Q1 2026 Inspired Entertainment Inc Earnings Call

May 7, 2026

Lorne Weil: Two.

Operator: Good morning everyone, welcome to the Inspired Entertainment Q1 2026 Conference Call. All participants' lines have been placed on mute to prevent any background noise. After the speakers' pre-prepared remarks, we will open the call for a question-and-answer session. Please note that today's event is being recorded. Before we begin, please refer to the company's forward-looking statements that appear in the Q1 2026 earnings press release and in the accompanying slide presentation, both of which are available in the Investors section of the company's website at www.inseinc.com. This also applies to today's conference call. Management will be making forward-looking statements within the meaning of United States securities laws. These statements are based on management's current expectations and beliefs, and are subject to various risks, uncertainties, and other factors that may cause actual results to differ materially from those expressed or implied in such statements.

Speaker #2: After the speakers were prepared remarks, we will open the call for question and answer session. Please note that today's event is being recorded. Before we begin, please refer to the company's forward-looking statement that appear in the first quarter 2026 earning press release and in the accompanying slide presentation.

Speaker #2: Both of which are available in the investor section of the company's website at www.inse.com. This also applies to today's conference call. Management will be making forward-looking statements within the meaning of United States Security Laws.

Speaker #2: This statement is based on management's current expectations and beliefs and is subject to various risks and uncertainties and other factors that may cause actual results to differ materially from those expressed or implied in such statements.

Speaker #2: For discussion on these risks and uncertainties, please refer to the company's filing with the Securities and Exchange Commission. During today's call, the company will discuss both GAAP and non-GAAP financial measures, reconciliations of these non-GAAP measures to the most directly comparable GAAP measures can be found in today's earnings release and slide presentation.

Operator: For a discussion on these risks and uncertainties, please refer to the company's filing with the Securities and Exchange Commission. During today's call, the company will discuss both GAAP and non-GAAP financial measures. Reconciliations of these non-GAAP measures to the most directly comparable GAAP measures can be found in today's earnings release and slide presentation, which are both available on the website. With that, I would now like to turn the call over to Lorne Weil, the company's Executive Chairman. Mr. Weil, please go ahead.

Speaker #2: Which are both available on the website. With that, I would now like to turn the call over to Lauren Weil, the company's executive chairman.

Speaker #2: Mr. Weil, please go ahead.

Lorne Weil: Thank you, operator. Good morning, everyone, and thanks for joining our Q1 conference call. Once again, we've prepared a slide deck to help focus the conversation, and Brooks and I will be using that for the balance of the program. Beginning with slide 3, we continued in the Q1 to see the benefits of steps taken in 2025. As been reported previously, we took 2 important actions in 2025 to alter the balance of our portfolio. We sold the Holiday Park business, which we've discussed a number of times, and we restructured the pubs business to significantly reduce both capital and labor requirements. Overall, we've reduced company headcount by about a third from over 1,500 to around 950 and cut our annualized capital spending from the mid $40 million to the low $30 million.

Speaker #3: Thank you, Operator. Good morning, everyone, and thanks for joining our first quarter conference call. Once again, we've prepared a slide deck to help focus the conversation and Brooks and I will be using that for the balance of the program.

Lorne Weil: Thank you, operator. Good morning, everyone, and thanks for joining our Q1 conference call. Once again, we've prepared a slide deck to help focus the conversation, and Brooks and I will be using that for the balance of the program. Beginning with Slide three, we continued in the Q1 to see the benefits of steps taken in 2025. As been reported previously, we took two important actions in 2025 to alter the balance of our portfolio. We sold the Holiday Park business, which we've discussed a number of times, and we restructured the pubs business to significantly reduce both capital and labor requirements. Overall, we've reduced company headcount by about 1/3 from over 1,500 to around 950 and cut our annualized capital spending from the mid $40 million to the low $30 million.

Speaker #3: So beginning with slide three, we continued in the first quarter to see the benefits of steps taken in 2025. It has been reported previously we took two important actions in 2025 to alter the balance of our portfolio.

Speaker #3: We sold a holiday park business, which we've discussed a number of times, and we restructured the pub's business to significantly reduce both capital and labor requirements.

Speaker #3: Overall, we've reduced company headcount by about a third from over 1,500 to around 950 and cut our annualized capital spending from the mid $40 million to the low $30 million.

Speaker #3: Adjusting for the one-time impact of the holiday park and pub restructuring, which I'll discuss a little bit more in a moment, our continuing revenue grew by 15% year to year, driven in large part by 38% revenue growth in interactive.

Lorne Weil: Adjusting for the one-time impact of the Holiday Park and pub restructuring, which I'll discuss a little bit more in a moment, our continuing revenue grew by 15% year to year, driven in large part by 38% revenue growth in interactive. Our Q1 reported EBITDA grew by 29%. Our EBITDA margin expanded by 1,100 basis points. We paid down $13 million in debt, and we bought back close to 400,000 shares. It was a very busy quarter. Slide 4 illustrates a little more clearly what's going on with revenue. The actions taken in Holiday Park and Pub together had the effect of reducing revenue in Q1 2025 by about $10 million, from $60 million to $50 million, as illustrated in the slide.

Lorne Weil: Adjusting for the one-time impact of the Holiday Park and pub restructuring, which I'll discuss a little bit more in a moment, our continuing revenue grew by 15% year-to-year, driven in large part by 38% revenue growth in interactive. Our Q1 reported EBITDA grew by 29%. Our EBITDA margin expanded by 1,100 basis points. We paid down $13 million in debt, and we bought back close to 400,000 shares. It was a very busy quarter. Slide four illustrates a little more clearly what's going on with revenue. The actions taken in Holiday Park and Pub together had the effect of reducing revenue in Q1 2025 by about $10 million, from $60 to 50 million, as illustrated in the slide.

Speaker #3: Our Q1 reported EBITDA grew by 29%. Our EBITDA margin expanded by 1,100 basis points. We paid down $13 million in debt and we bought back close to $400,000 shares.

