Rush Street Interactive Inc. Q1 2023 Earnings Call

Speaker 2: Good day ladies and gentlemen, thank you for standing by. Welcome to the Rosh Street Interactive First Quarter 2023 Erning Conference call.

Speaker 2: At this time all participants are in a listen only mode. A question and answer session will follow the formal presentation. Please note that this conference call has been recorded today, May 3, 2023. I would now like to turn the call over to Kyle Sauer's chief financial officer.

Speaker 3: Thank you, Operator and Good afternoon. By now, everyone should have access to our first quarter, 2023 earnings release. They can be found under the headings, financials, quarterly results, and the investor section of the RSI website at restreetinteractive.com. Some of our comments will be forward-looking statements within the meaning of the federal security and

Speaker 3: Forward-looking statements are not statements of historical fact and are usually identified by the use of words such as will, expect, should, or other similar phrases, and are subject to numerous risks and uncertainties that could cause actual results to differ materially from what we expect. We assume no responsibility for updating any forward-looking statements.

Speaker 3: Therefore, you should exercise caution in interpreting and relying on them. We refer you to our SEC filings for a more detailed discussion of the risks that could impact our future operating results in financial condition. During the call, we will discuss our non-GAAP measures, which we believe can be useful in evaluating the company's operating performance. These measures should not be considered an isolation or as a substitute for our financial results prepared in accordance with GAAP. A reconciliation of these measures, so the most directly comparable GAAP measure.

Speaker 3: Our strategic decisions consider our long range objectives and our goal of delivering consistent and growing profitability for our investors. We continue to see the second half of this year as one where we expect to be adjusted EBITDA positive. Our year over your growth was broad-based with growth in both our IECoceno and Sforstrich only markets. In addition, we grew revenue over 100 percent in Latin America and in North America market launched after 2020.

Speaker 3: Internationally, we have an excellent quarter. Starting in Ontario, which is obviously an extremely competitive market, our handle continues to grow nicely. And we grew GGR by 33% compared to the fourth quarter.

Speaker 3: And with improved efficiency on promotions, we increased revenue by 38 percent sequentially.

Speaker 3: Not to be outdone, we continue to perform very strong in Columbia. Revenue, once again, expanded at a very high growth rate year over year. In the first quarter, on a year over year basis in Colombian pesos.

Speaker 3: Looking at Mexico, we remain focused on building our foundation in the market. Not much different than Columbia a few years back, we believe that our deliberate and measured ramp will support stable long-term growth and profitability in Mexico. We are continuing to localize a platform and user experience, which is especially important in this market, given there are several characteristics unique to Mexico.

Speaker 3: At the same time, we are building brand awareness and local market acumen.

Speaker 3: On the new market front, while no proposed new online casino legislation in the United States crossed the finish line, from our vantage point, a 2023 legislative session saw its significant amount of progress. There were more efforts and discussions across the country about online casino legislation than we've ever before witnessed. In fact, our count is that six online casino bills were introduced this year.

Speaker 3: Just last week Ohio's House added language to his proposed budget to study the future of gaming including online casino.

Speaker 3: This example and the progress being made in other states to legalize eye gaming validates that regardless of the near-term outcomes.

Speaker 3: There are greater legislative efforts being made and momentum is growing.

Speaker 3: As we have mentioned prior, the facts are straightforward. The online casino market, and even the online slot market by itself, is significantly larger than the sports betting market in those states where both are legal. This means that we would expect the legalization of online casino in new markets to provide an outsized benefit to RSI.

Speaker 3: given that we often earn three to five times the market share at online casino compared to sports betting in those same states.

Speaker 3: As I mentioned in my opening remarks, we are very determined to build profitability in a manner that makes sense for our shareholders. Towards that end, we announced a joint agreement to wind it down our online and in-person sports-reading partnership with the Connecticut Lottery. The Lottery has begun an RFP process to pursue a new operator, and we are planning to continue to support that market until that transition happens. Likely, sometime in the second half of this year.

Speaker 3: it became clear that it was not the right fit for RSI and our capital and resources could be used more efficiently elsewhere. When it comes to marketing, we remain disciplined in our strategy. We used a returns-based approach for customer acquisition and focused on attracting high-value customers to our platform. As forecasted, our marketing expenses came down considerably this quarter as we moved further away from our many market launches over the last couple of years.

