Retailer Report - Maryland Lottery

Retailer Report
July/August 2013
Maryland Lottery, Baltimore Ravens Team Up
Baltimore Ravens fans are counting down the days until the start of the 2013 season, wishing for summer’s
end so the Super Bowl champions can take the field. Retailers can invite these avid fans and loyal Lottery
players to enjoy exciting, new Ravens-themed Lottery games and promotions.
Keno with J.O. Bonus Match-Up (July 8 - Aug. 4)
Celebrate the Aug. 3 induction of No. 75, retired Baltimore Ravens tackle
Jonathan Ogden, into the Pro Football Hall of Fame in Ohio.
• Make a Keno purchase of $5 or more to get a Keno Bonus Match-Up coupon.
• Remind players to save Bonus Match-Up coupons and check mdlottery.com,
Keno screens and Lottery in Motion monitors for winning numbers.
• Each week, for four weeks, one winner scores $75,000 and three winners
score $7,500. Every big winner gets a Ravens-themed autographed football
or helmet. One lucky winner will receive field passes to the Nov. 24 game.
Baltimore Ravens CHAMPIONS Scratch-off and Promotion (Kick Off: July 29)
This $2 scratch-off ticket offers six $25,000 top prizes and chances to instantly
win Ravens’ championship jewelry.
• Second-chance contest:
– Enter non-winning tickets through My Lottery Rewards at mdlottery.com/rewards.
– Get a chance to win 2014 season tickets.
– Monthly drawings begin Sept. 12.
Ravens Mega Power Promotion (Aug. 26 - Dec. 26)
Mega Millions and Powerball tickets sold in Ravens’ approved areas will carry
the Ravens’ logo on the top of tickets that offer the Megaplier or Power Play feature.
• Second-chance contest:
– Enter non-winning tickets for a chance to win cash and experiential
Ravens prizes such as season tickets for life, an away trip with the team
and more.
– Drawings are weekly.
,
Retailer Spotlight: Checks n Keno
Back in 1987, the Maryland Lottery welcomed Baltimore
business partners Harvey Macklin and Mayer Pelta into its
growing family of retailers. The men both had young sons
who began trailing after them at work, helping in several
Lottery retail sales and check-cashing operations run by
Harvey and Mayer. Today, Harvey’s 29-year-old son Scott
Maryland Lottery
•
and Mayer’s 30-year-old son David are running the dayto-day operations of two Lottery sales and check-cashing
stores while their dads enjoy retirement. Scott, of Baltimore
City, and David, of Towson, recently braved the economic
,
downturn to successfully launch a new venture, Checks n
Keno, at 6408 Reisterstown Road.
Continued on page 5
1800 Washington Blvd., Suite 330
•
Baltimore, MD 21230
•
mdlottery.com
Congratulations to
Vanessa Fountain –
District Manager of the Year
Message from
the Director:
The Maryland Lottery is teaming up with
the world-champion Baltimore Ravens for
a fifth consecutive year. We’ve updated our
popular Ravens-themed promotions to offer
more opportunities to win cash and great
experiential prizes. The Lottery continues its
successful relationship with the Ravens and
we look forward to the upcoming season with
the organization.
My Lottery Rewards launched in June and is off
to a great start. As you’ll read in this issue, the
program is a solid hit with players. I encourage
you to inform your customers about the
program’s incentives so they can take advantage
of the great prizes and other opportunities.
In closing, I hope you find time to stop by the
Lottery’s booth at the Maryland State Fair this
year in Timonium. Fair dates are Aug. 23 - Sept. 2. In
addition to the usual festivities, you will find
enthusiastic helpers at the Lottery’s booth who are
signing up players for the My Lottery Rewards
program. This is a great time to stop by and ask
questions about the program, new products and
new promotions. We hope to see you there.
Stephen Martino
We Want to Hear From You!
We love hearing from our retailers. Do you have an
idea for an article or a regular feature you’d like to see
in the Retailer Report or on our website? Let us know!
Email us at ask.lotteryandgaming@maryland.gov
Frank Hemberger, retired sales manager, and
Vanessa Fountain with her award.
Her outstanding on-the-job performance combined
with a positive attitude led to Lottery honors in May for
District Manager Vanessa Fountain. A Lottery employee
since 1989, Vanessa works with retailers in Baltimore City
and Baltimore County.
Lottery officials surprised her with the inaugural Frank
E. Hemberger III District Manager of the Year Award
at a May sales meeting at Lottery headquarters in
Baltimore. This new annual tribute honors the legacy
of Frank Hemberger, who retired this summer as sales
manager after 37 years with the Lottery. Nominees
came from each of the five Lottery regions.
