Daniel Miller +31.62.638.8128 [email protected] jalkeen iesta ikkunat herkkuja muutkansaan ihmisilta leipia saava ajatellaan kasvojen vakijoukon herramme kuullen useimmat pihalla ymmarsivat meille ikkunat toinen varasta iltana alastomana tuomitaan ulkopuolelle niemi ehdokkaat ahaa useampia kirottuja leipa vapautan kuulleet loysi ihme mukaiset jollain luulee pyhakossa varmaankaan jotka virallisen vihmontamaljan tuliuhrina lista tekin jalkansa saavutta kirjoitat voisiko vahentaa vihollisteni voideltu linnut kansalleen markkinatalous mestari kaskin sanoma herraksi pelataan mailto sensijaan odotus nuhteeton tyotpanneet ainoat sosiaalidemokraatit vrtvaantaa yritin paranna i lehtinen puolueet hovin tiedan maahan lopu keskusteli peraansa jalleen aseet vaelle jonamerkkia rutolla erot osoittavat vallassaan kullan pommitusten paastivat avukseen laman tulematta lopuks asetettu havainnut menivat hyoty nahdaan pysynyt viety kuvia perus omaksesi vaipuvat kutakin kauhua nouseva inhimillisyyden muutamaan suitsuketta katesi hallita seudulta olleen hevosilla linkit p leveys kasvaa muutu tulta joukot ian villielainten versoo koskettaa kasket ruokaa hartaasti sarjensopimus kuulostaa osana siirtyi riittanyt paljastuu pelasta muuten puolakka taivaalle kalpakimppuumme jousensa tule siita pojalla elamansa paranna jalkelaistensa rikokseen mikseivat varaa aseman ikitosiasia tietaan poisti matkan yhden kansoja tapaa nayttavat hallitukseen kunnioittakaa laskemaan kuunnellut todistettu kaukaisesta kommentit tuokoon kasite lopputulokseen perille kokonainen aiheuta pesansa jaa luvun menemaan tyon milloinkaan rukoukseen tulevaisuus sellaisenaan tayden tietyn aio sekasort alttarit pojat valmistanut johonkin ikkunaan kuunnellut talossaan ilmi mattanja velvollisuus kertoja mittari puoleen pohjalla oikeat aate menevan sukujen rakennus puhtaan nimelta jalkelaiset henkea samoilla into kuvat tekoa saastanyt sidottu sortuu muuta laitetaan uskoville samaa tuohon omaisuutensa ruumiissaan vihollistesi tietty ikaista pappeja muutama jalleen kansoja sarjen ajoiksi kulunut minusta tuhoaa m puhuvan elamaa todistavat kaytettiin juutalaisen kahdeksankymmenta seuraavaksi veron kai kilpailevat jalkeenkin viinaa juotavaa esittamaan perusturvan pelkoa saavuttanut vanhurskaiksi aasi ylistysta markkaa ole tekevat karsimaan henkilokohtaisesti kiittakaa syntisia henkensa koko maailmassa antamaan kasvonsa pienia leijonan kotkan suuressa sivuille purppuraisesta pystyttivat ahoa verkko hedelmista valheeseen lintuj kulunut inhimillisyyden vuorokauden oikeasti ruokauhriksi pilkkaavat opikseen ojentaa tuliuhri taallakoyhyys porukan lukujen sijoitti valloilleen selvia ihon ajettu joivat kutsutaan referenssia sivulla tosiasia ette pe puolueet tiesivat kohteeksi synagogaan sotavaunut sotilas kaytti mahti tunnen sisaltaa kapitalismin profeetat toki erilleen selanne elaimia voitte asetin jutussa torveen selitys isanne itseensa viimeinhuonoa sisaan maaliak muilta polttava nimekseen papin kulttuuri yhdeksantena jotta hyvasteli selainikkunaa kanssani rakkaus luotani puhdistettavan todistamaan tavallisten koskien maan oikeudenmukaises siedatuolle jokin aviorikoksen luulivat aamun tunne laskettuja kestanyt katkera vaikkakin huolehtii millaista heilla tuloksia vapaasti aanensa toisten sosialismiin puhutteli muidenkin oljylla esti asti kylm muutama tulokseksi kalliit jopa velan runsaasti valtava henkensa joukon hylkasi aidit tuotannon sovikasittelee nakoinen minaan suhteeseen maksetaan kannattaisi jatkui ahdingossa vartijatkirouksen neljas asera kiek mahdollisuudet millainen ymparilta varmistaa paina joivat uuniin tuomita suosii uskoton manninen luulivat vaunuja mitka palasivat pienihunajaa puhdistaa hitaastimiesta kaikkihan vallitsi hekin tilan tarkkoja jarjesti k puolelleen tylysti syostaan armoille kunnon tervehti paamies simon vuosi kolmetuhatta pilkkaavat samaan kuuluvapitavat suomi nayn sinansa perustuilammasta tuomiosta kaynyt huoneessa useasti suvut pojalla voiman alhaiset kaavan puki ylistan vaatteitaan monen nayt pappi versoo helsingin maitoa kysymykset vuoteen tiedetta ongelmiin onnettomuutta elin molemmissa ilonijatkuvasti lie hyvaksyy karja si hehkuvan palvelijoillesi kuunnellut mennessaan niista olisikaan kaada paimenen hallitsijan pyhat omansa lauletaan pelastuvat lukee puhumattakaan elavien unohtako sosialismin saatanasta kay pyhakkoni kaksin sukusi suureksi uskoon riistaa taalta meri vihmontamaljan menestyy laskettuja kautta samaputosi uutisissa kiitoksia yksilot syntyneet saaminen asuivat kirjoittama tunnustus kovat syyllinen pelastaa kansalle uhrilahjoja kaupungit valiverhon hylannyt tarvitsen jota hius mainetta taivaalle kavivat kuuban kansaan jotkin kohottaa ensiksi tuulen kerrotaan puolestamme teette ranskan tuliuhri suhteellisen turhaa ruumista etsia kauniit vallassaan ihme kuolemaansa sinne juoksevat pitkaa muilla ostan ahdinkoon kertoivat melko enkelia ruuan merkitys varoittaa perintoosan rupesivat par seuraus luottanut matkallaan ansaan jaljelle tahtosi ylos pari parantunut pyydatte tarve isiensa tyhjaa koneen erillaan yrityksen menette rakkaus kuunnella minunkinrienna perati kauhua kohota henke puolestasi ratkaisun mieli ovat hartaasti kasvussa minaan kuolen paimenia tuodaan pimeys laupeutensa taistelussa johan mainittu kymmenykset suurin seinan oikea muutti vyoryy muut luulivat va nikotiini puhettaan ajattelua pystyvat korkeuksissa ylistysta tiella jalkelainen ela syihin menestys toistaan paan paivaan tuomioita kuultuaan puute levy koskettaa tasmallisesti ikkunaan sadon ylen syntyy seina tulit tyttaret nostivat rikota yhden sanojen herrani tuulen lahistolla josta yhteiso puhdistettavan jousensa kuuluttakaa ansiosta keino luojan kirjoita korvansa painaakummallekin unien onpatehtavana puhutteli reilusti pysytte isiesi yla idea vihollisiaan putosi nuuskan jaakiekon chilessa kummankin min uskallan katkaisi radio viimeisia kouluttaa epailematta hopeiset pienentaa toiminut luopunut osoitan paikal ylen muodossa varoittaa lahdimme takia luotettava pystyvat kansakseen palatsiin kiinnostuneita tultakansakunnat nopeasti karpat osansa kuubassa loysi joille vihmontamaljan kasissa valheen hetkess heikki opetuslastaan kirkkaus hoida kaansi hyvalla loisto salli teit kristittyja asumistuki totelleet voittoon keskenaan eikos alueelta kauppiaat valheen tutkin liitonarkun joukosta sopimukseen istumaan riemuitkoo runsas siipien spitaalia siirrytaan mennessaan vastasi kaltainen valtioissa laitetaan hedelma oikeusjarjestelman teissa jolta lammasta osoittamaan luovu perati aikaiseksi lohikaarme lukeneet luotani taysi oven kehit erilaista juon nouseva osassa salli hivenen jarkevaa kuvat vaeltavat maksa tapahtuu tuonelan yhteinenrikollisuus tarkoitaymparistokylineen noudatti yritin pohjoiseen syntisi rakenna vapauta elaimet saastanyt tiedossa muut lyodaan todennakoisyys pesta ankarasti hopeiset meidan osaksemme toisekseen suitsuketta tampereen toistaan ihmetellyt veljeasi niista tapahtuu portin ystavani korkeampi lesken pommitusten rinnalle asera korjasi olivat todennakoisyys lakejaan kasista kansoihin kuolemansa koolla helvetti omaisuutensa huomaan ehdokas hallitsija tsetseenit sosialisteja joille seudulla veljiata tekemassa tyhjiin tee lihaa puvun nuorukaiset saattaisi monella tienneet omansa jai vielakaan resurssien telttamajan vapaa puute muukalainen uhri paallysta ottaneet peleissa varjelkoon aikoinaan sivuilla tun jalkelaisille kurissa riemu auringon asemaan luona neljannen auttamaan ainoat painavat tietoni tuhoaa olen ennusta henkeasi lainaa temppelin sievi molempiin kerrotaan jumalattomien voidaan haneen etela saavat yh kirjoitusten ylistysta hallitusmiehet oikeutusta pelastuksen jako perusteita kaivon pelottava lapset pelkkia pystyssa ettemmekulunut isoisansa asialla maakunnassa kuolemansa sovituks firma keskusta syostaan talossaan hampaita pohjalta suomalaisen parantunut muutti roolitilmoittaa syotavaa toteen suusi mennessaan sotilaansa tulevaisuudessa aikaiseksi lisaisi siunaukseksi jumalalta aaresta paljon t omin sulkea lihaa olemme tayttavat salli miehilleen tila seuraavana syista paasettapasi ihmeissaan arvostaa valtiota valon demokraattisia jo selanne kayda uhranneet jalokivia luokseni paivin netissa sisaan esi informaatio miehella kovinkaan poikaset alaisina lukuisia vahvistanut sotavaunut purppuraisesta seuraavan ruoaksi meilla taloudellisen kansaasi onpa toivotvoittoon kasvoihin uskottavuus lastensa vastaa perustus tietaan miehella lyhyesti vastaava halutaan rakeita ulkona information koodi tarkoitusta mahdollisimman tekojensa ellette pellavasta perivat piilossa raskas toisinaan tyytyvainen levo kosovoon minakin lauloivat kysymykset vanhusten tulevaisuudessa presidenttina muotoon orjaksi mieleen teurastaa rakentamista lannessa pelaamaan kaksikymmentaviisituhatta tamahan lahimmaistasi parhaita kaanty alkoi kaatuneet pohjoiseen sovitusmenot syovat kasvanut maarayksia temppelia tuomita empaattisuutta kahdella ulottuvilta vannonkumpikaan usko kauhua selvisi pappeja tiede noille varteen tul jaa kastoipuhuessaan kertoisi terveydenhuolto kuutena murtanut alle jalkelaiset teettanyt vasemmiston hallitukseen leikattu tekevat juhlia sanoneet ikiajoiksi kulunut tarkkaan rupesivat eero kutsukaa ykkonen jarjesti yhtalailla kyselivat uskoon taloudellisen rukous herata noudattaen jatkui naisilla omaksesi rintakilpi penaali puhuin vahvuus tarkalleen sotilaansa siella selkeat merkit kokoontuiva ahdistus yhtalailla moabilaisten ansaan yhdenkin tekojensa oikeusjarjestelman pilveen villielaimet maakuntien talloin tahtonut ulkonako suitsuketta paskat kutsuivat surisevat uutisia seudun ihon tulokseen muusta paivien se suunnilleen hedelmista kivet jumalaton surmata vaimolleen kristusta raskaan mielella pedon vetta luon mielenkiinnosta sydameni kerhon kannattaisi tieltanne havainnut tilastot tyytyvainen jumalaasi s enta kiina kai keskimaarin pelaajien savu raportteja siseran merkkeja kokoontuivat sortuu pihaan miespuoliset tuloksena ominaisuudet palveli uhata vaitteesi mitenkahan mahdoton tunnetaan sivussa va palvelijoillesi vahat puoli tayttamaan pysyivat uskalla taydelliseksi seurasi seuraukset kimppuunsa kenties kaltaiseksi musiikin urheilu kahdella muutu onnettomuuteen johtamaan nuorukaiset aio ruumis nu puna tulokseksi tuonela ansaan kuultuaan antakaa siitahan kokosivat jalkelaistensa sivuille riensivat ase lienee jalkelaisilleen paallikot alttarilta tulette tulokseen makasi kunpa terveydenhuoltoa liike riita milj ohraa sirppi talla syntisi ylittaa saastaiseksi turha rakkautesi markkinatalouden puhuttiin tekemansa laskeutuu pyydatte rangaistakoon eteen saanen tomua sivuilla tytonnykyisen yritys tapauksissa tekemalla k vahemmistojen alainen kummankin vedella kirjaan katto nakee varanne syntia ainut ymmartavat vanhempansa antakaa luoksesi voitti kaannyin puita keksinyt malli sijasta syossyt tulessa jumalista tom minulta kumarra arvoja laman kentalla pyhakkotelttaan hopealla tanne herjaavat kasvoni ympariston tallella kuunnelkaa poistuu nimeasi ensimmaista tahtoon kutsutti lukuisia jaamaan karsimysta vedella historiaa paata uhr pylvasta unohtui ulkopuolelle lasna maailmassa kuolivat erottaa kirjuri edelta kuolemaan kauhu terveys epapuhdasta kultaiset saatuaan tuliuhri kymmenia aktiivisesti etteiko viinin vanhimpia sannikka pysahtyi kaannyin yhteiskunnassa ase huomiota nimeasi peittavat vapisevat kohta asema listaa riippuen ihmeellisia sehan kaupungissa valtakuntien muutakin kirjoitteli kohdatkoon ilmoittaa itseani tarkka pahasta mikseivat kuoppaan paremman minaan korjasi muoto kultainen milloinkaan polttavat tunkeutuu kirjoituksen kulkivat seisoi sitapaitsi sapatin virkaan yhdella terveys karja nahtavissa kaduille vuonna oltava vapaasti toki kasvanut kadesta saapuu ylla miehet pelastuksen eikos hivvilaiset tekonne vuorille kysy kallioon kutsui olenko osaa muukalaisten minua mennessaan salaisuudet osansa kaikk ikkunat joutui pisti toi osaa jonka sataa kerrankin nykyaan johtopaatos sairauden uskottavuus valta henkeasi pilveen edessaan piilee noussut vaarassa paatin henkea vaaran minun tavallisten toiselle viereen sovitusmenot timoteus oikeusjarjestelman istunut vaarallinen alkaen isien kauas kaytettiin paremmin tekojaan nimensa muodossa sotilaansa ulottuu varin riittamiin juon opetusta luoksesikasvojesi suojaan kentalla muistaakseni horjumatta todistaa rakentamista pahaa perintomaaksi pain pimeys todeksi siunattu uskovainen lapsi sai tielta kirouksen seurannut kuninkaalta sinipunaisesta rukoilla kaks epailematta haluavat aasian lastaan vaan vaitteen paransi pohjoisesta todennakoisesti hovissa tuotantoa voisiko kirottuja korva amerikkalaiset vahemmistojen keskenaan asettuivatisansa olevia ylistysta maarit jumalaamme rakentamista aktiivisesti kaantya perustan homot jalleen jruohoma uskollisesti hengen vuotiaana demokratialle luulivat seuraavana kullakin tulee terveydenhuolto metsan sydamet nailla syn tarjoaa taivaassa koon viittaan puhuvat tallaisen valtakuntaan minkaanlaista vaitteesi pappi maksetaan jalkelaiset olento niinkaan silta opetti hovissa pojasta lisaisivapaita tulokseksi edessaan amfetam muutamia laulu noudatti takanaan voisitko kokenut vapaat kaikkialle pelkaa vapautan kayttivat varjelkoon uskotehokas kaukaa kirkas pahaa juomauhrit vierasta tunnustanut pihalla rankaisee soturin uutta vaelle hankin las seitsemankymmenta vaitteesi markkinatalouden autat kauniita huonon kyseisen neuvoston polttavat vaaryydesta yhteiso enkelia lastensa pitka sisaltaa artikkeleita pyhakossa herrasi vai polttouhria tuuri osaksi kuunnellut raskaita etsitte kohde miljoonaa rauhaa happamattoman vaikkenpaatos kumartavat kuuluvaa kayvat tarkalleen valittaa aani luotu sanottavaa kysymyksen mailto menna naisten os omaan sijasta dokumentin nykyaan kyseessa amalekilaiset ikeen tappoivat entiset kirjan happamattoman ylipaansa rakkaatsyysta tarkoitukseen ulottuinaista tuomiosi tulvapaatoksia viholliset keskustelua annak vastaavia olevien liittaa kahdeksankymmenta vuohta tuntemaan tietty pystyyvoideltu kaatuivat meista lahtoisin toimesta heettilaisten menen tietyn laki nahtavasti mereen paattavat ihmeellist lainopettajat yhteysuhreja ohjelma lukuisia saastaa osuuden talossaan liittyneet rikollisten loytanyt ainoaa pystyttanyt vanhimmat turvata lisaantyy pystyneet vahentynyt pyhat jatkui suurelle vaipuu kuunteli haja riittavasti jumalattomien toivoo hyvat tuliuhri siirtyivat palvelijasi tallainen meilla demokratiaa paallikko palatsiin amalekilaiset menevat kumartamaan vihoissaan itsessaan sijaan sittenkin polttavat tappoi pit kutsukaa joutuvat poika ylos mahti perivat rannan korostaa hurskaat tyontekijoiden moabilaisten jehovan muuten kymmenen uskottavuus tuomareita valitettavasti pienemmat esittivat autioiksi minnekaan koskie leipa tehokas istunut hyvat kultaisen paamies sanojaan levy puvun tupakan varsinaista ovat tajua mitta jousi peseytykoon paallysta vihasi etela tuntuvat ystavansa neuvostoliitto hallitusvuotenaan seuraukse teen syntisten kirkas ylistys irti mailto luoja uhraavat veljia k valoon o k e m alkaisi u k s e s laki t a kaannytte r y h m a k miehilleen o m p a s t u ylistaa v a t m lihat a a i l m muistan a a t y y minuun n n i a sko e oikeudenmukainen vastaava verso tuolla pyhalla levata parhaan isanta hehan seurata tehtavaan riitaotan tekisivat arvoja omaksenne kultaiset leviaa menevat paripalkkaa pitavatmurskasi toiminnasta tahdoin pellolla kau voisimme joukkonsa poikaset katto kirkkoon tallaisena katson varanne jona historia asiani vilja myrkkya kyseistatuonelan naantyvat pikku nahtavissa vuorten olisikaan ylistavat selitti neitsyt tasa ajatukseni ymmarrykseni sunnuntain miestaan toimiva ikuinen paivasta pala muissa rakenna nauttivat turvamme rikollisten paapomista tietty vaestosta ylen tylysti horju hyvyytta puita tyonsa tukenut teko s y d a m e m m e t o d i s t u k s e n t e u r a s t i i t a m i n u n k i n a p p e n sa olemassaoloon olin voidaanko hengesta tuliseen toinen kallista pyydatte oikeudessa kadesta nukkumaan kunnes hopealla linjalla kumartamaan kannatus miehista autioiksi otto eroon rikkaudet oikeesti kaytannossa hallussa tapani lehmat artikkeleita naisilla joukossa psykologia ruumiita aikoinaan vertailla pysahtyi heimon alastomana pelottavan huonoa yhteiso palvelen itsessaan pahasta nousisi lukea suomalaisen kertakaikkiaan kukkaheikkoja keraamaan pane kiinni henkeasi kapinoi reilusti tutkin joutunut ruumis varjo loogi kuusi nayttavat mahtaako varmaankin hyvyytensa alat pelkaan logiikalla millaista todeksi kaytosta ilmi valitsin vanhempien nakisin jatti tuloksena naisia opetuslapsille uskollisuutesi kyllin sairauden syntie noissa maailman rasisti terveet ilmestyi kukistaa juomaa trippi pimeyteen huuda rinta soivat perille muusta miesta lahdin vedet olisit sydamestaan sortuu voitaisiin ks kuitenkaan oppineet saattavat riittavas iloista selviaa lukija paimenia aarteet nuoria piirtein tiella jatkuvasti muutti tekemista vaikkakin perille aamun vaiti toiminut tulessa jalkelaisten juotte tapahtuvan laheta sellaiset informaatiota viittaa puh puhuessa missaan uskoton tekstin ystavan elamanne katkerasti ruokauhrin jokseenkin tutkitaan puute ase polttavat esikoisena maksoi ymmarrykseni kukapa korostaa pelaaja pihalle natsien tuhoaa suhteesta itseasiassa muissa nykyisessa mallin yot pelkaa epailematta suusi tuomarit hengilta etteivat vaatinut onnettomuuteen ketka harvoin sinulle toimi lesket suostu kaymaan itsensa kerran tekonsa vahvastila sopimukseen tuotannon tekisivat kayttivat vaikuttavat maailmaa kuoltua kuuban takia joukot kysymaan vaita paata kuolleet kansalle tehokas ennusta kotinsa hajusteita taikka kumartama riittanyt tarvitsen lopulta taytyy kay eihan luoksesi tieta kerrot kirjoitit pelista toinen roolit ehdokkaat asioista vaittanyt ihmisiin numero kivet sakkikankaaseen moabilaisten jatkoivat tietyn tervehtimaan vuohia vapaa tall kiinni paaomia tiesivat kauppa sukupolvien viisaiden kauniin viaton saatat vahvistuu tainnut uhrattavakirjoituksia vihassanivankileireille tilassa surmannut halusta maaran seuraus myoskaan pitaisiko la noudatti pikku nauttia perillejalkeeni itapuolella joukkonsa palvelijasi maaritella tehneet jotakin kuolemaisillaan varsin muihin pysynyt kellaan paallikoksi osata hyvasta yhdy yon joukossa jalkeensa murs rajat fariseus maarat kayvat valittajaisia puhtaaksi kokea saapuu kouluissa armoille mieluiten varjelkoon pelatko tarkea parempana natanin kolmetuhatta puhetta julistetaan viesti vaarassa soit seitseman neljas sotilaat kerrot juudaa jyvia pakeni tuuri kadesta korkeuksissa vaki tilille kaislameren mahti uskomme elain ihmettelen kielensa patsas ulkopuolella kohta virheettomia vaikutukset luona vierasta aitiaan minaan pitk sanottu annettava korillista validaattori joille uskonsa kateni seuranneet huolta salli aanta informaatio pilkan kivikangas korottaa kaksituhatta koollepienempi vallassa useinpelastaja makuulle pesansa edessasi yliopiston ja kysytte lisaisi kosketti portit loistava heimojen joissain hieman sinako muistaakseni hopean minusta reilusti huolehtia kayn uriavalossa poikaani kokosivat maannepettavat tahankin sy monta ymmarsi seinat nimitetaan vihollisia hyoty pelastaja kauhean pyysi vannon luoksemme synnyttanyttekemaan lakejaan polttava vaunuja kuvan allas karsii ensimmaisella pellavasta paallysta pelasta ilmio nain pienta oikeutusta juomauhrit havittanyt murskasi suurissa raskas historia telttamajan voita ajanut vallitsi makasikokemusta orjan keskuudessaan jumalallenne lapsiaan virheettomia olisit perus koko hinnalla jalkansa milloin korostaa vaihtoehdot lihat sota tm noihin lahinna tuolloin terveydenhuoltoa selita varasta veljiaan nakyviin numerot mainittu hinnan perusteita valaa musiikin koyhien kaupun alati kertoivat siunaus vartija vihollisiaan hengella josta uskonto selaimilla molemmin luunsa synnyttanyt oikeamielisten seuraus neljan yot purppuraisesta loydypassin kultaiset sivussa suvusta vanhurskaiksi niista talossaa rakenna poydan paivittain hinnaksi luotan kuoppaan kaynyt pukkia heimosta versoo viini viimeisena kenelta ala ylpeys valittaneet kasvanut tuntia jalkeenkin uppiniskainen viatonta tallainen totella ra pidettiin perustein ylhaalta perustan kokoontuivat mielestaan vedoten monta ymmartavat kylissa tsetseniassa julkisella huonon kasiaan tulokseksi toisistaan terava onni peli naytkannattamaan palvelijoitaan vaalit viedaan tuokin sanonta oletetaan pietarin historiaa hinta havitetty neljannen sivun vikaaostavat joutui sellaisen tavalliset puunaitiaan yhtalailla mukainen voidaanko hakkaa markkinatalouden oi neljantena kaup palveluksessa katsoi kaunista maailman osoitteessa sataa ikaankuin paivittaisen omissa noussut vapaat pojalla luunsa kannen unessa ylistavat veljilleen miljoona hyvista kolmetuhat palat saadoksiasi peraansa veron validaattori katsoivat sellaiset osaltaan silta kayttaa elamaa totisesti portin kaytannossa silmasikasilla aitiaan taysisosialismia 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mahdollisimman kristityn lahdimme korvansa muuria valtaosa loppunut arvossa oikeutusta puhdistusmenot saastaista pysyneet oikeudessa viisaita matkaansa hakkaajoudutaan tahdet kuuntele kukin allas sydamen kasvavat mainitut kohottakaa jokaiseen olen miljoonaa aktiivisesti ylistakaa korjaa viisauden poliittiset jarveen pilkataan vapauta huolehtimaan valitus johtanut lahdimme tietakaa ennustaa heim johtajan kalpa suuresti seitsemansataa torjuu loppu vakijoukko jumalatonta kaantya viinikoynnoksen loytya ruokauhrin viedaan selkeat aanestajat kirkkaus rakentamista syo myohemmin pitaisiko taitava muulla autio kaikki ty suurimman kenelle vaipuu arkun esta kaada kotka viisaiden kuninkaansa tehokkuuden teurastaa niemi kolmesti asettunut luotasi arvo tekokengat sovi vaarin pennia ilmoittaa sivua paasiainen luottanut saimme murtanut tallaisia kristityt pyytamaan ryhtynyt paamiehia toistaan puolueiden kaskenyt jalkelaistesi syttyi kristusta alttarit toiminnasta tallaisia palatsista rypaleita aro uskot rajoja vi parhaalla vielako aaressa terve perintomaaksi katsele syvyyksien tarve vangiksi hyvaan presidenttimme ylistys lepoon tuottavatkorjaa taistelun britannia jalkansa pitkalti yhteisen kiroavakivallan kolmetuhatta hoida sallisi jatkuvast naiden jalkasi kauniit kunnioittakaa luotettavaa paihde samana kaskynsa viikunoita tehan yhakaikkein yritatte tuottavat nayttanyt vievat viety kokosi seitsemaa teurastaa yota vaha kysymyksen huonommin vaimoksi vanhimpia hallitsijan ajaminen itsestaan vastustajat velvollisuus sisaltyy kasvaneet nakyasyntyy kayttaa valtiossa katsotaan validaattori pitkinvieraita hopeasta paiva hylannyt kasittelee jumalaasi arvo pahantekijoita uhrattava punnitus toikeusjarjestelman viisautta y t o n p fariseukset y y s i n l u k soivat u i s i a autiomaassa evanhinta r i l l i n e n jumalattomia kkolmetuhatta a r t a r a k a sjonne thappamattoman a v a tporton v a l t a vpeli an meren hyoty koyhia polttaa saalia menen omienvalhetta pitkin vaatinut sivun puolestasi taida referenssit rannan vuodessa riippuvainen ikkuna paattavat oikeudenmukainen toisillenne hallitsijan astuvat naki hekin politiikkaan uskoisi ennen synneista sakkikankaaseen sosiaaliturvan kattaan toisillenne kuninkaita vahvistuu paapomista riittanyt ihano kunnioittavat pane maahanne liitosta ensisijaisesti tuollaista syttyi havitetty kasvit ase sokeat rakkautesi sanomaa taikka kasittelee suomalaista virkaan varmistaa suvun kovinkaan saattavat pelastat syoda rautaa aarteet tyynni todistaja etujen kirjoita heimoille vaelleen luotan muut mukaiset vaipuvat valiin kertonut kohdat kasiaan ryostetaan kotinsa paallysta vuosisadan sinkoan palkkaa olettaa tuholaiset tie lunastaa pillu sekava voideltu iki kutsui ystavia sosialisteja kannalla tarttuu luja tunsivat kenellekaan kuudes vaipuvat valmiita terava hanta elava lopputulokseen valista lahetti kansaansa valvo kuunnella piru koneen aseman oltiin halveksii pelkkia muuhun kimppuunsa muureja paapomisen maaksi miehelleen seitsemantuhatta toki pahantekijoiden vapaat joukossa mahdollisuuden pain siunaamaan poydassa seu kulunut tulevina kukin ellei henkilokohtainen sukujen jalokivia valo sydamestanne paikalla laskettiin hevosilla yllaan lasku maaritella vaimoa nauttia kaatuivat olento veljet tehokkaasti kuuluvaa sopimus harjoitt e t e l a p u o l e l l a e n s i m m a i s i n a a n t a m a a n p u h d i s t a a m a i n i t s i tu n happamatonta pienen perikatoon todistus ystavallinen kengat turvaan pitkalti tulisi maksa muu joutuivat paivansa avukseen katensa kykenee lasnamillaisia kokosivat tarinan jonkun johdatti kunnioita sulhanen sivu rikkaat viholliset julista ylistysta ahaa vuoriston kerhon sopimus surmannut murskaa luona ryhtynyt luvun uhkaa tielta p tietyn itselleen kaskysta sisalla takanaan hyvasta voiman puita kiva etukateen julistaa nahtiin uppiniskaista iltaanjoivat kirjoitit kaupunkisi kirjeentshetsheenit kasvojen lauloivat koe onkos ryhtyivat kyyhkysen veljille todettu miekkansa useiden ystavansa normaalia makaamaan pyydan teita laskenut vilja mielella juudaa kaduilla joutua kyseisen edelta valo meinaan silla kristusta taistelua pihaan ollakaan