Speaker 3: We expect the spending decrease to continue in the second half of the year. Turning to product and innovation, we continue to provide ourselves on our ability to differentiate and innovate. We have invested and continue to consistently invest resources to build efficiencies and improve the user experience. We have invested and continue to provide ourselves on our ability to communicate and innovate. We have invested and continue to provide ourselves on our ability to communicate and innovate.

Speaker 3: In addition, we constantly strive to bring new features to market. A terrific recent example of a new online casino experience.

Speaker 3: In addition, we constantly strive to bring new features to market. A terrific recent example of a new online casino experience is the announcement we made in early April .

Speaker 3: about the launch of a first-of-its-kind online slot tournament in Michigan, aptly called that that rivers Michigan million. Players are given the opportunity to earn tournament points.

Speaker 3: and experience the excitement of the tournament's real-time leaderboard.

Speaker 3: To qualify for the CHF 2 in portions of 1 million in total bonus money, players in Michigan were able to visit Bet Rivers from April 1 to the 30th to register and play.

Speaker 3: We're having a nice reception to this unique experience with Michigan as our first test.

Speaker 3: And we are excited if our new ways to increase player engagement in other markets, with our differentiated online thought tournament engine.

Speaker 3: On the sports website, we leveraged our unique feature, our proprietary squares engine during basketball with March madness and the NBA. And we've seen the really strong improvement in both average bat sizes.

Speaker 3: and Simgain Parley's at Supercenage of Total Bet.

Speaker 3: In fact, same game parlays as the percentage of total bets have more than doubled.

Speaker 3: since putting that promotion in place for NBA games.

Speaker 3: not promotion in place for NBA games. Finally,

Speaker 3: I want to congratulate the entire team at RSI for winning the Customer Service Operator of the Year at the EGR North America Awards event last week.

Speaker 3: This marks the fourth year in a row that we have won this prestigious industry award and is further validation of the cultural value we place in bringing world-class service and products to our customers.

Speaker 3: This marks the fourth year in a row that we have won this prestigious industry award and is further validation of the cultural value we place in bringing world-class service and products to our customers. We also understand the trust.

Speaker 3: is one of the biggest drivers for consumers in choosing an online gaming and sports betting company.

Speaker 3: And that's why we automate our systems and empower our customer service teams to earn players trust by finding ways to quickly resolve tension points for any player in need of support.

Speaker 3: With that, I'll turn the call over to Kyle.

Speaker 3: Thanks Richard. First quarter revenue was 162.4 million, up 20% year over year, showing balance growth throughout our business.

Speaker 3: Consistent with our strategy to invest more in markets with online casino, monthly active users in those markets increased double digits year-to-year.

Speaker 3: In total, our mileage for the first quarter in the United States and Canada were 147,000, up 3% year over year after excluding New York due to the impact of the launch in that state on last year's numbers.

Speaker 3: We continue to demonstrate our leadership position in player engagement and monetization, with North American Art Mouse coming in at $325 during the first quarter, up 23% compared to last year. Art Mouse continue to remain very strong as we attract and retain high quality players to the platform. Turning to profitability are adjusted even to loss for the first quarter.

Speaker 3: of four million for the first quarter, down 26% compared to the year ago period, and down 22% sequentially. We remain committed to spending appropriate amounts by market for new players and monitoring their long-term value. In many of our markets, an increased effort is being shifted to retention and reactivation activities, which can be more cost-efficient.

Speaker 3: As we previewed our last call, we expect Q2 marketing spend to be lower than Q1, but given our lower spending Q1, not as big of a decline as we may have originally expected.

Speaker 3: We do still expect marketing to decline further in the second half from where we expected to be in the second quarter.

Speaker 3: Gross margins improved around 800 basis points year over year, driven by higher margins in many of the markets where we're growing more quickly.

Speaker 3: as well as by some improvement as a result of the New York launch last year.

Speaker 3: As mentioned on our last call, we expect to see a full year improvement of several hundred basis points in gross margin in 2023.

Speaker 3: Turning to G&A, costs increased 19% year over year and 10% sequentially to $14.7 million during the first quarter. While we continue to make investments in both our technology and corporate functions, we

Speaker 3: We remain vigilant about monitoring costs and the way we invest to support our growth and innovation plans over the coming years.

Speaker 4: Having said that, we expect G&A costs to continue to trend higher as the year progresses.

