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palottery.comTom Wolf, Governor

Our Heat Wave Second-Chance Drawing is giv-ing away three $100,000 cash prizes! Qualifyingdraw 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 entertheir tickets as they play and not to wait until the last minute!

Ten lucky winners will attend professional football’sBiggest Game of the Year. The Big Game Second-Chance Drawing will accept qualifying draw gametickets sold between August 29 and October 19, 2017. There will be two drawings – the “halftime” draw-ing 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 bothgames 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, 2017.

WILLY WONKA & THE CHOCOLATE FACTORY™On sale September 12, this fun $10 Scratch-Off game is chock-full of greatprizes plus it offers a second-chance drawing awarding a $100,000 grand prize!Non-winning tickets may be entered before December 14, 2017. Best of all:nobody will turn into a blueberry!

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

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I’m sincerely grateful for the important role our retail partners played in the Pennsylvania Lottery’s successduring the 2016-2017 fiscal year. As our new fiscal year gets under way, I want to highlight how essential it isfor 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” ofour Sales and Retail Operations Division, headed by Eric Grubbs. I encourage you to read more about this im-portant 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 ourtried-and-true best practices. A great example of how following these data-driven tips can grow sales is detailedin 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 part-nership and please let us know how we can help you succeed.

Best in Selling,Drew Svitko

From the Executive Director

Game Name Price Sales End Validation Ends

1221 money Bag Crossword $3 5/08/2017 5/08/2018

1209 Bonus Ca$hword $5 5/23/2017 5/23/2018

1273 mother’s Day $5 6/22/2017 6/22/2018

1181 $1,000 A month For Life $1 6/28/2017 6/28/2018

1232 money Stash $2 6/28/2017 6/28/2018

1239 $50,000 mad money $2 6/28/2017 6/28/2018

1240 $10,000 mad money $1 6/28/2017 6/28/2018

1255 Cupid’s Cash $5 6/28/2017 6/28/2018

1261 Pot Of Gold $5 6/28/2017 6/28/2018

1224 Wonder Bucks $10 8/02/2017 8/02/2018

1230 Family Feud® $5 8/02/2017 8/02/2018

1235 $300,000 mad money $10 8/02/2017 8/02/2018

1236 $100,000 mad money $5 8/02/2017 8/02/2018

1257 Donut Doubler $2 8/02/2017 8/02/2018

All closed games should be removed from display by the end-of-sale date. They should be settled, andprocedures for returning partial packs should be executed. Returns may be held for pick up by your lotteryrepresentative during the next regularly scheduled visit.

Scratch-Off Game Closing Dates

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: July 18, 2017Super 7 ($10) 1291

Whole Lotta $500s ($5) 1292

Gold Fish ® ($2) 1293

333 ($1) 1294

New Scratch-Off Games!

On Sale: September 12, 2017WILLY 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 RecordConsistent with our state’s Open Records law, the names ofPennsylvania Lottery winners of prizes of $1,000 or more area matter of public record. This includes the names of retailersand 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 whileon duty or at their own sales counter. The Lottery receives fre-quent complaints about this activity from customers.

We ask all players to play responsibly. For individuals for whomgambling may be problematic, that may mean not playing atall. For confidential help with a gambling concern, call 1-800-GAmBLER – which is a service supported by the PennsylvaniaLottery.

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Giant Eagle 616 in Brentwood, near Pittsburgh, has been the top-selling Lottery retailer in Pennsylvania forseveral 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 1991. His keyguiding 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 weextend that same approach to our Lottery customers.”

“Paying prizes is extremely important because the instantgratification experience oftenleads customers to make addi-tional purchases in our store,” Dansaid. “We also offer weekly sec-ond-chance drawings for non-winning tickets purchased in ourstore, usually awarding a $20store gift card – and that helps usto cross-promote with other products in the store.”

The store has set aside consider-able floor space for Lottery sales.There are numerous types ofvending in addition to countersales, where players can choosefrom 60 facings of Scratch-Offs.The store also underwent a LotterySalesmaker makeover.

“Changing the layout in our storeis the best thing we ever did! Wegave Lottery the space theyneeded to be successful in ourstore, with the tickets right on the counter for our customers to see,” Bob said. “Customers also like the winnerawareness 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 identifiedthe best, high-traffic locations for vending equipment.”

The management team welcomes the best practices and other ideas suggested by their Lottery DSR, kathyFiedler.

“kathy is a real sales pro and knows how to engage our customers,” Dan noted. “Any time kathy wants to doa promotion, add equipment, or add facings on the counter, we embrace her suggestions because we knowthey 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 salesright alongside it,” Bob concluded.

Congratulations to the dedicated leadership team and staff at Giant Eagle 616 in Brentwood. The PennsylvaniaLottery is proud to be a partner in your continuing success.

