1SALESMAkER • VOLUME 16 • OCTObER 2017

palottery.comTom Wolf, Governor

Through December 25, Pennsylvania Lottery retailers will earn five percent bonus commission on sold and fully settled packs of this year’s holiday-themed Scratch-Offs! This year’s games areMerry Millions ($20), Holiday Gifts ($10), $100,000 Wish List ($5), Twelve Elves ($3), Candy Cane Cash ($2), and Snow Me The Money ($1).

NEW this year, qualifying retailers will also have the opportunity to earn bonus commission on our November Scratch-Offs: $3 Million Mega Multiplier($30), $300,000 Bonus Crossword ($10), and Lucky Numbers ($5). Ask your Lottery sales represen-tative for details on how to opt-in to earn bonus commis-sion on these games.

Players are always looking for fresh games, so be sureto activate and display new games.

Pennsylvania Lottery Scratch-Offs make a great gift for anyone 18 or older.

‘Tis the season for second chances to win! This year’s Very Merry Second-Chance Drawing will offer atotal of $1 MILLION in prizes, including three top prizes of $100,000!

There are separate entry opportunities for non-winning, holiday-themed Scratch-Off and Fast Play games,as well as for winning or non-winning draw games that carry an Official Entry Code.

Entrants will also have the chance to play bonus interactive games. Remind players to enter by January 4,2018, through the VIP Players Club at palottery.com or scan-to-enter using our Official Mobile App.

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While we look forward to the holiday selling season, I also want thank retailers for their contributions to ourshared successes during 2017.

New Fast Play games, launched in late February, have been enormously popular and have exceeded our initialsales projections. To foster this sales growth, we quickly switched to launching games monthly and expandedthe number of games offering progressive top prizes. We also re-branded our instant games to reflect whatmost players call them -- Scratch-Offs -- and added additional second-chance drawings for all categories ofgames.

We made advancements in customer-friendly innovations such as Gift Cards and debit sales. We switchedMatch 6 Lotto to a nightly drawing schedule and we are implementing changes to the Mega Millions® multi-state game to help boost sales by growing larger jackpots, faster.

The New Year will bring new and exciting developments to help our retail partners grow sales and profits. Onbehalf of the older Pennsylvanians who benefit from each ticket sold, thank you for your continuing support. Iwish you a happy and successful holiday sales season!

Best in Selling,Drew Svitko

From the Executive Director

One $100,000 prize awarded each week!

Players must be 18 or older. Please play responsibly. Problem Gambling Helpline: 1-800-GAMBLER (1-800-426-2537).

ON SALE Nov. 7, 2017

Go to palottery.com

for more details!

$100,000 Weekly Drawings

3SALESMAkER • VOLUME 16 • OCTObER 2017

On Sale: October 24, 2017*Merry Millions ($20) 1305

*Holiday Gifts ($10) 1306

*$100,000 Wish List ($5) 1307

*Twelve Elves ($3) 1308

*Candy Cane Cash ($2) 1309

*Snow Me The Money ($1) 1310

New Scratch-Off Games!

On Sale: December 26, 2017big Money Millionaire ($20) 1314

Jackpot Party® ($5) 1315

$weet Heart Ca$h ($5) 1316

bingo ($3) 1317

be Mine ($2) 1318

Golden Goose ($1) 1319

On Sale: November 21, 2017$3 Million Mega Multiplier ($30) 1311

$300,000 bonus Crossword ($10) 1312

Lucky Numbers ($5) 1313

Games marked with an asterisk will be second-chance eligible.

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New this year are two holiday-themed Fast Play games: Holiday $100s ($5) and Stocking Stuffer Doubler ($1). Justlike our holiday-themed Scratch-Offs, non-winning tickets for theholiday Fast Play games can be entered for second chances towin through our Very Merry Second-Chance Drawing! both of thenew Fast Play games launching in December offer progressive topprizes.