Speaker 4: Our balance sheet remains in excellent shape and we believe we're more than fully funded to profitability.

Speaker 4: We ended the quarter with $147 million in unrestricted cash and no debt.

Speaker 4: We are maintaining our full year revenue guidance for 2023 of $630 to $700 million. As a reminder, our guidance includes only those markets that are live as of today.

Speaker 4: As these results demonstrate, our strategy to focus on those markets that offer the highest returns.

Speaker 4: a disciplined marketing approach, and a modest approach to building our corporate costs, puts us on the path to generating growing and sustainable profitability in the markets we've already launched, and the ability to invest in new markets that offer strong return potential.

Speaker 4: With that operator, please open the lines for questions.

Thank you. If you would like to ask a question then please press start by one on your telephone 17th Pad

If you change your mind please press star followed by two. When her parents ask you a question please ensure that your phone is unmuted locally. As a reminder that is star 8.1 to ask a question.

Our first question comes from Chad Banan from Macquarie. Chad, please go ahead.

Hi, good afternoon. Congrats on the quarter and thanks for taking my question. First, I just wanted to ask about the Q1 revenue performance. Great to see the outperformance compared to where most were expecting. We've seen a few major players. Obviously the one that is gained share in the quarter.

It makes some moves and that's the core part of their strategy. Always tough to tell where they're taking share from, but I was wondering if you could just talk about how you saw some of your core big revenue, I guess, foundational pieces on the eye gaming side perform during the quarter, particularly as we saw some.

like, but we were very pleased with the performance in Q1 on revenue for sure. It came in relatively close to our expectations. We beat the analysts' numbers by a decent amount, which was good to see.

I think our performance across markets, across casino and sports book, it was pretty broad base. And no big surprises. You point out it's hard to know when shares shifting around who it's coming from or where it's going to, so I don't have a whole lot to add there.

As we highlighted in the prepared remarks, Richard commented, we have really strong growth in Latin America and the North American markets that launched after 2020. So really not included in that group is Pennsylvania, Illinois, New Jersey.

Those are more mature markets. Those make up more than half of our revenue. So we're seeing really strong growth in all these newer markets. And I think it point out that's where we don't necessarily benefit from the rivers, casinos and the brand known as well. So really good sign.

And then another promising piece there is that those markets that we're seeing a higher growth in, it's also where we have higher gross margins. So that's been incrementally beneficial for us as you see in the gross margin improvement.

Thank you. And then as a follow-up, again, on the revenue guidance, has anything changed just in terms of what you're underwriting for dollar amount or timing of the launch in Mexico? I know you said second half is when we start to see that, but we're approaching that pretty quickly. Everything is on track with where expectations are.

impacting guidance or a change in view there. No big changes. As you probably saw, we reiterated guidance kept that the same and Mexico being a much smaller piece of it, but a piece of it really didn't impact it either way in terms of our thinking on the guidance.

Okay, thank you very much, Kyle. Appreciate it.

Okay, thank you very much, Kyle. Appreciate it. Thanks, Jed.

Thank you. Our next question comes from Jet Kelly from Open Himer. Jet please go ahead. Hey, great. Thanks for taking my questions. Just, can you talk about how you're approaching new states that are coming on?

as we get through this legislative cycle. Obviously, you're not participating in Massachusetts, but any thoughts on how it relates to participating in Kentucky? And then, you mentioned potential iGaming regulation.

sort of look what's going on with New York State, some of the lost tax revenue. Can you talk about the potential for eye gaming momentum in that state? Thanks. Sure, I, Jay. This is Richard. I'll start in Kylyga, I don't think you wish. Um.

In terms of markets, we are always looking to direct our capital to get the best returns.

staying very disciplined on where we spend the capital and what our expectations are for results.

So when it comes to a new market every state or jurisdiction is looked at out of a case-by-case basis Looking at the tax rates looking at adjacent markets. We're looking at expected competitive intensity Opportunity for iGaming to be legalized in the near term versus long term in those markets

And then we look at data from our past launches to match our investments with our expected returns. And then at the end of the day, you see that our goal is to really make sure that we recover our investment relatively soon at a fast pace. And so we look at all the modeling and the subjective analysis of the various...

opportunities in a market, we make a decision whether to enter and pursue that market or not. And so that's what we've done in Massachusetts and we'll be doing the same thing in Kentucky.