“Vanessa demonstrates a high level of commitment
to achieving success for her retailer network,” said
Alvin Ringgold, Lottery director of sales. “She is
dedicated to increasing sales, developing retailer
relationships and participating in promotional
events in support of the Lottery.” He truly
appreciates Vanessa’s “get it done” attitude.
Also nominated for the award were:
• Matt Boone, Region 3, Territory 36:
Anne Arundel, Howard and Prince George’s
counties;
• Ralph Henderson, Region 4, Territory 44:
Baltimore and Howard counties;
• Scott Kershow, Region 2, Territory 26:
Cecil, Kent and Queen Anne’s counties; and
• Leroy Thorne, Region 1, Territory 11:
Washington County.
The Lottery has 41 district managers.
Congratulations to Vanessa and to all of the
nominees!
New Scratch-Offs
Launch : July 29
$1 – Wild 1s
$3,000 top prize
$2 – CHAMPIONS
Baltimore Ravens
$25,000 top prize
$5 – Great BIG Bingo
$100,000 top prize
$10 – Winner’s Luck
$100,000 top prize
Launch: Aug. 26
$1 – Nifty $50s
$500 top prize
$2 – 24 Karat Cash
$24,000 top prize
$5 – Funky 5s
$55,555 top prize
$20 – Hit the Jackpot
$1 million top prize
Second-Chance Contest Update
Summer Fun Drawing Deadline: Entries due by
10 a.m. July 22 for July 23 drawing. Two winners
will receive dream vacations to Ocean City
or Deep Creek Lake!
Hit it Big Promotion: Continues through
baseball season. Enter non-winning
5 Card Cash tickets that carry the Orioles
logo at mdlottery.com/orioles.
40 Rubies: Entries due Aug. 15 for Aug. 16
final drawing. Winners find out what they
won on Aug. 31 at the Maryland State Fair
in Timonium.
The Price is Right: Win a trip to Vegas!
Submit entries at mdlottery.com/priceisright
by 9 a.m. Aug. 7 for final drawing on Aug. 8.
You Ask ... We Answer!
Retailer Question:
I called in an instant ticket scratch-off book order on
Saturday but didn’t get my order on Tuesday. Instead,
it arrived on Wednesday. What’s going on?
Answer:
The timing of your phone order impacted your delivery.
We have improved our instant ticket inventory process to
help retailers better manage their supplies. If you leave an
order on Tel-Sell’s voice mail system on Saturday, Sunday
or Monday, the staff will review your order on Tuesday
and schedule delivery on Wednesday. This revised
process also makes our shipping process more efficient.
Retailer Question:
I placed my weekly instant ticket scratch-off book order
in the morning but realized I had forgotten to order a new
supply of one popular scratch-off ticket. When I called
back a few hours later to add that to my order, I was told
I had to call back the next day. Why?
Answer:
We created the one-order-per-day policy after discovering
that multiple orders from individual retailers often
resulted in inefficient deliveries. You should rarely need
to place more than one order per week and we do not now
allow retailers to order more than once on the same day.
Retailer Question:
I called in an order to Tel-Sell over the weekend but only
received half of what I ordered. Where is the rest of my
order?
Answer:
Tel-Sell may ship fewer of the books you request for two
reasons. They may do so if you already have inventory
for a specific game that will take more than 60 days to
sell based on your sales history. Staff may also reduce
the order if they already shipped tickets for a specific
game and have not yet heard that you received them.
Have a question?
Email ask.lotteryandgaming@maryland.gov
and we’ll publish an answer in a future issue.
Players Love
My Lottery Rewards
Want to increase your scratch-off ticket sales?
Invite your players to join the Lottery’s new
player loyalty program, My Lottery Rewards.
Watch your sales grow as they accumulate
points toward great prizes. The program,
which launched on June 3, already had 6,600
participants on June 17.
Players can accumulate points from non-winning tickets toward their
choice of hundreds of prizes ranging from music downloads, cameras
and watches to computers and flat-screen TVs. Signing up is simple:
Players register at mdlottery.com/rewards. Program members are eligible
for promotions, second-chance opportunities and special offers.
If players have trouble with the website, tell them to call 800-201-0108.
Interested in promotional materials? Ask your district sales manager
today!
