GMB – What were your goals in attending BiS SiGMA 2025?
Roberto Souto – I'm just entering the market now, as CEO of the Mineira da Sorte Lottery Consortium, coming from the retail sector. I worked for years in other multinational companies and am now stepping into the lottery industry to learn more about this market. The purpose of attending BiS SiGMA is to make connections, understand where the market is heading, and learn about the trends in this sector that is so important for Brazil.
In fact, it’s a huge professional challenge, considering that the lottery sector in Brazil is growing significantly with state-run operations, new products, and sports betting. Can you share your perspective on this landscape?
I come from the retail sector, which is very different, but already highly regulated. We're still going through an important regulatory process here. I think one of the key objectives is to understand the data, where the market is going, how the bettor thinks. We talk a lot about responsible betting, but there is very little information about the actual bettor here in Brazil — what they think, how they behave.
We have to take that seriously now: understanding the bettor, gathering information about how they think, and truly working towards responsible betting.
What does it mean for you to lead a consortium backed by such prominent companies as IGT, Scientific Games, and SAGA?
It gives me a lot of confidence. These are companies with deep market knowledge — the biggest players in the world. They are heavily investing in Brazil and want to expand their presence. Whenever we discuss new products and trends, they have very qualified teams ready to support us.
Speaking of operations and products, how is the recently launched Trem das 11® going, along with Raspadinha®, which is already well-established in the Minas Gerais market?
Raspadinha® is an excellent product. It’s very well received by consumers. It was off the market for 30 years and is now back. Recently, we set up a kiosk in a very popular mall in Belo Horizonte, and the turnout was amazing. People were excited to buy Raspadinhas. It’s a product with a lot of potential.
Trem das 11® is a new product. We've moved to a TV model with four times the audience and weekly draws. The product is growing and gaining strong traction. Consumers win prizes almost every week — R$60,000, R$1,000, and other amounts.
Do these products offer good prizes?
Very good prizes. Our payout is one of the highest in the market. We always focus on increasing the number of winners, because we know that’s key to our business.
What’s coming next in terms of new products from the Mineira da Sorte Consortium in Minas Gerais?
We definitely have new things coming — both scratch cards and passive lotteries. We’re in various planning meetings, and in the second half of the year, we’ll present these new products to the public.
States are taking off with their own state lotteries. Could we see "Another State da Sorte Lottery Consortium"? What are your expectations and plans for expanding into other states?
We always have plans to grow. We took part in a bidding process in São Paulo but didn’t win. Both IGT and Scientific Games — the two largest companies in the world — are interested in expanding their presence in Brazil. Their plans for the country are very ambitious. We’re having deep discussions about how to do it and what strategy to use. We're very interested in returning and expanding our footprint.
Besides that, what other plans are in the pipeline? New products, new states? What else is the Mineira da Sorte Consortium working on? And how has the relationship with Loteria Mineira been, since they granted you the license?
We have an excellent relationship with Loteria Mineira — with the president, the vice president, and the whole team. We hold regular meetings and, over time, we've built a really solid relationship. We're a technical company that truly aims to use the most advanced gaming technology available.
That’s been a great help in our conversations with Loteria Mineira. We're also developing strong relationships with our customers, which has become a key differentiator. We've evolved a lot in how we approach clients and bettors. Our goal is to be number one in technical excellence and in doing things the right way.
And what about expanding the distributor network for the consortium's products?
That’s part of strengthening our relationships. We’re actively looking for partners to expand our distribution. We know that especially in a challenging state like Minas Gerais, with so many municipalities, this network is fundamental to our success. We’re seeking partners to grow our market presence and distribution network.
Is there any conversation with Caixa Econômica Federal about using their lottery network to distribute the consortium’s products?
We’re always in conversations with Caixa. They have a very important distribution network both in the state and across Brazil. We’re hopeful for good news from these talks — not just for Mineira da Sorte, but also for the lottery agents themselves, who have been requesting the addition of state products to help boost their revenue.
Source: Exclusive GMB
