int Добавлено 9 November 2016

В сентябре 2016 года Rub90 были презентованы новые букмекерские терминалы самообслуживания, которые вызвали интерес представителей игорной индустрии.

Совместно с изданием Betting Business Russia было подготовлено интервью, в котором Леонид Обозный рассказал о преимуществах автоматизированных терминалов самообслуживания и прогрессивных тенденциях мирового беттинга.

Не так давно в СМИ было сообщено о выходе новой версии терминалов самообслуживания, а после этого стало известно, что продуктом заинтересовались БК «СпортБет» и «Бинго-Бум»? Расскажите о том, насколько актуальны терминалы для рынка?

Согласно нашей экспертной оценке, еще 4 года назад мы прогнозировали развитие оффлайна в СНГ в направлении самообслуживания и персонализации решений для игроков. Мы проанализировали опыт смежных отраслей. Яркий пример - банковский сектор, который начал активно внедрять терминальные решения и обучать клиентов работе с ними. Кроме того, мы изучили структуру ритейла (оффлайн-оперирования) в разных странах:  Англия, Германия, Франция, Австрия, США (Лас-Вегас). С учетом того, что рынок букмекерства в этих странах имеет более давнюю историю, чем в странах бывшего СССР, их опыт очень важен для нас, чтобы выявить важные для текущей работы нюансы и определить ключевые векторы развития.

Например, в Германии и Англии для совершения ставок в основном используют карточки, на которых игрок указывает вид спорта, событие, исход и сумму ставки. Затем с этой карточкой отправляется к кассиру, тот сканирует карточку и принимает ставку. Такая система давно и успешно работает в этих странах, ее можно назвать полуавтоматизированной. Преимущество использования в том, что данные, которые ввел игрок, принимает и обрабатывает система, то есть ошибок кассира становится меньше.

К слову, в Германии можно увидеть терминалы, как с одним, так и с двумя экранами, с помощью которых игроки могут самостоятельно делать ставки. Операторы, которые рассмотрели потенциал терминалов самообслуживания, заняли достойные позиции на рынке, благодаря тому, что рассмотрели выгоды, которые дает терминал как игроку, так и букмекеру.

Почему было решено для нашей страны разработать терминалы, которые отличаются от европейского варианта?

Для нашей страны минусом традиционных для Англии и Франции подходов, описанных выше, станет то, что игроков надо обучать этой системе приема ставок и роль кассира остается значительной. Поэтому альтернатива для нашей страны - использование RFID и NFC-карт которые упрощают идентификацию пользователей и обеспечивают высокий уровень безопасности финансовых операций. Такой подход ускоряет и упрощает процесс приема ставок. 

Или второй пример -  Лас-Вегас. В большом зале, напоминающем кинотеатр, располагается около 200 терминалов с экранами, где игроки могут в индивидуальном порядке смотреть те события, которые им интересны, но, чтобы сделать ставку, все равно надо обращаться к кассиру. Наши коллеги из Вегаса объяснили это тем, что “букмекерство - последняя вишенка на последнем куске пирога”. Так нам пояснили, что основные доходы в Лас-Вегасе дает именно казино за счет настольных игр, рулетки и слот-машин. Поэтому букмекерство имеет низкий приоритет и его развитие не первостепенно. Это подтверждается и нашим опытом того периода, когда казино в России были разрешены: в конкурентной борьбе таких продуктов, как казино и букмекерство, последнее проигрывало.

То есть в обоих случаях - это полуавтоматизированный подход, промежуточное решение. Объединив всю полученную информацию, мы разработали для букмекерских клубов вариант полностью автоматизированного решения, объединившего все самое лучшее из изученного нами - терминалы самообслуживания.

Конечно же, мы адаптировали продукт под нюансы российского законодательства и особенности поведения клиентов из России, их культуру осуществления ставок на спорт. Мы предлагаем продукт, который  адаптирован под отечественные реалии и соответствует мировым трендам.

В чем заключаются отличительные особенности и преимущества терминалов самообслуживания? С точки зрения игроков и букмекеров?

