程阳：新西兰彩票的经营模式

www.mylotto.co.nz

    商品及服务税（Goods and Services Tax，简称GST）是增值税的一种，也是销售税的一种，指政府为各种商品及服务所征收的税项。不同于一般的销售税（零售税），商品及服务税并非只由消费者承担，生产商及分销商也需要缴交。

    新西兰的GST始于1986年10月1日推行，初时税率为10%，后于1989年6月30日提升至12.5%，再于2010年10月01日起提升至15%。与大部份征收GST的国家不同，新西兰GST的征收范围涵盖大部份生活必需品(包括食物)，只有住宅租金、慈善捐款及金融服务可获豁免。另外，政府亦规定商品的标价必须包含GST，但以批发为主的商家则不在此限。

The New Zealand Lottery Business Model  [Source] pdf

The Retailer Agreement

The Retailer Agreement is a legal contractual agreement between a retailer and NZ Lotteries. The Retailer Agreement may not be assigned, transferred or licensed.

NZ Lotteries’ retail network enables us to distribute our products through a network of experienced retailers, and to develop a consistent high-quality approach to sales and service nationally.

Our Business Formula

What makes our retail network a success?

· Conformity to NZ Lotteries’ corporate standards

· Consistency in the application of all the standards all of the time

· Commitment to excellence in everything we do

These critical success fact ors make up the formula that all our retailers must adopt.

We and our retailers have a vested interest in the continued success of our products – we are in the business together.

Your two guides to the standards that guarantee this success are the Retailer

Operations Manual and your Retailer Agreement with us.

Keys to NZ Lotteries’ Success

· Our customers regard lotteries products as an inexpensive and “fun” form of entertainment – and one which may win them a fortune.

· Our products have large appeal.

NZ LOTTERIES – INFORMATION GUIDE PAGE 6

· Our large retail distribution network makes our products widely available throughout New Zealand.

· We have built and expanded the market for our products with a strong promotional strategy.

· Our service formula of “friendly, fast, informed, and fun” is the most important element in the delivery of our products to our players.

· Our Territory Representatives are vital elements in the development of the business. Their role is to assist retailers in maximising the opportunities presented by games, product developments and service standards – and to ensure that the corporate standards are maintained.

TRAINING AND DEVELOPMENT

Training is one of the keys to success in the lotteries business and is a compulsory component of being a NZ Lotteries’ retailer.

Our training programmes ensure that all our retailers and their staff sell our products and manage their lotteries business to the same high standard throughout the country.

All new owners and managers attend a three day Retailer Management Programme before they begin operating a retail sales outlet. Prior to attending this course owners and managers complete an e-learning programme that allows them to practise the many and varied  keystrokes involved in the processing and production of both Lotto product coupons and tickets. This e-learning programme makes it easier for owners and managers to understand the information they will be expected to learn on the Retail Management Programme.

All retail staff who sell our products must attend a one-day lotteries training course (TOPS). Their continuing competency is then assessed in-store. The courses are held in selected locations in each regional area. (All staff who sell our products must be at least 15 years of age.)

There may also be a requirement for the owner/manager or the senior operator to attend other advanced training courses.

Retailers are also expected to attend sell-ins, promotions, and trade launches run by NZ Lotteries from time to time.

NZ LOTTERIES – INFORMATION GUIDE PAGE 7

 

BENEFITS TO YOUR BUSINESS

Being a NZ Lotteries retailer has a number of advantages for a retailer’s core business:

· Lotteries products generate extra customer traffic because they are so popular and fast moving products. This creates extra sales opportunities for the outlet’s core business.

· Lotteries products enhance the image of an existing business because they are well-known brand-names associated with success – by customers and the business community alike.

· Our retailers attend comprehensive training programmes in product knowledge, terminal operations, and customer service to make them the best in the country. This has obvious spin-offs for their core business.

· Our emphasis on excellence of service, store presentation, and attitude motivates our retailers to maintain high standards throughout the business, to benefit all of their sales.

Retailers are paid 7% commission on their gross lottery sales. This in effect means that the opportunities for growth are limited only by the retailer’s ability to increase their sales volume.

 

A lotteries business is simply a good business – and good for business. To investors in a NZ Lotteries’ retail sales outlet we offer:

· Successful  lotteries products, supported by a sophisticated on-line gaming computer system.

· A successful business format that specifies standards of presentation and service.

· Sound experience in running our business system, and an excellent track record and reputation.

· Comprehensive training in product knowledge, managing the retail sales outlet, and delivering high quality customer service.

· Continuing development of products, systems, and services.

· The back-up of dynamic national advertising, promotional activities, and market research.

· Supply of game-related support material.

· Technical service support for our network terminals.

· In-store support through regular contact with our Territory Representative staff.

· Communication with our organisation through newsletters and other publications.

NZ LOTTERIES – INFORMATION GUIDE PAGE 8

WHAT YOU CAN BRING TO OUR RETAIL NETWORK

We pay special attention to applicants’ proposed business sites, to ensure that all sites meet the standards we set for our retail sales outlets (a retail sales outlet is that part of the business premises allocated to the sale of NZ Lotteries products). The proposed sites for our lotteries products are critically assessed from the perspective of business strength and potential.

Location, Location, Location

When assessing the strength of the business we look for:

· Quality of store operation: This includes general cleanliness and tidiness, staffing levels, staff presentation and appearance, the core business’s stock levels, and the retailer’s general attitude.