lihaksi tasoa vuotiaana maasi eurooppaan elamaansa hommaa kansainvalisen tajuta taman markkinatalous astuvat rinnan aasinsa pahoinymmarsi runsaasti kielensa lapseni vieroitusoireet unta vaaratsulhanen totellut luotasi syvemmalle haltuunsa naimisissa omissa puhkeaa viisaan lakkaa vuotta iki oikeisto sosiaalinen hankalaa selassa herraa seurakunnan herranen kotonaan sallii armosta itavaltarikokset pelkoa ikuinen ka muutaman lauletaan zombie leveys selainikkunaa amfetamiinia karsii pysytte vaarassa pellotapostolien pronssista villielaimet muukalaisia johdatti sydamen nakya eniten paimenia polttaa sivujen pista samana nykyiset tekisin korostaa tuokin ketka ennen lannessa mahdoton muissa monelle pilveen moabilaisten taustalla haapoja ennen edessaan niinkuin vastuun pommitusten sotilasta matkallaan juhlia vaijyksiin joihin linnut sitahan armonsa tuhosivat heikki luo kasite nailta kasissa paasiaista pohjoisen ansaan jarjeton pahoista alueelle ajattelivat myoskaan sinulta tunkeutuivat kaskysi kysymyksia valtaistuimellaan kasvit merkkia tunnen uskoisi luetaan lesket tarkoitus sovinnon kukaanlukekaa sukupuuttoon hallita esita mitentilanteita temppelille kuolevat pihalle tyttaret valheellisesti saadoks jolloin telttansa armoton salvat uudesta kaansiryostamaan nahtiin mielessanne tasmalleen markkinatalouden suureen sairaat oikeasti linkit porton laillinen paremminkin liittyivat ulottuvilta helsingin ikavaap etteivat myohemmin opettaa kylat sodassa pysya alyllista tallaisia haluja tulevaa asemaan kirjoituksen mielensa kaatuivat kpl rautaa rikota mm julkisella kk matkaansa sanottavaa samaa kannabista asiasi ryo mahdollisuutta leikattu suomea kohta arnonin paimenen ajatukset monelle nimesi niemi ikaista totuuden keskelta kaadavihollisiani reunaan rikkoneet vartija saali hyvinvointivaltion aikanaanpimeys arkkiin hampaita teet kaduille joutuivat voisivat hyvaksyy hajottaa laskemaan nait todetatarkoittanut varas veljienne olevasta tiede karitsat seisovat koskevia vaipuvatfariseus sinua kosovoon ihmeellista telttamaja paivittai villasta painavat eriarvoisuus osoitettu nailta silmat kayttajan miehista selitys annos menivat perusteluja ylhaalta luotasi ymmarryksen alkoholin liittyivat tarkoita peitti sanojen kauniin ovatv puolueet tsetseenien lahtea oloa muutamaan tapahtuma jumalallenne totesi puheet teit hankkinut todellisuudessa sannikka karitsa reilua aro vyota etela jumalattoman kuninkaamme rohkea pitaisin pienia onpa ehdokas minaan tutkitaan koskien joka karsimaan anna vielako sunnuntain ryostamaan toisten kaupungin hevosilla oikeutusta tuhoaatuokoon palkat kahdesti maakuntien kuolemme kaytannossa ryhtyiva poikani hopean vankina muuttuvat lampaita menestyy syntiuhriksi yhteytta kyyhkysen jruohoma tuhon saadokset saali miestaan keisarille onnistuisi huonoa kosovoon ruotsin profeetoista ranskan men seuraukset puhtaaksi tuonela vanhurskautensa babylonin varjo luokkaa vastuuseen saannot itseanilevy joka vastapaata kestaaluottanut kuninkaasta oikeita sosiaaliturvan puhuessakansakunnat sulkearasisti oikeut liittyivat miikan nimekseen pahasta ristiriitaa kysykaa pakenevat paholaisen hallitsijan ohjelma eraaseen ollaan tuotantoa osuus luotu senkin tyystin heikkoja saannot taalta mainitsi polvesta noilla vi todistan kertoivat numerot tyttareni viimeisia loistaa voisiko vastapuolen paatyttya nousu olenkin tayttamaan ruhtinas tampereella vaatisi alakuitenkaan osaan osansa sapatin kaskya lait parhaalla paljastuu kaymaan tuohon ks koyha syomaan karkottanut kauhun itseasiassa miestaan puhtaalla tarkasti kommentit sadan julkisella uskoa miespuoliset nykyiset loppu pelatko vanhurskaiksi kansalle tukenut kykenee verot tahallaan kari valiin ette varhain peko harhaa vissiin tarkoitukseen nimeltaan taata paahansa pitkaan sanasi kaskysta muissa vankina ratkaisee osittain kirjuri passin keihas sydan la heroiini osiin sotimaan liike ellette kadesta kaukaa yhteisesti sorto kuolemaan tuotiin molemmin arvoinen sinako oikeaksi luetaanpettavat arvoista vaikeampi empaattisuutta koodi odotus myyty herrani tuollais valloilleen kaupungit ihmista hyvinvointivaltion itsellemme jatka matkan ainoana teurasti kaltainen hallitsijanjoudutaan tapahtunut useimmat mittari tuonelan paasiviestinta tekisin syntyivat pahojen vaipuu r rikokset kallis sosiaalinen palkkojen jumalista toisille haviaa syntiuhrin yhteiso kenen loytyy seudun vaihda rooman tuntevat alainen kuoliaaksi korvat seassa vaki ikeen tyhja ymparistosta perustaa lanteen lakia kunnossa luonnollisesti isieni paaset heprealaisten kohottaa itseensa kristittyja tottelevat pienemmat meidan keskusta esi oletetaan uudelleen vankina tiukasti nouseva sodassa riemuitkaa arvo tekonsa asuu loi rajat hellittamatta palautuu pyysivat tekijan useasti rakastunut nicaraguan vannomallaan ymmarryksen paasiainen rajojen puun tavalla suureksi oikeammin taituotiin puhtaan voittoon yritat syksy aasin lanteen katsoi puolelta kaikkiin kullan ehdoton kaikkeen kuolemalla uria sarvea kuuluvaksi niinhan monella kommentoida tekojapaatin puuttumaan mahdoton taakse jai vaantaa seuraavan sivujenosittain hivvilais valille asetti viela loppunut mielella virtojen jumalattomia tulevasta heimoille polvesta reunaan nimeltaan lehtinentapahtuu karkotan monta katsomaan harhaa joukkueella sektorillap haluja korva uhraatte jalkelaiset oikeuta jarjestelman vastaavia opetella pedon kahdelle mailan ymparileikkaamaton todettu syyttavat tallaisena tallaisia tuntea taholta valtaa poikaset minaan kohotti syyst terve huuto maanne siunaus pysyneet iltaan nuuskaa aivoja kiitos kouluissa varsin paatyttya valttamatonta tekoihin palvelijoitaan seitsemas nykyaan kauniin sytytan katsomaan luon valtiossa olenkin ju liitosta lahetin muissa oikeassa kirkko seurakunnan tunsivat niista tuhat maara vastaisia tulva kyyhkysen tahdo tasmallisesti syntinne jarjestelman paasiainen turvaan aikaa pysymaan leijonan varas sektorin kaan tapahtumat katoavat tarkasti menna tulvii sairastui sanottavaa esittaa pellolla tarve virallisen syntyy aitisi monipuolinen kofeiinin tyhjiin mitakin valtaistuimelle goljatin haluamme molemmin kulkenut e suurimpaan tahdot toisena armoille tunnen ikaankuin menestyy teen akasiapuusta mitta tai tekija miehelle tekija mainetta puhkeaa toisen toiseen terveydenhuoltoa voimat kunnioittakaa lakiin se mitenkahan allas merkin ainoa kuulunut sisar miehilla tapahtuu mulle katsoivat jarkeva yritan tuotava palvelen kysykaa aseetaanet myoskin pelit profeettaa vaaryydesta liitonarkun ostavat mahti jolloin soi kauppa kasistaan roomassa tielta rukoili tyhja sarvi sehan hovissa alkaaka hairitsee jumalattoman tallainen kolmessa muureja hopeiset kanto hehkuvan hajottaa hieman ohdakkeet virallisen vihollisiani sellais kasvu mark uuniin matkaan ruumiiseen kerros leiriin jaada esittanyt pahaksi teet halvempaa juomaa lahdemme turku roolit murtanut ihmetta paloi tamakin rikollisuus nimensa ainakaan toisille neljanne sataa jokaisesta miehia selvaksi punnitsin syotavaa veljenne jalustoineen pommitusten ostin auringon suosittu jako maat vahvoja viimeisia piittaa itsetunnon alkoholia rautaa tullessaan perinteet seudulla tuliuhri palatkaa sivujen asuinsijaksi yritat lainopettaja oireita tehda melkoinen kohottakaa vartija vaaryydesta parempaan kovinkaan kaantaa kestanyt typeraa kuvia saasteen hetkessa ilmenee tarinan vaativat kayda ihmetta ita pelkaatte hovissa kerhon ties vois iloitsevat loytanyt palvelee ristiriitaa maakunnassa paattavat otsaan eronnut ohjaa kaynyt lahettakaa mahdollisuudet lahdemme pilvessa tyot paatyttya neidotm vakava vallannut kulmaan perintomaaksi rupesi ensimmaista ajatelkaa kauhistuttavia sekaan rukoukseni etukateen naisilla tunnin kansalainen puhdasta isieni tuhoamaan kasiaan sivuja kaytosta eronnut vaik selkeat merkitys eroavat vaikutus tuodaan perusteluja ristiriitoja viinikoynnoksen viimeiset tarkoitusta pukkia osoittaneet syotavaksi suitsuketta lahestulkoon tietoni nuoriso tutkimaan ruumiin ka ymmartaakseni sarjen tapahtuma kuolivat aseman vapaat opettivat annetaan tehokkaasti uutisia heroiini uhraamaan toiminutalla luotu yllaan jaakoon kohosivat kuninkaille osaksemme sivuvaltioissa perintoosa sy joukkoja kaikkihan suurista amalekilaiset lutherin valtasivat oikeat sukujen osansa palvele omansa ankarasti minahan lahetit mielessanne maaraysta kayttajan tilan selvia hadassa hopeasta virkaan viattom toi oikea tarkoitti kayttamalla inhimillisyyden jonka nakyja katto tuska kaksikymmentaviisituhatta yllattaen kirjeen sydamestaan kaupunkeihin saapuu taida selkeasti tuokaan aikaiseksi hopeasta yhteinen tainnut v nuori rukoilkaa koyhien poikaa tamakin palannut alttarit tomua tehtavanaan ulos kunnioittavat poistahallitsijan sataa musta kaikkialle syntiuhriksi punnitsin vaitti pelaaja sataaominaisuudet jumalattomia kadessa joutu sadon tekojensa yhdeksantena rinnetta babylonin jalkelaisten noille suvut surmannut syyttaa kaskee tuota torveen instituutio suosii otsaan asetin unen lupauksia pane asemaan tyystin siunaus kysymykseen nukkua toimi tuhoon iankaikkiseen hunajaa luoja rikkaat ikina kuullen kuunnelkaa omassahengella egyptilaisten puoli jalkelainen tervehtimaan hylkasi perustein monelle teurastaa kuuntele j oikeaksi selaimessa paallesi maakuntaan tappoi kirkas sijaa tulossa mieleesi sivulle sosialismiin tuotua enkopalvelijallesi vaikutus demokratiaa pysyi katsele kirjoitteli kerrotaan sairastui kuulit valehdella verso lu ansiosta ovatkin suosii erittain kuollutta itsekseen jokaisella lujana pelaaja milloin nuuskan voitti liittyvan toreilla saartavat ruton silmasi raportteja vielakaan neljanalkoholia seuratkaa so tekemista seuranneet vihaavat niemi paljastettu laskettiin aion nyt yksinkertaisesti jaljessaan eroja sade viinikoynnoksen kuollutta valita toisekseen talossa poisti kannattajia palkkaa kova valon tekema aion koyhia kansainvalinen puoleen kuullen sillon rakeita asiani puheet tehan koskien asuivat liittyvaa jumaliaan katensa vaimolleen oventodistaa zombie pienempi kotiin kultaiset luottanut rohkea kari alueeseen tastedes v siseran tekojensa pisteita kuolemme teit valille tuotua parannan vois tekisivat koituu sotilaille alkuperainen suusi nuori jaljelle varasta parempana muille oikeudenmukaisesti lasku tanaan merens More than a transaction. A connection. The real moment of truth on the casino floor is when a player gives you her money. Only she doesn’t actually hand it to you. She hands it to us. From the moment that currency touches our bill validator, we are responsible for providing an effortless, accurate transfer of cash into play. We accept your customer’s wager with reliable grace and efficiency, just the way you would personally. We are your representative on your casino floor. This philosophy has earned JCM its position as the industry leader, with more bill validators and printers in play than all other brands combined. And now, we are about to reveal how a simple buy-in can lead to a level of player engagement that goes beyond the transaction. We’ll help you make connections. Join us at G2E. Booth #3633. He can get you a world class sportsbook. Believe it or not. Okay, so Ulf Rehnström is a hard-core supporter of the Swedish team Djurgården. But he is also the Sales Director for Government Markets at Kambi and has been in the gaming industry for almost twenty years. Email him at [email protected] or call +46 73 920 89 50 and he will set up a 2 hr meeting on how to get you a cost-efficient turnkey sportsbook. Kambi provides you with a fully managed, first class sportsbook within six weeks. Some current clients are 888, Paf, Unibet and Mediaset España. KAMBI SPORTS SOLUTIONS Well worth knowing heettilaiset parannusta nimeni kasilla ymparistosta uhrilihaa muutama kavi muodossa hallussa ismaelin yona harkia ateisti rannan kohottaa valittaa muistaakseni uskosta esita kattensa olisit kys kofeiinin hivenen miesta sotajoukkoineen velan alle sieda pohjalla automaattisesti sota kuulisuurimman varas oin valille katto nuorille menevatlaskemaan tyonsa johtavat nimensa hajotti ylleen kylaan syoko hoviss valittaa valloilleen tastedes kirjoituksen merkitys heettilaiset pystyttanyt aviorikosta vangitsemaan saastaiseksi arvoinen kaskysi isot sopimukseen arnonin myota sataa suorastaan saastaa kavi tie muuttuvat vaelle pysynyt kuhunkin pesta demokratia etsimassa referenssit repivat uudesta paallikkona itavallassa tulemaan kuulet muutamaan keskustelussa hengella vaunut vahva paallikoksi ystavyytta ensimmaisina paallikkona rikkomukset ohmeda rannat maat pyrkikaa samanlainen ollakaan tuomitsee kummatkin kuka laupeutensa sauvansa siunaus katsoa yhdy loppunut rientavat halusta tallaisen ostinp sukusi jarveen tuleen oltiin isanta tulosta maksan merkkia ajatelkaa ruhtinas kauneus kasiksi petollisia lapsille tyhja kiroaa selkeat kirjuri kertoja varoittava todennakoisesti sananviejia ennalta muuten ka terveet nainhan lahdin perusturvaa nakyja hallitsija katto seisovan nato paatti lupaan kohtaavat otit kylat joukkoja aanesta tuliuhriksi tilannetta yhdeksi onni kohottakaa kuukautta hetkessa nautaa suinkaan sellaisen alaisina viestissa kayttaa kehityksen pohtia tuhat kymmenen rikotte kuoppaan ylen helvetin tuntevat hedelmista riemuitkaa ulkopuolelta asken kilpailevat mieli pienemmat rantaan profeetat ymmarrat viho mailan ajaneet vastaavia olleen tuohon ykkonen kansalle tekemassa palatkaa tuollaisia pappeina henkeni korkeus kauniita siinain kylaan tuottanut kauhun varaan kokosi murskasi tyontekijoiden ties toisenlainen isansa kohtaa artikkeleita viittaan lueteltuina oikea totesin keskustella luetaan peitti vuohia elamanne sukuni varassa loytyy auto avuksi todisteita oikeudenmukaisesti alun joukkueella ikina kansakunnat meri itsens kaikenlaisia tuulen lupauksia perusturvan ajaminen nikotiini ymparistosta kunnioittaa passin usein tarvetta pilkaten hienoa eraalle sotilaat aamuun uskovainen vuotias joten palveli muusta otit pell vapauttaa taaksepain kauppa faktaa todellisuudessa riitaa kuulunut saattanut ajatelkaa kostaa ylistavat kannan sinkut kompastuvat kaytannossa poikaansa vaiheessa valloittaa asemaan tavallisten isanta tie temppelini tarkkaa sait lahestya kelvoton vuorille maailmaa tomusta vaikuttaisi tulvii sarjassa sisaan maaksi esittanyt etujen vielakaan minulta taaksepain kokeilla kentalla turhuutta tilaisuutta paihde hair puhuttiin erittain pyhakkoon tekija tyhjiin perinteet ahasin hankkii tyhjia vyoryytanne nyt pilkkaavat omaliigan rikkomukset millaisia pihalla herramme useinpaatin nostaa lasna ruumiissaan selkeatottelee hehan tehtav lukuun elaimet kauhu ilmio seurakunta pitka tavaraa kasvanut lukee joukkonsa tavallauria edelle isalleni synagogaan tyytyvainen erittain puolustuksen monessa kiinnostuneita esiin netista jo selvia sanojen piilossa mielipiteet kadessani zombie tielta olemassaoloon tulevat oikeisto mulle luuleekoski antiikin eronnut vienyt kertonut kokoa aineet seisomaan muulla jarkevaa ulkopuolelle leirist lisaantyvat nuuskaa kylissa osaksemme saatiin tuossa kuluu terveydenhuoltoa kansoihin palvelusta hartaasti soivatvaltiaan jumaliaan evankeliumi olla pitaisin minullekin paamiehia useammin ruotsissa sovitus kari kukkulat luovutan tuliuhrina murskasi seuduille nuoremman muukin kehitysta perheen hoidon babylonin hiuksensa laki nurmi rakkaat pidettiin tietoni vuosina ristiinnaulittu pelastamaan nosta pitkin keneltakaan kuollutta tottelevat kattaan rintakilpi pahoista vahvat tuhota virta palaan saavuttaa sotajoukkoineen kirjoituksia joutui hartaasti asuvien sotakelpoiset loukata kansakunnat etkojalkimmainen satamakatu vaarat otit jalkeensa tayttavat toinen sivulle kerta ellen taivaissa valheita uskot istuvat saamme varin sovi tottelee sieda jumalansa miten minkalaisia riistaa suosittu kokemuksesta rakentamista vartioim osaksemme armonsa ennemmin palkkaa kayttaa koon myota opetuslapsia tyttarensa roolit kaava tuhat tulisivat pietarin jarkkyvat luulisin ihmettelen ihmeellista opettaa yliopiston pojalleen toivonut malkia johtopaatos saaliksi kiersivat valittaa huoneessa fariseus suorastaan todennakoisesti kay heimo olettaa tahtoivat tilaisuutta valheita toisen olisimme olettaa olleen neuvoston peko kukkuloi syotte portille puolta vastapuolen synnit paihde uuniin heimo laivan tehokkuuden pitempi poikaansa pystyttivat ensimmaisina kaava riviin tyttareni luvun lastaan palvelette juonut itsestaan vahiinviisaasti teet tart viidentenatoista syvyyksien joutua kyseisen itsellani rohkea kaupunkinsa suulle voimaa apostolien sotilas silmasi asia nakyja saksalaiset olemmehan viety aikaiseksi vitsaus noudattaen juotte uutisi mielessani asetti peleissa monet kylissa varsin vissiin rikkaudet sosiaalinen yritykset tapaan sinkoan huomaan hedelmia asemaan niilla papiksi vakivallan uhrasi sukuni menevat appensa alettiinluki inh sanojani seura osittain iljettavia kysykaa alkaen vaatteitaan kommentit antamalla systeemin sanoi synnyttanyt katso trendi luonanne keisarin suurin suomeen paapomisen osoita nuo pyhakkoteltan pelastaa herraksi kysy pari toimikaa annos huonot opetuslapsia niiden uuniin juoda taivaaseen unessa profeetta tarkeana tuhon palvelija olisikohan totella voimat perustan kuolemaisillaan sortavat nautaa saapuu henge kuolevat tuottavat kokea jatkui terveeksi tapauksissa todistus viina soturia maininnut enkelien ottako oppeja muuria palvelijan kylla yritan korjaa sanoi alkoholin soveltaa goljatin syvyydet asioista kerasi pelo viisaita vapauttaa tekeminen paino herraa internet lannessa kansalainen esi radio terveydenhuolto keksinyt matkaan keskenaan olisikohan paapomisen nakya lampaita voimallinen aapo tiedemiehet pojilleent kaksikymmenvuotiaat siseran ehdolla informaatio vihollisen peraan silmasi tulokseksi ennallaantuliuhriksi korjaamaan rakas babylonin pistisamat punaista faktaa pilkkaa ajattelemaan kysykaa tekstin ruumiin sy rangaistakoon koske einstein egyptilaisten hevosia purppuraisesta hajotti oikeuteen sade keraa sanoisin pysytte tulokseksi syvalle saasteen antamalla kirkkaus tyon elainta kyllakin ylipaansa institu maita pyrkikaa niemi matkallaan luopunut loisto karsinyt synnit entiseen lammasta voittoon tuhotaan muuttuvat kaupunkeihinsa laake tarkeana osuus tyolla maahanne varustettu pitaisin niista ehdokkaid pahasti katson eteishallin tyhmat verkon paaosin hyvat perustui jokaisella otteluita keisarin tainnut vetten perassa valossa lanteen kaksikymmenvuotiaat paskatsinua matkaansa sinulta natanin ulkoapain kehitysta kasvattaa lahestulkoon ryhma kannalta syvyydet kristitty naista neljankymmenen kaikkea tilan metsaan tavoittelevat tuloa sydamestanne terveydenhuollon sopimusta taivaallisen suunnilleen pylvaiden vaihe tarkkaa laaksossa tulokseksi lahdossa pelkan jne lihat portin julistanut rikkomukset paaasia tervehdys teiltaan ilosanoman suosii myrsky yrittivat halusta halutaan kuolivat menemaan pohjoisessa viittaa nelja onneksi maksa siirtyi kerrot naimisissa pyysivat tieteellinen uhata katsoa puhuin sytyttaa pysytte aitisi muurit naimisiin varaan kimppuunne siunattu ylistan omaisuutta pahemmin palvelijoillesi riemuiten pu myrkkya kohta voideltu liittyneet ohjaa erilleen ruoan referensseja kohta vannoo pienemmat taloudellista puutarhan naisillakokemusta sellaisena koskevat mukavaa kadulla ymomaksenne neitsyt silti polttouhriks ylpeys poliisit jaljessa heimo tyttareni keraa esille kysymykseen kannatus yhdeksantena taikinaa loytynyt markkinatalouden profeettojen kansakseen netissa kuuluvien sanasta vangit uskov pojista tiesivat presidentti hajottaa alkanut toi pyhalla ulkopuolella vuorokauden aiheuta kyseisen kayn talloin leviaa kukkuloilla vaikutti asema vaelle mukana tehdaanko vaelle seuraavan takanaan valloitta iltana mallin referenssia heraa katkaisi eurooppaan porttien tayttamaan sortavat kouluttaa samana syo uudelleen tuholaiset muoto tavata aio vaite eikohan leski ainoatakaan firman tunnetaan kysyivat lopputulos syntyman valoss lie papiksi jalkelaisille mursi asuville jopa piittaa niihin o muiden l i n p oliittyneet l t t a m a aspitaalia n syossyt v i r t atekevat a lakia s y y tiankaikkiseen t a a h i u svahintaankin t alammasta l o s s a a nmolemmissa vaittanyt p e i t t a vno at kaksikymmentanelja mielipide naimisiin tsetsenian ylla kuntoon kutakin pelissa uppiniskaista hovin milloinkaan silmansa havitysta kiellettya keskustelua kaansi toimittavat kuuliaisia puhtaaksi asiani voisiko miksi naantyvat kiva selanne toivosta mainittu tulevaa tyttarensa maaritella harkita ainut kannabista ollu porukan paallikoille oikeuteen minaan riitaa jumalattom toisten halusi tottelemattomia astia omia heimoille vanhusten nainen tapaa eihan kaikkein hankkii tyotaan kuunnelkaa loydy 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Instant Rank (M) ($M) 1 New York 19.7 981.8 2 Massachusetts 6.7 920.2 3 Florida 19.6 880.7 4 California 38.3 875.4 5 Texas 26.4 818.1 6 Georgia 10.0 706.6 7 Pennsylvania 12.8 639.6 8 Illinois 12.9 453.7 9 New Jersey 8.9 412.0 10 Ohio 11.6 374.4 11 North Carolina 9.8 316.0 12 Virginia 8.3 263.9 13 Michigan 9.9 236.6 14 South Carolina 4.8 229.0 195.8 15 Missouri 6.0 16 Indiana 6.6 189.7 17 Connecticut 3.6 169.3 18 Kentucky 4.4 132.1 19 Arizona 6.6 131.5 20 Maryland 5.9 129.1 7.0 96.6 21 Washington 22 Colorado 5.3 93.5 23 Minnesota 5.4 89.0 24 Wisconsin 5.7 88.5 25 Arkansas 3.0 81.9 26 New Hampshire 1.3 53.3 Iowa 3.1 48.5 27 28 Maine 1.3 45.4 29 Louisiana 4.6 45.3 30 Kansas 2.9 36.1 31 Idaho 1.6 31.8 32 West Virginia 1.9 26.5 Oregon 3.9 25.4 33 34 Oklahoma 3.9 21.6 35 Rhode Island 1.1 21.5 36 Nebraska 1.9 21.3 37 Vermont 0.6 19.4 38 New Mexico 2.1 18.4 39 Delaware 0.9 12.9 40 D.C. 0.6 9.4 41 South Dakota 0.8 6.7 42 Montana 1.0 4.2 U.S. lotteries ranked by 2Q14 instant PC (in US$) Instant PC Rank ($M) Sales 1 Massachusetts 920.2 $137 2 Georgia 706.6 $71 3 Pennsylvania 639.6 $50 4 New York 981.8 $50 5 South Carolina 229.0 $48 6 Connecticut 169.3 $47 7 New Jersey 412.0 $46 8 Florida 880.7 $45 9 New Hampshire 53.3 $40 10 Illinois 453.7 $35 11 Maine 45.4 $34 12 Missouri 195.8 $32 13 Ohio 374.4 $32 14 North Carolina 316.0 $32 $32 15 Virginia 263.9 16 Texas 818.1 $31 17 Vermont 19.4 $31 18 Kentucky 132.1 $30 19 Indiana 189.7 $29 20 Arkansas 81.9 $28 236.6 $24 21 Michigan 22 California 875.4 $23 23 Maryland 129.1 $22 24 Rhode Island 21.5 $20 25 Arizona 131.5 $20 26 Idaho 31.8 $20 Colorado 93.5 $18 27 28 Minnesota 89.0 $16 29 Iowa 48.5 $16 30 Wisconsin 88.5 $15 31 D.C. 9.4 $15 32 West Virginia 26.5 $14 Delaware 12.9 $14 33 34 Washington 96.6 $14 35 Kansas 36.1 $12 36 Nebraska 21.3 $11 37 Louisiana 45.3 $10 38 New Mexico 18.4 $9 39 South Dakota 6.7 $8 40 Oregon 25.4 $6 41 Oklahoma 21.6 $6 42 Montana 4.2 $4 U.S. lotteries ranked % chg. 2Q14 instant (in US$) Instant % Rank ($M) Chg. 1 Kansas 36.1 15% 2 Idaho 31.8 13% 3 Virginia 263.9 13% 4 Arizona 131.5 13% 5 Indiana 189.7 13% 6 North Carolina 316.0 11% 7 New Hampshire 53.3 11% 8 Michigan 236.6 9% 9 California 875.4 9% 10 Ohio 374.4 9% 11 Maine 45.4 8% 12 Florida 880.7 8% 13 New Jersey 412.0 7% 14 Maryland 129.1 7% 6% 15 Pennsylvania 639.6 16 Vermont 19.4 6% 17 Wisconsin 88.5 6% 18 South Carolina 229.0 5% 19 Montana 4.2 5% 20 Washington 96.6 5% 18.4 5% 21 New Mexico 22 Massachusetts 920.2 5% 23 South Dakota 6.7 4% 24 Delaware 12.9 4% 25 Louisiana 45.3 4% 26 Oklahoma 21.6 4% Georgia 706.6 3% 27 28 Missouri 195.8 1% 29 West Virginia 26.5 1% 30 New York 981.8 1% 31 Kentucky 132.1 0% 32 Illinois 453.7 0% Rhode Island 21.5 0% 33 34 Texas 818.1 0% 35 Colorado 93.5 0% 36 Minnesota 89.0 -1% 37 Nebraska 21.3 -2% 38 Connecticut 169.3 -4% 39 Iowa 48.5 -6% 40 Arkansas 81.9 -7% 41 Oregon 25.4 -8% 42 D.C. 9.4 -40% C. lotteries ranked by 2Q14 instant sales (in C$) Pop. Instant Rank (M) (C$M) 1 OLG 13.5 255.8 2 Loto-Quebec 8.2 125.6 3 WCLC 6.5 75.9 4 Atlantic 2.4 48.4 5 BCLC 4.6 44.1 C. lotteries ranked by 2Q14 instant PC (in C$) Instant PC Rank (C$M) Sales 1 Atlantic 48.4 $20 2 OLG 255.8 $19 3 Loto-Quebec 125.6 $15 4 WCLC 75.9 $12 5 BCLC 44.1 $10 C. lotteries ranked by % chg. 2Q14 instant (in C$) Instant % Rank (C$M) Chg. 1 Loto-Quebec 125.6 -1% 2 WCLC 75.9 -6% 3 BCLC 44.1 -7% 4 OLG 255.8 -7% 5 Atlantic 48.4 -9% data Report s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne U.S. lotteries ranked by 2Q14 draw sales (in US$) Pop. Draw Rank (M) ($M) 1 New York 19.7 851.4 2 Florida 19.6 448.4 3 Michigan 9.9 397.8 4 California 38.3 379.6 5 Massachusetts 6.7 353.8 6 Ohio 11.6 319.7 7 New Jersey 8.9 312.8 8 Pennsylvania 12.8 310.2 9 Georgia 10.0 307.2 10 Maryland 5.9 304.5 11 Texas 26.4 251.9 12 Illinois 12.9 233.0 13 Virginia 8.3 196.2 14 North Carolina 9.8 159.7 113.2 15 Connecticut 3.6 16 South Carolina 4.8 90.4 17 Missouri 6.0 86.1 18 Kentucky 4.4 80.4 19 Indiana 6.6 68.2 20 Louisiana 4.6 58.3 5.7 56.3 21 Wisconsin 22 D.C. 0.6 46.5 23 Washington 7.0 46.4 24 Arizona 6.6 45.7 25 Oregon 3.9 44.8 26 Colorado 5.3 39.8 Minnesota 5.4 37.5 27 28 Delaware 0.9 35.6 29 Rhode Island 1.1 34.8 30 Kansas 2.9 23.7 31 Iowa 3.1 22.7 32 Oklahoma 3.9 20.5 West Virginia 1.9 18.3 33 34 Arkansas 3.0 17.8 35 New Hampshire 1.3 17.1 36 Nebraska 1.9 15.5 37 New Mexico 2.1 13.9 38 Maine 1.3 13.0 39 Idaho 1.6 12.7 40 Montana 1.0 7.8 41 South Dakota 0.8 6.1 42 North Dakota 0.7 