On Sale: November 7, 20175016 - Holiday $100s ($5)

5017 - Stocking Stuffer Doubler ($1)

On Sale: December 5, 20175018 - Ca$h Up ($5)

5019 - bullseye ($2)

Game Name Price Sales End Validation Ends

1248 Diamond & Gold $10 9/11/2017 9/11/2018

1263 $50,000 Pay Day $2 9/11/2017 9/11/2018

1262 Lots O’ Loot $2 9/11/2017 9/11/2018

1218 $1,000,000 Fortune $20 9/13/2017 9/13/2018

1228 Million In An Instant $20 9/19/2017 9/19/2018

1229 Money Clip $5 10/10/2017 10/10/2018

1231 Diamond Mine $3 10/10/2017 10/10/2018

1234 $1,000,000 Mad Money $20 10/10/2017 10/10/2018

1250 7-11-21 $2 10/10/2017 10/10/2018

1251 bags of Money $1 10/10/2017 10/10/2018

1258 Road to Riche$ $1 10/10/2017 10/10/2018

1264 9s In A Line $1 10/10/2017 10/10/2018

1270 $$$ $1 10/10/2017 10/10/2018

All closed games should be removed from display by the end-sale date, settled and the procedures for returning

partial packs should be executed. Returns may be held for pick up by your lottery DSR.

Scratch-Off Game Closing Dates

Upcoming Games

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Sales Pros Offer More Tips for Success

District Sales Representatives Lisa Horne of Area4 (Clearfield) and Angela Plantarich of Area 7(Lehigh Valley) are seasoned sales professionalswith strong insights into helping retailers succeed.

Horne, who currently covers blair County, has seenmany changes during her 25 years of serving Lot-tery retailers. “When Lottery started, there wasone instant game and now there are over 40 - it’sa players’ paradise,” she said. “We’ve also changedto focus more on helping retailers achievesales goals.”

To do this, Lisa emphasizes one of the Top 10 bestPractices each month. Her current focus is on moreeffectively managing Scratch-Off inventories.“This is the most important best practice if youwant to grow your sales: promptly activate anddouble-face new games, rotate or settle oldergames, and always keep your bins full.”

Angela Plantarich, a 14-year Lottery sales veteranwho now covers part of bucks County, regularly pro-motes another essential best Practice: boostingwinner awareness. “We all know that there arewinners every day. by posting the winning tickets,players will see what others have won and under-stand that they, too, have a chance to win.”

Lisa, as the Sales Makeover program lead for theArea 4 office, sees great value in rebranding the Lot-tery sales area. “A sales makeover gives your storea fresh look that motivates players. If you wantto increase your Lottery sales, ask your DSR how amakeover can help.” Angela says makeovers havebeen very effective for her retailers, too.“Makeovers have definitely increased sales sig-nificantly in my stores. Makeovers help to easily im-plement the Top 10 best Practices, grow sales andboost funding to benefit older Pennsylvanians.”

Lisa and Angela also agree that in-store promotionsdraw regular players. “My retailers have given away everything from televisions and bicycles to grills, vacations, and even a new car,” Lisa said. “DSRs are always looking for ways to assist with promotionsthat can help increase sales, so ask us for ideas,” Angela added.

Lisa is proud and grateful that her retailers worked to make blair County the sales leader for Scratch-Offgames last fiscal year. “The biggest keys to achieving that kind of success are to keep bins full, honorcoupons and always pay prizes – those are the things that will keep your customers coming back!”

Thanks to Lisa and Angela for sharing these great tips. Remember to ask your DSR for even more provenstrategies to improve your sales and commissions.

DSR Lisa Horne chats with Altoona retailers

Sharvan Patel (left) and Jitendra Patel (right).

DSR Angela Plantarich at a retailer’s

Winner Awareness counter.

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Adding Convenience for PlayersPlay at the Pump Pilot Progam

More than 90 Pennsylvania Lottery retailers are part of an inno-vative Play at the Pump pilot program that lets customers playthe Powerball® and Mega Millions® games while making a fuelpurchase.

“The goal is to attract lottery play from customers who neverleave the pump to go inside the store,” said Scott Smith, theLottery’s Director of Corporate Sales. “This promising pilot cur-rently involves more than 700 fuel pumps and it continues togrow.”

Top Star Express, a family-owned and operated conveniencestore company based in Emmaus, Lehigh County, was amongthe first retailers to join the pilot. One of its stores has alreadysold a $50,000 Powerball winner through Play at the Pump.

The chain’s partnership with the Pennsylvania Lottery “has beena very positive relationship from the start,” said Erica Ventura,District Manager Supervisor for Top Star Express, adding thatPlay at the Pump fits their company’s core values of embracingnew, innovative ways to serve customers.