In terms of New York, as you know, states are looking at other states and watching the great tax benefit of legalizing the I-Casino where two-thirds to 75% of revenues are being generated on taxes through that product in both online sports betting and on I-Casino are both legal and the same market.

In terms of New York, we're excited we have a beachhead there, one of the limited licenses there for sports betting. We have mentioned before that profitability will be extended in that market for online sports betting alone on the basis of the high tax rate. Having said that, it's an incredibly exciting market for us and the industry.

If I give you what to legalize it, there are efforts as you've read or heard to legalize it as last year. There will be additional efforts that will be made again in the next session. So we're actively involved in those discussions and are advocating for.

all on game to be legalized in that jurisdiction, given the size of the population. And the fact that in that market, there's a Rivers brand that already exists as a casino brand. So when you add a casino product to a casino brand that's known as a casino in the same market, obviously it performs well. So we're excited for that.

in that jurisdiction given the size of the population. And the fact that in that market, there's a Rivers brand that already exists as a casino brand. So when you add a casino product to a casino brand that's known as a casino in the same market, obviously it performs well. So we're excited for that. Thank you.

Thank you. Our next question comes from Bernie McTurner from Needham. Bernie, please go ahead.

Hi, Graffinune. This is Stephanie from Chris, calling for Bernie. Thanks for taking our questions.

Just on the Ohio launch in Q1, anything different or unique?

that you saw and anything we can take away from that? Thanks. Well, yeah, I would say that Ohio is a market where we, you know, large population, reasonable tax rates adjacent to a bunch of other states that were operating in.

So we felt like we would, you know, as I said earlier, evaluate every state in the case-of-case basis, but it came out in a positive for us for some of those reasons. We were pretty modest in our efforts in terms of marketing, but we have changed our marketing promotions in a way that we think it serves us better and does get a return faster for us in sports book markets.

So we did launch there and we are, as you know, we're not really focusing on market share as a goal because our goal is to recover our investments as fast as we can and to be profitable long term. So we are only spending, we're just what we believe we can get a strong return on and we're staying disciplined and not

just marketing for the sake of marketing or trying to grow share in a market like that, but to be able to make sure that when we spend a marketing in a launch situation like Ohio, that we are going to be able to get our return quickly. And we send to economies that are appropriate for the cost acquire the customers and make sure...

that the value they generate is above what we spend for them. So that was the approach we took in Ohio. I think we've been happy with that more modest approach to one that has made a positive contribution for us sooner than some of the other markets in the past where maybe we had a different strategy. That's great, thank you. I'm going to squeeze in one more in the slides that could talk about.

continuing to evaluate different markets down there. Some are different states of legislation, some have legislation passed for regulations not yet published. Others have both and are relatively small markets that might take some more time to grow. And so we have a team that's focused on leveraging this incredibly strong technology and leadership and operations we have in that region to be able to extend it to the markets. We want to make sure we do it.

in a thoughtful way that's smart and long-term delivering value for us. But that's a region that when we look at the populations of Argentina and Brazil, which is another example of a market that is regulated, legalized online forest spreading hasn't yet regulated it, but there are some efforts to do so.

So you can imagine we're very involved and active in that region and constantly evaluating what the best opportunity is for us to get returns for our shareholders.

That's great. Thank you for taking our questions. Thank you. Our next question comes from Dan Plitzner from Wells Fargo. Dan, please go ahead.

Hey, good afternoon, everyone. Thanks for taking my questions. First, I want to touch on kind of the eviduk cadence. I know you guys kind of reiterate if the second half of the year should be eviduk positive. So, as you look at back historically, in terms of just, you know, the seasonality component, typically eviduk improves, you know, from the second quarter relative to the first quarter.

So given you know, I think you printed 9 million of losses in the first quarter. Is there any reason to think that that's not going to improve significantly in the second quarter given you know there's a lighter calendar in terms of sports?

Yeah, I think so. Appreciate the question, Dan. I think on the first part on this seasonality, there's been so many different launches during the last couple of years. That it's, I think it's hard to make a lot of seasonality. And certainly for us, I couldn't speak for other companies, of course, but.

