NEW SCRATCHERS AVAILABLE MAY 1

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1 A Sales Guide for Virginia Lottery Retailers May 2018 NEW SCRATCHERS AVAILABLE MAY 1 PLEASE ACTIVATE AND PUT OUT FOR SALE BY MAY 3

2 CHILLIN' & GRILLIN' EVERY TUESDAY IN MAY WE LL BE GIVING AWAY FIVE $2,000 ULTIMATE GRILLING PACKAGES! Your players can enter online or by mail for an extra Chance to win. If they enter online, the number of entries is based on the price of their Scratcher. If they enter by mail, each Scratcher, no matter the price, will receive one entry into the drawing. MAY WEEKLY PRIZE DRAWINGS: 5/1/18 - (5 Prizes) 5/8/18 - (5 Prizes) 5/15/18 - (5 Prizes) 5/22/18 - (5 Prizes) 5/29/18 - (5 Prizes) In May we ll be giving away a total of $50,000 in prizes for extra Chances. REMINDER: Let your players know that if they re not interested in this month s prizes, they can hold onto their Scratchers and enter them in another month. Visit valottery.com for more entry details. SUGGESTIVE SELLING - Encourage sales associates to ask customers if they would like to purchase a Virginia Lottery Game. - Be aware of the jackpot amounts and use them as a selling tool. - Communicate the benefits of purchasing Power Play and Megaplier to your customers. - Cross-sell: suggest a different Lottery product to purchase, which could introduce a customer to a new experience. - Understand how each game is played to educate your customers. - Be aware of current Virginia Lottery promotions and communicate these to your customers.

3 SCRATCH-TASTIC TUESDAYS ON FACEBOOK: Tell your players to check out our Facebook page every Scratch-tastic Tuesday for a chance to win a prize pack! RETAILER SUCCESS FAST BUCKS #1832 $1 Game UPC: QUICK $100s #1798 $2 Game UPC: AVAILABLE MAY 1, 2018 PLEASE ACTIVATE AND PUT OUT FOR SALE BY MAY 3 BLOCK BUSTER CROSSWORD #1856 $3 Game UPC: BIG MONEY MAKER #1851 $5 Game UPC: $30 MILLION CASH OUT #1863 $10 Game UPC: we re game playresponsibly Virginia Problem Gambling Helpline: Must be 18 or older to play. Odds of winning top prize in each game: Fast Bucks: 1 in 1,224,000; Quick $100: 1 in 1,101,600; Block Buster Crossword: 1 in 1,224,000; Big Money Maker: 1 in 1,040,400; $30 Million Cash Out: 1 in 1,162, Virginia Lottery. valottery.com

4 RETAILER SUCCESS Sales Representative Nick Eads saw an opportunity to grow sales at the Fas Mart #80 in Richmond. As the sales for Scratchers increased, Nick worked with the manager to add facings to the overhead display. With great visibility and more games to offer players, this location saw an increase of 43% in Scratcher sales. In addition to this success and an improved Lottery presence, online ticket sales have also increased by 68%! Way to go Nick Eads and Fas Mart #80, it s clear you ARE GAME! A GREAT DISPLAY WILL MAKE A BIG DIFFERENCE AND INCREASE SALES! LOOK WHO WON! When Pauline Johnson scratched her purple $52 Million Cash Spectacular Scratcher, she couldn t believe her eyes. I like the color purple, so that s why I picked it, she said. The early retiree plays the Lottery regularly at the 7-Eleven at 552 White Oak Road in Fredericksburg. Cash4Life is my favorite game, but once in a while I ll buy a Scratcher. On her lucky day, Pauline purchased two Scratchers, the second of which was the $1 million winner. She said the first thing that came to mind when she discovered her win was, Oh my gosh, real people really do win this! The store received a $10,000 bonus from the Lottery for selling the winning ticket. When it comes to education, the Virginia Lottery is game. Mrs. Johnson lives in Fredericksburg, which received more than $1.5 million in Lottery funds for K-12 education last fiscal year.

5 Qualifier: SPRING INTO SUMMER RETAILER INCENTIVE MAY 1, 2018 JUNE 30, 2018 In order to receive an additional 1% commission on the 10 Scratchers launching in May and June, retailers must activate and put out for sale at least 1 pack of every new Scratch game for both the May 1, 2018 and June 5, 2018 launch within the first 3 days of sales. Steps to Success: Activate new games within first 3 days Always keep bins/vending machines full DO NOT WAIT UNTIL WEDNESDAY TO ACTIVATE Promote new Scratchers to your customers Display & promote winners sold in your store Cash ALL winning Scratchers up to $600 EARN EXTRA COMMISSION ON SCRATCHER SALES What s in it for YOU: An additional 1% in Scratcher commission on the 10 Scratchers that launch in May and June Keeping bins filled will consistently drive more traffic to your store Excitement that sets your store apart from others by promoting winners and new games Retailer Eligibility: Must be in active status throughout the entire promotional period from May 1, 2018 through June 30, we re game

6 DID YOU KNOW? OVER 160 MILLION PEOPLE VISIT A CONVENIENCE STORE EVERY DAY. HOW OFTEN DO CONSUMERS SHOP AT CONVENIENCE STORES? 7% 11% 19% ALMOST EVERY DAY 2-3 TIMES A WEEK ONCE A WEEK 25% 38% ABOUT ONCE A MONTH 2-3 TIMES A MONTH Data provided by Convenience Store News 57 % 82% of surveyed Shoppers visit a c-store at least 2-3 times per week visit at least 1 time per week FUN FACTS 95 % Lottery customers purchased at least one other merchandise product in addition to lottery tickets during 95% of store visits. Customers purchasing lottery tickets spend $10.35 on purchases, $ on average, compared with $6.29 for a non-lottery shopper. Data provided by NACS (National Association of Convenience Stores)