Delehanty Consulting LLC 16
FY 2009 Weekly Sales per Retailer
Lottery
Average
Weekly Sales
Per Retailer
PPC
Georgia $ 8,275 $ 88.28
Kentucky $ 5,469 $ 47.38
South Carolina $ 5,206 $ 58.16
Virginia7 $ 5,069 $ 55.71
Tennessee $ 4,451 $ 44.50
North Carolina $ 4,132 $ 44.12
Table 1- 6
The NCEL’s Average Weekly Sales Per Retailer of $ 4,132 ranked last among its peer group.
The Profits Per Capita shows a positive relationship with retailer productivity. With the
exception of Kentucky, the lotteries rank by Average Weekly Sales Per Retailer is consistent
with their ranking by PPC.
Conventional wisdom in the lottery industry is that making lottery products more available to the
public will lead to additional sales. Table 1- 7 ranks NCEL and its peers by the number of
retailers per 10,000 people.
FY 2009 Retailer Density
Retailers Per 10,000 People
Lottery Retailers Per
10,000 People PPC
Georgia 8.3 $ 88.28
South Carolina 8.0 $ 58.16
Tennessee 7.5 $ 44.50
Virginia 6.7 $ 55.71
Kentucky 6.6 $ 47.38
North Carolina 6.4 $ 44.12
Table 1- 7
NCEL ranks sixth of the six lotteries in retailer density as measured by Retailers Per 10,000
People. Retailer density indicates a positive relationship to PPC. With the exception of
Tennessee, the higher the number of retailers per 10,000 people, the higher the profits per capita.
NCEL Trend Analysis
This Trend Analysis reviews NCEL’s performance from FY 2007 through FY 2010 to identify
trends. Long- term, sustained growth in profits requires continuous growth in revenue. So,
although the Peer Review Report focused on profits as the key financial metric, it did not include
any discussion of revenue. The Trend Analysis includes an examination of revenue growth
7 Total number of retailers for Virginia used in this report was 5,260. This was obtained from second table on page
198 of La Fleur’s 2010 Almanac which details the composition of the retail network; this number was inconsistent
with the summary table for all lotteries on page 277which reports Virginia’s total retailers as 4,793.