В клубах, где используются терминалы, игроки сами могут получить всю нужную им информацию без очередей в кассу. По сути, терминалы - персонализированное решение для каждого гостя. В нем можно выбрать оптимальный для игрока режим, чтобы просматривать всю нужную информацию. Предлагаемые нами технологии Лайв Центр (визуализация ключевых моментов матча) и онлайн-трансляция матчей (Лайв Стриминг) позволяют игроку следить за ходом события, параллельно просматривать коэффициенты и делать ставки. И, конечно же, очень важно то, что Лайв Центр и онлайн-трансляции позволяют действительно погрузиться в атмосферу игры, что значимо для многих клиентов.

Со стороны букмекера мы рассматриваем использование терминалов с точки зрения их влияния на драйверы прибыли. Так, снижаются расходы клуба за счет уменьшения расходов на персонал. При этом растет игровая прибыль клуба благодаря ряду факторов: уменьшению потерь от действий персонала, росту количества активных игроков, увеличению времени, проводимого игроком в клубе, а соответственно - количества ставок. В конечном итоге увеличивается прибыль на единицу площади.

Терминалы - продукт, который полезен и игрокам, и букмекерам. Такие решения актуальны для рынка, более того, разработка именно таких решений сейчас в тренде. И мы, безусловно, ему следуем, а, возможно, в чем-то и формируем.

В свете возрастающей популярности в мире направлений онлайн и мобайл, актуальны ли оффлайн-решения, к которым относятся и терминалы?

Онлайн и мобайл букмекерство - по-настоящему перспективные направления, которые нужно развивать. Это подтверждается статистикой за несколько лет. Например, с 2011 по 2016 год оффлайн в мире вырос на 13,2%, а вот онлайн на 60,9% (мобайл на 211,4%).

Но при этом следует учитывать тот факт, что оффлайн по-прежнему занимает значительную долю в общем мировом доходе от беттинга (65,3 % на 2015 год; а в некоторых странах - около 70% ).

Также следует учитывать и то, что в условиях постсоветского пространства оффлайн-оперирование - форма работы более привычная как для букмекеров, так и для игроков. Букмекерам уже хорошо известны основные законодательные нюансы этого рынка, что значительно упрощает их работу. А вот онлайн, при всей своей перспективности, в наших реалиях пока невозможно использовать в полном объеме в силу отсутствия однозначно трактуемых механизмов законодательного регулирования такого вида оперирования.

Важно и то, что игрокам привычна и приятна сама атмосфера клуба, возможность живого общения с единомышленниками.

Европейская практика также показывает: оптимальное решение с точки зрения прибыльности букмекерства - синергия оффлайна и онлайна -  даже при росте показателей онлайна от оффлайна отказываться не стоит.  Я бы даже сказал так: хороший оффлайн - отличный трамплин для онлайна. Кроме того, есть много известных нам примеров из e-commerce, когда, добившись успеха в онлайне, бизнес начинал развиваться в оффлайне: интернет-магазины, добившись определенного успеха в сети, открывают шоу-румы и представительства. Оффлайн для букмекеров - краеугольный камень работы с игроками, ведь именно благодаря присутствию букмекера “на земле” заметно быстрее формируется доверие аудитории.

Исходя из этого, мы развиваем все направления. Терминальные решения — результат этого развития и предмет нашей гордости.

Каковы прогнозы для рынка букмекерства? И как вы видите направление движения компании в соответствии с этими прогнозами?

Предполагается, что в 2016 году доля оффлайна в прибыли от беттинга в мире составит 63,7%, на десктоп придется 18, 9% доходов, а на мобайл - 17,4 %. На 2017-2018 годы прогнозируют, что доля мобайл  перешагнет отметку в 50% мирового дохода от онлайн-беттинга.

Наша цель - создание прогрессивных и эффективных инструментов для оперирования, которые сохранят свою актуальность в долгосрочной перспективе, технологии, которые могут использоваться для оффлайна, онлайна и мобайла, а также - интегрироваться с продуктами других разработчиков.

Почему же все-таки слоган рекламной кампании терминалов “Level up!”?

Потому что для рынка СНГ новая версия терминалов самообслуживания — это, с одной стороны, наиболее удобный способ приема ставок для игроков, а с другой - инновационный инструмент для более эффективной работы букмекера. Level up - это переход на новый уровень оперирования в беттинге.

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