Speaker #3: So it was a very busy quarter. Slide four illustrates a little more clearly what's going on with revenue. The actions taken in holiday parks and pub together had the effect of reducing revenue in the first quarter of 2025 by about $10 million from $60 million to $50 million as illustrated in the slide.

Speaker #3: And then, driven importantly, but by no means exclusively, by interactive growth, this continuing revenue of $50 million—excuse me—grew by 15% to a little more than $57 million in the first quarter of 2026.

Lorne Weil: Driven importantly, but by no means exclusively by interactive growth, this continuing revenue of $50 million, excuse me, grew by 15% to a little more than $57 million in Q1 2026. Interactive is certainly the primary growth driver, but as Brooks will discuss in more detail in a minute, our retail business has been performing very well in all its worldwide markets. The sustained interactive growth illustrated in slide 5 has in turn been driven importantly by superior content development, as has the retail business, though obviously to a lesser extent. In the retail business, the markets themselves are growing less quickly, and particularly in the UK and Greece, our market share is much higher. In just a moment, Brooks will elaborate on our content strategy, including the bringing on stream of a new studio.

Lorne Weil: Driven importantly, but by no means exclusively by interactive growth, this continuing revenue of $50 million, excuse me, grew by 15% to a little more than $57 million in Q1 2026. Interactive is certainly the primary growth driver, but as Brooks will discuss in more detail in a minute, our Retail business has been performing very well in all its worldwide markets. The sustained interactive growth illustrated in slide 5 has in turn been driven importantly by superior content development, as has the retail business, though obviously to a lesser extent. In the retail business, the markets themselves are growing less quickly, and particularly in the UK and Greece, our market share is much higher. In just a moment, Brooks will elaborate on our content strategy, including the bringing on stream of a new studio.

Speaker #3: Interactive is certainly the primary growth driver, but as Brooks will discuss in more detail in a minute, our retail business has been performing very well in all its worldwide markets.

Speaker #3: The sustained interactive growth illustrated in slide five has in turn been driven importantly by superior content development, as has the retail business, though obviously to a lesser extent.

Speaker #3: In the retail business, the markets themselves are growing less quickly, and particularly in the UK and Greece, our market share is much higher. In just a moment, Brooks will elaborate on our content strategy including the bringing on stream of a new studio.

Speaker #3: But along with the focus on content development, we've been entering new markets, winning new customers, strengthening our account management team, in order to maximize the benefit of our content.

Lorne Weil: Along with the focus on content development, we've been entering new markets, winning new customers, strengthening our accounts management team in order to maximize the benefit of our content. With that, I'll hand it over to Brooks.

Speaker #3: And with that, I'll hand it over to Brooks.

Speaker #4: Okay, great. Thanks, Lauren. And moving to slide six and to build on the points you made, our core strength and focus is on developing the best content and delivering it wherever it's consumed, including retail, online, or in any number of geographies worldwide.

Brooks Pierce: Okay, great. Thanks, Lorne. Moving to slide 6, to build on the points you made, our core strength and focus is on developing the best content and delivering it wherever it's consumed, including retail, online, or in any number of geographies worldwide. One of our key markets is North America, which is now over 30% of our interactive GGR overall and continuing to grow. As you can see on slide 6, we continue to climb the ladder in the Eilers US online report, moving up to 4th in the April report from number 8 just a year ago. We're continuing to increase our share in both North America and the UK. It's driven not just by content alone, but by a consistent roadmap of high-performing new game releases.

Speaker #4: One of our key markets is North America, which is now over 30% of our interactive GGR overall and continuing to grow. And as you can see on slide six, we continue to climb the ladder in the Aisler's US online report, moving up to fourth in the April report from number eight just a year ago.

Speaker #4: We're continuing to increase our share in both North America and the UK. This isn't driven not just by content alone, but by a consistent roadmap of high-performing new game releases we've also enhanced our account management teams to work more closely with our operator partners on securing prime placements and supporting promotional activity for exclusives as a key part of our offering.

Rachel Smith: We've also enhanced our account management teams to work more closely with our operator partners on securing prime placements and supporting promotional activity for exclusives as a key part of our offering. On slide 7, you can clearly see that we've built a portfolio of high-performing content across the last few years, with growth accelerating since January 2025. We've seen these trends continue into April, where we ended the month on a high note with our highest ever single-day total value played. These continuing results validate our strategy, and we're excited to bring an additional studio online in H2 of the year to continue to feed our operator partners with more great content that they've come to count on. Turning to the UK, as of 1 April, the increased tax rate from 21% to 40% came into effect in our interactive business.

Brooks Pierce: We've also enhanced our account management teams to work more closely with our operator partners on securing prime placements and supporting promotional activity for exclusives as a key part of our offering. On slide 7, you can clearly see that we've built a portfolio of high-performing content across the last few years, with growth accelerating since January 2025. We've seen these trends continue into April, where we ended the month on a high note with our highest ever single-day total value played. These continuing results validate our strategy, and we're excited to bring an additional studio online in H2 of the year to continue to feed our operator partners with more great content that they've come to count on. Turning to the UK, as of 1 April, the increased tax rate from 21% to 40% came into effect in our interactive business.

Speaker #4: On slide seven, you can clearly see that we've built a portfolio of high-performing content across the last few years, with growth accelerating since January of 2025.

Speaker #4: We've seen these trends continue into April, where we ended the month on a high note with our highest-ever single-day total value played. These continuing results validate our strategy, and we're excited to bring an additional studio online in the second half of the year to continue to feed our operator partners with more great content that they've come to count on.

Speaker #4: Turning to the UK, as of April 1st, the increased tax rate from 21% to 40% came into effect in our interactive business. With just over a month of data, the impact we are seeing tracks exactly with what we had forecast.

