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// PUBLIC GAMING INTERNATIONAL // September/October 2016
6. Optimize each retailer’s price point mix.
Effectiveness of a display varies by location, depending upon
the preferences of customers. OnePlace’s Space-to-Sales
Screen graphically presents analysis of each retailer’s specific
instant game assortment and makes recommendations for
adjusting the price point mix or adding facings of higher-
selling, higher-price-point games, taking the guesswork out of
achieving a more profitable display.
7. Use winner awareness to drive sales.
It’s no secret that customers like to play in “lucky stores.”
OnePlace provides abundant winner awareness information,
both by territory and by location, to help reps help retailers
spread the news.
8. Spark friendly competition by focusing on areas
of opportunity.
OnePlace can compare an individual retailer’s sales by product
line within its territory, region, state, zip code, and business
type. This powerful dynamic provides actionable data to show
where the retailer can improve and gives the retailer incentive
to outperform the competition.
9. Track what is happening – and not happening – at retail.
OnePlace pioneered the use of checkboxes to document
each retailer visit. This simple step not only provides both
quantitative and qualitative information about each visit, it
offers the added benefit of providing powerful reporting
capabilities to track initiatives, such as selling in of special
dispensers or increasing facings at retail. It even allows reps
to take photographs and add them to their visit history, which
managers can view instantly.
10.
Increase field time and maximize
productivity.
Because OnePlace proactively provides
information on sales, earnings, credits,
adjustments, settlements, pack statuses, and
more, it can dramatically reduce the hours
reps spend in the office or on the phone with
headquarters, allowing reps to spend more
quality time with retailers and freeing up
office staff.
An Integrated Solution
Adam Perlow, formerly CEO of Hudson Alley
Software, has joined IGT as Vice President, Sales
Force Automation Solutions, and the transition has
been seamless, with no interruption to the service
Hudson Alley customers have come to expect.
Aurora OnePlace will continue on its established
path of evolution inspired by new technology, new
ideas, and feedback from IGT’s and OnePlace’s
lottery partners.
In the future, OnePlace customers will benefit
from even more enhancements based on the goals
and desires of lotteries and IGT’s experience and
insights. Among the exciting new features coming to OnePlace
are sales rep and retailer incentive management modules; instant
ticket ordering; real-time, terminal-free pack returns; and other
pack functions. New training programs (both classroom and in-
the-field coaching) will increase the effectiveness of OnePlace use
to drive sales. These will include training on and implementation
of the PERFECT Sales Process, a systematic, repeatable,
and measurable way to sell that turns the oft-perceived “art of
selling” into more of a “selling science” and ensures that customer
interactions are standardized across the sales organization. And to
help optimize lottery sales processes, IGT will offer a consulting
service that includes evaluation of current practices and a plan to
enhance them.
For more information on Aurora, visit IGT at NASPL 2016 or
follow the action on IGT’s Facebook, Twitter, and LinkedIn feeds.
“Our goal was for our Sales Reps to maximize their
time in the field, achieve real results during a sales visit,
increase lottery ticket sales and improve the service
that the NCEL provides to its retailers. OnePlace has
positioned us to be true sales representatives in NC!”
– Terri Avery, Deputy Executive Director of Sales,
North Carolina Education Lottery
History
Prospecting
Sales Insights
Product Info
Inventory
Sales
Presentations
Jackpots
Perfect Store
Winner
Awareness
Alerts
Task
Management
Sales Routes
Scheduling
Retailer Info
Everything reps need, all in OnePlace.