Mobilizing for Good Causes Presented at: PGRI SMART-Tech Conference NYC 23 March 2011 André Noël Chaker Director New Business Development
THE IPHONE, THE IPAD AND THE MARKET PLACE
Mobilizing your lottery means Moving from somewhere to everywhere Being there sometimes to every time Knowing something to everything you need about your customer
Customer acquisition
Customer acquisition MMM: Modern Media Mix Traditional Media TV, Print, Radio and DM New Media Social Media, Mobile, targeted DM
Customer Relationship Marketing Channels Informative emails 630 000 customers Email Markenting 340 000 customers SMS Marketing 140 000 customers Pre-ordered service messages Informative letters 1 130 000 customers ASTA/ CRM Direct Marketing 750 000 customers Customer Magazine 470 000 households
Customer relationship marketing by sms Around 140 000 customers (13% of our customer base) have given us permission to send customer relationship marketing by sms Veikkaus sends around 10 different sms a month to different target groups Main topics include current offerings and customer benefits
Social media vs. email Esittäjä/Aihe 11
12
Distribution
DEVELOPMENT OF TURNOVER 1600 1400 1200 1000 800 600 400 200 Online 1990- OnNet 1996-0 1940 1945 1950 1955 1960 1965 1970 1975 1980 1985 1990 1995 2000 2005
SALES PER SALES POINT TYPE
THE DAWNING OF AN INTERACTIVE LOTTERY 1996 worlds first Internet gaming company 25% of turnover through the digital channels 800,000 Over visitors on veikkaus.fi every week, which equals 25% of the adult population
FROM ZERO TO 745 000 VEIKKAUS CARDS 2 000 MORE INLINE SALES POINTS THIS YEAR
TRUST
Entertaining
The lottery entertainment cube short play long play alone with others Entertainment interests 24
Integration of TV and devices Seamless live betting and realtime entertainment Premium content available on the lottery channel 26
Authentic gaming experience Sensors make the device experience different, not better but different. 27
Understanding
Value segmentation as a perspective to the development of customer relations value Value Enhancing customer relations value though management models Customer Asiakaskanta Base Customers Asiakaskunta Arvoluokat Value Categories 0 A B C Offering Offering concepts concepts based based on on motivational motivational states states Motivation Motivation Haave Dreams Jännitys Excitement Harrastaminen Leisure-time Activities Yhteisöllisyys Community Spirit Prospect Prospektit s Nuoret Young Adults aikuiset 18-24v. Constructors Rakentajat 25-39v. Vakiintuneet Settled Gen 40-59v. Seniors Seniorit 60v.+ Customer grouping Management by results of customer relations
Veikkaus customers12/2008-4/2010 A Veikkaus-customer is a person who either holds Veikkaus card or Is registered as an online customer. At the end of 2010 there were 1 274 689 registered customers.
Retain
CRM at Veikkaus today Arouse the Interest in customership Change in customer experience and customer behavior Gather and manage the customer data Customer insight Objectives of developing The customership Building the customer relations Follow-up and learning Segmentation models Treatment models Communicate about customer benefits Marketing Prediction Models Customer inquirys 0 A Asiakaskanta B Arvoluokat C Asiakaskunta Prospektit Nuoret aikuiset Rakentajat Vakiintuneet 18-24v. m/n 25-39v. m/n 40-59v. m/n Haave Jännitys Harrastaminen Yhteisöllisyys Seniorit 60v.+ m/n Customer benefits Customer Relationship Marketing CRManalytics Follow-up Customer Prism 34
Customer Relationship Management related systems and their roles customer web retailer game system Game system: - customer information - Veikkaus Card ordering - playing history (both channels) identified playing (batches in the night time) Targeted customer communications (DBM tool) analytical CRM system (SAS)
Get mobile!
Mobilize your lottery and Move everywhere Be there every time Know everything For them.