Rachel Smith: With just over a month of data, the impact we are seeing tracks exactly with what we had forecast. Importantly, despite the step up, we saw our UK interactive revenue grow in April, driven by our continuing share gains. Our UK GGR in April was more than 40% higher than a year ago, offsetting the tax increase and net-net resulting in our revenue growing by more than 10%. Where we see others retrenching in the UK market, we see opportunity to continue to grow our share, and we're committed to the resources to leverage this opportunity. Even with the tax headwind, the UK continues to demonstrate strength and resilience of this segment. Moving to slide eight.

Brooks Pierce: With just over a month of data, the impact we are seeing tracks exactly with what we had forecast. Importantly, despite the step up, we saw our UK interactive revenue grow in April, driven by our continuing share gains. Our UK GGR in April was more than 40% higher than a year ago, offsetting the tax increase and net-net resulting in our revenue growing by more than 10%. Where we see others retrenching in the UK market, we see opportunity to continue to grow our share, and we're committed to the resources to leverage this opportunity. Even with the tax headwind, the UK continues to demonstrate strength and resilience of this segment. Moving to slide eight.

Speaker #4: Importantly, despite the step-up, we saw our UK interactive revenue grow in April, driven by our continuing share gains. Our UK GGR in April was more than 40% higher than a year ago, offsetting the tax increase and net-net resulting in our revenue growing by more than 10%.

Speaker #4: Where we see others retrenching in the UK market, we see opportunity to continue to grow our share and we're committed to the resources to leverage this opportunity.

Speaker #4: Even with the tax headwind, the UK continues to demonstrate strength and resilience of this segment. Moving to slide eight, we're seeing the benefits of both strong content and the rollout of new machines across several key customers in geographies in our retail solutions business.

Rachel Smith: We're seeing the benefits of both strong content and the rollout of new machines across several key customers and geographies in our retail solutions business, proving that this phenomenon exists beyond interactive. In the UK, William Hill in particular, but frankly our entire UK LBO business, showed positive momentum in Q1, and we expect that to continue. We also added two new customers, Jenningsbet and Corbett's, and signed a multi-year contract extension with Paddy Power early in Q2. In Greece, our win per unit per day increased 11%, led by our recently introduced Valor slant top machine, and we will continue upgrading over the rest of 2026 and into 2027. We believe that this machine refresh will continue to drive growth in the retail solutions segment.

Brooks Pierce: We're seeing the benefits of both strong content and the rollout of new machines across several key customers and geographies in our retail solutions business, proving that this phenomenon exists beyond interactive. In the UK, William Hill in particular, but frankly our entire UK LBO business, showed positive momentum in Q1, and we expect that to continue. We also added two new customers, Jenningsbet and Corbett's, and signed a multi-year contract extension with Paddy Power early in Q2. In Greece, our win per unit per day increased 11%, led by our recently introduced Valor slant top machine, and we will continue upgrading over the rest of 2026 and into 2027. We believe that this machine refresh will continue to drive growth in the retail solutions segment.

Speaker #4: Proving that this phenomenon exists just beyond interactive. In the UK, William Hill in particular, but frankly, our entire UK LBO business showed positive momentum in the first quarter, and we expect that to continue.

Speaker #4: We also added two new customers, Jennings Bed and Corbetts and signed a multi-year contract extension with Patty Power early in the second quarter. In Greece, our win per unit per day increased 11%, led by our recently introduced Valor Slant top machine and we will continue upgrading over the rest of 2026 and into 2027.

Speaker #4: We believe that this machine refresh will continue to drive growth in the retail solution segment. In North America, we're cautiously optimistic about the expansion into Chicago, and see the broader Illinois market as a good opportunity for us over the next 12 to 18 months.

Rachel Smith: In North America, we're cautiously optimistic about the expansion into Chicago and see the broader Illinois market as a good opportunity for us over the next 12 to 18 months. Combined with our growing footprint across several Canadian provinces, starting to see the beginning of providing the scale that we really need in North America. Moving to slide 9. As we've talked about over the last year, we've seen stabilization in virtual sports despite the ongoing headwinds in Brazil, which remains a key market for us. Unfortunately, growth we are seeing in other regions is currently being offset by performance in Brazil. However, we see a clear path to growth supported by additional key customers and upcoming product releases, as well as the tailwind from the World Cup.

Brooks Pierce: In North America, we're cautiously optimistic about the expansion into Chicago and see the broader Illinois market as a good opportunity for us over the next 12 to 18 months. Combined with our growing footprint across several Canadian provinces, starting to see the beginning of providing the scale that we really need in North America. Moving to slide 9. As we've talked about over the last year, we've seen stabilization in virtual sports despite the ongoing headwinds in Brazil, which remains a key market for us. Unfortunately, growth we are seeing in other regions is currently being offset by performance in Brazil. However, we see a clear path to growth supported by additional key customers and upcoming product releases, as well as the tailwind from the World Cup.

Speaker #4: And combined with our growing footprint across several Canadian provinces, we're starting to see the beginning to of the providing the scale that we really need in North America.

Speaker #4: So moving to slide nine, as we've talked about over the last year, we've seen stabilization in virtual sports despite the ongoing headwinds in Brazil.

Speaker #4: Which remains a key market for us. Unfortunately, growth we are seeing in other regions is currently being offset by performance in Brazil. However, we see a clear path to growth supported by additional key customers and upcoming product releases as well as the tailwind from the World Cup.

Speaker #4: Moving to slide 10, which I think really validates what we've been talking about for some time, the optimizing our portfolio is delivering the outcome we expected, divesting the low margin, more capital intensive, sorry, Lauren, keep your phone off.

Rachel Smith: Moving to slide 10, which I think really validates what we've been talking about for some time, that optimizing our portfolio is delivering the outcome we expected. Divesting the lower margin, more capital-intensive-

Brooks Pierce: Moving to slide 10, which I think really validates what we've been talking about for some time, that optimizing our portfolio is delivering the outcome we expected. Divesting the lower margin, more capital-intensive-

Lorne Weil: Sorry about that.

Brooks Pierce: Lorne, keep your phone off.

Speaker #5: Actually, I will.

Lorne Weil: I will.

