Online betting threatens the future of traditional lottery outlets, says businessman.
Ricardo Amado Costa, owner of Lotérica Campo Grande, shares his four decades of experience in the betting sector. In an interview with the Campo Grande News podcast Virada de Chave this Monday (14), the 62-year-old businessman discussed the transformations in the market and the growing competition from digital platforms.
The businessman manages one of the most traditional establishments in the capital of Mato Grosso do Sul, where he closely follows the technological changes impacting the lottery sector. "We are experiencing a moment of great transition in the betting market," observes Ricardo, who has witnessed several transformations throughout his career.
Between dreams and probabilities
When asked about the real chances of winning the Mega Sena lottery, Ricardo is direct: “It’s possible. But without luck, it’s almost impossible. The probability is one in 51 million.”
The Caixa lottery system distributes only 30% of the prize money collected, while the remainder is allocated to system maintenance and social programs, as explained by the businessman.
“Dealing with dreams is a huge responsibility. People arrive believing that the solution to their lives might be right there,” says Ricardo, who began his career in the sector in 1984, at the age of 21, when he traded the stability of a banking job for entrepreneurship.
With his mother's support, he chose to invest in a lottery agency instead of a butcher shop, a decision that marked the beginning of his career as an entrepreneur in the sector. "It was a risky decision at the time, but one that proved to be the right one over the years," recalls the businessman.
Competition from digital betting
The lottery market has undergone several transformations over the decades. From the Collor Plan to the inclusion of banking services in lottery outlets, from the popularization of Pix to the emergence of online betting platforms, the sector has constantly reinvented itself.
Virtual betting platforms, known as "little tigers" and "little airplanes," now represent a significant challenge for physical establishments like Ricardo's. "The market has completely changed. Today, with a cell phone in hand, anyone can bet anytime, anywhere," explains the businessman.
As president of the Brazilian Federation of Lottery Companies (Febralot), he has access to worrying information about the market. Online betting generates approximately R$ 30 billion monthly, exceeding the annual revenue of Caixa's lotteries in 2023.
“Either we become marketing channels for these new games, or we will disappear,” warns the businessman, who also expresses concern about gambling addiction and advocates for stricter regulation of the sector. “Clear rules are needed to protect both the gambler and traditional businesses,” he argues.
At his lottery shop, Ricardo observes peculiar behaviors among bettors, such as the customer who always makes four identical bets, one for each child, avoiding potential conflicts in case of a win, or corporate group bets motivated by the fear of being left out.
The sale of winning Lotofácil lottery tickets at his establishment has had a positive impact on business. "People think that if it's already won once, it can win again. And they come back," he comments.
Relationships as a competitive advantage
Lottery shops function as community meeting points, going beyond just the betting service. "Some customers come just to chat. They talk about their favorite soap opera, their favorite team. We create real bonds," explains Ricardo.
A single customer may return to the same lottery outlet up to 12 times a month, whether to pay bills, place bets, or simply maintain the habit. This connection with the community has been fundamental to the survival of the business in times of digitalization.
Ricardo's professional journey includes moments of reinvention. He even sold his lottery business to open a travel agency, but ended up returning to the sector. "I discovered that every business has its difficulties. And I saw that the lottery business was still my place," says the businessman.
Currently, he manages two lottery outlets with 20 employees and focuses on differentiated products and personalized service to remain competitive, attracting customers from other states as well. "What saves us is the relationship," he says.
However, Ricardo faces limitations imposed by legislation, which prohibits complementary activities in the space, such as selling coffee or printing duplicate bills. "The structure is outdated. We need changes to survive," he says, referring to the legal restrictions that prevent the diversification of activities.
With the advancement of technologies like Pix and other forms of digital payment, lottery outlets need to constantly adapt to remain relevant in the market. "Technology has brought conveniences, but also new challenges to our sector," acknowledges Ricardo, who constantly seeks ways to modernize his business without losing the essence of personal service.
When asked for advice for those wishing to try their luck in the lottery, Ricardo has a clear philosophy: “Bet with hope, win with joy, and spend responsibly. Money doesn't tolerate disrespect.”
In a scenario where online betting is growing exponentially, the businessman offers a reflection on the risks and limits of gambling. “Some people win and lose everything. Working, continuing to live with your feet on the ground, that's real luck,” Ricardo concludes. For him, the biggest current challenge is finding a balance between the tradition of physical lottery outlets and the inevitable digital evolution of the betting market.