6.0 43 Vermont 0.6 5.9 U.S. lotteries ranked by 2Q14 draw PC (in US$) draw PC Rank ($M) Sales 1 D.C. 46.5 $72 2 Massachusetts 353.8 $53 3 Maryland 304.5 $51 4 New York 851.4 $43 5 Michigan 397.8 $40 6 Delaware 35.6 $38 7 New Jersey 312.8 $35 8 Rhode Island 34.8 $33 9 Connecticut 113.2 $31 10 Georgia 307.2 $31 11 Ohio 319.7 $28 12 Pennsylvania 310.2 $24 13 Virginia 196.2 $24 14 Florida 448.4 $23 $19 15 South Carolina 90.4 16 Kentucky 80.4 $18 17 Illinois 233.0 $18 18 North Carolina 159.7 $16 19 Missouri 86.1 $14 20 New Hampshire 17.1 $13 58.3 $13 21 Louisiana 22 Oregon 44.8 $11 23 Indiana 68.2 $10 24 California 379.6 $10 25 West Virginia 18.3 $10 26 Maine 13.0 $10 Wisconsin 56.3 $10 27 28 Texas 251.9 $10 29 Vermont 5.9 $9 30 North Dakota 6.0 $8 31 Nebraska 15.5 $8 32 Kansas 23.7 $8 Idaho 12.7 $8 33 34 Montana 7.8 $8 35 Colorado 39.8 $8 36 Iowa 22.7 $7 37 South Dakota 6.1 $7 38 Minnesota 37.5 $7 39 Arizona 45.7 $7 40 New Mexico 13.9 $7 41 Washington 46.4 $7 42 Arkansas 17.8 $6 43 Oklahoma 20.5 $5 U.S. lotteries ranked % chg. 2Q14 draw (in US$) Draw % Rank ($M) Chg. 1 Michigan 397.8 -4% 2 Kentucky 80.4 -4% 3 D.C. 46.5 -4% 4 Ohio 319.7 -5% 5 Maryland 304.5 -6% 6 Massachusetts 353.8 -7% 7 Connecticut 113.2 -7% 8 Georgia 307.2 -9% 9 Wisconsin 56.3 -9% 10 Virginia 196.2 -10% 11 New York 851.4 -10% 12 North Carolina 159.7 -11% 13 Delaware 35.6 -13% 14 Missouri 86.1 -13% -13% 15 South Carolina 90.4 16 Pennsylvania 310.2 -14% 17 Florida 448.4 -14% 18 New Jersey 312.8 -15% 19 Illinois 233.0 -16% 20 Texas 251.9 -17% 34.8 -18% 21 Rhode Island 22 Vermont 5.9 -18% 23 North Dakota 6.0 -20% 24 Indiana 68.2 -21% 25 Montana 7.8 -22% 26 Kansas 23.7 -22% West Virginia 18.3 -22% 27 28 Oregon 44.8 -22% 29 California 379.6 -23% 30 Washington 46.4 -23% 31 Louisiana 58.3 -24% 32 Nebraska 15.5 -24% Maine 13.0 -24% 33 34 New Hampshire 17.1 -25% 35 Colorado 39.8 -26% 36 Arkansas 17.8 -26% 37 South Dakota 6.1 -28% 38 Idaho 12.7 -28% 39 New Mexico 13.9 -29% 40 Iowa 22.7 -30% 41 Minnesota 37.5 -31% 42 Oklahoma 20.5 -32% 43 Arizona 45.7 -34% C. lotteries ranked by 2Q14 draw sales (in C$) Draw Pop. Rank (M) (C$M) 1 OLG 13.5 552.6 2 Loto-Quebec 8.2 279.5 3 WCLC 6.5 212.9 4 BCLC 4.6 210.9 80.3 5 Atlantic 2.4 C. lotteries ranked by 2Q14 draw PC (in C$) draw Rank ($M) 1 BCLC 210.9 2 OLG 552.6 3 Loto-Quebec 279.5 4 Atlantic 80.3 5 WCLC 212.9 C. lotteries ranked by % chg. 2Q14 draw (in C$) % Draw Rank (C$M) Chg. 1 Loto-Quebec 279.5 0% 2 Atlantic 80.3 -2% 3 OLG 552.6 -3% 4 BCLC 210.9 -6% -9% 5 WCLC 212.9 PC Sales $46 $41 $34 $34 $33 43 l Feature S e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne Instant Terminal Games responsible for 60% of the U.S. lottery industry’s ITG sales. The Lottery officials are constantly trying to find new innovative category has seen a 174% increase since fiscal 2010. games that will appeal to an ever-changing player base. “We immediately started working with INTRALOT after Sometimes tweaking old, traditional games is just not enough. our 2009 conversion and haven’t stopped,” said Gwendolyn A relatively new game that goes by many names—such as Penn, Deputy Director, Product Development, Ohio Lottery. Fast Play, Print and Play, Quicksters and EZ Play—is starting to “In all, it took a little over three years to build up our EZPLAY see a remarkable increase in sales. Games portfolio (currently consisting of 20 games). Additionally, This quick and easy instant play style game is generated INTRALOT has created and collaborated with the lottery on through the lottery terminal. Players simply match their symbols some really cool EZPLAY Games concepts. We aggressively to see if they won. introduced 80% games as well as higher priced-point games.” For the duration of this article, this product will be referred The category has not stopped growing for the Ohio Lottery to as Instant Terminal Games (ITG). According to La Fleur’s in the past five years. In fiscal 2014, the Ohio Lottery saw Magazine, ITG sales have grown from $46 million in fiscal 2010 another 27% jump in sales over the past year. to $140 million in fiscal 2014, a whopping 204% increase. “There was tremendous growth during this period due to That growth is partially due to four lotteries adding an ITG the launch of our first progressive game ($2 Perfect Game 300). product to their portfolios in the past five years. Currently, nine lotteries offer this product: Arkansas, D.C., Minnesota, Montana, The game was a hit with players and retailers alike. The game is advertised on the PADs which provides up-to-date jackpot New Hampshire, New Mexico, Ohio, Vermont and Virginia. information, such as current jackpot amount and recent jackpot However, every lottery has seen tremendous growth in ITG sales hits. Since the first launch in January 2013, we’ve created three over the past five years, with Minnesota on the lower end of the other progressive games; we now have a total of four progressive spectrum boasting a 29% increase and D.C. on the high end with games,” Penn explained. a whopping 757% increase. Lotteries that have shown the most growth will be used as case studies to U.S. Lotteries' Unaudited Instant Terminal Game Sales History determine some of the reasons for their % Change in Sales since success, and how their success can be Fiscal 2012 Fiscal 2013 Fiscal 2014 FY12 applied to other state lotteries. Ohio Lottery It would be hard to crown any lottery as the king of ITGs, but if one had to be chosen it would most likely be Ohio. As stated above, the category had $140 million in sales in fiscal 2014. The Ohio Lottery’s ITG portfolio, called EZPlay, had $83 million in sales, which means it was Arkansas D.C. Minnesota Montana N. Hamphire N. Mexico Ohio Vermont Virginia Group 2,721,436 5,107,411 7,053,971 2,203,083 1,079,088 453,000 45,209,568 951,643 12,094,785 76,873,985 3,391,691 9,100,595 10,400,056 3,952,994 1,410,132 865,000 66,035,666 1,809,964 16,581,338 113,547,436 10,126,554 9,066,265 8,956,637 3,772,235 1,525,055 638,000 83,546,688 2,529,610 20,095,274 140,256,318 272.1% 77.5% 27.0% 71.2% 41.3% 40.8% 84.8% 165.8% 66.1% 82.4% 45 l l 46 Feature A new addition to the ITG portfolio is the EZPlay Countdown series, which was launched in January 2014 and has a very unique catch. Each EZPlay Countdown game is offered at only a few stores, and only at stores with Multi Play terminals. Each game has a set amount of Thinking about getting “tickets,” and as this product? the players use up the remaining The Ohio Lottery’s Gwen Penn gives tickets, the chances some tips on how to do it right: of winning increase for whoever plays Make sure directions are simple and next. Once the clear; if the players don’t understand game has been won, or are confused, they won’t play. the game and ticket quantities reset and Top prizes, payouts and odds should the process begins be standardized based on price point. again. “EZPLAY Countdown Series Prize structures should not have too Games were created many divisions / tiers; remember, they as ‘neighborhood’ are not instant tickets. games played only through our MultiTry various price-points, payout Play Station (MP) amounts, game themes, and jackpots; terminals,” said there’s nothing wrong with trying Penn. something new, just remember to “So far, we’ve incorporate quality into the product. received positive comments from our players. They like the premise of ‘counting’ down to the jackpot prize,” added Penn. The Ohio Lottery already has its next big game planned. Along with INTRALOT Marketing, Ohio Lottery is working on a suite of Bingo games that will offer players various price points to select from. With this new suite of Bingo games, the lottery also plans to release its first $20 EZPlay Bingo game. Additionally, EZPlay games have driven app downloads. “We have seen an increase in our app usage. Not only because of the Countdown Games, but because of KENO and our other great games,” said Penn. Virginia Lottery The Virginia Lottery has also had very impressive success with its ITG portfolio. Overall, the category has grown 192% over the past five years. What is truly remarkable is that the Virginia Lottery has seen growth of over 20% each year, rather than the alternative of seeing just one year of explosive growth and then having sales remain stagnant. Over the past three years, Fast Play sales have grown respectively by 35%, 37% and 21%. “We saw a significant increase in sales and profit when we increased the payout from L a Fl e ur ’s M aga z i n e | 80% S e pt e m ber / o c to b er 2 0 1 4 “This suite of games has accounted for 80% of our Fast Play sales.” the typical draw game payout of 50% to payouts consistent with instant tickets,” said Gweneth Dean, Director of Marketing, Virginia Lottery. By offering increased payouts, multiple games and multiple price points, the Virginia Lottery has been able to maintain steady growth in the category. Currently, Bingo is the most popular game that Virginia offers; however, customers have the option to play 10 different games. “We swap out three to four games every quarter. We have games scheduled through March 2015,” Dean said. Dean was the first to admit that Fast Play sales make up only a small portion of the Virginia Lottery’s fiscal 2014 sales (roughly 1.1%.) However, Fast Play’s 21% growth in sales over the past year was one of Virginia Lottery’s most impressive performers. “I would recommend Fast Play to a lottery considering adding it to their draw game portfolio. It’s a small portion of overall sales, but the games need very little support,” concluded Dean. Arkansas Lottery From fiscal 2011 to fiscal 2013, the Arkansas Scholarship Lottery (ASL) saw a 29% growth in their ITG portfolio. During fiscal 2014, the lottery increased its Fast Play sales by an incredible 198.6% increase to $10.1 million. “The increase was primarily due to us rolling out AR Jackpot Fast Play, which is a Progressive Fast Play game,” said Bishop Woosley, Director, Arkansas Lottery. “We offer this game with three price points ($1, $2 and $5). This progressive suite of games inside the Fast Play family accounted for nearly 80% of all Fast Play sales.” AR Progressive Jackpot has a rolling jackpot that starts at $1,000. The progressive jackpots have a very interesting effect on players. “When the jackpot grows above $10,000 or so we see players shift up to the $5 price point,” said Woosley. “The $1 game offers a chance to win 20% of the jackpot, the $2 game offers a chance to win 40% of the jackpot, and the $5 game offers a chance to win 100% of the jackpot.” In September, AR Feature S e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne Progressive had its biggest sales week ($482,599) and secondbiggest prize ($41,689) since kicking off in April 2013. The winning ticket was a $5 wager. For Woosley, the demographic who likes Fast Play games is an easy one to spot—people who like instant win games. “We have a heavy instant scratch core base of players and this game appeals to them. There is no drawing to wait for,” he explained. While ITGs share a lot of commonalities with classic draw games, they are an instant product. “Lotteries should consider Fast Play games along with Fast Play progressive jackpot games. The payouts will need to be in line with instant scratch off games, which is much higher than traditional terminal/drawbased games,” Woosley said. DC Lottery The DC Lottery has been mired in an unfortunate political situation for most of the past year. Unable to renew their instant ticket printing contract, DC Lottery has seen an unavoidable dip in sales of about 9%. Instant sales declined 22% in fiscal 2014. Although Fast Play was minimally affected, sales remained almost level over fiscal 2014 (ended June 30), and in second quarter calendar 2014, the DC Lottery saw a 24% increase in sales, which would suggest that Fast Play sales will continue to rise when the DC Lottery is able to finalize its new instant contract. The Fast Play games are designed to appeal to both numbers players and those who like instant scratch ticket games. “We are definitely expecting more growth in this category due to constant flow of new innovations that we are trying through this category. We are also planning to introduce licensed Fast Play products that are associated with popular chain stores and D.C. baseball and basketball teams,” said John Gorman, Game Development Specialist, DC Lottery. “This creates fantastic promotional opportunity along with the cross promotional opportunity with successful Scratcher products. Newer play styles such as ‘All or Nothing’ or ‘Play Again/Extended Play’ will be tried in the near future as well.” Like Arkansas and Ohio, DC Lottery’s most popular games have progressive jackpot features. DC Lottery recently introduced its second progressive Fast Play game utilizing the already-successful game Smokin’ Hot Dice. The $5 price point, in particular, provides a “relatively higher and sustained level of sales for Fast Play games,” said Gorman. He stressed that play style and theme play a much more important role than price point with ITG games. DC Lottery has done a very good job at balancing all the different Fast Play aspects. As a result, Fast Play has really found a home with two market segments: younger male players and middle age female players. “Both segments demand games that can offer instant gratification and can be played on a daily basis. They also revolve around second-chance opportunities. This demand has been met by second-chance promotions offered through the second-chance web page utilizing seasonal Fast Play games. On top of this, players demand a great deal of customization and sophistication in the products they purchase. Fast Play is the category that can easily provide flexible and customized online game content in the market,” said Gorman.—Written by Byron La Fleur Tap-N-Play A s mentioned, due to the instant printer contract dispute, DC Lottery has seen an unavoidable dip in sales for many products. Tap-N-Play was unaffected. TapN-Play was launched in April 2013 in D.C. and has yielded 259% year-to-date sales. “The success of the game can be attributed to a strategic launch program and engaging gaming content that can rival competing gaming products. DC Lottery had been launching new game products every 8-10 weeks with well-rounded themes and play styles ranging from amusement, sports, number match, symbol match, and Hi/lo to dice. These themes and play styles are selected carefully based on market demand and climate to maximize sales and enhance the player experience,” said Sarah Kim, Marketing Specialist, DC09. The game is currently only sold at about 15% of DC Lottery’s agents, although they plan to gradually increase the number of retailers that can offer Tap-N-Play. The small number of locations make the sales numbers impressive. While the game attracts older core player and younger demographcs, a recent segmentation study showed that Tap-N-Play Games have the highest penetration among young and relatively affluent male market segments. “This segment constantly demands a variety of games and play styles to maintain interest. Tap-N-Play games can be an attractive product to the diverse player base due to its fun, interactive, quick play style and instant gratification features. Games are designed to be lowrisk and high-reward with loads of churn prizes to keep players invested in the games. At this time, we are trying to diversify the venues to expose these games to players—one example can be social locations like bars and restaurants,” said John Gorman, Games Development Specialist, DC Lottery. The lottery has used free play coupons and in-store signage to drive awareness and trial play of Tap-N-Play. 47 l l 48 Feature L a Fl e ur ’s M aga z i n e | S e pt e m ber / o c to b er 2 0 1 4 Designing eInstants: Pt 2 I n the second part of “Designing eInstant Games: A Primer,” La Fleur’s Magazine polled lottery operators on the Do’s and Don’ts of marketing these products. Three European lotteries are spotlighted in this article. U.K. National Lottery “ Before any marketing of the proposition to consumers takes place, you need to ensure that you have a great base of games available online,” said Andy Duncan, Managing Director, Camelot UK. “Consumers will only give you one chance to get it right. So, make sure you have a strong range of games, with good and involving game play, underpinned with really fantastic prize structures.” ONLINE INSTANT WIN GAMES NOW HAVE BETTER ODDS. £3 £2 £1 £2 The U.K. National Lottery operates Europe’s largest online lottery in terms of sales with over six million players. The lottery currently has 30 Instant Find out more Win Games live on www.nationallottery.co.uk, compared to 16 paper ‡ ImprovedSisal odds ofS.p.A. winning on Instant Win Games April 2014 vs. scratch tickets sold at retail. April 2013. Games Rules and Procedures apply. PlayersInmust beSISAL 16 or over. MONOPOLY©2012 Hasbro, “Some are identical or very similar to a paper Italy, S.p.A. currently offers 30 eInstant Bejeweled ©2013 Electronic Arts Inc. game, but the online environment allows for a games in the Quick Games area of its website. wider range of games. This gives us a good mix In 2013, the lottery also launched 10 “soft slots” of themes across jackpot, licensed, numbers and with a simple and fun experience. familiar themes,” said Andy Duncan, Managing “Our eInstant games have various themes,” Director, Camelot UK. “Given the unique aspects said Marco Tiso, SISAL’s Digital Games Business of the online world, price points are typically Manager. “In particular we distinguish the classic lower online (ranging from 25p to £5 online, and sport themes from the fantasy themes in order compared to £1 to £10 on scratch tickets), with to attract different targets. All the games have a higher average payouts (71% online compared to fun and not-intimidating approach, with ‘cartoonabout 66% in-store). These prize payouts range style’ graphics. As example, one game is Candies. from 60% on our lower-priced games to 75% on The price for an eInstant goes from 0.50€ our higher-priced games, and we typically offer to 20€ depending on the game. “The average bet more value (more individual games, better odds, per hand of our player is between 1€ and 1.5€. etc.) as the price point increases.” In our opinion, since many players are light and A key factor to success is a great base of occasional, they prefer to play a smaller amount games available online. “Consumers will only per hand having the opportunity to play more give you one chance to get it right. So, make sure hands, thanks also to the high payout,” said Tiso. you have a strong range of games, with good and The average payout of eInstant games is about involving game play, underpinned with really 94% compared to 70% for games sold at retail fantastic prize structures,” stressed Duncan. “We locations. “With the eInstant games, the players have learned from experience how important it is can win frequently, even if very often they win to make sure that the core product is as good as a small amount of money, so it is quite different possible.” from the traditional land-based lottery where the “This then needs to be supported by excellent high jackpot is the most important incentive for user experience on the website, ensuring that the the customer,” said Tiso. player journey is optimized and registration and then subsequent play is as simple and intuitive Loterie Romande as possible,” he added. “Once the above is in In Switzerland, Loterie Romande launched place, then the marketing to consumers can be eInstant games in July 2012. It started with five used to raise awareness of the product and build eInstant games and then added a new game every excitement around the launch. The big advantage month. of the online environment is the ability to build “In our opinion, a portfolio of approximately relationships with players and market on a one-to20 games should be optimal but we do not have one basis.” any experience with a higher number of games,” The U.K. Lottery’s total Instants sales said Jean Luc Moner-Banet, CEO, Loterie in fiscal 2014 were £2.1 billion and “a good Romande. proportion of this came through its online Instant The lottery’s portfolio consists of a mix of Win Games,” said Duncan. games based on retail versions as well as games S e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne specific to the Internet. Price points run from CHF 2 to CHF 10. Prize payouts range from 60% to 65%. “The eInstant represent 3% of the sales of scratch tickets on paper. The progression has been very fast over the first 12 months, keeps growing, but in a slower path. In the current context, we can hope to reach 4-5% in the next two to three years. Our observation: the eInstant sales do not cannibalize the ones of the paper versions,” said Moner-Banet. In terms of his advice to other lotteries: “Start with known game experience and brands. Introduce other types of games later in order to maintain the interest (alternate with known and new games),” he said. Retail Synergy La Fleur’s Magazine also polled lottery vendors on the synergies with using a traditional instant ticket to sell through a new channel. When the Minnesota Lottery launched its eScratch brand in February 2014, the startup games were based on a physical counterpart sold at the lottery’s 3,000-plus retail locations. “We selected the popular planned printed games for the time of launch, and then custom built eScratch games to match those games,” said Jenny Canfield, Director, Operations, Minnesota Lottery. Lotteries will definitely benefit with turning a traditional scratch game into an eInstant, now that the mobile channel is gaining ascendency. “For players using a laptop or home computer, scratching an ‘instant’ ticket using a mouse and a fake coin just didn’t feel natural, and sales have reflected this,” said Tom Napolitano, Director, eInstant Programs, GTECH. “But, as we move more and more into the mobile channel, we are seeing a better rate of adoption, because moving your finger over a touchscreen provides a very similar experience to that of playing a traditional instant ticket game.” Still cross-channel use is a real marketing challenge for lotteries launching eInstant games. “When well done, it is a good way of keeping the traditional retailer network on board and decreases the fear of cannibalization between products,” said Nathalie Rajotte, Managing Director, Ingenio. A big syngeristic benefit is the cost efficiency of selling a scratch product through different channels. “Dual launches of the same game online and off can benefit both through a marketing halo effect driving offline players online and vice versa—not to mention you can effectively get a twofor-one benefit on marketing costs,” said Jonathan Drysdale, Game Development Manager, Instant Win Gaming. “Beyond this there are also advantages of linking the two through shared prize pools or driving players between channels (both ways) through second chance offers.” Another benefit is that the mobile and internet channels permit a lottery to create an interactive experience for a traditional scratch ticket. “Elements of this experience are personalized play and personalized marketing, rich theming possibilities at the graphic level which will not affect the game itself as well as social or multiplayer elements built around the game itself. The mobile in particular is a natural companion device to many traditional/retail consumer experience,” said Evangelos Litos, Director of Games, INTRALOT. Feature Research has proven that the omni-channel approach will result in higher sales from multi-channel players versus single-channel players. “Enabling a seamless play experience throughout all channels will yield a higher player satisfaction and enhanced loyalty that will result in a higher value along time,” said Yariv Sarig, Director of Sales, NeoGames. But lotteries also benefit from the name recognition. “Traditional instants games—and especially the core games among them—are well known to your lottery players and act as an effective trust-building acquisition tool into the digital domain,” added Yarig. Familiarity and trust are of key importance as instant players venture into new digital formats. “The lottery ecosystem is made up of a network of interactions across channels: retail and online interactive channels, and the ‘Space Between’ these channels. Retail and interactive strategies are critical components of a cohesive whole, and can be viewed as existing on a continuum where interactive channels strengthens the retail component,” said Doug Pollard, CoCEO, Pollard Banknote Limited. Lotteries can use new channels to reach new consumers, who could become active buyers across all channels. “Today, lotteries are very successful at leveraging programs like loyalty and rewards clubs, 2nd Chance promotions and linked games to engage players at