This case study was published in the May/June 2018 issue of NASPL Insights, which can be found online at the NASPL matrix.
The West Virginia Lottery charted a growth path by strategically re-evaluating everything from its product mix and price points to sales incentives and retailer communications. Lotteries of any size can follow suit.
Since its inception in 1985, the West Virginia Lottery has contributed more than $9.5 billion to improving education, the quality of life for senior citizens, and tourism that showcases the natural beauty of the Appalachian region. Beginning in fiscal year 2013, regional economic slow-down has driven lottery sales and transfers lower year-over-year and spurred the Lottery to explore the best ways to revive sales.
Download the case study to learn how the West Virginia Lottery worked closely with IGT to create a customized sales plan for their retailers.
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