I think a couple things to think about. Last year we had the launch of New York in the first quarter which actually had negative revenue and we spent a significant amount in marketing there. So that's a big change from Q1 to Q2. Maybe I'll wrap in thoughts on,

Revenue cadence with.

profitability cadence. I think you know I mentioned before I think our Q1 came in about where we expected it to. Things are trending how we'd expect so far this year obviously still early in the second quarter. A lot of second quarter still to play out. I don't think it'd be unreasonable.

from seasonal perspective to see a little dip in revenue from Q1 to Q2, given NFL playoffs, Super Bowl, March Madness, all in the first quarter. And then growth.

again in Q3 and Q4, and then thinking about that relative to EBITDA cadence, we did very well in Q1 from an EBITDA perspective, certainly versus analyst expectations, and also,

Q2 than Q1 by probably some modest amount. We'll see how it plays out. We're expecting to spend a little bit lower in marketing expenses in Q2 than we did in Q1. So I think somewhere in the range of what we did in Q1 is fairly reasonable.

for EBITDA. And I think that's where as a group, analysts are today. And then you pointed out, and we reiterated again on the call, we do expect to be profitable for the second half of the year. So in thinking about the cadence, clearly we'd expect it to improve.

from the second quarter into the back half of the year.

Got it. That's helpful. And then this is more of a high level question, right? I think that you made the decision to exit Connecticut. I'm sure there was a lot of considerations that went into that decision as we take a step back and think about your broader footprint, your broader exposure, you know, the 15 states.

you're in and no eye damage getting passed. We've finished this year. Are there other states who are evaluating, maybe pulling back, the debt that back could accelerate your evita and profitability?

Right, so this is Richard. Yeah, so we're comparing all opportunities globally, right? Whether it's South America, North America, Canada, US, existing markets, all-enlightened sports, but only existing markets with both. And evaluate where the best use of our corporate resources are. We're going to get the strongest return. And so...

I think that our goal is to, as we said before, is to continue to improve our sports book experience, which we think we've done a really nice job of, and to improve the way we market and promote that product to ensure that we get to a point of profitability, growing profitability in the sports book-only market. As Kyle referenced, we did have a fast growth in the last several years, after 2020, over 100% growth in the markets.

where our newer markets, which most of those have been online sports markets. So I would say that we are constantly evaluating the existing markets, new markets, and when we decide there's a change necessary, we will be happy to let everybody know.

Yeah, I think, I think, I think that there's, it is an ongoing evaluation. This is not a, this is not a point in time. I think Connecticut had some specific things about it that were very particular and made it the right move for us to.

to exit that market, so I wouldn't take that as a sign that there's a run on market exits in any way, but it is a sign that we continually evaluate the opportunities and whether it's money well spent, and whether the long-term returns are expected to be there.

I understand. Thanks for all the call. Thanks, Dan. Thank you. Our next question comes from David Capp from Jefferies. David, please go ahead. Hi. Evening, everyone. Thanks for taking my questions. I wanted to go just a little farther on with respect to Connecticut.

where you talked about likely supporting them through the second half of 23. Is there any sort of time limit on it? Just from the perspective that if you're choosing to exit, finding allowed space is much more than just hype.

It could potentially be hard for them to get somebody else. And is that leave you in there for a period of time when you're obviously making a lot of progress in most other areas?

Yeah, so without getting into all the details of our agreement, you know, the Connecticut lottery, they've been a great partner. It probably didn't work out the way we all expected, and that's why we're exiting. There is not a specific timeframe. I know they're going through a process. They've made that.

that public. We're planning to support them through a transitionary period. Obviously, we don't know what's going to happen and who's going to be their eventual partner. We'll make sure that it's working out appropriately for us and that we've got the right protections in place for ourselves, of course. But I think we're in a good position now. We feel really good about it.

about where it's set up to be for the remainder of the year. And then certainly as we're done with it, at whatever point that happens. Right. And then just as my follow up with respect to iGaming, you know, we've seen, you know, such product evolution in sports betting, you know, and that's a part of offerings and part of.

Richard, can you just talk about sort of how iGaming is evolving as a product and where you think that is and where that puck is headed and how you're positioned for it?

Sure, thanks David. You know, iGaming is an area I have a particular passion for. And, you know, I've been in this sector for a long time. What's interesting is that in most cases there is very little differentiation and innovation in the user experience for Casino.