Speaker #4: Divesting the lower margin, more capital intensive, and less strategic holiday parks business. Along with the restructuring of our Pubs Estate to be less capital and labor intensive, has had the exact impact we are expecting.

Rachel Smith: Divesting the lower margin, more capital-intensive, and less strategic holiday parks business, along with the restructuring of our pubs estate to be less capital and labor-intensive, has had the exact impact we were expecting. As a result, the shift to higher margin digital businesses, combined with improved retail performance, is leading to overall growth in EBITDA, margin expansion, and significant improvement in cash flow. All of this is underpinned by our continued focus on delivering the best content to support this strategy. I'll turn it back over to Lorne.

Brooks Pierce: Divesting the lower margin, more capital-intensive, and less strategic holiday parks business, along with the restructuring of our pubs estate to be less capital and labor-intensive, has had the exact impact we were expecting. As a result, the shift to higher margin digital businesses, combined with improved retail performance, is leading to overall growth in EBITDA, margin expansion, and significant improvement in cash flow. All of this is underpinned by our continued focus on delivering the best content to support this strategy. I'll turn it back over to Lorne.

Speaker #4: As a result, the shift to higher-margin digital businesses, combined with improved retail performance, is leading to overall growth in EBITDA, margin expansion, and significant improvement in cash flow—and all of this is underpinned by our continued focus on delivering the best content to support this strategy.

Speaker #4: So I'll turn it back over to Lauren.

Speaker #5: Thanks, Brooks. Just to refocus a little on the numbers, slide 11 is once again a snapshot of where we were at the end of the first quarter.

Lorne Weil: Thanks, Brooks. Just to refocus a little on the numbers, slide 11 is once again a snapshot of where we were at the end of Q1. Year-to-year growth in EBITDA was 29%. Digital accounted for about 60% of our EBITDA, and our leverage had declined to three times. More importantly, slide 12 analyzes what happened with cash. We generated about $60 million in free cash flow, which we used to both repurchase stock and repay debt. Obviously, this won't occur every quarter because every other quarter we have a semi-annual cash interest payment to make. Over the course of a year, with cash generation being fairly steady and annual cash interest in the mid-thirties and declining as we deleverage, our leverage-free cash flow conversion as a percent of EBITDA is comfortably in the 20s, and hopefully growing.

Speaker #5: Year-to-year growth in EBITDA was 29%. Digital accounted for about 60% of our EBITDA and our leverage had declined. To three times. More importantly, slide 12 analyzes what happened with cash.

Speaker #5: We generated about $16 million in free cash flow. Which we used to both repurchase stock and repay debt. Obviously, this won't occur every quarter because every other quarter we have a semi-annual cash interest payment to make.

Speaker #5: But over the course of a year with cash generation being fairly steady, an annual cash interest in the mid-30s and declining as we deleverage, our leverage free cash flow conversion has a percent of EBITDA is comfortably in the 20s and hopefully growing.

Speaker #5: Cash flow conversion and other key metrics are summarized in the targets on slide 13. As we move through this year, we're projecting the underlying trends we've been seeing will continue.

Lorne Weil: Cash flow conversion and other key metrics are summarized in the targets on slide 13. As we move through this year, we're projecting the underlying trends we've been seeing will continue. We expect to see steady sequential growth in EBITDA from Q1 onward now that most of the seasonality has been removed with the Holiday Park sale. In parallel, we're targeting strong cash flow conversion and declining leverage, driven by both the paydown of debt and growing EBITDA. In terms of asset allocation, we will look to continue to both debt repayment and share repurchase. With that, we'll open the program up to questions.

Speaker #5: We expect to see steady sequential growth in EBITDA from Q1 onward now that most of the seasonality has been removed with the holiday park sale.

Speaker #5: And in parallel, we're targeting strong cash flow conversion and declining leverage driven by both the paydown of debt and growing EBITDA. In terms of asset allocation, we will look to continue to both debt repayment and share repurchase.

Speaker #5: And with that, we'll open the program up to questions.

Speaker #1: Thank you to remind everyone, in order to ask questions, press star then the number one on your telephone keypad. Your first question is coming from the line of Barry Jonas of Truist Securities.

Operator: To remind everyone, in order to ask question, press star then the number one on your telephone keypad. Your first question is coming from the line of Barry Jonas of Truist Securities. Please go ahead.

Speaker #1: Please go ahead.

Speaker #6: Hey guys, thank you for all the really helpful caller so far. Just a couple for me. I think we've heard from some competitors about macro and geopolitical issues impacting the top line and perhaps the cost environment.

Barry Jonas: Hey, guys. Thank you for all the really helpful color so far. Just a couple from me. I think we've heard from some competitors about macro and geopolitical issues impacting the top line and perhaps the cost environment. Just I think I asked this last quarter but wanted to see if you had any updated thoughts there you could share.

Speaker #6: But just I think I asked this last quarter, but wanted to see if you had any updated thoughts there. You could share.

Speaker #4: No, I think we're probably aligned with pretty much everyone else and that's something that we're watching very closely. We're not seeing the impact of it thus far, but we're obviously mindful of it.

Brooks Pierce: No. I think we're probably aligned with pretty much everyone else, and it's something that we're watching very closely. We're, you know, we're not seeing the impact of it thus far, but we're obviously mindful of it. I think Q1 is kinda positively reinforcing that. You know, as we all know, you kinda have to keep your head on a swivel about this stuff.

Speaker #4: And I think the first quarter is kind of positively reinforcing that. But as we all know, you kind of have to keep your head on a swivel about this stuff.

Speaker #6: Got it. Okay. And then I think the ramp-up interact has been fairly impressive over the past few years. But the virtual business is one where I think years ago we maybe had higher expectations and maybe just wanted to kind of get your thoughts.

Barry Jonas: Got it. Okay. You know, I think the ramp of interactive's been fairly impressive over the past few years. You know, the virtual business is one where I think years ago we maybe had higher expectations and maybe just wanted to kinda get your thoughts. I think before we saw some of the near-term challenges, we were thinking kinda like a mid-teens percentage of OSB handle was a decent long-term target for virtuals. Curious if you have any updated thoughts about the longer-term opportunity here. Thank you.