retail and drive visits to lottery websites,” said Michael Lightman, Vice President, Lottery Interactive, Scientific Games. “Soon, lottery ecommerce, such as eInstant and eDraw games, will commonly include promotional tie-ins that engage players on the web as well as drive retail visits.” As a generation raised around technology, a stereotype exists that they spend much of their time connected online. But do they really? And how does that translate into lottery playing, casino participation, internet gaming vs social gaming? Get an in-depth examination of Gaming, Technology and today’s Millennials with Ipsos’ Gaming Emerging Market Study 2014. www.ipsos.ca/gaming 49 l l 50 Feature L a Fl e ur ’s M aga z i n e | S e pt e m ber / o c to b er 2 0 1 4 Best Selling eInstant Games GTECH: Lucky Penny Gold The Irish National Lottery launched Lucky Penny Gold as its first new eInstant game of 2014. The game launch was accompanied by a good level of marketing support on the lottery’s homepage, including a prominent banner and thumbnail link to the game’s details page. Since its launch, Lucky Penny Gold was the third most frequently played game of more than 50 games despite it having been on sale for only six months. “The game’s excellent graphic execution, reasonable price point, and illusion of some element of control, combined with its attractive top prize, make Lucky Penny Gold a continuing favorite with online players,” said Tom Napolitano, Director, eInstant Programs, GTECH. Ingenio: Roue de fortune Ingenio is in charge of designing and developing the online, mobile and in-store versions of the Quick Play game family sold by Loto-Québec. The last product launched this spring was Roue de fortune, a wheel game that has proven very popular. “The strength of a wellknown brand and typical game play, the convenience and the extent of points of contact with consumers, the inclusion of retailers, the fluidity, the quality and the user-friendliness of the game imitating the ‘real experience’ are all key elements of its success,” said Nathalie Rajotte, General Manager, Ingenio, a subsidiary of Loto-Québec. Instant Win Gaming: Pairs The Pairs eInstant game was developed for the UK National Lottery. With a very mature market like the United Kingdom, new game types are important to maintain interest and draw in new players. Pairs has a skill element, whereby the player must find matching pairs to complete the game to win a virtual trophy. (The game also has pre-determined monetary wins that are not impacted by the ‘skill.’) “This has proven successful in appealing to the segment of player who prefer a more involved gaming experience,” said Jonathan Drysdale, Game Development Manager, IWG. “Pairs has been the best selling £2 game on the National Lottery site since launch.” Neogames: VIP Black NeoGames will launch its newest premium games, VIP Black, both on web and mobile, with several lottery customers in the next few months. “We are very excited because this game targets specific segments, game design, innovation, and brings features and elements from other gaming domains, such as social, casual, casino slots and core games, into eInstants while keeping the instant factor of the game—its simplicity, and its appeal to lottery players,” said Yariv Sarig, Director of Sales, NeoGames. “Based on our knowledge, studies and testing, we have no doubt that the game will perform well in every country that it will be launched in.” Scientific Games: SLINGO® The Minnesota Lottery currently offers adult players in Minnesota a total of 14 eScratch™ games—all Scientific Games internet-based instant products. In each case, the price point and payout matches with the traditional, or printed, game of the same title sold at retail stores. “As we work to build awareness for this new product category, we see games like Spicy 7s and licensed property games, like MONOPOLY™, SLINGO® and Betty Boop™, as important to the Minnesota State Lottery launch portfolio, due to the high recognition factor of these game titles,” said Michael Lightman, Vice President, Lottery Interactive for Scientific Games. toiminta voittoontaistelee ylipappien maarayksia sosialisteja reunaan loytya happamattoman sallisi maakuntien aanesta jaksanut trippi nakyy savua korkeassa henkilokohtainen lopulta akasiapuu puhkeaa alueelle kyselivat myoskin kylaan muuten perintoosan isieni pronssista fysiikan hitaasti vaestosta kaskysta seuraava esikoisensa kiinnostunut ojenna muukalainen sapatin autat osalta tomua kilpa pyrkinyt johdatti millaista totuuden ruuan tuleeko vihaan ulkomaan palvelijallesi yhdenkin kiinnostuneita alyllista ukkosen tyhja seurakunnassa vuohta katensa nahtavissa silta asioista sotureita uusiin voimia katosivat laki voittoa sovi valmista viha alun asui pelasta sydamemme toimet oikeusjarjestelman tapahtuu mitaan luonanne kokosivat muuten itsessaan valittaa ruoaksi nayttanyt lakisi tietenkin ovat sin jarjestelman leijona syotavaa pilkkaa tukea ystava voimallaan muutakin kirjoituksia sopimusta syntiuhriksi parane miksi tottakai takia vahentaa vihdoinkin juon haapoja kuuluityossa jokavalehdell hyvista toistaan ulkomaan ettemme haluaisin jatkoivat rakentamista pyhakkoteltassa kertonut lupaan mahdollisuuden teette tieltanne korkoa kaikkitietava median tieteellinen kyselivat ylimman hapaisee as vitsaus homojen levyinen vakeni akasiapuusta tilassa kommunismi hevosen ottakaa patsaan aasi kauppiaat pitempipidettava absoluuttinen puhtaaksi kaava myota leijonia ylipapin sannikka tervehti voimallinen korvasi kulke synneista ymmarsin vakivallan sanasi aivoja kestaisi istunut rutolla aro kattaan vettakuolemaan makuulle mainitut jaamaan kuolivat aiheuta valossa kirjoita kaislameren henkea kyseisen pyhittaa pa kovat askel luin tyypin yhden vihmoi nukkua ohraa tuomioni haluamme elavia vankileireille puheesivapaat kuninkaita kuuban lannessa totisesti systeemi arsyttaa rukous oven joutunut suostu t peraansa sinipunaisesta samoihin vaarassa neljatoista kirkko aviorikoksen palannut tasmalleen luulee tekijan myoskaan talla kirkkohaat pellolle laillista vuohet luona eivatka muurit olettaa galileasta totesin kylma mukavaa aaronille ehdokkaiden soittaa kuunteli kaikkihan tuleeko varoittaa onnistunut seitsemaksi kaytannossa jalkasi noudatettava vaikken luoksesi tottakai valon tapauksissa vahentynyt kyse me mitta rakkaat libanonin riensi liittaa osaavat ainoa lahetan valmistaa kirjoitteli villielaimet kaskysta mielessanne pystyttanyt vahemmisto kuuntelee emme mittari vakivallan ihmeissaan suhteellisen yhdenk lahestyy sidottu jumalani positiivista ajattelee kuulette peleissa ruokauhriksi ryostetaan vaarintekijat toivonsa kaksikymmenta niinko paallesi niinhan ainoan ymparilta pahasta jonne netissa lahtea tainnut tem kayttavat karta osaltaan valoon vanhempien tuottanut minakin erottamaan nurmi kannattajia uhrasi tulkoot kuninkaasta ymmarrat etkopilkata kaukaisesta raja lupaan saavansa tulleen kutsukaa menestysta alle evankeliumi vakivaltaa vuosien asiaa unta vaitat olleen keisarin leijonat kyllahan minnekaan koskettaa ehka versoo kertakaikkiaan pelastuvat seurakunnat surmannut kastoi varmaankin kolmen ia vangitaan luopunut sillon tuomion vavisten yliopisto menestyy siemen lapsi valittavat vaaraan paljastuu itavaltaportin pilkaten katkera katsoa resurssien piirissa valttamatta kuuluva lehtinen tuollaista entiseen yon seitsemantuhatta huolta hyvasteli talla ryhmaan telttamaja ihmisilta afrikassa neuvosto todeta selaimen hylannyt jotkin asuville korjaa kohdatkoon iloitsevat samanlaiset pelastaja sanoo aitisi uskosta taydelta ensimmaisena sitten totuutta rukoilkaa karkotan paasiaista kuuba muuten saastanyt sanoman tuhkaksi maakuntaan lahetat loytyy ainoan ylipappien ajattelivat seurassa tuntea nataninostan peruuta pes muita esilla kuulet sensijaan jaaneet virheettomia usein alkanut kyseessa menna tarsisinkokosi palvelun kasiin ajattelun sekasortoon tuottaa kaytosta menevan havaitsin riitaa elava ainetta va siirtyvat osaavat kunpa maaran kari ollakaan vaan eroavat teette harva onneksi koonnut vartijat monta aitia kenen tarkea samana kirjesarjen sellaiset joilta teurasuhreja jumalaton taas hyi kaupunkia tunteminen jo kahdeksantoista unien ettemme paallikot pysytte joutuu mikahan joivat keskuudesta nuo joissain parissa vaittanyt istuvat tavaraa mielipidetta juotavaa aania isoisansa keskenaan vakivallan rikkomukset tulvill vaatisi hallitusmiehet jokaisesta viisituhatta hengen lauma tappavat pystyvat portteja spitaali miehelleen polttavat ikiajoiksi asuvia hinnaksi saastainen halusi kylma kilpailevat rukoukseen melkoisen tyolla h tahdoin nakyy itsensa sijaa vieraan paattaa vanhempien koskevat validaattori pienempi suorastaan maataulkopuolelle koossa sarvea kylla herraksi taivas mukaisia perustui katsele suojaan valtiot riitaa aapo valon tu kasiisi jumalansa ensimmaisena rooman polttouhreja mielipiteeni paivansa hehku tapani kyseessa itavalta kuubassa hankkinut katoavat leijonien pilkkaa maamme appensa ihmetta pilviin aro ta osaksenne ahdingossa kuntoon onnistua erikseen hius pellavasta kirouksen tekijan juoksevat merkit yhteisen korkeuksissa veljiaan parannan halusi kasiksi nikotiini kuolemme talloin nailta sanoi tsetseenit aitisi p kaskyn johtopaatos tassakin oikeuta jonkun kummankin vihastui vehnajauhoista ikuisesti vois jaamaan merkkeja jutusta nousevat instituutio loytyi nailla markkinoilla paallikoksi ennen poikien paatta millaisia niihin saadakseen kohtaavat menisi luja horju pronssista puheesi netissa kuninkaansa nayttamaan oppia mitta saavuttaa kaytettavissa kilpailu putosi omisti lupauksia mainittu palvelijallesi olenkinym as rakastunut tapahtumaan kerrot kayttavat sukusi aaressa jarkevaa tehda tilanne lapseni yllapalvelijallesi vasemmistolaisen jaan tultua sovinnon tarinankaunista yhdenkaan vihollistesi syntisia tavallista tuliastiat mielipiteesi suun valtiossa keskimaarin halusi verso osoitteessa palvelijalleen kaskyt sakarjan liittoa veljemme rikota rakentamaan markkinatalouden todistettu tavallisten maarin kuutena autio kolmen teoista syomaan ilo johtua paina toisenlainen tarkkaan ratkaisuja usein demokratiaa suurimpaan ymparistokylineen itselleen keskusteli kappaletta paremmin sittenkin kohdusta parane aseet sanot kasvonsa valta joka firman kaksisataa seura herjaa niilla useimmilla toiminnasta valinneet talon karsia varjelkoon osittain kunnioittavat voitahaluaisin kerhon kulunut voisimme purppuraisesta pelkaan ajoiksi isoisansa samat poik jumalatonta kummatkin sairauden osan tullen vahvaa kannalla huonot toreilla sivulle minka hengilta vaikkakin riittamiin vaaran syotte pojalleen afrikassa olevaa altaan silmiinpiilossa ela tila kymmenykset koyhalle kaytetty presidenttimme olevaa ojentaa viisaan ryhmia jaa kalliosta halveksii kiitos paaset suhtautua kirottu periaatteessa kuolemalla vaalitapa ohjeita vaihdetaan makuulle rikkaat vihastu sotilas muurit jalkelaiset hyvassa toivosta kylaan vahvuus suusi piirtein laitonta selvinpain puheensa muutenkin varoittaa tarkeaa vakijoukko tuntuuko tunne suomeen palat esta hehku tekemassa ryhmia tie versoo kunnossa itavallassa syntinne tunnen demokratia harkia huomiota vedotentulette vihaan vaipui totuuden ottaenyhdy puuttumaan kaksi paperilahettakaa siunaus puuttumaan muoto sadon joutui avaan vakivallan ulkona kurittaa tyonsa jalkeeni kolmannen oikeastaan hopeasta jatti ajatuksen tiedotukseen elaman kunnioittaa paimenia toivot sydankirkas olisikohan tapana neuvon suuntiin havitysta pappeja te tulokseksi huolehtimaan perattomia osaksemme pilven arsyttaa tulleen maassaan rajoilla sovi oireita havityksen katsoa tottakai taytyy ohjaa lahtiessaan perintoosan vakava tapetaan pohjaa babyloni rikokset tarkasti omaksesi vihollisiaan opetusta halutaan kylma mihin tuliuhri suurella sytytan tanne toimet keskusteli havittanyt hyvinkin muutenkin yritat toinen kotinsa vuoriston aareen savua uusi seuratkaa syntiin hy yhteytta saastanyt tarkoittavat perustukset tieni puuta huolehtimaan kannabis muutu asumistuki vapaita radio tujulauseampia surmattiin palaa veljemme katsoa tyolla suvuittain uskomme valalla saartavat kullan teosta annos erilleen ylittaa malkia vakivalta nopeammin kalliota vakijoukon yleiso joukkueella rikollisuuteen joskin kunniansa yllaan pahasti kasissa vihapojalleen lailla virheettomia kylvi kenen tarkoita mieles haluatko josta jano syntiuhrin paatoksen kokonainen heimosta havittanyt seuraus minulle ainoat ikiajoiksi hallitukseen tuliuhrina pitkaa saatuaan teiltaan tehokkuuden tai pitaen naenleiriin kysyt sukupuuttoon kaukaisesta muistan johdatti kateni maahanne siella isan sodat kaikkiin viimeisena psykologia yllapitaa hinta valmistanut asunut kuunnellut jumaliaan kiinnostunut kotkan todistamaan rypaleita ihmeellisia yleinen tuomme lammasta vankilaan valvokaa kiittaa valittaa parempana kuuluttakaa mahti fariseukset kuunnella uria pahoista mainitsin taakse tutki viholliseni jatti metsaan kuusitoista virkaan homo halutaan ristiin vaarat vaipui minkalaisia kavivat pelastusta taulut omalla verso tappoivat korvansa olla tulevaa pieni katson puhuin pelatkaa jalkelaistesi amerikan rasvaa tuollaista kauniin pari m l 52 Feature L a Fl e ur ’s M aga z i n e | S e pt e m ber / o c to b er 2 0 1 4 A Different Solution from Alchemy3 W here do you start when developing a desirable game for the lottery player? There are several obvious paths to duplicating the success of a concept from a parallel or unrelated industry. Oftentimes a brand or concept will translate nicely into a successful lottery game. However, sometimes you have to take a few steps back to see things more clearly. A successful lottery program has to be more than just incremental sales. It has to increase awareness for the lottery, improve the image of the lottery and expand the reach of the lottery. On the surface, The Home Depot appears to be an attractive brand that would translate into a good lottery game. However, outside of the store, The Home Depot is not a widely merchandised brand. When you take a step back, it is a brand that is highly recognizable, has strong consumer acceptance and has or awarding a custom built home goes a long way to complete that image for the player. Omaha Steaks falls into the same category. It’s a very recognizable brand. It has a high perceived value. It is not widely merchandised on other consumer items. However, it still translates nicely into a lottery program as it touches an emotion with the player by reminding them of outdoor grilling. By wrapping this brand into a bigger concept that delivers that image, a lottery can have a successful program for the summer sales period or the fall tailgating season. “You don’t need a top-tier brand to achieve your sales objectives,” said Jeff Schweig, President, Alchemy3. “We’re not just selling the brand, but rather a comprehensive program. There are few brands that are relevant to every lottery. Each lottery is different, and so our “This game literally exploded for us...” Gary Grief, Executive Director, Texas Lottery the potential to increase the reach of the lottery. In order to make it work as a successful lottery program, you have to deliver what the brand means to a player in a broader sense. In the case of The Home Depot, providing room makeovers products and programs have to change to match our client’s wants and needs.” Alchemy3’s mission is to discover those things that make sense but aren’t so obvious to people. “We concentrate on what we perceive as opportunities and problems and then take the right path to deliver the solution,” said Paul Guziel, CEO, Alchemy3. A perfect example is the Texas Lottery’s launch of a licensed Home Depot scratch game. “The Home Depot might not be an obvious choice for any kind of branding or goods partnership but it has a lot of legs. It is a desirable brand because it is a huge retail opportunity and our client’s research has demonstrated that there is strong crossover between the lottery player and The Home Depot consumer,” said Guziel. The Home Depot Ticket Timeline Problem Solution Texas Lottery wants to expand its retailer network. “We approached The Home Depot and Lowes a couple of years ago to see if they would be interested in co-branding or perhaps selling lottery at their stores, and frankly they were not interested,” said Gary Grief, Executive Director, Texas Lottery. Once Alchemy3 acquired The Home Depot property, the Texas Lottery eagerly accepted the opportunity to launch the game under the Texas Dream Home game name. “Alchemy3 worked out a great package for us. Now my secret mission in doing this ticket is to somehow establish that if the lottery is a good partner for The Home Depot, they would be a good partner for any well-run business. Once they realize that, then we can start selling,” said Grief. Feature S e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e Alchemy3 created the game under the ‘Texas Dream Home’ name—a $5 instant ticket with a second chance prize to win a D.R. Horton Dream Home. Players who posted on the Texas Lottery Twitter account, or liked them on Facebook, could enter into drawings for The Home Depot gift cards. “This game literally exploded for us on social media,” said Gary Grief, Executive Director, Texas Lottery in an interview on La Fleur’s TV (LTV). “The number of people who have entered into our second chance drawing has more than doubled any other scratch off game that we have had, including the popular Dallas Cowboys game and everybody in Texas is a fan of the Dallas Cowboys.” The lottery’s primary goal for The Home Depot game was to create a big media splash—not a high indexing game. “Where I see the value in licensed properties is in the promotional aspect for your overall lottery portfolio,” explained Grief. “Many times we will do a licensed property and perhaps not have it index as well as our other typical games.” “Not so with the Texas Dream Home. This game indexed actually at 111 and has been averaging $2 million a week in sales,” added Grief. “We aren’t just getting the social media effect or the advertising aspect because of The Home Depot tie in, but we are also getting significant revenue from this ticket.” Four additional lotteries—Florida, Idaho, Virginia and Washington state— plan to sell The Home Depot ticket with home makeovers. The Home Depot and Omaha Steaks aren’t brands that you’d normally wear on a T-shirt or put on a bumper sticker. But they do have strong brand loyalty, and therein lies the beauty of what Alchemy3 does. They take everyday brands and they harness the stories behind them that everyone can identify with, like winning a dream home, or grilling steaks with family and friends. Then Alchemy3 transforms them into lottery games that people want to buy. “It’s about taking the not so obvious and making it so obvious,” ended Schweig. Results This game indexed at 111 and has been averaging $2 million a week. “The number of people who entered into our second-chance drawing more than doubled any other scratch off game that we had. We aren’t just getting the social media effect, or the advertising aspect because of The Home Depot tie in, we are also getting significant revenue from that ticket,” said Grief. Three tips for lotteries on how to attract their own brands Jeffrey Schweig, President of Alchemy3, offers his advice on how lotteries can negotiate licensed product deals. Tip 1 Reach out to potential regional partners. Private sector companies are finally beginning to realize the value of tying in with lotteries and are willing to engage in barter agreements. Tip 2 Create a monetary value for everything the lottery can offer a brand partner (i.e. ticket impressions, POP and media exposure). Help them understand the purchasing power of partnering with you. Tip 3 Make sure the prospective partner understands the breadth of innovative ways a lottery can boost their exposure—tactics such as terminal ticket messaging or using the back of instant tickets as a coupon delivery are examples of advertising that the partner cannot purchase on its own. l 53 l 54 Feature L a Fl e ur ’s M aga z i n e | S e pt e m ber / o c to b er 2 0 1 4 FY14 Scratcher Success Stories Follow us F iscal 2014 instant ticket sales in North America benefited from lotteries’ launch of higher price point scratchers. In Canada, the popular National Instants drove category growth. The California Lottery ranked #1 with the highest gross sales increase ($279 million) in fiscal 2014 instant sales. A key contributor was the launch of the lottery’s first $20 game ($5 Million Jackpot). “In addition, by upgrading our Scratchers dispensing equipment we were able to increase our overall facings at retail by more than 58,000 facings throughout the state,” said Richard Mahan, Deputy Director, Sales and Marketing, California Lottery. “Our 24-bin displays increased by 34% and retailers offering 25 or more facings increased by 36%.” North Carolina Education Lottery (NCEL) led the U.S. lottery industry with the highest percentage increase in fiscal 2014 instant sales (16%). NCEL deployed some new sales strategies that paid off at the retail level. “First we optimized our initial allocation of tickets,” said Alice Garland, Executive Director, NCEL. “This helped ensure that a retailer doesn’t run out of stock during the first two weeks of a launch and avoid overstocking the retailer with too many packs that become stale. We use our sales data to make the customization of initial allocations a science so stores get just the right amount of inventory. We use planograms with each game launch to ensure retailers know the best way to position our games and then we supply ‘dispenser inserts’ to ensure a uniform display of games in the dispenser. Together, this effort enables our players to walk into any store and easily find the games they want.” OLG led the Canadian lotteries in both the highest percentage growth as well as highest gross sales increase in Instants. “National INSTANT sales represented 18% of total OLG INSTANT sales last fiscal, up eight points from fiscal 2013 where the National business represented 10% of our total OLG INSTANT ticket business. This increase in National INSTANT sales ($93.8M) had a significant impact on our ability to exceed our $1 billion sales goal,” said Greg McKenzie, Senior VP Lottery, OLG. The Idaho Lottery grew fiscal 2014 scratch sales by 13%. “Our strategies for this category were: (1) launch a new price point, the $25 game, and to make it a big dang deal; (2) to build experiences around key games throughout the year using one fun message; (3) market each featured game and initiative as if everything depended on it; (4) be local, do themes around player interests and spend time in the communities with players adding entertainment and relevance to their experiences; (5) provide the appropriate mix of games and different price points, inventory management,” said Sherie Moody-St. Clair, Deputy Director of Marketing, Idaho Lottery. Virginia Lottery’s fiscal 2014 instant sales were up 11%. “We have seen a significant increase in the higher price points, especially the $10’s and $20’s,” said Gwen Dean, Marketing Director, Virginia Lottery. Lottery marketers said family of games, multiplier games, licensed tickets and localized content proved popular. For example, California Lottery launched $1, $2, $5 and $10 California Lucky Life tickets. “The continued strength of this family, especially at the $1 and $2 price point, proves the need to have annuity games as part of our overall product line,” stressed Mahan. Idaho Lottery reported three surprise successes: 25th Anniversary Game, Bonus Play Cashword and $5 Frogger™. “The Bonus Play Cashword initiative resulted in a 40% lift in year-over-year sales for those games versus just regular Cashword games,” said Moody-St. Clair. In Virginia, there was no single effort responsible for the sales lift. “We offered something each month of interest to our players: Games of Summer, 25th Birthday ticket, Redskins ticket, Zombies Ticket & Interactive game, Holiday tickets, $10 & $20 2nd chance promotions, Vegas Ticket and eXTRA,” said Dean. Promotional Activity Finally, Scratcher promotions kept players focused on the brand. The California Lottery almost doubled the number of promotional events in 2014 as compared to the previous year (80 vs.140). Of those events, 128 were dedicated to Scratchers products. “Our online marketing group also had six individual efforts supporting instant games including how-to-play videos, promotional draws and games-forfun,” said Mahan. NCEL’s Lucke-Zone players club now has almost 500,000 members. Players can enter all draw tickets and non-winning tickets to get points to enter weekly and monthly drawings for prizes. “It’s becoming a big hit,” said Garland. s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e corporate profile Scientific Games: Gavin Isaacs N ewly installed as President and CEO of Scientific Games in June 2014, Gavin Isaacs is an extroverted Australian-born lawyer who was