The reason is simple. Most operators integrate content from third parties and perhaps innovate or exclusively license or develop your own in-house content to try to offer something unique. But in terms of actually creating really innovative, new to the industry experiences that players like and are going to give you a reason to play with one operator versus another.

I would say that we're in the very early innings of that development, although we are the leader in that space and we have invested many years of developing unique features and functions in our casino experience. So players that play with our product realize really quickly that even though we might have some similar games to other sites, there's a whole lot of extra experiences that we've built in-house with a proprietary gamified promotional engine.

that creates an experience that's unique. And we have a community chat room where players communicate with each other. We offer trivia games. We offer a real community tied up with other types of features that are unique to us and allow players to have incremental chances to win and play and fun games, whether it's a bingo game.

online slot room and as we referenced earlier, whether it's a bad beat bonus where the players had a bad streak and we deliver an amazing instant award to them in a 3D graphic animated character or whether it's scratch cards or wheel spins. We'd like to create fun, additional functions on top of this in casino games which does create experiences that are unique. So I think that direction that we've taken and pioneered.

has a lot more growth ahead for it and we're racing ahead with all kinds of exciting innovation and developments into that area as we try to grow our profits in our casino business.

growth ahead for it and we're racing ahead with all kinds of exciting innovation and developments into that area as we try to grow our profits and our consumer business.

Thanks, Deb. Thank you. Our next question comes from Jordan Benzer from JNP Securities. Jordan, please go ahead.

Great, thanks for taking my question. I want to go back to the future potential opportunities. Some of your competitors are starting to look to Europe and expand their footprint there. For you guys, your cash flow should start to inflect positive in the near future here.

So, is there any opportunity within Europe , either on your organic side or could you use your cash balance to kind of look to acquire something and start to grow your footprint in that market? Sure. I mean, years ago, I started a random business in the UK and I'm familiar with European markets.

Our Chief of Offering Officer, Mateus, also was a Chief Commercial Officer over one of the larger operators in Europe for almost a decade. So we have a lot of knowledge experience in the market and we are always open to considering opportunities. The opportunity on the U.S. is extremely large and what we think is going to help us is to be very focused on the Americas.

and continue to grow there. So while it's possible, we always will evaluate organic opportunities elsewhere, we wanna remain focused on the opportunity ahead of us, which we think is very significant. Great, and my follow up, I don't think you touched on it, but the gross margin, last call you said, it should improve pretty significantly in the back half of 23, just given kind of the 34% gross margin you did in the first quarter. Should we still kind of assume that the back half of this year should improve materially over the first half? Yeah, so I think one of the things I mentioned we'd probably expect a...

several hundred basis point full year improvement over last year, which puts the full year here in the range of 33 percent-ish. Our margins in Q1 came in a little better than we expected.

Fortunately, as I mentioned before, we've had more of our growth in some of our higher gross margin markets. It was, you know, came down to, it does come down to the mix between your different markets and how profitable each of those markets are, tax rates, and then also mix of casino and sports. So, it was a little bit of a beneficial mix in Q1.

I do expect that the back half is likely to be as good or better than the first half, but I'd also say that Q1 was a little better than I originally expected.

Thanks for the color.

Thanks for the color. Thanks, Jordan.

Thank you. Our next question comes from Edward Engel from Roth MKM at Woodpeake.com.

Hi, thanks for taking my question. You maintained your 2023 revenue guidance, but you also announced the pullback from Connecticut. Does that revenue guidance that you've maintained factor in exiting Connecticut by the end of the year, or does it not? Yeah, really great question. We don't...

Part of an answer to a question earlier. We don't know exactly When the Connecticut wind down is going to happen As we cooperate with with the lottery in that process But that we're comfortable that the guidance as we have it today that range includes

different outcomes or timeframes that that wind down could occur under. So that the guidance does include exiting Connecticut at some point.

is not a dramatic impact on overall revenue. Certainly it has an impact on 2024 revenue, but depending on the timing, it's not a substantial impact. But in the most absolute of terms, yes, if some revenue's coming out of that bucket, that means that there's more revenue in some other buckets. So probably a little bit there, but it's not terribly material. Perfect, thanks. And then I guess a bit bigger picture. Longer term, you kind of talked about high 20% margin in this business kind of once, once we're kind of in a more mature state. Obviously we're well far away from there.

