GMB - Can you summarize the presence of
CRV in the Brazilian lottery market?
Cláudio R. Vigna - CRV Sistemas & Consultoria has been in the Lottery
market since 1984, with exclusive dedication to Lottery Resellers. In addition
to the development of specific softwares for the management of lottery retailers
and for the creation of games, we offer a highly qualified support and services
of consulting and audit in the area of lLotteries. We have a team working
daily, in the areas of software development and customer service. Our site and
blog are very active, offering a very large range of information / articles
pertinent to the lottery sector, such as lottery management, guidance on the profitability
of each product/service, sales techniques and approach to new customers, statistics,
tips on special lotteries, etc. Our communication does not stop there, recent
information is disseminated through Facebook and the group "Logico de Lotérico”.
The company has a wide list of lottery product.
How did the market receive them? Is there an intention to launch new ones soon?
Currently we market:
Softwares: CRV Finance, CRV Lotteries, CRV Free Lotteries;
Forms: They are specific to print bets of any type of Lottery
administered by CAIXA and can be continuous or in separate sheets;
Exhibitors: They are plastic envelopes ready for the exhibition of games
in the shop window.
The software is our
flagship and stand out for the great acceptance. The CRV Finance deals with the
management of lottery retailers as a whole. It takes care of all the details
that involve revenues, expenses and the monthly balance. With this, it offers a
detailed control over all the cash that circulates daily in the store, on the provision
of current accounts and accounts 003 and 043 of the store with CAIXA, on fees /
fees received, company expenses, etc. We have new projects in progress that
depend essentially on the final resolutions of the government regarding online
gaming, the opening of the bingos/casinos, the legalization of locla "jogo do
bicho” and slot machines, and how will lottery retailer will move forward in
the country.
Based on the company experience, how do
you evaluate current moment lotteries in Brazil? What works and what needs
improvement?
The current model of the lottery business is rather archaic and requires
changes to absorb the younger audience. We face resistance to implant any
novelty, even if it is to increase sales. The important thing for CAIXA is to
unlink lotteries from the practice of money laundering, which would be very
simple if the CPF was inserted in the bets, and can be tracked by the IRS.
As for what needs to be done, there are some points to highlight: (1) to rescue
the credibility of the lotteries (games); (2) to recycle bettors, creating new
ones and motivating the old ones; (3) investing in massive advertisements on
the Federal Lottery (tickets), which is the oldest and least difficult to hit.
This lottery is bound to disappear! (4) Properly remunerate lottery retailers, who
find themselves in a very difficult situation.
What is the opinion of CRV regarding
Caixa's performance in the lottery market?
As mentioned above, just like any business, lotteries need to upgrade to
the current profile of players. Lottery clients are mostly middle-aged, and
bets in the current crisis are declining. It is necessary to create low-cost
options with mass advertising, taking options from the market that the public
did not accept, such as LotoGol and TimeMania.
Your customers are lottery stores that
are struggling for various claims. What is your opinion about the situation of retailers
and what should be done to help them?
Their current situation is very critical! Net sales (commissions + fees) are
insufficient to cover the expenses that continue to grow.
Lottery is totally dependent on CAIXA and makes claims to it quite clearly.
These are: (1) annual adjustments of rates with well-defined criteria; (2) full
payment of Money Transporting Vehicles; (3) more participation in the internet
etting sector. The lottery industry waits and fights for it! There is an
ongoing study of what lottery's involvement in this new lineup will look like
and they are watching the guidelines that will be given to this new betting
channel.
What is the position of CRV on the
process of gaming legalization in Brazil? What are the company's expectations?
Considering that the lottery shops or retailers have always been na active
player in the gaming activity, our opinion is that this legalization should be complete,
so that they are not forgotten. This would bring a new source of resources for
the government. However, it is important to emphasize the importance of strict
supervision in order to close the door for any ilegal activity.
With gaming legalized there will be more
options for the player public. How can this affect the audience that plays
lotteries today? Is there any project aimed at a possible decrease of the
public?
The gamng legalization will cause a sprinkling of money. Having a much
wider range of alternatives to play, in general, the bettor will diversify his
bets and, therefore, the amount of money directed to the bets in games managed
by CAIXA should decrease, affecting lottery retailers billings. On the other
hand, it is expected that the slot machines and/or local "jogo do bicho” will
be implanted in the lottery houses, making a balance. The majority of the
lottery's public is made up of those who pay their bills and receive benefits.
Certainly this service provision will be maintained, however, the revenue
coming from the current games should decrease. These new items are expected to
change the habits of the public and, as a result, we expect revenue to
increase.
As always, in times of change, it is importante to work towards gaining a share
of this new market.
Source: GMB
Exclusive
Author: Pedro Henrique Feitosa
