This autumn, a full slate of second-chance drawings will offer players even more chances to win.

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1 Tom Wolf, Governor palottery.com This autumn, a full slate of second-chance drawings will offer players even more chances to win. Our Heat Wave Second-Chance Drawing is giving away three $100,000 cash prizes! Qualifying draw game tickets purchased between July 25 and September 7, 2017 are eligible for entry. Enter at palottery.com or use the easy scan-to-enter feature on our official mobile app! Remind players to enter their tickets as they play and not to wait until the last minute! Ten lucky winners will attend professional football s Biggest Game of the Year. The Big Game Second- Chance Drawing will accept qualifying draw game tickets sold between August 29 and October 19, There will be two drawings the halftime drawing will award three trip packages and the final drawing will award the remaining seven trip packages! Monster Cash This year s Halloween-themed Scratch-Off games, Fang-Tastic Fortune ($5) & Mummy Money ($2), go on sale September 12. Non-winning tickets for both games may be entered into the Monster Cash Second-Chance Drawing, featuring a big monster prize of $100,000 and ten lil monster prizes of $5,000! Players must enter by November 2, WILLY WONKA & THE CHOCOLATE FACTORY On sale September 12, this fun $10 Scratch-Off game is chock-full of great prizes plus it offers a second-chance drawing awarding a $100,000 grand prize! Non-winning tickets may be entered before December 14, Best of all: nobody will turn into a blueberry! 1

2 From the Executive Director I m sincerely grateful for the important role our retail partners played in the Pennsylvania Lottery s success during the fiscal year. As our new fiscal year gets under way, I want to highlight how essential it is for retailers to take full advantage of the resources and strategic advice we offer to help you grow your sales. Building a stronger working relationship with our retailers was one of the goals of our recent re-branding of our Sales and Retail Operations Division, headed by Eric Grubbs. I encourage you to read more about this important effort in the Meet the New Sales Team article in this edition. Just as we work to keep our games fresh and exciting, we count on retailers to do their part by following our tried-and-true best practices. A great example of how following these data-driven tips can grow sales is detailed in our profile of Giant Eagle 616 in Brentwood, found in this edition. On behalf of the older Pennsylvanians who benefit from Lottery game sales, thanks for your continued partnership and please let us know how we can help you succeed. Best in Selling, Drew Svitko Scratch-Off Game Closing Dates All closed 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 1221 money Bag Crossword $3 5/08/2017 5/08/ Bonus Ca$hword $5 5/23/2017 5/23/ mother s Day $5 6/22/2017 6/22/ $1,000 A month For Life $1 6/28/2017 6/28/ money Stash $2 6/28/2017 6/28/ $50,000 mad money $2 6/28/2017 6/28/ $10,000 mad money $1 6/28/2017 6/28/ Cupid s Cash $5 6/28/2017 6/28/ Pot Of Gold $5 6/28/2017 6/28/ Wonder Bucks $10 8/02/2017 8/02/ Family Feud $5 8/02/2017 8/02/ $300,000 mad money $10 8/02/2017 8/02/ $100,000 mad money $5 8/02/2017 8/02/ Donut Doubler $2 8/02/2017 8/02/2018 2

3 New Scratch-Off Games! On Sale: July 18, 2017 Super 7 ($10) 1291 Whole Lotta $500s ($5) 1292 Gold Fish ($2) ($1) 1294 On Sale: August 15, 2017 $1 million Pennsylvania Payout ($20) 1295 Gus ($5) 1296 Fruit Loot ($3) 1297 Crazy Wild Ca$h ($2) 1298 Hot Ticket ($1) 1299 On Sale: September 12, 2017 WILLY WONkA & THE CHOCOLATE FACTORY ($10) 1300 Winning Vault ($5) 1301 Fang-Tastic Fortune ($5) 1302 mummy money ($2) 1303 Heads or Tails ($1) 1304 Prize Claims are Public Record Consistent with our state s Open Records law, the names of Pennsylvania Lottery winners of prizes of $1,000 or more are a matter of public record. This includes the names of retailers and licensee principals that win Lottery prizes. While current law and policy do not address play by retailers, we encourage retailers and their employees not to play while on duty or at their own sales counter. The Lottery receives frequent complaints about this activity from customers. We ask all players to play responsibly. For individuals for whom gambling may be problematic, that may mean not playing at all. For confidential help with a gambling concern, call GAmBLER which is a service supported by the Pennsylvania Lottery. 3

4 Retailer Success Story Brentwood Giant Eagle is Top Seller in PA Giant Eagle 616 in Brentwood, near Pittsburgh, has been the top-selling Lottery retailer in Pennsylvania for several years in a row. The store is co-owned by Bob Och, and his son Brian and son-in-law Dan Cheberenchick. Bob has deep roots in the grocery industry, starting as a part-time Giant Eagle clerk more than 55 years ago. He worked his way up to purchase a store in 1989 and that store became a Lottery retailer in His key guiding philosophy: quality customer service is job-one. We know our customers by name and go above and beyond to make them feel welcome, Bob said. And we extend that same approach to our Lottery customers. Paying prizes is extremely important because the instant gratification experience often leads customers to make additional purchases in our store, Dan said. We also offer weekly second-chance drawings for nonwinning tickets purchased in our store, usually awarding a $20 store gift card and that helps us to cross-promote with other products in the store. The store has set aside considerable floor space for Lottery sales. There are numerous types of vending in addition to counter sales, where players can choose from 60 facings of Scratch-Offs. The store also underwent a Lottery Salesmaker makeover. Changing the layout in our store is the best thing we ever did! We gave Lottery the space they Brian Och and Dan Cheberenchick, Brentwood Giant Eagle needed to be successful in our store, with the tickets right on the counter for our customers to see, Bob said. Customers also like the winner awareness area so they can see that we are a winning store. Optimal placement of Lottery equipment is critical, Dan added. Through some trial and error, we identified the best, high-traffic locations for vending equipment. The management team welcomes the best practices and other ideas suggested by their Lottery DSR, kathy Fiedler. kathy is a real sales pro and knows how to engage our customers, Dan noted. Any time kathy wants to do a promotion, add equipment, or add facings on the counter, we embrace her suggestions because we know they will increase our Lottery sales. Retailers should listen to their DSR doing so will make you money. The Lottery has changed through major innovations over the years, and we ve worked hard to grow our sales right alongside it, Bob concluded. Congratulations to the dedicated leadership team and staff at Giant Eagle 616 in Brentwood. The Pennsylvania Lottery is proud to be a partner in your continuing success. 4

