During the Cibelae Days in El Salvador, we had the opportunity to talk with Gonzalo Torres, general director of Scientific Games for Latin America. Torres shared his vision on the current and future landscape of lotteries, highlighting the exponential growth of instant lottery in El Salvador and the technological trends that are transforming the sector.
Success in El Salvador: a model to follow
Gonzalo Torres did not skimp on praise for the work done by the National Lottery of Beneficence of El Salvador (LNB), led by Javier Millán and his team. “The change that the National Lottery has undergone, especially in the instant lottery, has been radical in the last five years,” he stated. Sales of instant lottery in El Salvador have increased tenfold, delivering “thousands of dollars in prizes to players” and similarly increasing the fundraising for charity. This success, to a large extent, has been the result of the work of the management team, the staff of the National Lottery, and the involvement of the marketing and product areas of Scientific Games.
Digital trends and the importance of regulation
In the interview, the growing influence of digital technology in the world of lotteries was addressed. “There is a very powerful development of the entire digital area. At Scientific Games, we are monitoring and participating in all this development,” Torres commented. The rise of sports betting and online gaming in markets such as Brazil and Colombia was a key point of the conversation. In this context, Torres highlighted the importance of adequate regulation that “allows a healthy development of the gaming market.” It seeks to be competitive, safe for players, and responsible, avoiding gambling addiction and ensuring it is a source of income for charity.
Blockchain and artificial intelligence: allies with caution
The use of emerging technologies such as blockchain and artificial intelligence was also analyzed. “You have to be careful with blockchain because cryptocurrencies are being used a lot to invest in games as a form of anonymous investment and on the side of money without going any further,” Torres warned. The need for regulation in the use of cryptocurrencies and the implementation of strict controls such as KYC (Know Your Customer) to prevent illegal gaming and money laundering was highlighted. Regarding artificial intelligence, Torres explained that it can be a useful tool to “identify certain behaviors or certain methods of betting or user registration,” allowing for a healthier game.
Potential for growth in Latin America
In terms of development, the SG executive noted that Latin America has a “quite large growth potential.” When comparing sales in the region with developed countries, it is observed that the gaming verticals (instant lottery, lottery games, sports betting) are not exploited homogeneously. “In general, in other more developed countries, these verticals go together, that is, the instant lottery, lottery games, sports betting grow more homogeneously,” he added. This represents an opportunity for growth and diversification of the market in the region.
Quality and experience
Finally, Torres emphasized the importance of having high-quality systems and providers with proven experience. “Our systems have all the global certifications there are,” he assured. Torres's recommendation is to “prioritize quality over cost” and choose providers that “not only provide you with the solution but also accompany you in growth.” In Torres's words, the success case of scratch cards in El Salvador exemplifies how a strategic ally can help lotteries to “double or quintuple sales.”