Speaker #6: I think before we saw some of the near-term challenges, we were thinking kind of like a mid-teens percentage of OSB handle was a decent long-term target for virtuals.

Speaker #6: But curious if you have any updated thoughts about the longer-term opportunity here. Thank you.

Speaker #4: Yeah, I think it's an interesting question. I think I would say that we're probably a little frustrated at the growth that we would have expected.

Brooks Pierce: Yeah. I think it's an interesting question. I think I would say that we're probably a little frustrated at the growth that we would have expected from virtual sports. Just to put it in a little bit of context, at least as it relates to North America, you know, obviously online sports betting is in 39 states, and right now we're technically only allowed to go in a couple of states. Obviously one of the things that we would hope is to add both additional states, but also additional operators. Look, I think we have some product initiatives that are coming out that will help. We obviously expect to get some tailwind from the World Cup.

Speaker #4: From virtual sports, just to put it in a little bit of context, at least as it relates to North America, obviously online sports betting is in 39 states.

Speaker #4: And right now, we're technically only allowed to go on a couple of states. So obviously one of the things that we would hope is to add both additional states, but also additional operators.

Speaker #4: Look, I think we have some product initiatives that are coming out that will help. We obviously expect to get some tailwind from the World Cup.

Rachel Smith: you know, that might have been aggressive to think that it was gonna be a mid-teens percentage as a part of online sports betting. It's probably more like maybe mid to high single digits is probably the right number to think about.

Brooks Pierce: you know, that might have been aggressive to think that it was gonna be a mid-teens percentage as a part of online sports betting. It's probably more like maybe mid to high single digits is probably the right number to think about.

Speaker #4: That might have been aggressive to think that it was going to be a mid-teens percentage as a part of online sports betting. It's probably more like maybe mid to high single digits is probably the right number to think about.

Speaker #6: I think there's another issue that I think is very important, Barry, too. Which is that the opportunity for virtual sports is certainly in North America.

Lorne Weil: I think there's another issue that I think is very important, Barry, too, which is that the opportunity for virtual sports is certainly in North America not limited-

Speaker #6: It's not limited to basically a companionship with online sports betting. And that is in the lottery space. Without going into a lot of detail right now, I can tell you that we're seeing some very interesting developments with some of the most important lotteries in North America.

Brooks Pierce: Yeah

Lorne Weil: to basically a companionship with online sports betting. That is in the lottery space. Without going into a lot of detail right now, I can tell you that we're seeing some very interesting developments with some of the most important lotteries in North America regarding the opportunity for virtual sports there. I think definitely as we move through this year, we'll see a couple of very meaningful developments that I think will be a tipping point for the virtual sports.

Speaker #6: Regarding the opportunity for virtual sports there. And I think definitely as we move through this year, we'll see a couple of very meaningful developments that I think will be a tipping point for the virtual sports.

Speaker #6: Awesome. All right. Thank you very much.

Barry Jonas: Awesome. All right. Thank you very much.

Speaker #4: Sure. Thanks, Barry.

Brooks Pierce: Sure. Thanks, Barry.

Speaker #1: Your next question is coming from the line of Ryan Siegel from Craig Hillam Capital. Please go ahead.

Operator: Your next question is coming from the line of Ryan Sigdahl from Craig-Hallum Capital. Please go ahead.

Speaker #7: Hey, good morning. This is Will on for Ryan. Thanks for taking our questions. First, wanted to ask, on the guide, you reiterated adjusted EBITDA, but increased the margin, so it implies that revenue a little bit lower than you expected.

[Analyst] (Craig-Hallum Capital): Hey, good morning. This is Will on for Ryan. Thanks for taking our questions. First I wanted to ask on the guide. You reiterated adjusted EBITDA but increased the margin, so it implies that revenue is a little bit lower than you expected. Curious, what's the main factor going into that? Is it mostly UK iGaming taxes, virtuals, or is it something else entirely? Thanks.

Will Yager: Hey, good morning. This is Will on for Ryan. Thanks for taking our questions. First I wanted to ask on the guide. You reiterated adjusted EBITDA but increased the margin, so it implies that revenue is a little bit lower than you expected. Curious, what's the main factor going into that? Is it mostly UK iGaming taxes, virtuals, or is it something else entirely? Thanks.

Speaker #7: Curious what's the main factor going into that? Is it mostly UK iGaming taxes, virtuals, or is it something else entirely? Thanks.

Brooks Pierce: I think it's, I guess how I would characterize it is just a slight tweak. We're seeing the margins continue to increase. Obviously you've done the math on the revenue, but I think that's, it's just a guide. We certainly feel very confident, and that's why we've, you know, upped the EBITDA margin targets. I don't see this as a big fundamental shift in it by any stretch of the imagination.

Speaker #4: I think it's I guess how I would characterize it is just a slight tweak. We're seeing the margins continue to increase. And obviously, you've done the math on the revenue, but I think that's just a guide.

Speaker #4: But we certainly feel very confident that's why we've upped the EBITDA margin targets. But I don't see this as a big fundamental shift that it by any stretch of the imagination.

[Analyst] (Craig-Hallum Capital): That's fair. Just a quick follow-up. Wanted to ask sort of on the interactive expansion, you ended up launching in South Africa, Fanatics in West Virginia. Curious what the future expansion, you know, opportunities look like and how much more you think you have to run. Thanks, guys.

Will Yager: That's fair. Just a quick follow-up. Wanted to ask sort of on the interactive expansion, you ended up launching in South Africa, Fanatics in West Virginia. Curious what the future expansion, you know, opportunities look like and how much more you think you have to run. Thanks, guys.

Speaker #7: That's fair. And then just a quick follow-up. Wanted to ask sort of on the interactive expansion, you ended up launching in South Africa, Fanatics in West Virginia.

Speaker #7: Curious what the future expansion opportunities look like and how much more you think you have to run. Thanks, guys.

