Informed by data and inspired by the customer the Hoosier Lottery engineered a rapid turnaround of its instant product business as part of a enterprise wide transformation. This infographic provides highlights of the Instant turnaround.

1. Source: Scientific Games State of the Industry FY12
Indiana
Actions
• Multi-point category audit resulting in changes to
product, distribution, sales and marketing
strategies.
• Segmentation, concept testing and other customer
insight gathering.
• Multi-variate predictive forecasting aligning
distribution, sales and accounting data.
• Distributed reporting, tracking and analytics across
sales, retail, product management and marketing.
• A single version of truth, common language and
aligned goals & spending across IT, accounting,
sales, retail, marketing and product management.
Result
• 6% 4 yr CAGR, income
(FY09 – pre-PMA FY13 forecast)
• + >10 points past year
participation.
(psos Quarterly Tracking.)
• >90% same day activation rate.
• +15% set size, +15% set
productivity.
• Increased sell-through rate &
reduced inventory at retail.
• Reduction advertising & marketing
spending.
Issue
• Distant last, all
measured lotteries for
YoY +/- %.
• Double digit
• playership loss
• sales declines
• return rate
• Excessive inventory in
warehouse, in field.
Situation
• No in-house
product
management.
• Limited HQ legacy
knowledge.
• Limited data,
reporting and
tracking.
Codei @goligs 317.496.4411
Product
Sell Through By Game
Prize Structure Comp/Tracking
Theme Index Report/Charting
Sales Tracking By Game
Inventory Tracking–Warehouse, Retail
Promotion
Digital In-store Effectiveness
Advertising Awareness
Incentive Tracking
Merchandising Analysis
Digital Analytics
2nd Chance Promotion
Place
Per Price Point Top Selling Game
Corporate Account Specific
Avg Sales Per Bin Optimization
Retailer Set Dashboard
Game Penetration Analysis
Game Day Activation Tracking
Set Optimization – By Location
Planogram Optimization
Performance
Rolling Multi-variate Forecast
Weekly Goal Tracking
Sales By Week, By Region
Dashboards – Retail, State, Region,
Marketing, Set
Expense Tracking
Weekly Business Trending
Weekly Instant Orders
Bin Push Tracking
Pipeline Management
Vending Optimization
Data-Driven Delivers
DIGITAL TRANSFORMATION
Building Data-Driven & Customer-Centric Organizations
AN INSTANT CATEGORY TURNAROUND
In FY09, the Hoosier Lottery found itself facing double digit declines in both their Instant business and their past year
participation percentages, a ranking of distant last in the industry, increasing product return rates and declining
product sell-through rates. To engineer a rapid turnaround, Lottery staff turned to data and the customer to inform
product, marketing, sales and distribution strategies and ultimately engineer a transformation not only of the Instant
business, but of the business as a whole.
FROM
LAST
TO
LEADERSHIP
Incremental Spending
$0
Customer
Concept Testing
Tracking
Segmentation
Digital
Customer Satisfaction
Survey
GAMES LAUNCHED: FY09: 77 FY13: 51 (49 $5 or under)
If everything about the way we do business is changing,
we have to be willing to change more than the technology we use.™
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