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MIAMIMIAMI

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INTRODUCTION

Tom Dolan-District Manager

Julio Rodriguez-Diaz-Field Sales Manager

Jacob Staack-Field Sales Manager

3BROWARD COUNTY-GREATER FORT LAUDERDALE

4MIAMI-DADE COUNTY-GREATER MIAMI

5MONROE COUNTY- THE FLORIDA KEYS

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MIAMI DISTRICT POPULATION FACTS

•Our population totals nearly 4.4 Million

•The population is extremely diverse, with nearly 50% of all residents being of Hispanic descent

•We are the 8th ranked Metropolitan Statistical Area in the United States (population)

•We are the 16th ranked Media Market in the United States (based on TV homes)

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MIAMI DISTRICT LOTTERY FACTS

•We are the largest Lottery District in the State of Florida

•Our retailer base totals over 3,200 retailers

•Our retailer base consists of 80% Independent retailers along with 20% corporate retailers

•The district spans over 200 miles in length from Deerfield Beach to Key West

•Our retailer base is serviced by 26 Lottery Sales Representatives

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MIAMI DISTRICT LOTTERY SALES FACTS

•We are the highest sales district in Florida

•We have generated gross sales over $900,000,000 the past five fiscal years (2007-2011)

•Sales from the Miami District are 60% online products versus 40% Scratch-Off products

•For Fiscal Year 2010 (July 1st, 2009-June 30th, 2010), the Miami District outpaced 24 other US Lottery States in gross sales

• Our retailers are serviced by 26 Lottery Sales Representatives with average annual sales per territory totaling in excess of $35,000,000

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CHALLENGES WE FACE

•Distance (Florida Keys retailers primarily), but also outlying portions of Broward and Miami-Dade Counties

•Language barriers

•Increased competition from casinos

•Product placement challenges

•A dual media market (General, Hispanic)

•City ordinances impacting merchandising efforts

•A retailer base that is 80% Independently owned

•Weather and weather related issues

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STRATEGIES TO OVERCOME CHALLENGES

•Distance (Florida Keys retailers primarily), but also outlying portions of Broward and Miami-Dade Counties- We have our Sales Representative visit Key West with a bi-weekly overnight stay

•Language barriers- We have 17 of 26 SRs that are bi-lingual, with the vast majority of non bi-lingual SRs in Broward County territories

•Increased competition from casinos- We have partnered with some pari-mutuel facilities (Dania Jai Alai, Miami Jai Alai, Mardi Gras and Magic City) and they sell lottery products in their facility

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STRATEGIES TO OVERCOME CHALLENGES CONT.

•Product placement challenges- We constantly work to improve our product visibility through the use of point of sale merchandise, electronic signage and scratch ticket dispensers

•A dual media market (Generic, Hispanic- With the utilization of two sided signage, we are able to place signage to attract the correct target market. Also, media buys in our market penetrate both our General and Hispanic audience

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STRATEGIES TO OVERCOME CHALLENGES CONT.

•City ordinances adversely impacting merchandising efforts- While respecting city ordinances, assorted shapes and sizes of point of sale material allow us to comply to ordinances, and remain competitive

•A retailer base that is 80% Independently owned- Without blanket corporate approval for programs or product placement, every location creates its own challenge, and through relationship building and with time, we overcome obstacles.

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STRATEGIES TO OVERCOME CHALLENGES CONT.

•Weather and weather related issues- With the addition of more “stand alone” lottery sites with their own satellite dishes, we have lessened our exposure of long term outages due to tropical weather threats and the possible extended loss of power similar to what we experienced in the 2005 Hurricane Season with Hurricanes Katrina and Wilma. Thunderstorms still negatively impact out business, but typically only for only a short period of time, and only during the most severe of weather events

14MIAMI DISTRICT STRATEGIC ALLIANCES

15MIAMI DISTRICT STRATEGIC ALLIANCES

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Miami District Tools for Success

for today and tomorrow

17Continued building business relationships with mid level management corporate partners in South Florida

18INSTANT TICKET VENDING MACHINES

19SCRATCH-OFF MENU BOARDS

20GAME GUARD SCRATCH-OFF TICKET DISPENSER

21PLANOGRAMED ON-COUNTER DISPENSER

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We are very proud of our accomplishments here in the Miami District with contributions to public education surpassing the Five Billion Dollar mark last fiscal year 2010-11

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Future Goal for the Miami District going into the next quarter century

$1,000,000,000 in gross sales

24Enjoy the rest of your stay in South Florida!