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8 HARTFORDBUSINESS.COM | AGUST 23, 2021 On The Record | Q&A Roberts set to lead Mohegan Sun's launch of sports betting, iGaming By Greg Bordonaro gbordonaro@hartfordbusiness.com R ich Roberts' career has been at the intersection of video gaming and real- money virtual gambling for the last quarter- century, working for well-known brands including Sportech, Hasbro Interactive and Atari. Today he's helping lead the launch of Connecticut's virtual gambling industry, after state lawmakers earlier this year legalized sports betting and iGaming and reaffirmed its commitment to fantasy sports. Roberts was recently named president of Mohegan Digital, the newly-formed iGaming division of Mohegan Gaming & Entertainment, parent company of Connecticut's Mohegan Sun casino. Roberts, who most recently served as executive business consultant for RSD Consulting, a firm focused on helping organizations enter the U.S. sports digital media, regulated digital gaming, and eSports markets, will oversee the launch of Mohegan Sun's Connecticut sports betting and iGaming operations, which are expected to debut this fall. There's a lot on the line for both Mohegan Sun and its in-state competitor Foxwoods Resort Casino, which have been ceding revenues in recent years as more brick-and- mortar competition pops up along the East Coast. They, along with the state of Connecticut, both see online gaming as a significant revenue generator. The state's newly-signed sports betting and internet gaming law could eventually produce $450 million in gross revenue for gaming operators, translating to upward of $105 million in state tax revenue, according to estimates from industry news and research provider PlayCT.com. The research site says iGaming will likely be a much bigger draw — producing $350 million in gross revenue for operators compared to about $100 million from sports betting. (There is an 18% tax on online casino gambling for the first five years, and then a 20% tax for the next five years on gross gambling revenues. There will be a 13.75% tax rate on sports betting.) Mohegan recently announced a partnership with fantasy sports and gambling company FanDuel, whose technology will serve as the backbone of the casino's digital offerings that will include a website and app where patrons can place bets on professional football, basketball, baseball and hockey, among other sports, and play both traditional and new casino games. Roberts recently participated in a virtual Q&A with Hartford Business Journal to discuss his new role as Mohegan prepares to launch virtual gambling in the weeks ahead. Q: What are your goals for the new position? With the passage of legislation in Connecticut, Mohegan had created this Mohegan Digital business to launch its digital gaming operations in the state as well as other states and territories where Mohegan has an interest from a casino and casino operating position. When you look at the overall goal of our digital iGaming and sports betting offerings, it's really an extension of our retail operations. It's Mohegan Sun in your pocket, on your mobile device. It's an extension of the brand that allows the retail casino customer to enjoy many of the same games within the casino but also reward them and give them experiential rewards to get them back into the casino. Q: What makes up Mohegan Digital? The focus is on the digital positions, whether it is the website where you can play casino games or the app. But really it's about giving the customer casino-like experiences on their mobile devices and PCs. Q: Casinos don't want iGaming to take away from their brick- and-mortar patrons. How will the digital side of the business encourage people to come to the casino? Through the eight-plus years that iGaming was started in New Jersey there really hasn't been any cannibalization that's taken away retail customers and brought them online. In fact, it has brought more players to the casino by engaging them on the digital product first. Mohegan is a premier property both in Connecticut and New England. If you take a look at the restaurants and the arena we offer, those are the types of experiential rewards that we can offer up to our digital players to get them back to the casino so they can enjoy a concert or night out. The digital experience will appeal to a lot of people in Connecticut and outside Connecticut who may not have been to the casino and we think that experience will help get them to the casino and enjoy all those experiences that we have to offer. Q: Who is your targeted customer base for fantasy sports, iGaming and sports betting? You will see some overlap between sports betting and daily fantasy, which is a more male audience, Rich Roberts is the president of Mohegan Digital, which oversees Mohegan Sun's virtual gambling operations. PHOTO | CONTRIBUTED