Tom Stanek, Head of Global Lottery Retail Sales, IGT presented “ChainLink+: National Chain Account Relationships.”
As the retail universe continues to evolve, IGT is uniquely positioned to assist the industry in elevating lottery products and brands with major chain accounts. IGT is accountable for developing business with new and existing chains for many lotteries, such as Indiana, New Jersey, Texas and others. This allows for a more comprehensive cross-jurisdictional view and implementation of growth initiatives in retailers such as Walmart, Circle K, Kroger, Casey’s General Stores, and now back for more, CVS.
“Chain Link + is the relationship we are building with global, regional and local retail,” explained Stanek. “About two years ago IGT created a team to focus on execution at retail. One of the emphasis in building the team was to bring in people from outside the lottery industry who understand the processes of retail. A second area was team members that could help service retail such as CPG firms. A third area were senior members of lottery executives of key accounts.
Stanek then described the Casey’s case study. “Casey’s did not fully understand the accounting mechanisms of our instant tickets. Once they fully understood that they said, ‘Wow we have an opportunity here.’ We doubled their on-counter facings and developed a menu board for them. We rolled this out in Nebraska, Indiana and Missouri. We have seen a 30% increase in the stores where the program was installed,” said Stanek.
Tom Stanek, Head of Global Retail Sales, IGT