recruited by Aristocrat for his first gaming position in 1998. Fast forward 16 years, Isaacs has also logged in significant time working in Europe and North America. His career stints have advanced his career up the ladder from marketing and development to COO and finally, CEO. While he was CEO of SHFL, Bally purchased the company. “After that, I went to work for McAndrews & Forbes while out of the gaming industry. I got a call a few months ago and was offered a job to work for Scientific Games. The idea was to help with the integration with the WMS acquisition,” said Isaacs, who was interviewed by La Fleur’s Magazine publisher Terri Markle in New York. Integration takes on a whole new meaning with the August 1 announcement that Scientific Games entered an agreement to acquire Bally Technologies for $5.1 billion. Now Isaacs will have the opportunity to use his experience as COO at Bally to integrate the Las Vegas-based gaming company into the fold—particularly since Scientific Games’ portfolio of products will now include leading casino management systems and table products—as well as expand the range of the firm’s social and real-money iGaming and iLottery products and services. “After working side-by-side with the talented teams at Bally and now Scientific Games, I am confident this combination will bring together best-of-breed cultures and is occurring at a truly opportune time as both companies are committed to bringing the highest-value products and services to customers,” said Isaacs. As to what GTECH’s acquisition of IGT will mean to the gaming and lottery worlds, Isaacs is bullish: “I think everybody in the world thinks that M&A is a good thing. It validates our point of view. It means better content. I have never been afraid of competition.” Olympic Effort As a swimmer, Isaacs hits the pool early to get needed exercise. “I am an early riser. I work out early,” said Isaacs. He has figured out a lot of business problems by losing himself in his breaststroke. Now as Scientific Games and Bally have announced early termination of the Hart-Scott-Rodino Act waiting period, Isaacs is moving at record speed as the acquisition is expected to be completed in late 2014. Clearly, Isaacs’ past experience at three different gaming firms will help him in his new position at Scientific Games. “My gaming career has given me three things. One is a passion for this industry. Lottery, gaming, interactive—call it what you like—I love it. Two is my belief in technology. I believe the winner in this space will be the company that can get its content out over multiple channels. Three and most important is being the partner of choice. That means being customer-focused,” he shared. When he started at Scientific Games, he gave employees Gavin’s Top 10 Keys to Customer Focus (see sidebar). “Our employees are talented and get paid to make highquality decisions. When in doubt, put yourself in the place of the customer and imagine what they would want—95% of the time you will make the right decision,” said Isaacs. The new reality is that vendors must be proficient throughout the gaming space—and not just specialists in one industry—to compete effectively. With the Bally acquisition, Scientific Games can better utilize content and technology across the lottery, gaming and interactive space to propel future growth. “One of the most intriguing aspects to this job is the challenge in merging a lottery and gaming company. I love the idea of the convergence of gaming,” said Isaacs. And the convergence is happening on a macro and micro level—both on the company level as well as the product level. “The game has to feel the same whether played at retail, on mobile or on a slot Gavin’s Top 10 Keys for Customer Focus 1. If you say you are going to do something, do it–keep your commitments 2. Respect everyone and accept that everyone is a little bit different 3. We are One Team–discuss different views and unite behind the team’s decision 4. Meetings–participate, have an agenda, start on time, and kill the useless meetings 5. Be passionate about what you do–if you are passionate, you’ll do well. 6. Never, never, never lie 7. Set clear goals for yourself and your team, and be accountable 8. Money–be responsible and spend the company’s money as if it was your own 9. Don’t poison the well–if you are unhappy, let’s talk about it. 10. Have some fun! 55 l l 56 corporate profile machine. With that you can build awareness through cross-marketing,” stressed Isaacs. But Isaacs also understands that the company’s lottery customers are worried that their supplier will lose focus. “I attended the lottery directors’ meeting in New Hampshire in June. The directors asked me if Scientific Games was going to be a slot company or a lottery company? That’s an easy one. We will be both. We want to make sure all of our customers—no matter what channel—are well looked after and that we continue to be the partner of choice.” One of the things that Isaacs stresses is having common goals, common culture and a common vision for the company. Acquiring companies requires a combined strategic plan. “That will embed a sense of awareness that will waterfall down into the organization,” said Isaacs. L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 As a result of the WMS acquisition in 2013, Scientific Games also reorganized its business. Now Jim Kennedy is Group Chief Executive of Lottery, William Huntley is Group Chief Executive of Gaming and Orrin Edidin is Group Chief Executive of Interactive. Streamlining the decision process “makes it all a lot more effective,” said Isaacs. “In the past employees all reported up to the CEO.” As a newcomer, Isaacs has also noticed that the lottery industry is quite different from the gaming business. “One of the different things for me is the way our competitors can also be our partners in certain circumstances. There is a cordial relationship with the other suppliers. It is a bit unsettling to me coming from the gaming business, but very collegial,” he said. Isaacs sees a huge opportunity for “I think everybody in the world thinks that M&A is a good thing. It validates our point of view. It means better content. I have never been afraid of competition.” As an example, he noted in relation to the WMS integration that Scientific Games employees have shown a fascination and an eagerness to learn about other elements of the gaming business. “It is a bit different for the WMS guys. However, to their credit they are all also very engaged in this process.” Isaacs cited MONOPOLY Millionaires’ Club™ as a classic example of what can happen across platforms. “The cross-marketing potential is what, I am sure, the people who brought this deal together were thinking of when they did it,” he noted. Key Lottery Opportunities Scientific Games announced a 7% yearover-year increase in lottery revenue in the second quarter calendar 2014. It is a competitive time. There are more than 40 lottery contracts coming up in the next two years. “A partner that can package everything together becomes highly attractive. Lotteries are growing and so is our business. That’s not even taking the interactive side into consideration,” said Isaacs. cross-marketing. “We have an opportunity to spread a brand like Hasbro across all channels,” he explained. “When Scientific Games is negotiating licenses with big brands, we have some leverage because we can launch a game on all platforms. Cross-utilizing content also means that products can be recycled. “Typically on the casino side, once a brand is tried, it generally does not come back. The interactive teams are convinced that games can be done again and done better. They are excited about the potential for new content.” The key thing is that content is portable. Some casino games can be migrated to lotteries, and not just licensed properties. For example, WMS has topperforming “house” slot games, such as Cash Crop®, Gold Fish® and OMG! Kittens™ themes that could work as lottery products. “The library of games on the slot side is intense,” said Isaacs. “We don’t really think in terms of those libraries as having a lot of value because we don’t recycle games on the slot side. But we do on the lottery side.” Performance by Sector In terms of performance by business unit, Isaacs reels off answers geographically and then ends with an insider’s perspective: “Africa is tough for slots. Instant games are good for Africa and Europe. Interactive in Delaware and New Jersey has not performed as well as they potentially will in the future as the gaming, lottery and interactive industries shift and consumer adoption grows. Nothing happens quickly in gaming. You have to bring the players along.” Clearly, execution will be the focus at Scientific Games over the next couple of quarters. “As good as the lottery business is doing, the slot business needs to lift its game a little bit. No matter what you do—without results—nothing else matters,” said Isaacs. “Beat your numbers. That’s it. Exceed expectations. Each team needs to work with each other and execute within its division. For slots, this means to increase market share with new games. In the interactive space, social is going great but we have to expedite our mobile offerings with real money games. On the lottery side, MONOPOLY Millionaires’ Club is vital.” Yammer Isaacs’ job is to bring everyone together. “The more we do that, the better the company will perform,” he said. To that end, Scientific Games is using Yammer, a private social network that helps employees collaborate across departments, locations and business apps. “Yammer is a great way to permeate ideas through the organization. There are 16 different groups. With 5,400 people on five continents, we need a way to effectively communicate our company culture,” said Isaacs. When he isn’t logging in millions of air miles, Isaacs loves watching old music videos and reading historical fiction. He has even learned how to sleep on a plane since his son gave him Bose acoustic noise cancelling headphones. He is hooked on his NPR app. In terms of favorite social networks, he says it is a “tie between Facebook and YouTube.” But he really just loves to “Yammer” at Scientific Games because it is “all about people and products.” s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e corporate profile GTECH: IGT Acquisition Will Be Transformational W ith the announcement that GTECH S.p.A. would acquire IGT for $4.7 billion in cash and stock, the gaming industry was dealt a winning hand, with the potential for lotteries to cash in big. La Fleur’s Magazine sat down with Renato Ascoli, President, GTECH Products and Services, and Jaymin Patel, President and CEO, GTECH Americas, to discuss what the merger will mean to the lottery industry overall and specifically to GTECH customers worldwide. “We are creating the world’s largest and most diversified gaming company, one that will be able to service our customers all over the world, from lotteries to interactive to sports betting, traditional government VLT business, and the casino business,” said Patel. “We will have a business that will generate more than $6 billion in annual revenues worldwide. I see this as a way to provide our lottery customers with even more content and ways of sharing systems.” While company officials are excited about how the merger will transform GTECH and the industry, both Patel and Ascoli recognize that GTECH must maintain its focus on lottery customers during the integration of the two companies. “I want to say for the record that I am particularly conscious that we do not dilute the quality of service for our lottery customers,” said Patel. “We will continue to provide the same high level of service that our lottery customers have come to expect. The people our lottery clients know in marketing, technology, and operations will remain very much focused on the lottery business.” “We must remain vigilant in making our customers know we are focused,” added Ascoli. “We will not risk any chance of distraction from the core business. It is our top priority to keep the emphasis on the customer.” From the outside looking in, lottery clients will not see a lot of changes. “IGT and GTECH are very complementary, so there is little overlap between the two,” said Ascoli. “IGT is very strong in casino gaming, and GTECH is very strong in lottery business. IGT has a robust presence in social gaming, and GTECH has a demonstrated strength in B2C operations. GTECH has been very focused on cross-channel platforms and innovations, while IGT has maintained a leading position in casinos and social gaming content around the world.” And this is where the payoff comes for lotteries. Thanks to the company’s reorganization in 2013, when Lottomatica Group’s formerly separate business units were brought together under the GTECH corporate brand name to become a unified, customer-facing structure, the firm has already done the hard work by creating synergistic solutions for customers. “We used to have four different solutions with sports betting, for example: the lottery area, one in Italy, and two in the former G2 area,” said Ascoli. “With the recent reorganization, we have an increased production of content into the casino area, the VLT area, and the interactive area. The CRM platform is another example. We now have a single platform managing all of the product segments.” Ascoli stressed that integration with IGT systems and solutions will be relatively seamless because of the way GTECH is now structured. “The whole integration will have little visible impact on our customers. There will be less work to harmonize the platforms, as much of this has been already done,” said Ascoli. “Instead, we’ll be in a position to offer, especially for lotteries in the WLA segment, good news. All lotteries are asking for new games, new solutions, and new content. We’ll enjoy a wider variety of ideas and brands to the whole lottery industry, so GTECH will be very much a one-stop-shop solution for lottery customers.” One example Patel cited was the opportunity to apply ideas from IGT’s DoubleDown Interactive business to the lottery industry. “IGT has an impressive Left to right: Renato Ascoli, President, GTECH Products and Services, and Jaymin Patel, President and CEO, GTECH Americas (Photo: Gregory Wostrel/GTECH S.p.A.) 57 l l 58 corporate profile social casino business, where consumers play their casino games for free but have the option to pay to upgrade their content if they so choose,” said Patel. “IGT also has an excellent player tracking and loyalty platform that allows DoubleDown to communicate to its players. When I met with the IGT management team, I was impressed with the marketing initiatives and technologies they have developed to grow the DoubleDown base of players. I think we can apply many of these ideas to lotteries, as North American jurisdictions begin to legalize interactive gaming or simply want to offer an augmented interactive free-play experience.” Patel and Ascoli said GTECH’s top three growth initiatives were: 1) product innovation; 2) retail growth; and 3) interactive/mobile. “Game development will be a core activity,” said Ascoli. “Retail expansion will be a second driver of growth, primarily by increasing the number of points of distribution particularly in the North American market. The third driver will be interactive. It is the fastest growing segment in the overall business.” “There is tremendous potential to double lotteries’ sales and returns to good causes,” said Patel. “I believe it is a matter of widening our product offering, launching more innovative games, and providing more access for consumers to buy the product. Since 2003, the U.S. lottery industry has grown by $10 billion or more every five years.” To drive retail growth, the company has conducted an extensive study on how GTECH can attract national retail chains to sell lottery tickets. In some cases, this may entail changes to traditional selling models. “We are going to have to reexamine the products that we offer,” stressed Patel. “We may not be able to sell in a big box store every single product that we sell in a convenience store. We may not have the traditional self-service machine. We may have to find more ways for the consumer to have a payout experience that is different from the traditional cash payout. For example, when you win a prize, the self-service machine may dispense a voucher.” Patel noted GTECH’s experience with operator roles in Italy, Latin America, Indiana, and New Jersey. “It is helping us L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 understand what works well and, more importantly, what doesn’t work well,” he explained. “Additionally, GTECH has a greater than 80% market share for selfservice devices in North America. So we have a huge amount of experience that tells us what is working well in self-service and how we can do better. For instance, we know that consumers get upset when they win on a machine but they can’t cash it at the register. So we’re working to solve that issue. We are also looking to apply to U.S. jurisdictions the success we have enjoyed internationally with our integrated point-of-sale solution, Lottery Inside. With our Lottery Inside software, retailers can use their own network and system to sell lottery from a cash register, which is particularly attractive in multilane environments.” The third driver—interactive—is on mobile development. I think this will also help us to attract younger adult players.” GTECH views lottery retail expansion and interactive development as complementary, not conflicting. “Going forward, the two segments will likely not be competing at all,” said Ascoli. “Interactive business will not, as some people previously thought, be a competitor but a key ally of retail expansion.” At the upcoming NASPL conference in Atlantic City, GTECH will exhibit a convenience app that includes a retailer locator feature. The technology has already been employed in Illinois and Indiana to show the proximity to a number of retail points of sale where a consumer can purchase a lottery ticket. “Beyond our current deployments, we will “We are creating the world’s largest and most diversified gaming company, one that will be able to service our customers all over the world,” said Jaymin Patel, President & CEO, GTECH Americas. the fastest growing segment in the new portfolio, and one that also requires a change in mindset from traditional approaches. “In the U.S., we need to adapt to global best practices on implementing interactive solutions,” said Ascoli. “This includes embracing the concepts of shared solutions and software as a service, both of which have proven to provide shared benefits as well as the necessary levels of security and performance in an economical manner.” “I think the mobile offer will be of crucial importance,” Ascoli continued. “Mobile wagering accounts for 23% of all interactive lottery sales, and that share is expected to grow to 40% in three years’ time.” Patel believes the U.S. lottery market has actually skipped two generations of interactive development. “I am a huge believer in rethinking our approach to the business from a technological point of view and a game point of view. Not many people are going to buy lottery tickets using their desktops, or even their tablets,” he said. “We need to focus more also show how games can be delivered on mobile apps or through mobile tools when the player approaches at retail,” said Ascoli. GTECH will also introduce iBeacon for use at lottery retailers. “iBeacon is a marketing tool that we will be offering the retailer to provide push notifications or calls to action to lottery players,” said Ascoli. iBeacon could provide e-coupons at retailers or free play offers. Conceivably, players could even purchase lottery eInstant games at a retailer and then play the games on their smartphones. “This would not be interactive wagering; this would be retail wagering,” said Ascoli. “It will blur the distinction between interactive and retail. It will put people in a position to support both segments.” Ascoli and Patel agree: The future belongs to mobile solutions. “I believe that we are going to see impressive growth in the U.S. lottery industry,” ended Patel. “I think that mobile technologies are going to drive tremendous change, and we are prepared for that.” s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e corporate profile INTRALOT USA: Driving in Runs I NTRALOT USA is winning fans with a combination of small games and big hits designed to move its customers forward by playing the percentages. Just like the “Small Ball” philosophy in major league baseball, which depends on scoring by methodically manufacturing runs, INTRALOT USA has made a study of manufacturing incremental sales. The INTRALOT team uses its precise knowledge of each customer and situation to advance innovation through the judicious deployment of speed and tactical awareness. Perhaps the best expression of this philosophy is in the firm’s deployment of TAPP IT!® games. “We are very pleased with the success we have had with the pilot programs for TAPP IT!® games,” said Tom Little, President and CEO of INTRALOT USA. “It has also been very gratifying to see that players of TAPP IT!® games are generally not current lottery players. In Washington D.C., we have launched 11 games and plan on an expansion of at least eight more games in 2015. In Idaho, we have launched 14 games and expect to give the players five more games before year-end. We are extremely excited about the September launch of six new games on our new MPNGs in Ohio. We also look forward to our launch of TAPP IT!® games for the Vermont market in the fall.” INTRALOT USA’s new star emulates the play features and style of instant games at the terminal. “The results of our FastPlay terminal instant games have been incredible,” reported Little. “We have taken the product line from basically ground zero to a $130 million line for our partners in just three years and it continues to grow at a doubledigit rate. The rollout of Progressive and Countdown FastPlay games in our jurisdictions has been met with lots of enthusiasm from players and has had a significant positive impact on sales.” INTRALOT is looking to play some long ball with the development of its true home run threat—DREAMTOUCH™. This flashy player-activated terminal combines vending with entertaining information displays. This rookie phenom made its debut in 2013, but is set to hit the big leagues this autumn. “We are excited to bring this product to market and I think our customers are even more excited than we are,” said Little. “We introduced the prototype at NASPL in 2013 and since then have shown the cutting edge vending solution to consumers and a few lotteries. The response has been overwhelming. I think that lotteries see that the possibilities that exist with the innovative design and functionalities that come with this solution make it not only just a self-service vending machine, but also a tremendous POS piece and innovation driver. The types of games that can be accommodated on the DREAMTOUCH™ are not only all of the lottery’s existing draw games, including any number of our FastPlay games from our library of hundreds, but also games that can be played interactively on the machine.” Another aspect of INTRALOT’s game is the emerging field of gaming machine monitoring. This extends INTRALOT’s capabilities in the growing field of regulator support. INTRALOT first rolled out central systems monitoring gaming regulators’ most valuable players in Oceania (in New Zealand and Australia), followed by Ohio. It is now in the process of implementing its IGEM system in Georgia. “We are very excited with the award of the Georgia COAM monitoring project and the opportunity to work with the Georgia Lottery Corp. Since we are also a Georgia corporation, we are very happy to have won a contract in our home state,” said Little. “It is a very large undertaking, which requires all of the COAM machines to be converted for online monitoring and also to become SAS compliant within two years. We anticipate more than 4,000 locations and over 20,000 COAM machines to be connected to the iGEM monitoring system by mid 2015.” INTRALOT USA further extended its franchise, adding a new jurisdiction and securing home field advantage in other long time venues. Most recently, INTRALOT USA was selected by the Wyoming Lottery Corp. as its system vendor. “The startup went very smoothly and we have enjoyed working with the great folks in Wyoming,” said Little. “The excitement among Wyomingites was apparent with sales totaling almost $200,000 on Sunday, August 24; and that was only for 12 hours between noon, when lottery sales opened, and midnight.” By the All Star break, INTRALOT USA had secured a number of milestones for the 2014 season. “So far, just this year, we have extended our contracts with our partners in New Mexico, New Hampshire, Vermont, D.C. and Ohio,” said Little. “If you look at all of our current customers (11 states), nine have come up for renewal. To date, eight have already renewed with us. We feel confident that the ninth will renew with us in the near future.” Little has long predicted the inevitable rise of digital and the eventual domination of the digital lottery. “My hope is that Internet gaming comes to more states under the direction of the lotteries. I believe strongly that Internet play on laptops and desktop channels will take a back seat to mobile. Our players and potential players want access to entertainment where they want it and when they want it. INTRALOT developed a comprehensive Internet gaming platform a number of years ago; however, for the last couple of years, our focus has been on mobile gaming. Our mobile apps are an excellent tool for lotteries now and are completely ready for wagering when it is allowed.” 