palottery.com Tom Wolf, Governor

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1 Tom Wolf, Governor palottery.com Things just got very merry! This year s Jingle All the Way Second-Chance Drawing will offer a total 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. Entries are accepted starting on the following dates: 2018 Holiday Scratch-Off games October 23 Qualifying draw games November Holiday Fast Play games December 4 Remind players to enter by January 3, 2019, through the VIP Players Club or scan-to-enter using our Official Mobile App. 1

2 From the Executive Director While we gear up for the busy holiday selling season, I want to thank retailers for your help in achieving so many important goals in We reported record sales for last fiscal year and paid record commissions to retailers. We also launched a Retailer Incentive Program to reward retailers who reach sales goals and adopt best practices. We successfully launched new Keno and Xpress Sports car racing and football. Whether or not your store is equipped with monitors, please ask players to try these new games. While launching ilottery online games, we made sure that our retailers could be part of the success by participating in our ilottery Affiliate Program. More developments are planned for 2019 to help our retail partners grow sales and earn additional profits. On behalf of the older Pennsylvanians who benefit from each ticket sold, thank you for your hard work. Wishing you a happy and successful holiday sales season! Best in Selling, Drew Svitko 2

3 New Scratch-Off Games! **Games marked with an asterisk will be second-chance eligible. On Sale: October 23, 2018 Merry Millionaire ($20)** 1367 Money Tree ($10)** 1368 Cash Kringle ($5)** 1369 Sleigh Bell$ ($3)** 1370 Frosty the Doughman ($2)** 1371 Reindeer Games ($1)** 1372 On Sale: November 20, 2018 $3 Million Cash ($30) 1373 $300,000 Crossword Explosion ($10) 1374 Power Shot Multiplier ($5) 1375 Icy Hot 7s ($1) 1376 On Sale: December 25, 2018 $1 Million Spectacular ($20) 1377 $500 Loaded ($5) 1378 Love to Win ($5) 1379 Royal Riches ($3) 1380 Cupid Cash ($2) 1381 New On Sale November 6, I Heart Cash ($5) s Galore ($2) Games! On Sale December 4, Holiday Cheer ($5)** 5046 Candy Cane Cash ($1)** On Sale January 1, Lucky Numbers ($10) 5048 Three to Win ($3) 5049 Be Mine ($2) 3

4 Game Closing Dates All closed Scratch-Off games should be removed from display by the end-of-sale date. They should be settled, and procedures for returning partial packs should be executed. Returns may be held for pick up by your lottery representative during the next regularly scheduled visit. Game Name Price Sales End Validation Ends 1297 Fruit Loot $3 9/25/2018 9/25/ $cavenger Hunt $3 9/26/2018 9/26/ Great 8s $1 9/26/2018 9/26/ Loose Change $1 9/26/2018 9/26/ Golden Goose $1 9/26/2018 9/26/2019 Game Closing Dates Game Name Price Sales End Validation Ends 5005 Fat Wallet $2 7/27/ year from purchase 5029 $20 on the Spot $1 8/2/ year from purchase 5014 Lucky You $5 8/10/ year from purchase 5026 $2 Break the Bank $2 8/21/ year from purchase 5031 Match For Cash $2 8/21/ year from purchase Redeem Lottery Gift Cards All retailers are expected to accept Pennsylvania Lottery Gift Cards, which can be used in combination with other accepted forms of payment. Gift cards are very popular holiday gifts, so make sure all clerks are trained to redeem them by following 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. Before ringing a sale, retailers may check a card s balance by pressing the Payment Options tab, selecting the Check Balance icon, and scanning the barcode on the back of the card. Gift cards do not expire. Review the Gift Card Quick Reference Guide found in the Retailer Corner at palottery.com or ask your DSR for additional guidance. 4

5 Violator 8 x 8 Poster 17 x 11 Horizontal Holiday Scratch-Offs Envelope 9.5 x 4.5 Poster 11 x 17 Vertical ITVM Dura-Tran Insert x 7 Ticket Envelope Holder Box Die-cut BackLit Insert Sign 24.5 x 18.5 Sleigh w/scratch-offs 16 x 16 Die-cut Gus w/scratch-offs 16 x 16 Die-cut PCT Topper, Die-cut 29 x 15 ITVM Topper, Die-cut 29 x 15 5

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7 DSR Tips for Success This edition of Tips for Success comes courtesy of District Sales Representatives Stacy Sheppard, who has worked out of the Harrisburg office for two-and-a-half years, and Karen Langianese, a 14-year veteran working out of the Erie office. Retailers can earn a 5 percent bonus commission on all active Fast Play games through Dec. 31, How can retailers maximize this opportunity to earn extra commission? Asking customers for the sale and explaining new games are good ways to increase bonus commission, Sheppard says. Going the extra mile through advertising and taking the time with the customer will pay off through good word of mouth. Remember to cross-sell, Langianese adds. If a customer purchases a holiday Scratch-Off, remind them to try a holiday Fast Play game, too! What s your advice to retailers who opt-in to the new Retailer Incentive Program, which offers qualified retailers the opportunity to earn bonuses for achieving sales goals? Adding new signage is important, Sheppard suggests. Also, creating a designated area for lottery play where you can show off the winning tickets that your store has sold. Follow all of our best practices designed to help grow sales, Langianese says. I also encourage my retailers to think like a player: what would make me come in and play Lottery in my own store? Speaking of best practices, which are your favorite ones to promote to retailers? Always talk to your customers about new games and current jackpot levels to make them feel welcome and comfortable, Sheppard says. When customers feel comfortable, they will return. I try to emphasize the need to pay winning tickets, Langianese adds. A player is more apt to purchase additional tickets from you if you have just paid their prize! How are retailers benefiting from the ilottery affiliate program? I believe it has helped reach the younger generation, Sheppard says. Some retailers are seeing a difference in clientele. People that have never bought lottery before are purchasing in stores. Your store will earn commission from players using ilottery - - and you don t have to do a thing but sign up for it. Ask your rep if you have questions about this program, Langianese advises. Thank you, Karen and Stacy, for sharing your tips for success. Remember to ask your DSR for advice on how to grow Lottery game sales in your store. Stacy Sheppard Karen Langianese 7

8 Lottery Tickets Are Not Toys! The Pennsylvania Lottery is supporting the National Council on Problem Gambling s annual campaign to remind adults that lottery tickets should not be given to children. Lottery games make a great gift for adults who are 18 or older. The holiday sales season is a good time to discuss promoting responsible and age-appropriate play, all year long. Retailers and clerks must continuously monitor all vending units, such as self-service terminals and instant ticket vending machines to ensure purchasers are 18 or older. Vending units must be positioned within line of sight of a store employee. Retailers may print their own color Players must be 18 or older poster from the Retailer section of palottery.com. Please display it wherever games are sold. The Pennsylvania Lottery funds and promotes the Problem Gambling Helpline, GAMBLER ( ). To learn more about the warning signs of problem gambling and available services, visit the problem gambling section of our website. By law, Lottery players must be 18 or older. PA Lottery Toll-Free Equipment Service & Repair Tel-Sell Team Interpreter Language Line Drawing Results GAMBLER 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 Date of publication: October 24,