· Compatibility with our products: We look for factors which enhance the fun and family entertainment image of our business.

· Quality of the business: We assess the shop fittings, stock displays, construction, lighting, and general atmosphere.

· Quality of the surrounding business environment: We look at the age of the district, the types of surrounding shops in the area, the usual business hours in the district and the predominant business types.

· Customer traffic: We assess the current or projected customer counts of the business. Our assessment of a site’s potential takes a broader look at conditions that will help it to succeed. They include:

· The area’s traffic flow and access, area “draw-cards”, trends and developments in the area.

· Customer access to the shop – parking convenience, pedestrian convenience, doorways and entrances, and trading hours.

· The shop’s external profile – its physical situation, its visibility to pedestrians and people in cars, and its visual impact.

· The site’s shape, layout and space – the width of the frontage, the site’s ability to meet out retail corporate standards.

· The site’s sales level potential.

NZ LOTTERIES – INFORMATION GUIDE PAGE 9

THE PEOPLE FACTOR

Because our business operation combines the strength of our organization with those individual retailers, we look for special qualities in a potential NZ Lotteries retailer.

Our ideal retailer:

· Has experience in retailing and knows the local market.

· Is able to manage the retail sales outlet effectively and make it work in their outlet.

· Has initiative and an eye for business opportunities.

· Has the flexibility to learn new concepts and techniques, and to accept advice and guidance.

· Can work enthusiastically within our business, and has empathy for and understanding of NZ Lotteries’ business philosophy.

· Has excellent communication skills.

· Can take full advantage of our training programmes.

THE NEXT STEP

If you are setting up a new retail sales outlet, you should budget approximately $12,000 - $25,000 plus GST (these are indicative costs only).

In addition, there is a one-off establishment fee of $5,000 plus GST. The initial set-up costs vary from site to site depending on size, location, and individual characteristics.

Costs

If you are intending to buy an existing lotteries retail sales outlet, it will be necessary for you to undergo the full application process. If this is approved, you will be required to pay (as mentioned above) an Establishment Fee of $5,000 plus GST. It may also be necessary for you to upgrade the retail sales outlet to meet NZ Lotteries’ current retail corporate standards.

The major ongoing cost will be a weekly service fee, which is deducted automatically from the retailer’s weekly commission. It is calculated on a basis of 1% plus GST of weekly sales, up to a maximum of $95.00 plus GST per terminal per week.

NZ LOTTERIES – INFORMATION GUIDE PAGE 10

The Application Process

We’ve told you about our business model, what we bring to the partnership, and how we do things. As part of the application process, NZ Lotteries will want to know the following about you:

· Do you have the funds to set up and maintain the retail sales outlet?

· Are you willing to accept guidance and be the team player that our business model requires?

· Do you have the experience to cope with the added responsibilities that the lotteries retail sales outlet will bring to your business?

· Are you prepared to follow NZ Lotteries’ business format or would you rather do business your way?

· Are you capable of learning and using new business techniques and methods?

· Are you committed to the idea of excellence in customer sales and service?

· Are you able to engender in your staff a commitment to excellence in customer sales and service?

· What value will you bring to the partnership relationship?

As well as these general questions, we will be asking more specific questions about your business abilities and your suitability for running a retail sales outlet.

You will also have the opportunity to ask us questions about our business and your potential role in it, as part of the application process.

How can I become a NZ Lotteries retailer?

There are two primary considerations for us when approving a retailer:

1. Choosing the right site

2. Choosing the right people

There is a formal application procedure. This requires a site visit and assessment of the proposed premises by a NZ Lotteries representative, the completion of a detailed application form, and a personal interview with you.

This information enables us to make commercial judgements about the

suitability of a prospective site and applicant.

New lotteries retail sales outlets

Please complete and return the accompanying Expression of Interest Form (if applicable). You will be advised whether we would consider opening a new lotteries retail sales outlet at the proposed site in due course.

NZ LOTTERIES – INFORMATION GUIDE PAGE 11

Alternatively, if your proposed site has already been assessed and approved by NZ Lotteries, please complete and return the enclosed Application Form(s).

Buying an existing lotteries retail sales outlet

The existing retailer cannot assign or transfer the lotteries retail sales outlet over to you. You need to personally apply for that retail sales outlet. The application process begins when the Retail Channel department receives a letter from the existing retailer confirming that a sale and purchase agreement has been entered into, together with the purchaser/applicant’s contact details. We can then forward the application forms to you.

 

 

____________________________________________________  Google:GST

http://mylotto.co.nz/wps/wcm/myconnect/lotteries2/nzlotteries/Home/GSTchanges/

As lottery revenues are subject to GST, the increase in the GST rate would have a significant impact on the profit available from our games to transfer to the NZ Lottery Grants Board if we do not change our pricing.

 

We are proud to return more than $150 million in profits to the New Zealand community via lottery grants every year, and we want to continue this record of giving back.

 

Rather than change the price on all of our games, which would make for really complicated pricing, we are absorbing the GST increase into one game – Powerball – to make the change simpler for you, our customers. 

 

This means that the cost of Powerball changed from 50 cents to 60 cents per line from 3 October 2010.

 

Our most popular game, Lotto, has not changed its price – and remains 60 cents a line or $6 for a Basic Lucky Dip.