Your Lottery
Reference
Guide
Extrema Lottery Terminal &
Player Activated Terminal (PAT)
888-427-7568
Instant Ticket Vending Machine
(ITVM)
800-820-7406
Tel-Sell Scratch-Off Ticket
Ordering
866-832-1477
Customer Service at Lottery
Headquarters
410-230-8800
Ask for your district manager.
,
Retailer Spotlight: Checks n Keno
Continued from page 1
Their hands-on experience, coupled with a college education in
business management for David and in American studies for Scott,
helped the duo overcome obstacles tied to the store’s 2011 opening.
They were inexperienced in store launches and in coping with slow
sales. Business is typically brisk at their fathers’ store, Pimlico Check
Cashing in Randallstown, because that Agent Plus store can redeem
Lottery winners’ tickets up to $5,000. They wanted to open a second
store because their dads’ second store near Pimlico racetrack closed
after a blizzard-related roof collapse.
,
The men agree that Checks n Keno got off to a slow start. “In the
beginning, it was extremely tough,” David said, recalling the store
made about $500 in Lottery sales per week. They posted fliers to
promote the business and tried various tactics, to no avail.
David Pelta
“There’s a lot of competition in this area from convenience stores
and other check-cashing stores,” David said. “We needed to do
something different to make us stand out from the competition.”
Their luck finally turned when they tried a cross-promotion: free
coffee for those who buy Lottery tickets. Slowly, the customer base
grew. The store made $1,200 a week on Lottery sales, then $3,000
a week. “In six months we broke the $10,000-a-week mark,” David
said. “We were really excited about that.”
Today, the store averages $17,500 a week in Lottery sales and has hit
the $20,000 mark once. “It’s become a hangout spot,” David said.
“We’ve got a bunch of regulars who come in the mornings. Our
first-time customers see it’s a fun, happening place to be and they
come back.”
Scott Macklin
The store also offers water to Lottery customers in the summer.
The partners followed up the successful beverage-Lottery promotion
by giving free Lottery scratch-off tickets to players who show them
winning tickets. In addition, on the first Friday night of each month,
they throw a Keno pizza party complete with a Lottery trivia contest
and prizes.
“We brought in seating, two tables and about 10 chairs,” Scott said.
“It’s gotten so busy we have to bring in an extra person to help with
the customers.”
Lottery district manager Vanessa Fountain praises the partners’
ingenuity and sales prowess. “They do whatever they can to draw
the customer in,” she said. “I am very proud of them.”
Store front
From the winners’ wall promoting lucky ticket holders to the banners
promoting in-store purchase tie-ins to Lottery sales, David and Scott
are determined to boost the store’s Lottery sales high enough
to
,
achieve the coveted Agent Plus designation for Checks n Keno.
“They are great businessmen,” said Vanessa, who works with Lottery
retailers in Baltimore City and Baltimore County. “They are
wonderful people.”
5
Sample of in-store display
Big Scratch-Off Winners!
Store
City
Prize
Main Street Liquors
Hampstead
Beauty Plus
Baltimore
Sunoco A Plus Game
Store
City
Prize
Game
$1,000,000 Money Multiplier
Diamond Deli
Gaithersburg
$10,000 Money Multiplier
$250,000 Super Jackpot
Baltimore
$10,000 40 Rubies
Rising Sun
$150,000 Diamond Dazzler Bingo
Princess Coin Laundromat
Phelps Liquors
Pasadena
$100,000 Red Line Bingo Tripler
Silver Hill BP Amoco Suitland
$10,000 Double Cash
Long Reach Exxon
Columbia
$100,000 Red Line Bingo Tripler
Gem Liquors
Baltimore
$10,000 Super Jackpot
Ford Gulf
Baltimore
$100,000 Green Streak
Langley Shop