Speaker #4: Yeah, sure. I think we've talked about this a number of times. And Lauren may want to add to my commentary because I know he talks about it a lot.

Brooks Pierce: Yeah, sure. I think, you know, we've talked about this, you know, a number of times, and Lorne may wanna add to my commentary 'cause I know he talks about it a lot, is look, we're going into the regulated markets where we think it makes sense expanding in markets like West Virginia and South Africa. I think what we feel over the longer term is there's going to be a large opportunity for expansion of iGaming in North America, particularly with everything that's happening in terms of, you know, the states not getting the kind of support from the federal government that they've gotten in the past. We think that there's gonna be an opportunity for more and more states. Obviously, there was a whole big thing about this in DC recently. Virginia has talked about it.

Speaker #4: Look, we're going into the regulated markets where we think it makes sense expanding in markets like West Virginia and South Africa. But I think what we feel over the longer term is there's going to be a large opportunity for expansion of iGaming in North America.

Speaker #4: Particularly with everything that's happening in terms of the states not getting the kind of support from the federal government that they've gotten in the past.

Speaker #4: And we think that there's going to be an opportunity for more and more states. Obviously, there was a whole big thing about this in DC recently.

Speaker #4: Virginia has talked about it. So I think it's an underappreciated no one knows what the timing of that is going to be, but we feel like there's going to be more states that will come on board.

Rachel Smith: I think it's an underappreciated. No one knows what the timing of that is gonna be, but we feel like there's going to be, you know, more states that will come on board. Frankly, if that were the case, you know, that really takes no more for us from an infrastructure or cost standpoint to deliver these additional states other than, you know, a little bit of bandwidth cost. We see that. We don't know when, but we see that as a huge opportunity to be transformative for us.

Brooks Pierce: I think it's an underappreciated. No one knows what the timing of that is gonna be, but we feel like there's going to be, you know, more states that will come on board. Frankly, if that were the case, you know, that really takes no more for us from an infrastructure or cost standpoint to deliver these additional states other than, you know, a little bit of bandwidth cost. We see that. We don't know when, but we see that as a huge opportunity to be transformative for us.

Speaker #4: And frankly, if that were the case, that really takes no more for us from an infrastructure or cost standpoint to deliver these additional states other than a little bit of bandwidth cost.

Speaker #4: So we see that we don't know when, but we see that as a huge opportunity to be transformative for us.

Speaker #7: Thanks, Brooks.

[Analyst] (Craig-Hallum Capital): Thanks, Brooks.

Will Yager: Thanks, Brooks.

Speaker #4: My pleasure.

Brooks Pierce: My pleasure.

Speaker #1: Your next question is coming from the line of Chad Bannon of McLary. Please go ahead.

Operator: Your next question is coming from the line of Chad Beynon of Macquarie. Please go ahead.

Speaker #8: Good morning. Thanks for taking my question. Brooks and Lauren, I wanted to stick on interactive, just given the how important this is and the growth that you highlighted here in the first quarter.

Chad Beynon: Good morning. Thanks for taking my question. Brooks and Lorne, I wanted to stick on interactive, just given the, you know, how important this is and the growth that you highlighted here in Q1. Just thinking about the new studio, new game launches and how AI can build upon that, could you help us think about, you know, maybe some of the tried and true games that have done well, and then with this new studio, will that all be incremental in how we use AI to just get games quicker to market for your partners? Thanks.

Speaker #8: Just thinking about the new studio new game launches and how AI can build upon that. Could you help us think about maybe some of the tried and true games that have done well and then with this new studio, will that all be incremental and how we use AI to just get games quicker to market for your partners?

Speaker #8: Thanks.

Speaker #4: Yeah, no, thanks, Chad. That's a great question. And I think the reality is, yeah, I think the single biggest thing from the interactive side that we've been talking about for a while, and I think we've talked about this.

Brooks Pierce: Yeah, no, thanks, Chad. That's a great question. I think the reality is, yeah, I think the single biggest thing from the interactive side that we've been talking about for a while, and I think, you know, we've talked about this. We've looked long and hard for potential acquisitions in the space as a tuck-in to add more capacity and didn't find anything that made sense for us, and finally decided that we were gonna build the studio ourselves, and that's, you know, well down the path, and we'll start producing games in the second half of the year.

Brooks Pierce: Yeah, no, tha`nks, Chad. That's a great question. I think the reality is, yeah, I think the single biggest thing from the interactive side that we've been talking about for a while, and I think, you know, we've talked about this. We've looked long and hard for potential acquisitions in the space as a tuck-in to add more capacity and didn't find anything that made sense for us, and finally decided that we were gonna build the studio ourselves, and that's, you know, well down the path, and we'll start producing games in the second half of the year.

Speaker #4: We've looked long and hard for potential acquisitions in the space as a tuck-in to add more capacity and didn't find anything that made sense for us.

Speaker #4: And finally decided that we were going to build the studio ourselves. And that's well down the path and we'll start producing games in the second half of the year.

Speaker #4: And on your comment on AI, yeah, I mean, for sure, the utilization of AI across the business, but certainly in the game development side of things, accelerates the ability for us to deliver games faster which is something that I think is going to be important for us as we go forward.

Brooks Pierce: On your comment on AI, yeah, I mean, for sure, the utilization of AI across the business, but certainly in the game development side of things, accelerates the ability for us to deliver games faster, which is something that, you know, I think is gonna be important for us as we go forward. You know, adding capacity, adding kind of different types and styles of games to, you know, broaden our portfolio and getting more games out faster through utilizing AI is clearly a big strategy of ours.

Speaker #4: So, adding capacity, adding kind of different types and styles of games to broaden our portfolio, and getting more games out faster through utilizing AI is clearly a big strategy of ours.

Speaker #7: Okay, great. Thanks. And then on the retail business, focusing on units in North America, I know there were a few bills to grow the distributed gaming markets in a few states that didn't get across the end line.