But I guess in the medium term, especially just given it's hard to know when new states are going to legalize iGaming, is it possible for you to kind of get to that 20-ish percent margins with your current footprint, or do you need a lot bigger TAM and just more safe to legalize to kind of even get close to there? Thanks.

especially just given it's hard to know when new states are going to legalize iGaming. Is it possible for you to kind of get to that 20-ish percent margins with your current footprint, or do you need a lot bigger TAM and just more safe to legalize to kind of even get close to there? Thanks. Yes, so –

I don't think I want to pick certain points in time or exact number of markets, but clearly we saw some of that operating leverage this quarter. A good chunk of it, right? And we expect to see more of that in the back half of the year. I mentioned a couple times already we're growing revenue faster in some of our higher margin jurisdictions. So that's obviously good.

We're seeing marketing expense come down as a percentage of revenue in many of our markets as they mature. We're still investing in our corporate G&A and technology teams, but we'll get leverage over that over the coming years as well.

I think that to get to our target, even the margin, we'll need some additional markets to launch or enter into. And certainly having to include casino will be an important part of that. But I wouldn't want to pick exact point in time or how many.

We will for sure make progress and consistent progress towards that goal, regardless of new markets launching, but it'll help when they do.

That's helpful, thank you. Thanks Fred. Thank you. Our next question comes from Mike Hickey from the Benchmark Company. Mike please go ahead.

Hey Richard, Kyle, thanks for taking my question. Good job on you.

Just curious, I guess, one of your competitors here is seeking strategic alternatives to their U.S. business. It sounds like they've had some success there, some interest in – Underpinned?

Apparently they're pretty far along the process. They have access to 14 states. They have a product. I think some of the challenges that they have is, you know, resource constraints, the feeling that consolidation in the market here is inevitable and obviously profitability challenges. I'm just curious how you guys.

Think about your current situation here in this environment and whether it makes sense or not to pursue perhaps a similar strategy, thinking sort of outside the box in terms of more aggressive alternatives versus...

same sort of a independent, a low-share operator with constraints on resources. Thanks, guys. Sure, hey, I'll answer that question, Mike. So we're really proud of the business that we are developing. We've invested $280 million in capital to get to a top-five position in the US market.

a low-share operator with constraints on the resource. Thanks, guys. Sure. Hey, I'll answer that question, Mike. So we're really proud of the business that we are developing. We invested $280 million in capital to get to a top five position in the U.S. market with a lesser-known brand.

if we're being honest. So when you look at that, it's a pretty nice accomplishment. But having said that, there are opportunities that we have to always look at, different partnerships and ways, approaches that might generate shareholder value in the future. So I think we have to be open-minded about opportunities, but recognize that we have a clear path ahead.

We had a capital to support that path. And we've been able to show that we've been able to grow and scale this business with substantially less capital than others have. So we feel very confident our ability to continue to grow. Thank you for that. I guess the follow-up, obviously, you're pulling out of states here.

with you guys. So I guess when you look at your business today, Richard, I think you would tell me you got a great product, you've got access to all the key states. Now that's kind of going in reverse. I mean, is this simply a database?

challenge for you, a brand challenge? And if so, is there an opportunity for you to sort of align yourself with the database that can sort of complement the database that you have on the retail casino side to sort of, I guess, reset and drive business?

in online sports betting.

I'll first admit going back to the brand that, as I said just a minute ago, that we don't have the most recognizable brand nationally. Even if it's not recognizable in some parts, some regions of the country, it's certainly at the same level as some of our competitors. But what we've been able to accomplish with that, it comes down to the quality of the product, the customer service.

Although as we're seeing some of the intensity in terms of the volume of unique operators spending has declined a little bit. But I would say that always having access to large databases or a stronger brand or having more time to build that brand is certainly going to help us be...

deliver stronger results in the future, and that's something that we're evaluating and constantly looking at ways we can improve how we're performing. But I would say that we have some examples where we show that we've gotta grow, share, and whether it's casino or even sports food markets successfully, and we think we have what it takes, but certainly we have to be very strategic and smart about which markets we enter and which ones we don't. It doesn't really make a lot of sense for us to.

to spend aggressively to enter markets at this point where you don't think iGame is gonna be legal anytime soon, where you have a very large competitive intensity, that's very intense, where you think you might get a very small share that might not be worth all the corporate effort to support a market at that scale if you don't think there's a opportunity in the nearer term to...

shift to online casino in that market. And so those are all factors that we look at. You wanna add anything else, Kurt? No, I think that's right. Thanks guys. Thanks Mike. Thank you. Our next question comes from Joe Storg from the Foxco-Harla Financial Group. Joe, please go ahead. Hey Richard.

