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palottery.comTom Wolf, Governor

Thank you for embracing the launch of our newest Xpress Sports game, Derby Cash Horse Racing, which kicked off November 19, 2019! As anticipated, our players have been on the edge of their seats while trying out this new Xpress Sports game and they’ve been winning big! Joy C. of Clinton County is just one example. She won more than $7,000 playing Derby Cash Horse Racing on November 29, 2019!

“Everyone kept saying ‘You won!’ I was in disbelief,” she said, stressing how excited she was to win. “We have a family vacation coming up in March of next year, so our winnings will help with that and I am very grateful for that.”

While you and your customers enjoy Derby Cash Horse Racing, please remember that Xpress Sports game sales, payouts, and promotions do not appear on the Wave Daily Activity Report. Remind your staff to also run an Xpress Games Daily Activity Report each day to ensure that their reconciliation process is complete. Visit page 8 for details.

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Best in Selling, Drew Svitko

Dear PA Lottery Retailers,

Welcome back from the holidays! We hope you had a wonderful time with family and friends. Thank you for working so hard throughout the season to sell our Lottery products to your players, making your store their Lottery destination.

There is great news to share this New Year! Our Retailer Incentive Program continues to add bonus earnings to your bottom line. In addition to the Xpress Sports bonus, mentioned by PA Lottery Executive Director Drew Svitko, this year, retailers will also earn a 3 percent bonus commission on sale of PLU$ THE MONEY, the PA Lottery’s first Scratch-Off game that offers front and back play; two games, on one Scratch-Off! This promotion will take place Feb. 25 through March 31, 2020.

Finally, in this edition, we’re proud to highlight two of our retailers who recently made headlines by selling big winners! Advertising big winners sold doesn’t only help draw in new players, but it also earns you extra cash! Retailers receive selling bonuses starting at winning tickets valued at $100,000 or more.

Talk to your District Sales Representative about ways you can boost Winner Awareness at your store!

Dear PA Lottery Retailers,

Thank you for another successful 2019 holiday season! You worked hard to earn more than $56.9 million in draw and instant game commissions between Oct. 1 and Dec. 31, 2019.

As equally as exciting is the $3.9 million of bonus money that was paid to more than 2,400 Lottery retailers who surpassed sales goals as part of the PA Lottery Retailer Incentive Program! Congratulations!

In addition, thanks to you our rollout of our latest Xpress Sports game, Derby Cash Horse Racing, was a success! We are grateful for those of you who hosted special promotional events at your store to introduce players to this exciting new game. If you haven’t done so already, there is still time! Contact your District Sales Representative to get in on the racing action.

We’re keeping the excitement going by launching a new promotion happening now through March 31, in which you will earn 3 percent bonus earnings on sales of Derby Cash Horse Racing and Xpress Sports Car Racing.

Stay tuned, there is even more exciting news to come throughout 2020!

From the Executive Director

SALES MAKER • VOLUME 24 • FEBRUARY 2020

Best in Selling, Eric Grubbs

From the Deputy Executive Director

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On Sale: January 28, 2020 JAMES BOND 007™ ($10)* 1441

Dublin Dollars ($5)* 1442

Lucky Bucks ($2)* 1443

Bang Boom Ka-Pow ($1) 1444

New Scratch-Off Games!

On Sale: March 24, 2020 Extreme Green ($10) 1450

Power Shot ($5) 1451

Mom ($5) 1452

Max Money ($2) 1453

Win It All ($1) 1454

On Sale: February 25, 2020

$1,000,000 Riches ($20) 1445

Plu$ the Money ($5) 1446

Ca$h Craze ($3) 1447

Time to Get Paid ($2) 1448

Gnome Me the Money ($1) 1449

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

New Games!On Sale Feb. 4, 2020

5078 Rainbow Riches ($5)*

5079 Shamrock Shuffle ($1)*

On Sale March 3, 2020

5080 Fast Cash Fever (P) ($20)

5081 Bankroll (P) ($2)

On Sale April 7, 2020

5082 Towering 10$ ($10)

5083 The Money Game ($5)

5084 Bloomin’ Bucks (P) ($1)

(P) = Progressive Top Prize Game

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Game Name Price Sales End Validation Ends

1375 POWER SHOT MULTIPLIER $5 12/03/19 12/03/20

1358 TOP SECRET PASSWORD $3 12/16/19 12/16/20

1396 MAX-A-MILLION $20 12/20/19 12/20/20

1353 NEON $5 01/13/20 01/13/21

1357 WHEEL OF FORTUNE® $5 01/13/20 01/13/21

1364 WHOLE LOTTA $20s $2 01/13/20 01/13/21

1389 RED BALL TRIPLER $2 01/13/20 01/13/21

1390 EZ BUCKS $1 01/13/20 01/13/21

1391 WILD NUMBERS 50X $10 01/13/20 01/13/21

1394 WILD NUMBERS 10X $2 01/13/20 01/13/21

1395 WILD NUMBERS 5X $1 01/13/20 01/13/21

1400 BONUS CASH $2 01/13/20 01/13/21

1401 WIN PIGS FLY $1 01/13/20 01/13/21

1423 BOO KOO BUCKS $5 01/13/20 01/13/21

1424 MONSTER CASH $2 01/13/20 01/13/21

All closed Scratch-Off games should be removed from display by the sales end 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.

Visit palottery.com or contact your district sales representative for a complete list of game closing dates.

