Rail still untapped by retail agents
High street agents are the most untapped route for selling rail journeys.
Although 60% of Rail Europe’s business is sold through the trade, traditional travel agents are the most undeveloped sector.
Paul Lacey, head of trade sale at Rail Europe said there’s huge potential for agents to book the Eurostar and point to point itineraries in Europe via its dedicated trade website or for more complicated itineraries using the rail specialist’s call centre or rail packages from specialist operators.
The rail specialist offers online training, newsletters and tactical booking incentives.
He said: "Retail travel agent’s business is growing and people are becoming more aware but it’s still the most underdeveloped distribution route.
"The natural tendency is to fly with the UK being one of the earliest for low cost air travel. In terms of seeing other transport options, we have to work very hard to get the message across.
"For certain types of travel, rail is a really viable option. There’s a renaissance across Europe with more high speed links and deregulation happening, albeit slowly.
"We want to reassure agents that it’s not that difficult. Access to product is really important and we can provide a one stop shop. Improvements in technology are making it easier to sell rail."
French rail journeys are most popular but bookings are also increasing to Italy, Switzerland, Netherlands, Belgium, Germany and Spain – which Lacey says has the most high speed track in the world after China.
A direct high speed train service from Barcelona to Paris is due to start by the end of April.
InterRail has also broadened its approach says Lacey, with offers for senior citizens as well as the youth market.
But agents must remember that the booking period is shorter – often only three months before travel – and it pays to book early like the low cost flight model.
Reasons to travel by rail include the comfort and ease, the experience, travelling from one city centre to another, flexibility on luggage shape and size and the fact it’s ‘greener’.
A recent Amadeus study, The Rail Journey to 2020, predicts that long-distance rail traffic in Europe will grow by 21% to over 1.36 billion passengers by 2012, see previous story.
Diane
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