Hey Kyle, how are you? I had a couple questions just on iCasinoOps. You know, is it fair to assume that, you know, Michigan and Ontario are really going to be, say, the biggest growth drivers for results this year? That's my first question. Then the second question really is,

on Pennsylvania and New Jersey, which you described as more mature. You have a rebranding in New Jersey, and I'm wondering if you reenter that market with the rebranding if you might be able to flip that into say more of a growth state.

for us in the first quarter here, and still grew very nicely down there. But there's also, we're also seeing some nice growth in some of our sportsbook only markets. So I think it'll be a little more broad-based than that. There's opportunities to grow in a lot of the markets that we're participating in. What I had mentioned earlier was that,

And some of these, a couple of the larger, more mature markets like Pennsylvania, New Jersey, Illinois, probably offer a little lower growth profile for us this year. Okay. To market like Pennsylvania, we got off to a strong start.

unlimited licenses in that market. So the competition is growing as more entrants arrive. So our goal is to continue growing as we have been in that market and to be able to continue to focus on those slot players that we think we built a lot of unique features to support to try to keep growing that part of the business because that's an area that we think plays very well to the product offering that we offer. So thank you.

And in New Jersey, in terms of your rebranding expectations or strategy to possibly penetrate that market more? Yeah, we're certainly looking at that. We think it's an opportunity. The rebrand was necessary. We think it was the right decision. It does take some time to rebrand it because that brand had been there since the very beginning of our business. It was the first real money gaming market we launched in many years ago.

It's going to make it more efficient for us and take some time to establish a new brand, but we feel it's the right decision and we think that with the efforts we're putting into the casino category, there's going to be an opportunity for us to grow that market in the future. Thank you. Thanks, Joe.

efficient for us and take some time to establish a new brand, but we feel it's the right decision and we think that with the efforts we're putting into the casino category, there's going to be an opportunity for us to grow that market in the future. Thank you. Thanks Joe. Thank you.

Our final question comes from Ron from Craig. Hello, Ryan, please go ahead. Good afternoon, guys. I want to start with, I know Connecticut talked a lot about the rationale for it, but there was rumors about a fairly significant minimum guarantee that you guys had there. I'm curious if you're willing to comment on that and if there's potentially any impact if

or depending on whoever takes over that contract. Yeah, hey Ryan, thanks for the question. In terms of the second part of your question and what that means to whatever next relationship happens that we're not part of, that don't really have any information on that. And won't have any impact on us either. Yeah, correct, doesn't have any impact on us. We...

We mentioned in the prepared remarks, there's no separation fee in either direction between us and the Connecticut Lottery. There was, as part of the initial announcement, when we entered into that agreement, there was up to 170 million over 10 years that could go to the Connecticut Lottery from us. That would include payments to the state as well.

dependent on how many retail locations we're up and running some other factors. But that's so whether that applies.

wholly, partially, not at all to the next participant. We wouldn't have any insight into that.

I guess just a clarification, Kyle, that $170 million, is any part of that guaranteed or was that just an estimate on revenue share over the 10 years? Yes. So it depended on a bunch of different factors, but there were guarantees as part of that.

And that's what we don't have as an obligation any longer. Gotcha. Okay. Second question. I don't believe you commented on miles, but it appears kind of 20% revenue growth, 23% of our model applies miles are down year over year.

I guess is that correct implication and then any commentary on that would be helpful. Thanks. Yeah. So miles were 147,000 during the quarter excluding New York. So we had a large number of miles last year in New York. You might recall that impacted our mile as well. Um.

But excluding New York, our mouths were up 3% year over year. Including New York, they were down 3%. And in markets with casino in North America, it was actually up 11%. But in raw numbers, 147,000.

Thanks guys, good luck. Thanks Ryan. Thank you. We currently have no further questions so now I'll hand back over to Richard Schwartz for closing remarks. We have no further questions so now I'll hand back over to Richard Schwartz.

Thank you for joining us today. We look forward to updating you on our progress when we share our second quarter results in a few months.

This concludes today's call. Thank you for joining. You may now disconnect your line.