Langley Park
E-Z Convenience
Baltimore
$100,000 Cash Blast
2000 Market
Capitol Heights $100,000 Red Line Bingo Tripler
7-Eleven #36471
Hyattsville
$100,000 40 Rubies
7-Eleven #00002
Oakland
$100,000 Double Cash
Giant #351
Salisbury
$50,000 Tax Free 50,000
Wheaton Winery
Silver Spring
$50,000 The Price is Right
40 West Exxon
Baltimore
$50,000 Platinum Crossword
Cork N Bottle Liquors Laurel
$50,000 The Price is Right
7-Eleven #34326A
Lanham
$50,000 Aces High
Total Save
Temple Hills
$50,000 Extreme 8s
7-Eleven #33266
White Marsh
$50,000 Money Talks
Sun Valley Liquors
Glen Burnie
$50,000 Get Rich
Plus Mart
Frederick
$50,000 The Price is Right
3 Star Beer & Wine
Gaithersburg
$50,000 Double Dice
Mt. Vernon
Supermarket
Baltimore
$50,000 Get Rich
Franklin Amoco
Baltimore
$50,000 $50 Grand Slam
LG Wireless
Baltimore
$40,000 Prize Line Bingo
G&T Liquors
Baltimore
$30,000 Red Line Bingo Tripler
Nursery Road Liquors Linthicum
$30,000 Luck
Pipers Wine & Spirits Manchester
$30,000 Fruit Twist Crossword
Liquor Outlet
Parkville
$30,000 Blackout Bingo
Royal Farms #021
Baltimore
$30,000 Stacked With Cash
Safeway #1213
Rockville
$30,000 Fire and Ice Multiplier
DJ Liquors
Rosedale
$30,000 5-10 Quick Mart
Rockville
Compass-BP
Stop N Go Mart
$10,000 Diamond Dazzler Bingo
East Rockville Sunoco Rockville
$10,000 Diamonds
Village Spirits
Smithsburg
$10,000 Green Streak
Bargain Cigarette
Baltimore
$10,000 40 Rubies
Royal Farms #081
Baltimore
$10,000 Money Multiplier
Best 1 Food Mart
Lanham Seabrook
$10,000 Platinum Crossword
Safeway #1716
Bethesda
$10,000 $50 Grand Slam
7-Eleven #23366
Ocean City
$10,000 Platinum Crossword
Sheetz #145
Hagerstown
$10,000 $50 Grand Slam
D & L Deli
Owings Mills
$10,000 Green Streak
Lighthouse Liquors
Charlotte Hall
$10,000 Super Jackpot
Pappas Restaurant
Baltimore
$10,000 Ravens Cash Fantasy
Ravens Pizza Mart
Dundalk
$10,000 Payday Doubler
Royal Farms #104
Baltimore
$10,000 Money Multiplier
Queens Town Shell
Hyattsville
$10,000 Diamonds
House of Liquors
Westminster
$10,000 Fruit Twist Crossword
Peoples Convenient
Store
Suitland
$10,000 Double Dollar Fortune
Errols Gas
Hyattsville
$10,000 Aces High
Food Lion #1162
Frederick
$10,000 Money Multiplier
7-Eleven #11605 Baltimore
$10,000 Blackout Bingo
Best 1 Food Market
Capitol Heights $10,000 40 Rubies
Pantry One
Randallstown
$10,000 Platinum Crossword
Fenton Street Exxon Silver Spring
$10,000 Cash Blast
Hot Doubler
Clinton Crossing
Exxon
Clinton
$10,000 Wild Cherries
$25,000 Cashword
Forbes BP
Lanham
$10,000 Double Dollar Fortune
Middle River
$25,000 Cashword
$10,000 Red White and Blue
$20,000 2x Cash
Pulaski Auto
Service Inc.
Baltimore
Finksburg
29 Convenience Mart Silver Spring
$20,000 2x Cash
Martins #275
Hagerstown
$10,000 40 Rubies
Food Express
Gaithersburg
$20,000 High Card
7-Eleven #28891
Bowie
$10,000 Get Rich
Vlamis’ Liquors
Elkton
$10,000 Get Rich
Savage
$10,000 Cash Blast
SNS Liquor
Baltimore
$10,000 Blackout Bingo
2 Go Convenience
& Deli
Thirstys State-Line
Delmar
$10,000 Cash Blast
Best One Food
District Heights $10,000 Double Dice
Rolling Road Liquors Catonsville
$10,000 Payday Doubler
Hopkins Citgo
Baltimore
$10,000 Platinum Crossword
Berlin Food Mart
Berlin
$10,000 $50 Grand Slam
Kingsview Beer & Wine Germantown
$10,000 Hot Casino Cash
Winfield Liquors
Westminster
$10,000 40 Rubies
East Bexx Liquor
$10,000 Fruit Twist Crossword
Cliff’s Liquors
Darlington
$10,000 Green Streak
Berry Country Market Waldorf
$10,000 Green Streak
Hi’s Food Market
Suitland
$10,000 Cash up Doubler
Soda Pop Shop #8
Baltimore
$10,000 Money Multiplier
Moore’s Country Store Upper Marlboro $10,000 $50 Grand Slam
Seneca Convenience Germantown
$10,000 Green Streak
John’s Liquor & General Store
$10,000 $50 Grand Slam
Pasadena
Baltimore