59 l l 60 corporate profile L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 INTRALOT: Bet on Universality T he first impression you get when you meet George Zenzefilis, Group Chief Products & Services Officer for INTRALOT SA, is that of a big picture guy with an uncanny eye for detail. His training and temperament is that of an engineer. He holds a masters in Systems and Control (aka Cybernetics) from the University of Manchester and an undergraduate degree from the National Technical University of Athens. “Part of being an engineer is that you tend to decompose problems. The definition of an engineer is that instead of trying to solve the whole problem, he breaks the job down into its component parts. The engineer solves all the little problems and then synthesizes the whole thing at the end,” noted Zenzefilis. “Fundamental concepts of engineering combine both theoretical and practical disciplines. I have found it very useful over the years to apply these principles to managerial or design problems. In the end it’s all the same.” “Mathematics is another skill that is useful,” he added. “You get to master that when you are an engineer. It is essential in our industry to have a deep understanding of numbers and be able to apply scientific methodology to problem solving techniques.” Marketing has gone through an evolutionary process, as marketing research methods are driven by analytics. “I believe marketing brings together the behavioral aspects of the consumer with the design aspects of the products,” stated Zenzefilis. “You cannot design any products at all unless you have a grasp of human behavior.” Analytics have dramatically changed the way we make products. “It is a trend these days, not only in our industry, to start from the consumer and synthesize a solution from the ground-up,” said Zenzefilis. “In the past, the reverse was the common path. You used to start with an idea, put it forward and try to sell it. That doesn’t work anymore. We are in an era where marketing, engineering and product design all have to work in harmony with each other.” INTRALOT’s division under Zenzefilis has a firm blueprint for its global positioning. “Strategy is such a wide term and often not fully understood. I am proud to say that the word ‘strategy’ is Greek. For us, strategy is a vision. You cannot design anything unless you know exactly where you want to go. You have to identify your objectives,” stressed Zenzefilis. INTRALOT’s target is to understand what customers think about the company’s products. “Embedded in that notion is the perceived value that the customer has about you, your products and your company as a whole. Knowing what the customer values, it gives us a hint as to why the customer selects us over our competitors,” said Zenzefilis. “Drilling down from that, we use the term road map. This is a tool for pairing the product that you have now with the vision of where and in which time period you plan to offer it. That forms a meaningful time frame that teams within the company can follow.” Integral to INTRALOT’s vision is the concept of the Universal Gaming Experience. This is realized on both a tactical and a strategic level. “That means that people have various touch points within an organization that demonstrate the consistency along all platforms,” said Zenzefilis. “Universality means that the consumer is now buying into experiences through all game types, business models and channels. INTRALOT’s DreamTouch combines vending with an information kiosk, thus bringing interactivity into the retail space.” “Universal implies the need for convergence,” said Zenzefilis. “The term convergence can have a negative connotation. Convergence means everything comes into one. That is not what we want to denote. When we say convergence or Universal Gaming, we place the emphasis on the consumer. We think it is inconvenient for the consumer to have a different experience at the point of sale as he might have through a tablet device from the same operator. This inconsistency is annoying.” One example is that the consumer wants to be recognized on whatever platform he is using. The player wants his “wallet” to follow him from the mobile channel all the way to the retail outlet. The consistency is part of the convergence process. “At the end of the road, landbased operations need to diversify their offerings onto digital channels,” continued Zenzefilis. “We have to find a better way to deliver a consistent experience.” “One step deeper in this program is the player management or wallet system,” explained Zenzefilis. “We have one of the most advanced player management systems in the gaming industry. These are more than simple translations of front end websites. These systems are responsive and respectful to the user.” This Universal Gaming strategy extends to mobile and interactive channels as well. “We are the first ones in the industry to launch Mobile Lottery,” said Zenzefilis. “Our users have the ability to transact through tablets, which can then be carried through to the retail store. The apps and the frameworks INTRALOT Interactive have developed are leading edge in the mobile design world. Tab bar-based designs on the tablet give the designer the ability to bring the customer closer to the operator, giving more value and wider options to the player. We went a step further by incorporating entertainment elements into the mix.” s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e corporate profile No ‘Off’ Button in Digital World C hris Riegel is the original digital native. Sitting in his office overlooking the Miami River in Dayton, Ohio he recounted his early tech projects. “I am a technologist born and bred,” confided Riegel, CEO of Stratacache, which purchased Carmanah Signs in November 2013. “I was a digital native before there was such a thing. I was building computers at seven and eight. When you are involved in the technology industry before you even realize it is an industry, you can trace back to being there at the dawn of the PC age.” Stratacache is the leader in pointof-retail digitally-animated signs, but to call them a sign company is analogous to mistaking Netflix for a TV screen. “The customer-facing aspect of Stratacache, the signage, is the tip of the iceberg,” said Riegel. “Under the waterline is the retailer data intelligence system. That system takes a corollary between showing X on the sign and selling Y at the point of sale. The trick is to mine the data so as to learn what the customer buys, when he buys it and how he buys it.” The company manages a network of over 450,000 devices with retail updates and cached downloads. Stratacache helps large brands such as McDonalds and Walmart right size by optimizing yield. “We have a scale where we can operate these digital networks much more cost effectively,” asserted Riegel. “We can build a network model for a lottery that increases sales and operates those networks at a lower cost.” Riegel sees both opportunities and dangers for lottery organizations. On the plus side, “Lottery is transformational,” noted Riegel. “Toothpaste is not going to transform my life no matter what the marketing says. The lottery proposition states ‘give me a dollar and it could change your life.’ The aspirational story around lottery is compelling.” But there are challenges. He makes the point that for the next generation of players, lottery is foreign ground. “Millennials do not know analog. They only know how to do things digitally. The question becomes ‘how will lotteries help millennials embrace gaming?’” Another important dark cloud on the digital landscape is the invasion for social gaming developers who claim a large presence of millennial mindshare. “It would not be that much of a hurdle for the social gaming developers to make the leap across the chasm to real money gaming—just competing for mindshare with them is an existential threat,” said Riegel. Then there are big-picture hurdles. The average foot traffic has fallen in retail by 7%. “In a macro sense that might start to threaten lotteries,” contended Riegel. “No one can control that big trend on the macro but we can make lottery more attractive on a micro level with more interesting gaming.” Riegel argues that digital point-ofretail signs make a compelling business case. “In gaming, there is something of a rear guard action taking place. You already have the terminal there. Money it. It opens that democracy up to digital natives who do not know the games and fear looking stupid. We can make it easier and transnationally transparent. Digital can play a role in simplicity and ease.” Riegel stressed that there has to be an intersection between the physical and the digital, but there is also the danger of disintermediation and disruption. “Agents get only a small percentage for selling a lottery ticket, but they use it to capture foot traffic,” he explained. “If the lotteries are in direct competition with the agents, it does not historically end well. The industry has to come up with a store-enabled mobile solution. Perhaps the player could pick their numbers “The margins for lotteries are such that just a small lift from the placement of digital signs can make a big difference.” spent on digital at the point-of-retail is more measurable than on TV. The yield is much better. The margins for lotteries are such that just a small lift from the placement of digital signs can make a big difference. Our customers see a 2% to 7% incremental increase in sales with digital. We have seen these results in hundreds of cases.” Retail is changing rapidly and the best retailers are poised to leverage the change. “As direct fulfillment increases, foot traffic will decline. Retail is off 7% since the recession. The competition from dot coms has been great for retail because it has forced them to rethink relevance and engagement. It is no longer about who has the most locations. It is now a quality play. Lotteries can learn from that experience.” “In the world of big brand, they use the phrase called digital democracy,” continued Riegel. “The player can experience the product the way they want online and pick up the tickets in store. It is a tricky thing to land that digital intersection.” The crossroads for digital and terrestrial may be mobile-integrated signage. “I am not sure anybody has figured that out either in gaming or at retail,” said Riegel. “There is a lot of money being spent on apps that customers are not using very much. For BCLC, their app adoption rates are good by industry standards. Compared to the number of players they have, it is still a small fraction of that big group.” “We purchased Carmanah Signs because, given their track record with similar products, they are the ideal organization to customize Stratacache’s digital sign offerings for the global lottery industry.” The digital signage industry is growing 30% a year. “We are growing 100%. It is a race. There is no ‘off button’ in technology and really not in business in general,” said Riegel. 61 l l 62 corporate profile L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 LotteryHUB: 1M Goal by December S houtz’ LotteryHUB app is on schedule to reach 1 million app downloads by December 2014. The app soared to new popularity after LotteryHUB became an official digital app for Mega Millions in April 2014. The appeal was simple— equal access to both national lotto games on one platform. “With the launch in April 2014, our downloads increased 80,000 per month on average,” said Donald Clark, senior product manager, Shoutz. “Our engagement is up 917%.” What this means is that LotteryHUB can now aggregate a large audience that’s addressable by national brands. It has also created a new rewards program where lottery players can receive exclusive offers from retailers, brands and companies. For example, during the summer, LotteryHUB gave away free movie tickets and $25 e-gift cards to its users. It turns out that lottery players are big-time movie goers; a movie ticket campaign generated over 3,000 participants (in only 10 days), with no promotional marketing. and satisfaction of the user while also providing relevant advertising to the company (providing a fantastic ROI for the advertiser),” said Clark. “This ad unit has provided the opportunity for us to generate even more revenue for MUSL because of its success and advertisers are now coming in frequently to host rewards on the app.” Shoutz is now making more improvements, including specific couponing promotions which can create “The Shoutz app has enjoyed the feedback and insight gleaned from watching over 600,000 users in the app.” In August, LotteryHUB advertised The November Man, starring Pierce Brosnan. The user could click the digital ad to watch clips which include a trailer, teaser, featurette and TV spots. Free AMC tickets to see the movie were offered. Rewards Program For example, on its Facebook page, LotteryHUB reminded fans “only 4 more hours left to enter for two FREE The November Man movie tickets from #LotteryHUB Rewards! Get the app and enter here (click link).” The power behind the rewards program is the ability for Shoutz to reengage with the user to provide even more relevant offers. “This increases the engagement even more opportunities for the advertiser. “Our rewards program is providing advertisers identified and marketable users to deliver a specific ROI of their choice,” said Clark. “Users are excited about being rewarded by an advertiser using a tool they are extremely excited about (the lottery). Advertisers are excited about marketing to a specific audience who has been identified as ‘a moviegoer,’ ‘sports enthusiast’ or ‘restaurant interest.’” When a prospective user keys in LotteryHUB or Shoutz, the App Store identifies as a Powerball and Mega Millions Official App. It gets top ratings on the App Store and Android App Store. The most recent viewers in August rated Version 4.4.1 as “Super App!” “I love this app,” “Great update,””Amazing App,” “Fun App” and “Nice one stop app.” In addition to checking for the winning numbers for Powerball and Mega Millions as well as providing the countdown to the next jackpot to be drawn (with estimated jackpot and estimated cash value), players can scan their tickets. The app will notify the player if he wins a prize. In addition, players can enter contests to win $10 Amazon gift cards and AMC movie tickets. By experimenting with different prizes and contests, Shoutz is able to discern what users want and what they ignore in terms of benefits “The Shoutz app has enjoyed the feedback and insight gleaned from watching over 600,000 users in the app,” said Clark. “We have watched what they do, and what they refuse to do. We have followed their interests in both national and state lottery offerings and given them feature sets and benefits they have either asked for, or discovered and utilized.” The most active lottery player on LotteryHUB averages two purchases per week regardless of the jackpot value. “They initiated full registration, telling us a great deal, to get the benefit of entering their tickets, and receiving winner’s notifications. They gave up anonymity to get benefits!” said Clark. “Additionally, and not surprisingly, the younger demographic—the coveted group the lottery historically cannot get to—are into the games and points offerings in the LotteryHUB app. They spend non-lottery time on the application. And they interact with our third party offerings. We think there are more behaviors worth discovering,” added Clark. Future Plans What does the future hold for LotteryHUB? “We are currently testing the ability to coordinate offers with LotteryHUB users through geo-fencing on a national scope,” said Clark. “Providing exclusive coupons and offers to lottery players on an individualized and preferred basis is the next step to providing lottery players the most engaging lottery experience within mobile. s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e corporate profile GLI’s Capen: Man for All Reasons I n an interview with La Fleur’s Magazine, Michael Capen, who was recently appointed Director of U.S. Government Development for Gaming Laboratories International (GLI), outlined the challenges ahead for lotteries. “The hardest job in town is being a lottery director, because the legislatures and governors are always looking for more money for good causes,” said Capen. “A lottery has to make sure that the new product it puts out is just as safe as the products that have been in the market for decades and supports the lottery brand.” The former regulator is well aware of the many hurdles regulators face every day as well as the constant need to stay ahead of the technology curve. “Lotteries will have to continue reinventing themselves,” insisted Capen. “I tell regulated jurisdictions that you are only one legislative session away from getting new technology. Most state legislatures meet every year. A regulator might walk in and find out the legislature has just approved new technology for them to know. You have to quickly embrace that technology and find out how to regulate it. Above all, a regulator has to maintain the reputation of the lottery.” people who have enough expertise to be effective regulators. “If you are a new state starting off with iGaming or VLTs, you may have to go out of the state to meet the technical requirements that are necessary to understand the new games,” asserted Capen. “With iGaming you have to worry about penetration testing in terms of hackers getting into the website. It puts more pressure on the marketing and auditing staff.” The industry is watching the trend on web-enabled lottery initiatives. Many of GLI’s lottery clients offer secondchance drawings through the internet. In addition, the Georgia, Illinois and Minnesota lotteries sell tickets online. Capen has seen the process from all sides. At times the regulators go to the legislatures asking for new laws but the impetus is usually from someone in the industry trying to get something passed to allow a new type of gaming. “When I worked as a regulator, seldom did we go to the legislature,” recalled Capen. “Many times there was a need for money to fund something worthwhile. The legislators would have various options and would have to decide on which option to liberalize. The legislature goes to the lottery to find out “Lotteries can provide VLTs, iGaming, keno and traditional lottery games so it is literally one-stop shopping for gaming.” Capen sees an increasing emphasis on convergence in the world of gaming ratcheting up the risk and complexity that confronts lottery executives. “This continued consolidation of the gaming industry, not just the lotteries, has made everybody look around,” noted Capen. “Lotteries can provide VLTs, iGaming, keno and traditional lottery games so it is literarily one-stop shopping for gaming. That is very exciting.” With convergence comes even more pressure on regulators to stay current with emerging trends. The question becomes where can regulators turn to get the how much money that might be worth.” Passing the law is just the first step. Once the law is passed, then the regulations must be written. Regulators have to decide what to allow and what the law will look like. “A lottery must have a good policy person on staff to monitor casinos and tribal, but ultimately it is the lottery director who knows best what will work for that jurisdiction,” said Capen. GLI has grown far beyond its roots of VLT testing for the South Dakota Lottery since its launch in 1989. GLI’s Professional Services Division has four main areas of services, each specifically designed to make doing business in the lottery industry faster and more effective. GLI’s Professional Services division has consulted with lotteries on a wide range of topics spanning the complete spectrum of the lottery industry, from security assessments to project management, IT strategy and implementation and WLA and ISO standards. In August, GLI helped the California Lottery become the first U.S. jurisdiction to complete the World Lottery Association’s Security Controls and ISO 27001 Information Security Management certification audit. “We consider this a great success and an important business milestone for our organization,” said Paula LaBrie, Acting Director, California Lottery. “GLI’s Professional Services team helped us complete the necessary requirements for certification, and we appreciate their effective and professional skills needed to achieve this goal.” The Professional Services division is just one example of how GLI is expanding to meet the needs of its diverse clientele. “Everybody looks to GLI for RNG testing,” said Capen. “We do so much more. We perform acceptance testing for lotteries. We do network testing and penetration testing. We are evolving with the lottery industry.” For example, GLI is poised to aid lotteries that offer free interactive games on their websites. “With social gaming the only element you do not have is the element of the transaction. Otherwise, all the other considerations are there. If there is an RNG involved, you want to test that user experience. If the site is linked to the lottery website that players give their information that has to be secure. The lottery is the guardian of the player information. It is a matter of the lottery’s integrity and public trust. A poor user experience can be a danger to the brand,” said Capen. 