“We want our stores to be the one-stop place in our communi-ties, and having Lottery is one of the ways we can do that,” shesaid. “Some of our customers really enjoy (Play at the Pump)because they do not have to come in to purchase their ticket,and we pick up sales we might not have if they had to walk in.”

When a fuel customer won $50,000 at Top Star’s store in Em-maus, the company promoted the big win on video screens atall chain locations to boost awareness of the new way to play. “We also painted a logo in front of the pump thatsold the winning ticket. It was pretty neat to pull up to the pump and see that,” Ventura noted.

Pennsylvania has had the highest sales per pump among the six state lotteries offering at-pump game sales. Thepilot program, operated in partnership with Linq3, is available to fuel retailers using either Gilbarco or VeriFoneCommander base 43 software, Gilbarco or Wayne Pumps, Multi-Line screens and Internet connections. If yourstore meets those qualifications and you would like to learn more, please contact Irene Toporcer in Lottery Cor-porate Accounts at (717) 702-8052.

Top Star’s Emmaus store highlights a

Play at the Pump Winner.

Pennsylvania Lottery Gift Cards are going to be a popular gift again this year!Make sure all clerks are thoroughly trained to redeem Gift Cards by fol-lowing these three simple steps:

1. Press the Payment Options tab at the top of the WAVE screen.

2. Press the Gift Card icon.3. When prompted, scan the back of the card using the barcode scanner.

Gift Cards can be used in combination with other accepted forms of payment.Prior to ringing a sale, retailers may check a card’s balance by pressing thePayment Options tab, selecting the Check balance icon, and scanning thebarcode on the back of the card.

Review the Gift Card Quick Reference Guide found in the Retailer Cornerat palottery.com or ask your Lottery representative for additional guidance.

How to Redeem Lottery Gift Cards

ITVM Topper, Die-cut29”x 15”

Violator8”x 8”

BackLit Insert Sign24.5”x 18.5”

Poster11”x 17” Vertical

Poster17”x 11” Horizontal

Gus16”x 16” Die-cut

Sleigh w/Scratch-Offs16”x 16” Die-cut

2017 Holiday Point˗of˗Sale

7SALESMAkER • VOLUME 16 • OCTObER 2017

based on feedback from our retailers, we have added some new looks to this year’s holiday-themed Scratch-Offs signage. Updates include eye-catching die-cuts featuring Gus and the games, as well as both verticaland horizontal poster offerings. DSRs will begin delivering this signage in mid-October, so make sure todisplay all pieces in high-traffic areas of your store.

Updated Holiday SignageGive Us the Space, We’ll Help Drive Sales!

Again this holiday season, the Pennsylvania Lottery is supportingthe National Council on Problem Gambling’s campaign to remindadults that lottery tickets should not be given to children.

Lottery games make a great holiday gift idea for adults.Players must be 18 or older.

The holiday sales season is an ideal time to strengthenawareness about responsible and age-appropriate play. Retailers and clerks must continuously monitor all vend-ing units, such as self-service terminals and instant ticket vending machines to ensure purchasers are 18 or older.Vending units must be within an employee’s line of sight.

Retailers may print their own color “Players must be 18or older” poster from the Retailer section ofpalottery.com. Please display it wherever games aresold.

The Pennsylvania Lottery funds and promotes the Problem Gambling Helpline,1-800-GAMbLER (800-426-2537). To learn more about the warning signs of problem gam-bling and available services, visit palottery.com and click on Play Responsibly.

Players Must Be 18 or Older Lottery Tickets Are Not Toys!

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Pennsylvania Lottery Sales Maker is published quarterly. Gary Miller, Editor. Staci Coombs, Contributing Editor. While all efforts are made to ensure the accuracy of the

content, official rules, policies or regulations shall prevail in the event of a discrepancy. Content may not be republished without prior approval of the Pennsylvania

Lottery, 1200 Fulling Mill Road, Middletown, PA 17057. 1-800-692-7481. Date of publication: Oct. 24, 2017.

1-800-GAMBLER

By law, Lottery players must be 18 or older.PA Lottery Toll-Free

1-800-692-7481Equipment Service & Repair

1-800-692-7353Tel-Sell Team1-888-393-4744

Interpreter Language Line1-800-692-7353

Drawing Results1-877-282-4639