IoT-powered stores provide shoppers personalized messaging and offers based on their shopper data and allow operators to better manage many facets of the retail environment. Artificial Intelligence provides predictive analytics on what products might work best in specific store locations based on purchase history, weather and loyalty data, and helps manage out-of-stocks and merchandising.

Lottery ImplicationsIntegration into retailers’ systems is a must to be included in the advancement of retailers use of the IoT. Artificial Intelligence and voice assistants will provide suggestions on lottery products that fit best into the consumer’s basket based on previous lottery and non-lottery in-store purchases.

Connected Retail Through the Internet of Things (IoT)

A new generation of loyalty programs means more personalized rewards for the shopper and in-depth business intelligence for the retailer. Kwik Trip and NOCO Express both saw immediate, tangible results from their recent program launches and updates.

Trend in ActionKwik Trip’s loyalty program hit 1M members within its first 3 months* and is slated to gain close to 2M members in its first year, thanks to the program’s introduction of rewards components, punch cards, exclusive coupons, and more.

Lottery ImplicationsLeveraging retailer and consumer partnerships including loyalty programs will provide additional lottery awareness to consumers, elevating player acquisitions. Flexibility with marketing and promotional budgets will be key in aligning with retailers’ loyalty programs which may be more beneficial than creating a loyalty program from scratch.

Next-Level Loyalty

Amazon Go set the tone but Walmart and others have quickly followed. The grab and go mindset of convenience stores is ideal for frictionless, cashier-free shopping. An added benefit is the floor space gained by removing the larger checkout area.

Trend in Action Lottery ImplicationsRules and regulations for cashless lottery transactions including mobile pay must be evaluated to capture consumer payment needs. Traditional instant ticket accounting may need alteration to adapt to new retail checkout requirements.

Frictionless Checkout

It will be even harder for small chains and independent retailers to remain relevant. This holiday season, the vast majority of adults went into the physical store in a large chain or a mall versus ordering online, and total expenditures in these physical locations almost doubled that of total expenditures through Amazon.

Trend in Action Lottery ImplicationsIndustry consortium-level standards for procedures and operations will allow national and regional relationships to flourish with large retail chain accounts. As consolidation continues, operating more in line with other CPG products is important to ensure lottery remains relevant to large retailers as they expand their dominance.

The Big Are Getting BIGGER

Retailers are partnering with, investing in, or buying technology firms to ensure optimal goods management, front office and customer experiences, and marketing and merchandising enhancements. Consumer and retail companies equated to 32% of all technology company purchases by non-technical firms in 2018.

Lottery ImplicationsRetailers are becoming more technically savvy and expect their product partners to be so as well. Lotteries and vendors must remain open to data sharing and report consolidation across jurisdictions. Advanced retail technology is leveraged to provide retailers with real-time views into their operations to make decisions on product placement and profitability. Lottery should be a part of this evaluation to highlight its highly successful profit-per-square-inch comparisons to gain optimal placement.

Partner or Perish

*https://csnews.com/kwik-tripkwik-stars-loyalty-program-hits-1m-members

Trend in Action

5 Retail Trends

Dollar General, $184 CVS, $791

Rite Aid, $480 Target, $283

Amazon Go, $2,700 Kroger, $564 Publix, $634

Whole Foods Market, $1,121 Aldi (US), $662

Aldi (UK), £ 1,170Sainsbury's, £950

Tesco, £985

SALESSQ/FT(MostRecent

Fiscal Year)

Source: eMarketer Inc

In-store sales per square foot

Trend in ActionIoT solutions such as Walkbase help retailers and brands design and customize attractions to improve relationships with consumers. They leverage existing in-store technologies, devices, and WiFi access points to understand precisely how consumers behave in retail and then suggest optimal products based on consumers’ in-store and digital behaviors.

Tom Stanek Senior Director Global Retail Sales and Marketing• 20+ years of lottery operator and retail experience• Worked with and/or for Procter & Gamble, Texas Lottery,

and Grey Global

Steve Desautels Director Retail Sales and Marketing• 30+ years of c-store and grocery experience including lottery

category management experience• Worked with and/or for Publix, ExxonMobil, and Murphy USA

Bernadette Duponchel Director Retailer and Chain Development• 25+ years of retail and consumer market insights • Worked with and/or for Carrefour, IBM, and Kroger

Tal Lurie International Director Retail Sales, Latin America and Caribbean• 20+ years of multi-lingual retail, sales, marketing, and consumer

product business development in Latin America and Caribbean• Worked with and/or for Kraft Foods, Mondelez, and Monsanto

Company in Latin America and Caribbean

Danielle Davis Senior Manager Retail Sales• 6+ years of salesforce execution and 10+ years of program

development; team lead on salesforce development and optimization• Worked with and/or for Illinois Lottery and consumer interests

Dan Morales Senior Manager Retail Sales and Analytics• 20+ years in salesforce execution; team lead on salesforce

development optimization• Worked with and/or for Texas Lottery and consumer products

Gina Easley Retail Business Development Manager• 18+ years of chain account and retail development• Worked with and/or for Walmart (US, Canada, and Mexico), Seiko,

Texas Lottery, Target, Sam’s Club, Kroger, and Albertson’s

Emilio Regis Senior Retail Sales Analyst• 10+ years of field sales service experience; merges field-based

knowledge with analytics• Worked with and/or for Lottomatica, PokerStars, PayPal,

and Western Union

Dominic Cauteruccio Retail Sales Analyst and Marketing• 5+ years of independent retail operations and analytics • Worked with and/or for lottery retailers and consumer profiling

Meet Our TeamOver the past 24 months, IGT has created and integrated a new and unique global team. Our Retail Sales and Execution Team (ReSET) has developed a set of services, called +Services, to focus on immediate-to-24-month initiatives. These are being developed in collaboration with customers as we implement plans to improve execution in retail and with sales organizations.

Our team has been extremely successful in working with lotteries throughout the globe to increase visibility of lottery products at retail, resulting in increased sales and profits.

Want to learn more? We’re happy to help. Questions? We’re here to answer them. Email us at RetailSuccess@igt.com