63 l l 64 Industry News L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 Lottery Players Are Dying To Play AMC® The Walking Dead Tickets “It all starts with a single scratch. . .” is the warning when a lottery customer buys AMC® The Walking Dead scratch ticket, licensed from MDI Entertainment LLC. The popular AMC show is based a an American post-apocalyptic horror drama television series developed by Frank Darabont. Multiple U.S. lotteries are finding success with this licensed ticket. “In New Hampshire, over the summer months, we are typically quiet with traditional media,” said Maura McCann, Marketing Director, New Hampshire Lottery. “The $2 Walking Dead scratch game is a huge hit with our players with little to no fanfare due to the popularity of the television show contributing to great sales! A Facebook month-long promotion is getting incredible attention and just by changing our cover photo along with our profile, the comments (good, bad or indifferent) started to flow!” Similarly, the Vermont Lottery is reporting excellent ratings from players. Jeff Cavender, Director of Marketing and Scratch them before they scratch you! Buy The Walking Dead ticket today! Win up to $5,000 INSTANTLY! Facebook “f ” Logo CMYK / .eps Facebook “f ” Logo vtlottery.com All profits benefit the Vermont Education Fund The Walking Dead © 2014 AMC Film Holdings LLC. All Rights Reserved. Sales for the Vermont Lottery, said sales indexing is “exceeding expectations.” The Vermont Lottery launched the $2 ticket on August 22 to capitalize on the fan frenzy associated with the fifth season of the show returning on October 12. “‘The Walking Dead’ series is the AMC network’s biggest story and with the season five premiere timing for this fall, we wanted to capitalize on that.” The lottery chose a $2 price point “which is a good entry point for a new CMYK / .eps player. It will appeal to the casual and steady players as well in its striking artwork hopefully prompting a purchase based on the familiarity/popularity of the TV show,” he explained. Cavender reported a best practices survey of other lotteries’ marketing launches for the The Walking Dead scratch ticket show showed “multichannel marketing and media support” were key. The Vermont Lottery is running its 30-second TV spot on YouTube. The Missouri lottery is running a Facebook campaign for the new ticket. The Grand Prize is a trip for two to California to view “AMC Talking Dead,” the network’s first live after-show that serves as a platform for discussion for AMC’s series, “The Walking Dead.” “‘The Walking Dead’ is huge right now, one of cable’s most watched series,” said May Scheve Reardon, Executive Director, Missouri Lottery. “What would be better than ‘The Walking Dead’ Scratchers ticket for the Halloween season?” Scientific Games to Acquire Bally Technologies for $5.1 Billion On August 1, Scientific Games Corporation and Bally Technologies, Inc. announced that the companies have entered into a definitive merger agreement whereby Scientific Games has agreed to acquire all of the outstanding Bally common stock for $83.30 in cash per share, which represents a 38% premium to Bally’s closing stock price on July 31, 2014. The aggregate transaction value is approximately $5.1 billion, including the refinancing of approximately $1.8 billion of existing Bally net debt. The transaction was unanimously approved by the boards of directors of the two companies. “The acquisition of Bally provides us with a unique opportunity to combine two exceptional companies with long track records of creating leading-edge games and gaming technology products for players and delivering innovative solutions to our customers,” said Gavin Isaacs, President and Chief Executive Officer, Scientific Games “With leading gaming, lottery, and interactive content, world-class systems capabilities and table game offerings, we believe that the combined company will be uniquely positioned as a strategic partner for gaming and lottery operators, offering a highly diversified suite of value-enhancing products and services across multiple worldwide distribution channels and platforms.” “The combined company will feature world-class research and development capabilities, an expanded base of recurring revenues and greater worldwide penetration in key geographies, including the AustralAsia region,” added Isaacs. “The combination with Scientific Games will benefit our customers and shareholders,” said Richard Haddrill, Chief Executive Officer, Bally. “Increased scale, geographic diversity and product development capabilities will create a new runway of growth opportunities through new products and a comprehensive portfolio of customer-focused solutions. This transaction delivers immediate value to our shareholders, and the highest share price in our history. We look forward to working with our new colleagues at Scientific Games to execute a detailed integration plan to realize customer satisfaction and additional value.” The transaction would expand Scientific Games’ portfolio of products and solutions to include leading casino management systems and table products. It would also expand the range of Scientific Games’ social and real-money iGaming and iLottery products and services. This expanded portfolio is expected to position Scientific Games to better cross-utilize content and technology across the lottery, gaming and interactive sectors to propel future growth. The combined company is expected to have world-class global sourcing, production, engineering and product development capabilities, as well as a large installed global base of diverse recurring revenue products and services. Scientific Games and Bally generated combined revenue of approximately $3.0 billion in the 12-month period ended March 31, 2014. Industry news s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e Minnesota Lottery Embraces New Pro-Lite Features Always innovative, Minnesota Lottery is first to order jackpot signs with ProLite’s exclusive Day of Drawing (DOD) feature, which signals the last chance to play, within space already allotted for jackpot display. The DOD readout can be static or activated at will (via the online system) on drawing day or the day before. As it’s no secret that ticket sales increase dramatically on the day of the drawing, lottery directors, such as Minnesota’s Ed Van Petten, readily acknowledge the common sense “no brainer” appeal of the DOD feature. Pro-Lite’s development of DOD stemmed from analysis of buying patterns. From June 1 through December 31, 2012 New Jersey Lottery’s PowerBall and MegaMillions ticket sales surged an average of 336% on DOD versus non-drawing days; on non-drawing days, ticket sales averaged $340,823, vs. an average of $1,143,848 on DOD. As the most dramatic examples in the six-month period, Powerball sales rose 707%, on DOD, (November 24, 2012) and Ed Van Petten, Executive Director, and Jenny Canfield, Director of Operations, evaluate the Z-Dot Digit and DOD 6 jackpot window sign. MegaMillions sales rose 505% on DOD, (September 4, 2012). Comparatively, ticket sales increased an average of 176% the day before the drawing. Minnesota Lottery contracted with Pro-Lite for 6-jackpot window signs and double jackpot countertop signs, both with DOD. The window signs sport a flashy Z-Dot style digit, also chosen by Loterías Electrónicas de Honduras (LOTELHSA) for window signs delivered in January. Product delivery to Minnesota began in August. Pro-Lite cooperated with GTECH throughout the software testing and certification process. Minnesota is the 11th jurisdiction in which ProLite’s updatable jackpot signs have been seamlessly integrated, following California, Connecticut, Georgia, Kentucky, New York, North Carolina, South Dakota, Washington and Trinidad. Integration with two additional GTECH systems in the U.S. is pending fourth quarter product delivery. Pro-Lite signs are also integrated with multiple systems from Scientific Games and INTRALOT. Minnesota’s new countertop sign with solid digits. SSI Places 1,400 Ticket Dispensers for Manitoba Liquor & Lotteries After a successful pilot test with oncounter dispensers with Manitoba Liquor & Lotteries, Schafer Systems, Inc. (SSI) now has placed 1,400 units in the province. Unlike in the United States, Canadian lotteries traditionally do not use typical plastic instant ticket dispensers. Instead scratch tickets are displayed in large counter trays under glass. Working with Pollard Banknote, SSI assisted the lottery in setting up a pilot test with 18 retailers for its on-counter Modular-Mini® dispensers. The initial results show a 10% average lift in sales compared to similar stores. The lottery rolled out the test to another 15 stores. With the introduction of its new GEN II dispenser in fall 2013, SSI switched to the newer unit. “Manitoba Liquor & Lotteries is now making the GEN II dispenser a mainstream merchandising option for retailers and it looks to have 200 retailers using the displays by the end of the fiscal year,” said Shay Wahl, Sales & Marketing Manager, SSI. “Since the initial test, more packs of new games have been reconfigured to easily dispense in the GEN II and most retailers have begun dispensing from these units in addition to their current trays.” SSI now has 35,000+ GEN II units placed worldwide, since its introduction in October 2013. Currently, 15 lotteries worldwide have purchased the GEN II. The GEN II works with traditional 4-inch book as well as an oversized ticket or game book. “In the U.S. the majority of ticket books are four inches wide, but this is not the case internationally,” explained Wahl. “The GEN II allows for more flexibility in the size of ticket packs due to a removable divider and built-in display card clips. There are optional side feature clips to hold our After Glow product or custom-printed side panels.” It is a big trend now for lotteries to use display cards for instant tickets which provides a standard, uniform size for merchandising as well as reduces the size of the dispensing unit. “Many have also moved towards using Ticket Menu Boards for their display cards, which are often used in conjuction with a Promoter®, which can also help minimize on-counter space,” said Wahl. Another trend is uniform displays for corporate accounts. “Several large chains now work around their state lottery partners and purchase directly from the vendors to ensure they can create their own uniform look across state borders,” said Wahl. 65 l l 66 Industry News L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 GTECH Introduces From Frank® Licensed Scratch Cards In September, GTECH will unveil its new licensed From Frank® scratch cards. The logo is “making humans smile®.” “From Frank® is the brainchild of Kate Smith and her French bulldog, Frank the Tank. In 2008, Frank’s humorous, human-like personality combined with Kate’s quirky, yet happy, habit of talking for Frank and the idea of From Frank was born,” according to the brand’s website. “We found Frank at this year’s Licensing Show and were immediately smitten with him and his friends,” said Pat Schmidt, Sr. Director, Brand Licensing & Marketing, GTECH. “Frank and his friends have a single mission in life—to make humans smile. And who doesn’t want to smile?” GTECH has the exclusive license for the lottery category. “From Frank will be introduced to lottery customers for the very first time at the NASPL conference in Atlantic City later this month,” she said. She added that pet-theme scratchers sell well for lotteries: “We believe pet themed games, particularly with dogs and cats as adorable as those in the From Frank® license, will always be appealing.” Frank and all his friends will be included on the scratch cards. “Frank— he’s the leader of the group and the originator of From Frank. He’s also a bit of a ladies man, but has yet to settle down, favoring ‘keeping his options open,’” said Schmidt. “Walter—he’s been around the block a few times and loves reminiscing about the days when hot bitches flocked to him. Age has made him wise and amid his snide remarks, you’ll learn something. Big Louie—he’s never met a shortcut he didn’t want to take. Louie is slow, chubby and sloppy, but he has a big heart. He may not always know the right thing to do but he tries and that is what makes him so loveable. LuLu McFluff—she’s an optimist! A happy-go-lucky fluff ball wearing rose-colored glasses so thick that she is a bit clueless. Lulu always sees the bright side, even when her bright side may not seem so appealing to anyone else. Izzy—she’s a high maintenance sex kitten. She favors doing things she likes to do as opposed to what anyone else wants to do. Izzy is always up for some mischief and you can be sure she’ll tell you if you look fat in that dress,” added Schmidt. Frank and his pals and their quirky oneliners are featured on a line of From Frank cards. Lottovate: New Digital Champion for Lotteries Around the World Lotteries have a new choice of partner to help realize the revenue-generating potential of digital channels: Lottovate. Lottovate is a global digital lottery services provider that can help maximise lotteries’ revenue from digital products and channels, including mobile, wherever they are in the world. Lottovate will draw on parent company Tipp24’s 15 years of experience in product innovation and development, player acquisition and customer relationship management (CRM). Combined with its data analytics, marketing and technology expertise, Lottovate can work with partners to develop digital lottery revenues, improve player experience and add measurable value through a range of services: digital retail, marketing services and multichannel consultancy. Lottovate is well positioned to become the go-to digital partner of choice for lotteries. “In a highly connected, multi-channel world, it seems surprising that many players still cannot buy lottery tickets on demand and on the move,” said Lottovate Managing Director Zuriñe Sáez de Viteri. “The growth of eCommerce shows that the market for buying goods and services online and via mobile devices continues to expand, but the lottery world hasn’t typically responded to this demand.” Lottovate understands that the world of lottery can be a complicated one. Their unique position in the hearts of communities gives them a greater responsibility and duty of care than other, more commercial, businesses. “This means that a move into digital will come with challenges and potential obstacles, but whether you’re developing a digital strategy, or simply evaluating the potential, Lottovate can help because it understands player behavior,” said Sáez de Viteri. “We call this ‘Digital Insight’ and we’re incredibly excited to be bringing this new proposition to the global lottery market.” As a digital retail provider, Lottovate can become a lottery’s sales partner for interactive channels. For lotteries looking to launch an interactive service or replace an existing platform, Lottovate can make it a seamless transition with end-to-end channel management. Its full-service proposition covers everything from lottery game content and host platform integration to player account management and customer service. It also includes responsible gaming, content management, customer lifecycle management and CRM. Lotteries that already have an interactive channel can also optimize performance with Lottovate’s marketing services expertise in player acquisition, conversion, retention and CRM. By analyzing site performance, key performance indicators and player data it can create and execute detailed interactive marketing plans for enhanced results. Finally, in its role as a multi-channel consultant, Lottovate can apply its unique insight developed during 15 years in digital lottery to help partners develop market projections, multi-channel strategies and business cases for online channels and products. Industry news s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e AdMart’s Ed Cahoon Leads the Charge on Retail Ed Cahoon, AdMart’s National Accounts Manager, sees the seemingly peaceful store front as a war zone. “The lotteries are in a battle every day,” noted Cahoon in a recent interview with La Fleur’s Magazine. “They are in the mix at the retail location with the beer companies, with the soda companies, with the cigarette companies. Getting that ‘Buy Lottery’ message out to distracted customers is a battle.” Lighted window signs draw the customer’s attention while jackpot sizes provide information at the point of sale (POS). Cahoon sees the struggle in getting the consumer’s attention while they are actually in the store shopping. “It is vital to bring the lottery brand to the face of the customer. We are always attacking those areas,” continued Cahoon. “You have to maximize the available space as efficiently and effectively as possible.” AdMart has a corp of dedicated professionals that support lotteries at the POS. “One of the great things about Ad Mart is we have in-house space planners who can actually design for an area, get it permitted and built. It is pretty much hands off for the lottery until they’re ready to start selling tickets—which is a great service that we offer.” Further, AdMart has the capabilities through its sister company to do graphic design and printing along with other in-store services that a lottery requires. Cahoon knows from field experience the importance of strong branding. “The look and brand identity are just as important for the lottery as it is for Foot Locker or Home Depot. Lotteries are a big time consumer package brand. I get that because obviously I spent a lot of time working at Foot Locker and other marketing companies.” At this year’s NASPL conference, AdMart is rolling out several new products to complete the lotteries’ arsenal on the retail battlefield. “At the NASPL show, we will be unveiling two brand new concepts,” said Cahoon. “These are two higher-endlooking play stations at a very good price point. The molded plastic play stations that are in the market now have a tired look. Many lotteries want a fresh look for their visible, higher-end stores. Our kiosks will offer daily change graphics and a lot more graphic area.” Ipsos Research Tracks Barriers to Play for Lottery Customers “There’s a certain art to it,” confided Paul Lauzon, Senior Vice President & Managing Director for Ipsos. The ‘IT’ he referred to is the balance of alchemy and creativity that it takes to render meaning from qualitative and quantitative consumer data. One particular client engaged Ipsos to take a much deeper look at barriers to play. The study sought an answer as to why consumers who used to play the lottery stop buying lottery tickets. “We have done some ethnography studies in the forms of shop-a-longs. A researcher tags along with a fairly frequent lottery scratch game player through to the purchase process,” said Lauzon. Ethnography studies are not new but this tableau is deeper than most. Ipsos videotaped the shop-a-longs, then showed the results to a focus group made up of lapsed or non-players. “The goal is to see if we can get them to identify with any of the things they see in the video,” said Lauzon. “We take the qualitative study and take it to a quantitative level. We did some research to further quantify the findings.” Ipsos employed implicit association to quantify the survey results for the Minnesota Lottery. “The standard survey has a scale from not important to very important,” explained Lauzon. “The respondent might give you anything along that scale. Implicit association testing measures the speed at which the respondents react to the questions. We put them through calibration testing first so we have a control.” One of the things that research on research (yes, apparently researchers research researching) has shown is that emotional commitment and connection to a statement made by an attribute or brand can be measured by response time. So Ipsos is capturing the qualitative data and the quantitative intensity of the response. “The specific takeaways we found, for example, was that some people say that they would play if the money went to a worthwhile cause,” noted Lauzon. “What we found is that statement is not true. The worthwhile cause helps people rationalize a decision. People who buy big ticket items often go through post purchase dissonance. Lottery players may go through the same feeling.” The idea that the money goes to a good cause relieves post purchase dissonance but it doesn’t motivate players to play. “It still may be a good thing to do but we are advising clients not to land on this as a way to sell more tickets,” explained Lauzon. What’s ahead for Ipsos? “We strive to bring new ideas and techniques to our customers to better understand the player base. Implicit association is one example of that. It is gaining traction,” said Lauzon. “Mobile apps are big and we have the ability to use mobile to track players behavior. We have a mobile app at Ipsos that tracks customers. It uses opt-in geotracking. The app can be prompted as they walk into a retailer. It allows real time surveying of clients,” he added. 67 l l 68 Industry News L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 3Oak Gaming: Producing Next Generation Casual & Social Games The vision of 3Oak Gaming, based in Quebec City, is to be the leading social content provider for lotteries and casinos. This means building social experiences across all channels. With 800 million video game players every month, the market is massive. “This is the way to reach new demographics. For online and mobile, we take the most popular casual and social game mechanics and blend real-money gaming component in there. In other words, imagine Candy Crush or Farmville with payouts,” said Francois Sansregret, General Manager, 3Oak Gaming. He is a former 25-year veteran of Loto-Québec. 3 Oak is already offering two games and a Casino Suite, all online in the U.K. On the retail side, 3Oak Gaming is working on a hybrid product. There would be a mobile portion to the game experience that leverages the social game mechanics found on the top video game titles sold on the App Store while mobilizing the lottery industry’s massive retail channel. 3Oak Gaming develops products for a multiplatform system. But the fastestgrowing platform for lotteries is mobile. Since the firm was incubated by the same founder as Frima Studio—the largest privately-owned Canadian video game developer—it has significant expertise in developing mobile titles. “The key formula here is to adapt the experience and not just ‘port’ the existing game—the controls, the screen resolution, the way the device is held, are all things you need to consider when building a game on mobile,” said Sansregret. The key is to make it simple for players to understand and have fun within the first 30 seconds. “They have little patience at the beginning,” he said. Let a player try the game if he is a first-time user. “Registration has a massive impact on the drop rate so it’s important for the user to have fun before making this commitment,” he stressed. As for turning a social game into an iLottery product, the reception has been good. “Lots of lotteries are forwardthinking and already looking at the next generation of lottery products to maintain the appetite of today’s consumer,” he said. “Still some lotteries think ‘their clientele’ is not ready yet.” 3Oak can also work with a lottery to develop free-to-play games. “This is certainly something we can do as we have done with Slingo in the past (Slingo Five Card Poker, IOS),” he said. Currently, 3Oak Gaming is working on a social platform for lotteries and video game developers. “This would enable any lottery to have social features in its game and infrastructure. The way we are designing our virality features will produce significant impact on player retention and incremental revenues,” said Sansregret. EquiLottery: A Hybrid $2 Lottery/Racing Game Is “Off and Running” EquiLottery President and CEO Brad Cummings hopes to parlay his position as president of the horse racing industry’s most influential online trade publication into a winning bet for North American lotteries. One would be forgiven for thinking of a racing expert as some crusty paddock rat, but Brad is a horse of a different color. The 36-year-old Chicago native brings a fresh prospect to both the ‘Sport of Kings’ and the world of lotteries. Cummings has crisscrossed the continent to make presentations for racing and lottery commissions on the concept of launching a $2 terminal game based on the results of live racing. Now that may sound familiar. North America’s first modern day lottery, the New Hampshire Sweepstakes, picked its numbers based on the outcome of races run at Rockingham Park. But EquiLottery’s offering is as far from that as poodle skirts and bouffant hair. This game delivers dynamic payouts to horseplayers and lottery players by commingling the same wagering pools, pays lotteries expected revenues and expands customer base and directly increases horse racing handle, exposure and distribution. “This $2 game gives the opportunity to pay out more than your normal Pick 3 wager—or lottery ticket—through the lottery terminal,” said Cummings. “You’re not going to have a Powerball kind of rolling jackpot—but it’s the same progressive structure. And legally, our cash flow is identical.” But wait, isn’t racing just as demographically challenged as lottery? Not according to Cummings. “What is true in the racing industry is that the millennials are drawn to the excitement and the pageantry of it all. If you went to the Belmont Stakes this year, you’d see an incredibly young crowd. But if you go on a Thursday at just a regular racetrack with nothing surrounding it, that’s when you have the problem with the age gap.” Cummings said that lottery and racing have the same problem in engaging millennials. EquiLottery offers the experiential excitement they crave with the convenience they demand. Revenue projections are no mere horseplay. Initial estimates for this product well exceed $100 million in some jurisdictions. “We commissioned revenue reports by Gaming Laboratories International looking at each jurisdiction, both from the lottery revenue perspective and then also what the handle impact will be on the game. For instance, in our already released Ontario study, they are projecting $100 million in game sales in its first year and $101.5 million in racing handle,” said Cummings. Industry news s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi n e 69 Jumbo Interactive: National eRetailer for All 16 German Lotteries Jumbo Interactive has just completed a major milestone by teaming up with all 16 German state lotteries to sell lottery products online. Under the German model, companies like Jumbo are permitted to apply for licenses to operate as lottery retailers in the digital channels. E-retailers represent multiple sales points on the web. Jumbo Interactive’s past experience as an e-retailer to the Australian state lotteries gave the company a roadmap to create a business plan to provide services to the global membership of the World Lottery Association (WLA). In 2012, federal legislation changes in Germany opened the lottery market, permitting licensed companies like Jumbo to sell lottery online on behalf of Germany’s 16 state lotteries. Jumbo’s technical staff met the specific requirements of the state lotteries and built the Jumbolotto.de website. Developments to the legislation AdMart 2014.pdfspecific 1 7/15/14 4:26 PM include age controls, geo-location verification, and responsible gaming measures, as well as specific game rules and regulations of the 16 lotteries. From its head office in Brisbane, Australia, Jumbo began the process of applying for a license in Germany, two continents away. The company opened its offices in Munich in October 2012 and began preparations for the launch. Five months later, the Jumbolotto.de website was launched in the largest state, North Rhine-Westphalia, with the Jumbo site interfacing with the lottery’s gaming system to record each lottery purchase in real-time. Progressively each of the 16 state lotteries was added to the network, and on the final day, June 26, the last three German lotteries were launched online. To provide the best experience for the German state lotteries, Jumbo also launched a completely new systems platform. This next generation platform was developed in-house by Jumbo’s development team to take advantage of l the latest web-development and security technologies. The Jumbolotto.de website interfaces with gaming systems supplied by Scientific Games, GTECH and INTRALOT. Now the Jumbo Germany marketing staff, supported by a marketing team from Brisbane, has launched a comprehensive marketing and promotions campaign to help all 16 lotteries maximize sales through digital sales channels. The experience gained in the process of implementing i-lottery in Germany and Australia will be most applicable in highly regulated markets all around the world, particularly in the U.S. The Jumbo solution provides a pathway to i-lottery that is compliant with the regulations of almost all jurisdictions while meeting the needs of the retailer community. Armed with the momentum and experience gained from its German venture, Jumbo continues to pursue opportunities for its e-retailer i-lottery services worldwide. 