MAGAZINE OF THE EUROPEAN LOTTERIES, 2011, SEPTEMBER ...

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LOTTERIES AND B2B AT FDJ Pascal Blyau, Director of Business Development at FDJ B2B lottery subsidiaries are doing well, as reflected in the new businesses created by Camelot and Veikkaus over the last few months. LAE in Spain and la Française des Jeux (FDJ) were pioneers in this area. Pascal Blyau, Director of Business Development at FDJ, explains the different strategies. EL: TELL US ABOUT YOUR B2B SUBSIDIARIES FDJ now has three B2B subsidiaries. LotSys provides lottery solutions and integration services, such as multimedia system solutions, external draw solutions; Internal Control System and a large retail suite (in partnership with Safran Morpho); LVS offers a sports betting solution that integrates with LotSys solutions; and LB Poker (a FDJ and Groupe Lucien Barrière joint venture) markets its casino and poker software operated by the barrierepoker.fr brand. EL: WHAT PROMPTS A LOTTERY TO DEVEL- OP B2B PRODUCTS AND ACQUIRE A COM- PANY IN THIS MARKET? Lotteries have sometimes excellent in-house technology. B2B subsidiaries market these solutions “Our agents needed a fast, secure method of tracking lottery sales on their own accounting systems, so they could accurately distinguish lottery revenues from other revenue. GTECH designed and implemented a barcode solution that lets agents rapidly scan — and accurately GTECH® is an advocate of socially responsible gaming. Our business solutions empower customers to develop parameters and practices, appropriate to their needs, that become the foundation of their responsible gaming programs. LOTTERY & TECHNOLOGY 16 NEWS 37 SEPTEMBER 2011
and add new developments for their customers. This guarantees the long term competitiveness of technology & skills. At the same time, some industry solutions don’t meet the needs of lotteries. They end up being too restrictive or too complicated to upgrade. This means that B2B subsidiaries such as LotSys become innovation drivers that can translate lotteries needs into up-to-date, multi-channel, open solutions. Other factors that are driving lotteries to advance in the B2B market are the search for new sources of revenues or simply the opportunities of strategic equity investments. EL: IS THIS WHAT HAPPENED WHEN LVS WAS ACQUIRED BY LA FRANÇAISE DES JEUX IN 2010? When the Internet gambling market opened up in France, the acquisition of LVS was an opportunity for la FDJ. They had impressive software quality and expertise. Today LVS and LotSys have consolidated their lot- capture — the value of their lottery purchases on their own cash register. Now our agents have a clear and integrated view of their sales by product line, and The Lottery retains full visibility of lottery product sales.” Jim O’Connor, Key Account Manager, The Lottery, Ireland For more about this story and others like it, visit us at gtech.com/testimonials. LOTTERY & TECHNOLOGY tery and sports betting products to provide a clear and attractive lottery offering. The “key staff” is still present and works closely with Lotsys. LVS joined also the EL and WLA community as an Associate member. EL: HOW DO THESE SUBSIDIARIES DIFFER- ENTIATE THEMSELVES IN THE MARKET? The solutions are often innovative in terms of interoperability, agility, independence, performance, security, customers’ knowledge and distribution channels control. Lottery customers opt for security. They know the quality of the solutions on offer, the solidity of the shareholder (FDJ) and the prospect of a fair and necessarily sustainable collaboration. 17 NEWS 37 SEPTEMBER 2011
Page 1 and 2: NEWS 37 MAGAZINE OF THE EUROPEAN LO
Page 3 and 4: FOREWORD DEAR EL MEMBERS, DEAR FRIE
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Page 15 and 16: CASE STUDY SOCIAL MEDIA, INESCAPABL
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Page 39: Androulla Vassiliou (1 st rank, 6 t

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