Game Closing Dates

This time of year, you may notice more players using PA Lottery Gift Cards and we want to make sure you are armed with information to help your players have the best gift card redemption experience. Here are three simple steps to follow:

• Press the Payment Option tab on the WAVE terminal.

• Press the Gift Card icon.

• When prompted, use the barcode scanner to scan the back of the card.

The card balance will be reduced by the amount of the purchase. Lottery Gift Cards can be used in combination with other accepted forms of payment.

Retailers may also check the balance of any PA Lottery Gift Card prior to completing a Lottery sale by pressing the Payment Options tab, selecting the Check Balance icon and scanning the barcode on the back of the card. The remaining balance will display on the screen.

Review the Gift Card Quick Reference Guide found in the Retailer Corner at palottery.com or ask your Lottery District Sales Representative for help!

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Redeeming PA Lottery Gift Cards

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DSR Tips for SuccessFollowing Best Practices:

This edition of Tips for Success features District Sales Representatives John Gustin, a U.S. Navy Veteran who has been with the PA Lottery for 15 years, and Vince Cislak, who has worked out of the Pittsburgh office for 19 years.

Retailers will earn 3% bonus earnings on Xpress Sports game sales (Derby Cash and Car Racing) between Jan. 1 and March 31, 2020 and on the [$5] Plu$ the Money Scratch-Off game between Feb. 25 and March 31, 2020. What are your suggestions for retailers who want to maximize their bonus earnings potential during this promotion?

Gustin: There is a built-in market for Derby Cash Horse Racing in Pennsylvania. Good portions of lottery players are familiar with horse racing and are excited about this new, fast-paced game. Retailers should make sure their monitors are turned on and located in a highly visible area inside their store. Retailers’ staff should educate and inform players of the new game by conducting in-house promotions.

For our Scratch-Off products, a best practice is to double-face the new games. This makes it easier for our players to find those games and offers players multiple options by playing off of multiple packs. Definitely ask for the sale!

Cislak: Owners, store managers and clerks are encouraged to become well informed about Derby Cash Horse Racing and take the time to educate players. Well-positioned signage can play a key role in maximizing these additional earning opportunities as well. Asking for the sale has also been a great tool when it comes to promoting the Xpress Sports games at our monitor retailers.

Now that the holiday rush has passed, what suggestions do you have for retailers on how they can keep their lottery sales area fresh and clean?

Cislak: Once the holiday season ends, remove holiday games to make room for the newest games available. Brochure/bet slip holders and scratch stands should be cleaned and organized. Any worn and torn Point-of-Sale items should be discarded and replaced with the most up-to-date versions. Your District Sales Representative will help you replace any signage!

Gustin: Highlight the newest Scratch-Off tickets by allowing us to place the current Point-of-Sale. By keeping your store organized and up-to-date, you help your players’ purchasing decisions. I would also suggest continually posting updated jackpot amounts.

What other tips do you have for PA Lottery retailers?

Gustin: Developing relationships with your players by being friendly and helpful is a good tool for any business. The same principles apply to your lottery customers. Inform your players about new games, promotions, rising jackpots, and pay their winning tickets. Make them feel special by celebrating their wins with a “congratulations” or by taking a photo for your in-store Winner Wall. It all helps in making your location a player’s preferred Lottery destination.

Cislak: Encourage managers and store clerks to post the current jackpot amounts for more player awareness. Managers should also take some time to train new employees to “Ask for the Sale” – an easy technique that is proven to work! Finally, retailers should remember the importance of good Scratch-Off pack management. I advise my retailers to run an Active Packs report each Monday so they can check their inventory and return any packs that are close to automatically settling, freeing those bins up for something fresh that will sell better!

SALES MAKER • VOLUME 24 • FEBRUARY 2020

John Gustin

Vince Cislak

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Pennsylvania Lottery Sales Maker is published quarterly. Ewa Dworakowski, 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, Suite 1, Middletown, PA 17057. 1-800-692-7481. Date of publication: February 7, 2020.

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

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SALES MAKER • VOLUME 24 • FEBRUARY 2020

Xpress Sports game sales, payouts, and promotions do not appear on the Wave Daily Activity Report. To ensure complete daily reconciliation, retailers should also run an Xpress Games Daily Activity Report each day. Both reports can be accessed by pressing the Daily button on the Wave Reports tab.

For additional information on Derby Cash Horse Racing, please refer to the Derby Cash Quick Reference Guide that can be found in the Retailer Corner at palottery.com.

This quarter, two Lottery retailers made headlines. Brewers Outlet, 257 Wilmington West Chester Pike, Chadds Ford, Delaware County sold a winning My Best Life Scratch-Off ticket worth $1,000 a week for life, or $1.04 million cash. The reporter also interviewed other Lottery players at this specific retailer, and even bought some

Scratch-Off tickets himself that he scratched while doing a live shot on the 10 p.m. news on Tuesday, November 19, 2019.

In Northumberland County, a lucky father and son duo were featured on WNEP-TV at Turkey Hill on Mahoning Street in Milton, where Thomas Powell Jr. won $20,000 playing the $2 Scratch-Off called Snowball Bucks.

“I just couldn't believe that he would get a $20,000 top prize on a $2 ticket when eight years ago almost to the day I hit $5

million in the same store on a Christmas ticket," Thomas’ dad, Powell Sr., told WNEP.

As mentioned on the cover,