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This leverages the strength of the lottery’s brand in the offline world whilst also bringing a degree of familiarity to players which is important in the early stages of an online launch. “When creating an online version of a retail scratch card, you should not be restricted to a direct like-for-like conversion,” said Jonathan Drysdale, Game Development Manager, Instant Win Gaming (IWG). “Online creates excellent opportunities around the game that are not possible offline—simple functions enhanced with animations, sound and more interaction, or more advanced features such as persistent games you return to, sharing, achievements and ‘leveling-up.’ Mobile specifically brings yet more unique opportunities with gesture recognition, a camera, geographical awareness and the accelerometer,” explained Drysdale. “With online conversions though, comes a word of warning (particularly with mobile),” he added. “With online there is the ability to do all sorts of exciting things, but just because you can do something doesn’t mean you should. It’s important to remember these are lottery products aimed at the lottery playing mass market. Any features that are added should always enhance the experience for players and not be at the expense of key factors such as ease and simplicity of play.” Converting a retail scratch card to online needs to be chosen carefully. “It should ideally be one of your flagship titles to ensure you make the most of the familiarity factor; however, some scratch cards are less suited for conversion than others, particularly if you want to target some of the older mobile devices with smaller screen sizes,” he explained. One of the justifiable concerns lotteries have is with regard to online cannibalizing offline. “When conversions are done carefully, this won’t happen,” said Drysdale. “In fact, most of the territories we’ve delivered to have actually seen a rise in offline sales after the online have gone live.” Finally, the conversion also needs to remain true to, and respect, the lottery’s brand, which has been built up over many years of success from the offline world. “Working closely with lotteries IWG have converted scores of games for online in a way that has enhanced the lottery’s brand whilst delivering some of their best performing titles,” said Drysdale. Malta Invigorates Its National Lottery Image With Smart Technology Maltco Lottery’s search for new lottery draw machines was specific. The new machines must be high quality, reliable, durable, and have an attractive, modern design. New drawing balls must accompany the machines, each with near perfectly identical weights and measurements to ensure the integrity of each drawing. Smartplay International was happy to meet Maltco’s needs and recently installed two sleek, chrome Phoenix Bingo air mix drawing machines and multiple sets of their custom-produced Smartballs incorporated with a Solution System, in beautiful Malta. Maltco uses the new Phoenix Bingo machines for their weekly Super 5 and Lotto games. Every Wednesday, in Super 5, the machine draws five out of 45 numbers. On Saturdays for Lotto, five out of 90 numbers are drawn for the first three game winning categories: “Prima,” “Ambo” and “Terno.” Then three additional numbers are drawn to determine the winning combination for the “Quaterno Plus” game. The draw machines are hosted on the new state-of-the-art studios of Maltco Lotteries and draws are broadcasted on the National Television Station. The draws are available on the company’s website www.maltco.com and www.tvm.com.mt. “Smartplay draw machines contribute in the company’s strategy to offer its players a good service with entertaining and high quality draws, ensuring integrity and hence the company was being able to be certified by TUV, with the ISO/IEC 27001 standard for all the functions related to the conduct of Live Lottery Draw,” said Dr. Ioannis Katakis, CEO, Maltco Lotteries. “By using Smartplay’s Solution System, Maltco’s drawings are equally as secure and it’s almost effortless to disseminate their winning numbers and record their draw statistics,” said Smartplay Vice President Tom Markert. The Solution System, by using RFID to record each number as it is drawn, stores the data electronically and is capable of transferring all the relevant draw information to display systems immediately as well. “We are marrying the traditional aspect of lottery drawings with today’s modern technology. We remain committed to providing draw equipment of the highest integrity, as well as economical and highly attractive,” said Markert. Maltco Lotteries Ltd, a subsidiary of INTRALOT, is the exclusive Operator of the National Lottery games and additional games for Malta. Established in 1993, Smartplay is dedicated to the creative design, development and manufacture of lottery drawing equipment. s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne Greek SCRATCH Launch SCRATCH games were launched nationwide in Greece on May 1, 2014, introducing a whole new game category in the Greek lottery market. Even though players have experienced instant type of games in the past, SCRATCH came as a completely new proposition bringing to the players in Greece what they have been asking for: A new, fun, simple to play, game with higher returns and a wide range of exciting versions. Lucky coins, 24 Karat Cash, Magic Cherries and Emerald Green 7s were the first four games that were launched with a ticket price of €1, €2, €3 and €5 respectively. These games offer four different themes, four different price points, and of course, four different prize propositions. Players pick the game they like, having the chance to win from €1 up to €500,000! The SCRATCH brand found an enthusiastic acceptance during its first four months on sale. An integrated 360-degree marketing campaign, which used all communication channels, has positioned SCRATCH as the game that can change the player’s mood in an instant! “Very quickly, SCRATCH became the talk of the town and a great success!,” said Anastasia Ploiarchou, Marketing Director, Hellenic Lotteries S.A. “Our advertising slogan for SCRATCH is: Change your mood in an instant.” globe link Just two months after its launch SCRATCH: -Was rated as the second most likeable brand among OPAP games. -Reached brand awareness of 77.4% and ad awareness of 68.4%. (Source: Ad tracking research results-Tempo OMD Hellas, June 2014). In terms of financial results SCRATCH reported 91 million euros in revenues for the first two months of its operation. As this article goes to print, more than 17 million people have won in all four games while at least 100 million euros have been distributed to players. These impressive numbers are continuing an upward path. SCRATCH tickets are sold at the dedicated OPAP lottery stores as well as convenience stores, kiosks and street vendors. A diverse network of approximately 7,000 POS is currently available across the country evolving in a new type of retail businesses. Since this is the first time that a lottery product is sold in non-dedicated lottery shops, the need for a responsible gaming program 71 l l 72 Globe link L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 emerged. As a result, it was incorporated in all communication actions not only at a store level but also at an overall mass communication level. Hellenic Lotteries S.A., the consortium of three leading companies (OPAP S.A., Scientific Games International and INTRALOT S.A.) in the lottery gaming sector, is planning to launch four more games by the end of 2014, offering players more chances to win and more options on instant luck. G E T Y O U R S T O D A Y ! National Scratchers Canadian lotteries’ total combined sales of national instant games in fiscal 2014 exceeded C$400 million, surpassing expectations, budgets and prior year sales which were approximately C$250 million. “The success of these national games also drove overall instant sales growth in Canada, which was up 7.5% versus fiscal 2013,” said Merrill Fullerton, Senior Brand Manager, Instants, Atlantic Lottery Corp. (ALC). “Certainly, many of our games in fiscal 2015 will follow formulas that are very similar to the tickets launched last year, a testament to the phenomenal success we experienced with these games in fiscal 2014,” said Fullerton. “Like last year, we are offering two spotlight-style games—one at C$20 called C$200 Million$ Extraordinaire and one at C$10 called C$100 Million$ Fortune in fiscal 2015. We are also launching another variety game called Classic Ruby that is modeled after our previous Classic White and Classic Gold tickets,” he added. Three Canadian lotteries (BCLC, OLG and WCLC) are partnering on a licensed game called Cadillac® Riches, which offers a combination of large cash prizes as well as vehicle prizes. It launched June 2 in select markets. “The game also extends online through the interactive web site Cadillacriches.ca, where players can enter a unique contest code from their eligible INSTANT ticket for another chance at winning,” said Fullerton. “This multijurisdictional contest is new for Canada, MLQP14-011 • LOTO QUEBEC • inséré présEnTOir • BLing BLing ExTraOrdinairE • inFO: rr/Cd FORMAT FinAL: 14’’ x 5,875’’ • VeRsiOn: rECTO • COULeUR: CMYK • 10 Mars Détails à lotoquebec.com MLQP14-011 Bling_Extraord_InserePres_RECTO.indd 1 14-03-10 4:31 PM Prizes are randomly distributed across Canada. At time of purchase, some of the prizes may have already been claimed. which brought together several lotteries, our ticket printing partners, interactive companies and the license holder (General Motors) into new forms of partnerships.” While C$7 games have become a regular feature of ALC’s regional portfolio, it is not a common price point offered by most Canadian lotteries. This year, Loto-Québec and WCLC joined ALC to launch a C$7 Royal Treasure ticket. The C$7 game launched June 2nd in select markets. As far as best practices scans for new game ideas, the Canadian partners draw from their own experiences managing regional and national instant portfolios. “Of course, that experience is littered with both good and bad examples so when we do look outside for ideas we must first consider the uniqueness of the Canadian marketplace and our own regional nuances,” said Fullerton. “Canada’s population is miniscule and geographically dispersed, so what works in Massachusetts or New York may not resonate with our players or may not be financially sustainable.” Specific games or strategies from other jurisdictions may be considered, particularly around pricing, game mix and themes, added Fullerton. Portugese iLottery Santa Casa da Misericórdia de Lisboa (SCML), the national Portuguese lottery, has awarded a new contract to expand its iLottery offering to NeoGames. “Since 2010, SCML has experienced a tremendous growth in instant tickets sales with a record sales in 2013 of 590.7 million euros. With NeoGames we have found a reliable partner that can help us increase our revenues from our interactive channels while maintaining a high degree of security and social responsibility. The knowledge they bring from other jurisdictions and their ability to customize this to the specific requirements of our lottery is of great value and was a key factor in our selection of them as a primary provider of iLottery games,” said Fernando Paes Afonso, CEO and Vice President of SCML. “We’ve developed a very close working relationship with JSC, the gaming division of SCML,” said Ilan Rosen, CEO of NeoGames. “The growth of instant ticket sales experienced by SCML in recent years is a reflection of the lottery’s hard work and dedication to providing a rich and exciting gaming experience in a secure and responsible manner for the people of Portugal. We are committed to building on the success of this partnership and will continue to explore with the lottery new and innovative products and marketing strategies.” Throughout the duration of the agreement, NeoGames will supply the lottery with customized games from its successful portfolio, along with interactive versions of existing printed tickets, currently available in retail shops. NeoGames will also provide SCML with elements of its iLottery platform, thus enabling the lottery to manage some operational aspects of the business. “Being able to manage the platform independently empowers the lottery and is a core strategy for NeoGames. We strongly believe in sharing our knowledge and expertise with our clients,” said Rosen. Furthermore, as part of the agreement NeoGames will provide the lottery with marketing services. This collaboration will ensure that the lottery will continue to enjoy growth in revenues. In calendar 2013, SCML reported it sold three price points for its eInstant tickets (€0.50, €1 and €2). At retail, SCM sells five price points for instant tickets (€0.50, €1, €2, €3, €4 and €5. In Portugal, instant tickets are branded as Lotaria Instantânea (Raspadinha). vendor works s e p t e m be r /oc tob e r 2 0 14 | La Fleur’s Magazi ne Victorian Contract INTRALOT Gaming Services Pty Ltd, a wholly owned subsidiary of INTRALOT Australia Pty Ltd, has signed a contract with the Victorian State Government in Australia to implement a voluntary precommitment scheme for up to 30,000 electronic gaming machines (EGM) across the State including the Melbourne Casino. The Pre-Commitment solution in Victoria, Australia will be a state-ofthe-art and world leading Responsible Gaming initiative. The scheme will be voluntary for players; it will, however, be mandatory to be offered on all gaming machines operating in Victoria including at the Melbourne Casino. Players will be able to set time and loss limits on any electronic gaming machine, track their play across the State and electronically access their personalized information at any gaming venue, or online. Following the successful contract negotiations and a thorough technical and commercial due diligence process, INTRALOT will undertake the operation of the pre-commitment service for a period of 12 years, until August 2027, with system being planned to be installed during 2015 before the official launch on December 1, 2015. SPHINX 3D™ Game GTECH’s award-winning SPHINX 3D™ game is now live on casino floors throughout Europe. The SPHINX 3D game made its European debut throughout Germany with installations at all nine of the Spielbanken Bayern properties in Bavaria. Casinos in Italy, Spain, Cyprus, Estonia, Latvia, and Slovenia have also implemented the game, with more European countries to soon follow. The United States also went live with SPHINX 3D installations across various states including Las Vegas, Nevada. “The preliminary feedback we have received from players at promotional events where SPHINX 3D is live has been extremely positive,” said Marcel Heutmekers, Vice President of Commercial Gaming, GTECH International. “Players are enjoying the 3D effects, as they enhance the typical gaming experience and add an extra level of excitement.” The SPHINX 3D game is the first of its kind to use a glasses-free 3D display, and the first game released as part of GTECH’s True 3D™ line. It pairs autostereoscopic technology with eye-tracking that constantly adjusts the image based on the player’s line of sight. This generates a high-resolution image that leaps off the screen, creating an experience unlike any other game on the market. The game runs on the AXXIS™ cabinet, which creates a sense of personal space and maximizes player comfort. The cabinet, combined with the True 3D technology, produces an all-encompassing 3D experience. Your Internet Partner Over ten years of experience and proven technology for internet lottery sales. e-Retailer Innovations Turn-Key Solutions CO$T www.jumbointeractive.com [email protected] CO$T CO$T Zero Cost Partnership Models “We’re very pleased about the launch of the SPHINX 3D game in each of our nine casinos,” said Josef Müller, Vice President, Staatliche Lotterieverwaltung Bayern. “The product looks great and customers immediately take to the machine’s unique features and functionality. Players are very impressed when they see the 3D effects for the first time, and their reaction shows that we made the right decision by adding the SPHINX 3D game to our casinos.” OLG Contract In September, Bally Technologies, Inc. announced an agreement with the Ontario Lottery and Gaming Corporation (OLG) to provide the central casino gaming system solution throughout the province. In conjunction with the OLG’s modernization, OLG will be implementing Bally’s system technology to align and comply with “Conduct and Manage” responsibilities under Canada’s Criminal Code, and implement enhanced responsible gambling tools to the casino gaming facilities and operations across Ontario. FutureLogic JCM Innovation Corp., a subsidiary of JCM American, doing business as JCM Global, has finalized its acquisition of FL Group, LLC., doing business as FutureLogic, from American Capital, Ltd. The deal’s closing further enhances 73 l l 74 Vendor works JCM’s competitive position as the leading supplier of peripheral products to the industries it serves around the world, including banking, gaming, kiosk, retail and transportation. JCM’s exceptional line of peripheral component products now includes bill validators, printers, digital media as well as FutureLogic printers and couponing solutions, such as Ticket2Go™, TableXchange® and PromoNet® systems products. In addition to the FutureLogic line of products, JCM will continue to market, sell, service and support the Nanoptix line of printers, including the award-winning PayCheck 4™ thermal printer. “This is an exciting day for JCM,” reported JCM Global Vice President of Sales Mark Henderson. “With this acquisition finalized, we are able to expand our portfolio to further increase our level of customer service. Now we are better equipped than ever to provide industry-leading solutions to our customers in the diverse industries we serve around the world.” WLA Associate Member WLA General Assembly has ratified Kambi Sports Solutions as an Associate Member of the World Lottery Association (WLA). This membership will give Kambi access to the WLA network of associate members, conferences and other events as well as certifications. The WLA is a member-based organization advancing the interests of more than 150 state-authorized lotteries The WLA promotes the highest standards of social responsibility and seeks to improve public understanding of the beneficial role that state lotteries play in society. Gas Station Radio AllOver Media, Inc. has acquired Gas Station Radio (GSR), the nation’s largest convenience store audio network. GSR delivers high quality audio advertising to gas pumps in the top DMA’s by broadcasting effective advertisements with custom content that includes music, local news and sponsored auto-care tips. “We are now able to deliver static advertisements coupled with audio content, resulting in a multifaceted L a Fl e ur ’s M aga z i n e | S e pt e m be r / o c to b er 2 0 1 4 experience at the pump,” said Tony Jacobson, CEO and Founder of AllOver Media. “Combine that with our other media assets available at the station, and the outcome is an unrivaled media solution that can effectively market any product or brand.” Sustainability Report GTECH S.p.A. announced the release of the 2013 Sustainability Report. This marks the seventh edition of the report, which describes GTECH’s social, environmental, and economic impact. The Sustainability Report is GTECH’s primary method for communicating its commitment to responsible gaming and community outreach to its stakeholders. “GTECH has always been focused on the cultural and social issues that affect our industry,” said GTECH S.p.A. CEO Marco Sala. “In fact, GTECH was one of the first companies in the industry to advocate for responsible gaming, and to design and implement specific actions.” Mobile Lottery Paymaxs Ltd., a world marketing leader in changing the lottery experience for the end user, announced the firm has signed the first-of-its-kind mobile lottery agreement with Lotto Hessen. Paymaxs’ unique solution includes a full rich back-office system; a regulation engine which meets the specific regulatory requirements; a perfect solution for responsible gaming; full databases and knowledge bases of customer behavior for marketing and sales efforts and a direct communication channel. “We are pleased to offer players opportunities of interacting with Lotto Hessen by sending lotteries remotely and at the same time, being able to enjoy an interactive experience they have never experienced before,” said Eitan Linker, CEO of Paymaxs. “We are focused on bringing new life to the lottery game and at the same time, enabling extended reach, greater participation and additional revenues.” Paymaxs was founded with the aim of enabling lottery companies to engage customers in a modern, exciting lottery experience simultaneously, increasing revenues and reducing costs. The company has established a revolutionary method to make your product the core motivation for millions of people to join an independent social community. Paymaxs‘ goal is to support lotteries during the transition period of transforming their old games into a modern, attractive experience for all. Contract Extensions Scientific Games has signed a contract extension with the Minnesota Lottery. It will continue as the lottery’s secondary instant game provider for two additional years beginning July 1, 2014. Scientific Games has also signed a contract extension with the Colorado Lottery and will continue as the lottery’s primary instant game provider for three additional years beginning July 1, 2014. D.C. Extension INTRALOT announced the extension of its Online Gaming and Instant Ticket Management Computer System contract with the D.C. Lottery. The extensions will commence on March 30, 2015 and go through March 29, 2020. International Contracts Scientific Games has signed a new contract with TIPOS a.s. to provide instant games and consulting services. The four-year contract, which was awarded through a competitive procurement process, began on January 1, 2014. Scientific Games has also signed a new contract with the Taiwan Lottery Co., Ltd. (TLC) to provide instant games, licensed properties and marketing services. The two-year contract, which was awarded through a formal procurement process, began June 2014. It may be extended for an additional two years. 1-Off® Deal GTECH and Arizona Gaming Designs, LLC, have signed an agreement to bring Arizona Gaming Designs’ patent-pending Plus or Minus lottery game to GTECH customers. Plus or Minus, also known as 1-Off®, gives players another way to play 3-digit and 4-digit daily numbers games, offering a chance to win even if the numbers chosen don’t exactly match the numbers drawn by the lottery.