Chad Beynon: Okay, great. Thanks. Then on the retail business, focusing on units in North America, I know there were a few bills to grow the distributed gaming markets in a few states that didn't get across the end line. You mentioned Chicago, which I think is coming in Q4. Where else can you go in the US? Are you looking to get licensed in other markets? I know Louisiana, Georgia, Nebraska, et cetera, have similar types of markets that are growing on a same-store basis. Just wanted to know if you could help us on the TAM in that market. Thanks.

Speaker #7: But you mentioned Chicago, which I think is coming in the fourth quarter. Where else can you go in the US? Are you looking to get licensed in other markets?

Speaker #7: I know Louisiana, Georgia, Nebraska, etc. have similar types of markets that are growing on the same store basis. But just wanted to know if you could help us on the TAM in that market.

Speaker #7: Thanks.

Speaker #4: Yeah, I think what we've what we've consciously tried to do here is to build at the right pace for us. We obviously had mentioned in the release we've got multiple Canadian provinces that are now kind of ordering machines on a yearly basis.

Brooks Pierce: I think what we've, you know, what we've consciously tried to do here is to build, you know, at the right pace for us. We obviously mentioned in the release we've got, you know, multiple Canadian provinces that are now kind of ordering machines on a yearly basis, and that's very important for us. Illinois and particular Chicago, assuming everything goes as expected, you know, we'll start in Q4 and then, you know, we'll be a bigger part of next year. I think we mentioned on a prior call that we had done, or at least in a press release, that, you know, that we've developed in concert with Gaming Arts a game that will go on their Class III cabinet.

Speaker #4: And that's very important for us. Illinois in particular, Chicago, assuming everything goes as expected. We'll start in the fourth quarter and then we'll be a bigger part of next year.

Speaker #4: And I think we've mentioned on a prior call that we had done or at least in a press release that we've developed in concert with Gaming Arts a game that will go on their Class 3 cabinet.

Speaker #4: So we think that should be a proof point hopefully for us that our content will work in Class 3. And then obviously that opens up a number of opportunities across Class 3 and Class 2.

Rachel Smith: We think that should be a proof point hopefully for us that our content will work, you know, in Class III, and then obviously that opens up, you know, a number of opportunities across Class III and Class II. Specifically on the distributed question that you had, we kind of have to take it on a market-by-market basis. You know, each one has its own nuances. You know, Montana, Nevada, Louisiana each have their own kind of unique attributes. We went with what we thought was the best and most likely place for success first. We certainly are looking at not only the, you know, the North American market for distributed gaming, but frankly, distributed gaming on a worldwide basis.

Brooks Pierce: We think that should be a proof point hopefully for us that our content will work, you know, in Class III, and then obviously that opens up, you know, a number of opportunities across Class III and Class II. Specifically on the distributed question that you had, we kind of have to take it on a market-by-market basis. You know, each one has its own nuances. You know, Montana, Nevada, Louisiana each have their own kind of unique attributes. We went with what we thought was the best and most likely place for success first. We certainly are looking at not only the, you know, the North American market for distributed gaming, but frankly, distributed gaming on a worldwide basis.

Speaker #4: And then in specifically on the distributed question that you had, we kind of have to take it on a market-by-market basis. So each one has its own nuances.

Speaker #4: Montana, Nevada, Louisiana, each have their own kind of unique attributes. So we went with what we thought was the best and most likely place for success first, but we certainly are looking at not only the North American market for distributed gaming, but frankly, distributed gaming on a worldwide basis.

Speaker #7: Thanks, Brooks. Appreciate it.

Chad Beynon: Thanks, Brooks. Appreciate it.

Speaker #4: No problem, Chad. At this time, there are no further questions. Operator?

Brooks Pierce: No problem, Chad. At this time, there are no further questions. Operator?

Speaker #1: At this time, I would like to remind everyone in order to ask questions, press star, then the number one on your telephone keypad. Your next question is coming from it's coming from the line of B.

Operator: At this time, I would like to remind everyone, in order to ask questions, press star, then the number one on your telephone keypad. Your next question is coming from the line of B. Riley Securities. Please go ahead.

Speaker #1: Riley, Securities, please go ahead.

[Analyst] (B. Riley Securities): Hi, this is Matthew on for Josh Nichols, from B. Riley. I guess just on the virtual sports side, I was wondering how should we think about the Playtech deal alongside the World Cup? Is the timing gonna allow you guys to have content live on Playtech's network ahead of the tournament or maybe during it? Is that more of like a H2 2027 revenue driver?

Matthew Maus: Hi, this is Matthew on for Josh Nichols, from B. Riley. I guess just on the virtual sports side, I was wondering how should we think about the Playtech deal alongside the World Cup? Is the timing gonna allow you guys to have content live on Playtech's network ahead of the tournament or maybe during it? Is that more of like a H2 2027 revenue driver?

Speaker #9: Hi, this is Matthew on for Josh Nichols from B Riley. I guess just on the virtual sports side, I was wondering how should we think about the Playtech deal alongside the World Cup?

Speaker #9: Is the timing going to allow you guys to have content live on Playtech's network ahead of the tournament or maybe during it? Or is that more of like a second half and 2027 revenue driver?

Speaker #4: Yeah, I'd say it's more of a second half. We looked at we think this is a great opportunity for us to get our product into the Playtech network.

Brooks Pierce: Yeah, I'd say it's more of a H2. you know, we think this is a great opportunity for us, to, you know, to get our product into the Playtech network. I think our first customer should go live here shortly. I would say it's much more of a H2, going into 2027 opportunity for us.

Speaker #4: I think our first customer should go live here shortly. But I would say it's much more of a second half and going into 2027 opportunity for us.

Speaker #9: Got it. Thanks. And then also, I guess in terms of bet and gym sports book tab integration in New Jersey, I mean, I'm pretty sure it's been live for a couple of months now.

[Analyst] (B. Riley Securities): Got it. Thanks. I guess in terms of like BetMGM Sportsbook tab integration in New Jersey, I mean, I'm pretty sure it's been live for a couple months now. I'm wondering like, is there any early reads that you see there on player engagement and how that can possibly lead to future operators signing with you guys?