Brian Och and Dan Cheberenchick, Brentwood Giant Eagle

Retailer Success StoryBrentwood Giant Eagle is Top Seller in PA

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Meet the “New” Sales TeamLottery Reps Have a Fresh Look, New Tools

Goodbye, District Lottery Representative – and hello, DistrictSales Representative. Assigning new job titles is only oneway in which the Pennsylvania Lottery is re-focusing its effortsto help retailers grow sales of Lottery games.

“We want retailers to rely on our representatives as the salesprofessionals that they are,” said Eric Grubbs, Deputy ExecutiveDirector for Sales & Retail Operations. “Our representatives aremore recognizable and have access to a wealth of data that canhelp to maximize a store’s performance.”

“Lottery DSRs are not just there to pick up tickets and put upposters; we are there to help a retailer grow their business,”said John Nalevanko, a former Lottery retailer who has workedas a sales representative out of the Lottery’s Area 5/Pittsburghoffice for six years.

“There are promotions that we can do and suggestions we canmake for optimization,” John added. “The retailer has to be will-ing to work with us and trust that we are there to help them.”

“I enjoy showing my retailers the success stories of locationsthat have implemented best practices and show them how saleshave increased,” said marshall mirarchi, a 29-year Lottery salesveteran based at the Area 3 office in middletown. keeping theLottery sales area fresh and clean is a key best practice.

“Having a clean, well-stocked lottery area grows sales by mak-ing the purchase process easier. I make it a point to change in-counter glass, replace worn point of sale material, update signsregularly, and help managers understand the importance ofmaking a good first impression,” marshall noted.

Retailers can make the most of their DSR’s time by preparingfor a visit, and DSRs can help retailers by keeping in touch be-tween store visits.

“I ask retailers to pay attention to all retailer messages on theWAVE terminal so they will have any return tickets organizedbefore I come in, which allows us more time to work on salesstrategies,” John said.

“Regularly sharing information on promotions, new games, andchanges is very important,” marshall added. “We rely on our re-

tailers to sell our product, so they should rely on us to listen to their needs, keep them informed and helpthem to succeed.”

Remember to work closely with your DSR and take their advice -- they’re ready to help you grow your Lottery business!

Marshall MirarchiArea 3/Middletown

John NalevankoArea 5/Pittsburgh

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! Bothof the new Fast Play games coming in September will have top prizesthat grow until they’re won, then reset and start growing again. Thegames are 9s In A Line ($3) and Bling Bling Buck$ ($2). A $1 progres-sive 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 andhanded directly from the printer to the player. Always allow players to dis-cover if they have won -- do not give hints or spoil the element of surprise.

*Actual tickets may vary.

If your players have noticed there are fewer advance drawings avail-able for Match 6 lotto, that’s because of a change to the gamestarting with the August 29 drawing. Tickets for the updated match6 game will go on sale immediately after the August 28 drawing, atwhich point players will again be able to purchase up to 26 draws inadvance. Details of the game update will be announced soon atpalottery.com. The $2 ticket price will not change.

To help meet player demand for bigger jackpots more often, the mega millions® multi-state jackpot game isgetting a makeover in late October. The updated game will have a $2 ticket price and a revised matrix. Jackpotswill start at $40 million (up from $15 million) and various other prize payouts will increase. The chances ofwinning a $1 million prize will improve, as well. The changes are designed to help the multi-state game satisfyplayers who are increasingly drawn to larger jackpots. Watch for more details this fall.

Makeover Coming Soon!

New Games!

Match 6 Update coming soon

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Branding Your Store as The Place to PlayAsk About Our Sales Makeover ProgramThe Pennsylvania Lottery’s Sales makeover program gives retailers the tools they need to step up their Lotterygame. Using a profit per square foot model, retailers are shown how to maximize the profitability of their frontcounter through the proper placement and advertising of Lottery products.

This no-cost program increases Scratch Offs displays, places front window signage, creates a winner awarenessarea and a player-friendly environment that helps your store stand out from the competition. These makeovershave been successful in generating incremental lottery sales. Ask about the various options available during yourDSR’s next visit.

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Sales maker publication date: July 25, 2017. 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 17057. 1-800-692-7481.

1-800-GAMBLER

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

1-800-692-7481Equipment Service & Repair

1-800-692-7353Tel-Sell Team1-888-393-4744

Interpreter Language Line1-800-692-7353

Drawing Results1-877-282-4639

The Pennsylvania Lottery thanks Ana’s Corner Store on North Wales Road in East Norriton forgraciously hosting our TV commercial production in June. The montgomery County retailerposted all about the exciting experience on its Facebook page. The Lottery sincerely appreciatesthe hospitality shown by this enthusiastic retail partner.

Big Thanks to Ana’s Corner Store