The webinar ´Biting the hand that feeds?´ was held within Casino Beats Summit

Once the key online gaming market in Europe, the increasing costs of compliance and an extremely competitive market structure has seen both large and smaller operators give up their UK licences and exit the market. Is there still room for nimble operators to carve out a niche? What other changes are coming down the line? What is the regulator's vision for UK 2.0?

Speakers were: Clive Hawkswood, Chairman, RAIG, Joe Saumarez Smith, Chairman, Eyas Gaming, Savvas Fellas, Managing Director, Lindar Media. Moderator was: David Clifton, Director, Clifton Davies Consultancy Limited.

The moderator kicked of the talk and presented the speakers. Before starting, he highlighted that the UK Gambling Commission reported that there has not been an increase in gambling in the pandemic period.

Is there still room for nimble operators to carve out a niche?

Savvas Fellas: "Yes, sure, I do think there is. I think there are still big challenges if you want to come into this market as nimble operators, because your ability to be ad hoc is your advantage to your much bigger competitors, and at the same time, you can maneuver round all the regulatory landscape better than then can, and that's just a fact, because these systems that they were built on were architectured in times were technologies were different, the way you execute things was different, the process was different and regulations were completely different. So now you can build into your systems all of the things that you now know: your credit cards, your cell phones, EDTs, EDDs, all in an automated way, where you rely on the technology. So now you are confident, and you lead your operation in an ad hoc way, where you are confident and you don´t have fear, because everything is detected now".

Joe Saumarez Smith: "We sold our business to Leo Vegas 3 years ago, and that was a big sort of slot and bingo business, and we're coming back in the market in a couple of months time, so it is clearly a good opportunity in UK, but it is a very different market that we are entering now compared to ten years ago. And what you have to take into account is that, and particularly the IT activity is very different now".

He also said that the customers activity in UK has been reduced because new launches have reduced. He said that the UK is a less competitive market and added that the potential and the new valuations are greater in the US nowadays.

With regard to the question about nimble operators, Clive Hawkswood answers the following: "I think it's difficult to generalize, but the truth is that there is room for new entrants, there is room for innovators, but I would not underestimate the compliance costs that are coming in".

He then affirmed: "While all of the big guys are focused on other markets, the UK is very steady for them, there is a gap so we have to focus here, we've got something new, something fresh for consumers". He thinks one of the hardest things is to attract customers, and that's where marketing efforts have to focus.

Then, they debated about the gambling laws and the role of the UK Gambling Commission.

With regard to the gambling laws to be treated next year in UK, Hawkswood showed his concern about the anti-gambling groups. "I am worried about whatever legislation is introduced," he highlighted.

"What's the biggest threat to your business?

Fellas: "I am worried about decisions being made without being properly informed". He said it is solid to protect underaged, so systems must validate the date of birth before people has access to games. He also said media has to inform properly, and that, if regulations are not proper, the black market operators will continue increasing. "The black market is the biggest challenge that we have to overcome," he assured.