Matthew Maus: Got it. Thanks. I guess in terms of like BetMGM Sportsbook tab integration in New Jersey, I mean, I'm pretty sure it's been live for a couple months now. I'm wondering like, is there any early reads that you see there on player engagement and how that can possibly lead to future operators signing with you guys?

Speaker #9: I'm wondering is there any early reads that you see there on player engagement and how that can possibly lead to future operators signing with you guys?

Speaker #4: Yeah, I mean, I think it's probably a mixed bag. I think the results from BetMGM in Ontario have been very good. Probably not quite as good as we'd hoped so far in New Jersey, but we're working with BetMGM in particular about where we're positioned on the site and some promotional stuff.

Brooks Pierce: Yeah, I mean, I think it's probably a mixed bag. I think the results from BetMGM in Ontario have been very good. Probably not quite as good as we'd hoped so far in New Jersey, but we're working with BetMGM in particular about where we're positioned on the, on the site and some promotional stuff. I think it's a little early. I think maybe it's 4 to 6 weeks that we've been out with them. You know, it doesn't happen overnight, but we certainly feel very bullish, and we're having some conversations, you know, with some of the other big sports betting operators, I think, that are looking to broaden their portfolio.

Speaker #4: So I think it's a little early. I think maybe it's four to six weeks that we've been out with them. So it doesn't happen overnight, but we certainly feel very bullish and we're having some conversations with some of the other big sports betting operators.

Speaker #4: I think that are looking to broaden their portfolio. And to just add on to Lauren's comment, we do think both on an online basis and importantly in a retail basis, that virtual sports or monitor gaming, as they call it in the lottery industry, is a very big opportunity for us that's underappreciated.

Brooks Pierce: To just add on to Lorne's comment, you know, we do think both on an online basis and importantly on a retail basis that, you know, virtual sports or monitor gaming, as they call it in the lottery industry, is a very big opportunity for us that's underappreciated. We would expect, you know, over the next kinda six to twelve to eighteen months having some pretty meaningful contribution coming from that as well. Even though the virtual sports business is relatively flat, there's, you know, a number of opportunities that we see that we think can get that business back to growing.

Speaker #4: So we would expect over the next kind of 6 to 12 to 18 months, having some pretty meaningful contribution coming from that as well.

Speaker #4: So even though the virtual sports business is relatively flat, there's a number of opportunities that we see that we think can get that business back to growing.

Speaker #9: Thanks for that. Last question for me, just on the interactive side. Mainly on the hybrid dealer pipeline, if I remember correctly, I think DraftKings and Betfriend were expected soon to be signed.

[Analyst] (B. Riley Securities): Thanks for that. Last question for me, just on the interactive side, mainly on the hybrid dealer pipeline. If I remember correctly, I think DraftKings and Betfred were expected soon to be signed. I'm wondering like where that stands and how the rest of the funnel is shaping up.

Matthew Maus: Thanks for that. Last question for me, just on the interactive side, mainly on the hybrid dealer pipeline. If I remember correctly, I think DraftKings and Betfred were expected soon to be signed. I'm wondering like where that stands and how the rest of the funnel is shaping up.

Speaker #9: I'm wondering where that stands and how the rest of the funnel is shaping up.

Speaker #4: Yeah, you're right about both of those. I would have expected that we would have them live at this point. But it's probably going to be June.

Brooks Pierce: Yeah, you're right about both of those. I would have expected that we would have them live at this point, but it's probably gonna be June for that. We'll start, and as we've talked about before, this is the, you know, the games that have the combination with our slot content that has done very well. The Wolf It Up! game is the first one that will go out. We'll be rolling it out to a number of customers starting in June. You know, when we have our next call in August, I guess we'll be able to talk about that in a little bit more detail.

Speaker #4: For that, so we'll start as we've talked about before. These are the games that have the combination with our slot content that has done very well. The Wolf It Up game is the first one that will go out.

Speaker #4: And we'll be rolling it out to a number of customers starting in June. So when we have our next call in August, I guess we'll be able to talk about that in a little bit more detail.

Speaker #9: Great. Thanks. That was all for me. Thanks for taking my questions.

[Analyst] (B. Riley Securities): Great. Thanks. That was all for me. Thanks for taking my questions.

Matthew Maus: Great. Thanks. That was all for me. Thanks for taking my questions.

Speaker #4: You're welcome. Thanks.

Brooks Pierce: You're welcome. Thanks.

Operator: There's no other questions in queue at this time, and that concludes our Q&A session. I will now turn the conference back over to Lorne Weil for closing remarks. Please go ahead.

Speaker #1: There's no other questions in queue at this time. And that concludes our Q&A session. I will now turn the conference back over to Lauren Wheel for closing remarks.

Speaker #1: Please go ahead.

Lorne Weil: Thank you very much, operator. Again, thanks everyone for joining the call this morning. I think you can tell we're feeling very positive about where the business is. The one issue that had been a concern had been this issue of the UK tax, but at least so far in Q2, we've been able to more than offset the impact of the tax by our growth in gaming revenue in the UK. The business is really in very good shape. We're buying back stock. The leverage is coming down. The margins are going up. All the things that have been our objectives for a while. Hopefully, this will continue through Q2 and we'll look forward to reporting in three months. Thank you.

Speaker #10: Thank you very much, Operator. And again, thanks everyone for joining the call this morning. I think you can tell we're feeling very positive about where the business is.

Speaker #10: The one issue that had been a concern had been this issue of the UK tax, but at least so far in the second quarter, we've been able to more than offset the impact of the tax by our growth in gaming revenue in the UK.

Speaker #10: So the business is really in very good shape. We're buying back stock. The leverage is coming down. The margins are going up. All the things that have been our objectives for a while.

Speaker #10: So hopefully this will continue through the second quarter. And we'll look forward to reporting and three months. Thank you.

Operator: Ladies and gentlemen, that concludes today's call. Thank you all for joining. You may now disconnect.