5 Meet the New Sales Team Lottery Reps Have a Fresh Look, New Tools Goodbye, District Lottery Representative and hello, District Sales Representative. Assigning new job titles is only one way in which the Pennsylvania Lottery is re-focusing its efforts to help retailers grow sales of Lottery games. We want retailers to rely on our representatives as the sales professionals that they are, said Eric Grubbs, Deputy Executive Director for Sales & Retail Operations. Our representatives are more recognizable and have access to a wealth of data that can help to maximize a store s performance. Lottery DSRs are not just there to pick up tickets and put up posters; we are there to help a retailer grow their business, said John Nalevanko, a former Lottery retailer who has worked as a sales representative out of the Lottery s Area 5/Pittsburgh office for six years. There are promotions that we can do and suggestions we can make for optimization, John added. The retailer has to be willing to work with us and trust that we are there to help them. John Nalevanko Area 5/Pittsburgh Marshall Mirarchi Area 3/Middletown I enjoy showing my retailers the success stories of locations that have implemented best practices and show them how sales have increased, said marshall mirarchi, a 29-year Lottery sales veteran based at the Area 3 office in middletown. keeping the Lottery sales area fresh and clean is a key best practice. Having a clean, well-stocked lottery area grows sales by making the purchase process easier. I make it a point to change incounter glass, replace worn point of sale material, update signs regularly, and help managers understand the importance of making a good first impression, marshall noted. Retailers can make the most of their DSR s time by preparing for a visit, and DSRs can help retailers by keeping in touch between store visits. I ask retailers to pay attention to all retailer messages on the WAVE terminal so they will have any return tickets organized before I come in, which allows us more time to work on sales strategies, John said. Regularly sharing information on promotions, new games, and changes is very important, marshall added. We rely on our retailers to sell our product, so they should rely on us to listen to their needs, keep them informed and help them to succeed. Remember to work closely with your DSR and take their advice -- they re ready to help you grow your Lottery business! 5

6 New Games! We re keeping things fresh: new Fast Play games are now arriving on a monthly basis. New Fast Play games coming in August include 5X the Cash ($5) and Sunny Money ($1). We have great news for players who enjoy progressive top prizes! Both of the new Fast Play games coming in September will have top prizes that grow until they re won, then reset and start growing again. The games are 9s In A Line ($3) and Bling Bling Buck$ ($2). A $1 progressive top prize game, Comic Cash ($1), goes on sale in early October. Selling Tip: Fast Play tickets must be printed at the time of purchase and handed directly from the printer to the player. Always allow players to discover if they have won -- do not give hints or spoil the element of surprise. *Actual tickets may vary. Match 6 Update coming soon If your players have noticed there are fewer advance drawings available for Match 6 lotto, that s because of a change to the game starting with the August 29 drawing. Tickets for the updated match 6 game will go on sale immediately after the August 28 drawing, at which point players will again be able to purchase up to 26 draws in advance. Details of the game update will be announced soon at palottery.com. The $2 ticket price will not change. Makeover Coming Soon! To help meet player demand for bigger jackpots more often, the mega millions multi-state jackpot game is getting a makeover in late October. The updated game will have a $2 ticket price and a revised matrix. Jackpots will start at $40 million (up from $15 million) and various other prize payouts will increase. The chances of winning a $1 million prize will improve, as well. The changes are designed to help the multi-state game satisfy players who are increasingly drawn to larger jackpots. Watch for more details this fall. 6

7 Branding Your Store as The Place to Play Ask About Our Sales Makeover Program The Pennsylvania Lottery s Sales makeover program gives retailers the tools they need to step up their Lottery game. Using a profit per square foot model, retailers are shown how to maximize the profitability of their front counter through the proper placement and advertising of Lottery products. This no-cost program increases Scratch Offs displays, places front window signage, creates a winner awareness area and a player-friendly environment that helps your store stand out from the competition. These makeovers have been successful in generating incremental lottery sales. Ask about the various options available during your DSR s next visit. 7

8 Big Thanks to Ana s Corner Store The Pennsylvania Lottery thanks Ana s Corner Store on North Wales Road in East Norriton for graciously hosting our TV commercial production in June. The montgomery County retailer posted all about the exciting experience on its Facebook page. The Lottery sincerely appreciates the hospitality shown by this enthusiastic retail partner. 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 Sales maker publication date: July 25, Sales maker, an official publication of the Pennsylvania Lottery, is issued quarterly for the benefit of retailers. Sales maker content may not be reprinted or republished without prior approval of the Pennsylvania Lottery, 1200 Fulling mill Road, middletown, PA