ICE North America Digital - Day 2 ICE NA Digital Event Guide - Day 2-v6 | Page 10

INTERVIEW
Future is bright – and mobile – in spite
of society’s struggles, says Kustelski
U.S. betting and gaming will re-surface from the
current Covid19 crisis stronger than ever and
having taken a ‘hard shift’ towards mobile and
online, according to Daniel Kustelski, CEO and co-
founder Chalkline Sports.
With land-based casinos closed and the country’s
nascent online sportsbooks betting on emergency
rations having been starved of live sport, the industry
faces an unprecedented challenge.
And yet Kustelski is backing his fellow operators
and suppliers to weather the storm and use it to
their advantage when it comes to the progress of
legislation.
He also believes it will power a renewed drive
towards online and mobile-based wagering which
will have far-reaching implications for all concerned.
He said: “I know that we are in for some rough days
ahead, but we will emerge stronger than before. I
believe that there will be a material change to the
gaming industry, with a hard shift to towards online
and mobile.
“With much of our team having come from a land-
based casino group, we’re acutely aware of the
challenges that lay ahead. But I’d suggest that
online and mobile options will be table stakes for any
gaming bill in any state that has not yet regulated,
and states with regulated gaming options will face
pressure to open-up mobile quickly.
“There will undoubtedly be small delays in legislative
sessions, but overall, this will drive the industry
forward. States will need revenues, the industry can
provide jobs, and sports fans are going to find ways
to engage with their favourite sports, teams and
players.”
Chalkline Sports offer mobile and personalised
live-odds competitions that engage sports bettors
of all experience levels. In the absence of most live
sports in recent weeks they have run a series of free
play games, including horseracing, Tom Brady’s free
agency, and NBA 2k Players’ tournament.
He is also convinced that now is not the time for
operators to quit their marketing efforts, despite
sensitivities around the impact of the global
pandemic.
He said: “The opportunity for you AND your
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customers is different from
what it was even one month
ago, but sports fans crave
distractions now more than
ever, and when you work in
sports betting, your job is
to provide people with the
engagement they love.
“We’ve always loved the Jeff Bezos quote about
engaging with the end user: ‘the most important
single thing is to focus obsessively on the customer.
Companies that have built a strong and authentic
relationship with customers will find ways to
communicate with them.
“Today is your company’s opportunity to tap into
the seeds you’ve planted in the past and have an
authentic conversation with your customers, even in
the worst times.”
Kustelski believes those times will be made a whole
lot better with the help of one of the industry’s
leading bodies. He added: “One thing cannot be
overstated: the strength of the American Gaming
Association, and what they can do to help the
industry. From the days of Frank Fahrenkopf and Jim
Murren, to Tim Wilmott, Trevor Croker and Bill Miller
- the AGA will get us back on track.”
Kustelski is set to discuss capturing eyeballs
and market share, on 12 May. Click here to
add to your schedule of sessions you want to
stream.