A lucrative revenue stream
INTIMIDATED by all the
options available in terms
of travel passes and
schedules, many consultants
encourage their clients to
book short rail experiences
in-destination, but this
means agents may be
losing out on a potential
revenue stream.
So why aren’t agents
taking full advantage of
this opportunity and selling
more rail travel? Nicolette
Harrop, assistant manager
of World Travel, says often
rail is an add-on product, so
agents tend to put most of
the emphasis on selling the
destination and selecting
accommodation.
Education is key
Nicolette says there should
be more education about rail
products so that agents will
feel more comfortable selling
them.
Annemarie Lexow, sales and
marketing manager of Travel
Vision, agrees and adds that
most agents haven’t had the
chance to experience rail on
an educational, but instead
are transported on buses or
private transfers.
She says the fact that South
Africa does not have product
like Eurail, Eurostar, Swiss
Glacier Express, Perurail, or
any high-speed or night trains,
makes it difficult for agents to
understand and therefore sell.
“We have luxury trains, but
then people’s perception is
that it is very expensive and
not catering for the local
market,” says Annemarie.
“Also, the train networks,
in Europe especially, can be
complex and agents could
be hesitant to sell this with
confidence.” She says, though,
that there are suppliers who
are able to assist should
agents need guidance.
Client perceptions
Nicolette agrees that many
travellers book rail experiences
and journeys once they are
already abroad. “This may be
due to the perception that
booking rail locally may be
cheaper, which is certainly not
the case and, secondly, when
travellers are abroad, they see
how easy and accessible rail
is and then decide to book.”
Inge Dobihal, md of Austria
Connection, says the biggest
obstacle is that many travel
agents and their clients are
not aware that in many cities
in Europe having a car is more
of a burden than a pleasure.
“The old towns in many cities
are completely closed to cars,
parking in nearby areas is
difficult to find and restricted
mostly to short periods and
places for longer-term parking
are extremely expensive so, to
get from city to city, it is much
better to travel by train.”
Europe still tops
EUROPE continues to be
the most popular continent
for rail travel, say local tour
operators. Inge Dobihal of
Austria Connection, says of
the countries she deals with,
Austria, Czech Republic and
Poland are the best ones to
explore by train.
Nicolette Harrop of World
Travel says Switzerland is
among her top destinations
to recommend for rail travel.
“The Swiss Rail Pass gives
you access to rail, lake
steamers, PostBus and
city transportation lines –
all synchronised for easy
connections. Also, children
under 12 travel free when with
an adult on the Swiss Family
Card.
“France and Italy are among
the popular destinations,
although travelling by train to
any of the 15 000 destinations
in Europe is effortless – you
can explore up to 28 countries
with a Eurail Pass.” She says
a pass gives your clients the
ability to move freely around
different countries, jumping on
and off national train networks.
“Rail gives you the option to
plan the itinerary to suit your
clients’ needs.
Reasons to recommend rail
Annemarie Lexow of
Travel Vision says rail is
undoubtedly one of the most
stress-free ways your clients
can travel and explore. She
compares trains with other
modes of travel:
�Self-drive: Your clients may
be able to take the road
less travelled and find
amazing places, but some
people are not confident
enough to try this type of
travel in a foreign country,
especially where road
signs are in a foreign
language!
�Coach: While coaches may
leave the highways and
travel in the countryside,
unless the vehicle stops
often your clients won’t
have the opportunity to
stand up and walk around.
�Cruising: Your clients will
have a couple of hours or
a day at a port to explore
the destination and then
it’s back to the ship and
travelling on the ocean,
which often looks more or
less the same, no matter
where in the world they
may be.
Luxury rail products on the menu
WORLD Travel has started
selling various Belmond
luxury rail products. This
includes the vintage
carriages of the Belmond
British Pullman luxury train,
as well as the Belmond
Grand Hibernian in Ireland
which traverses the
countryside, coastline and
cities.
The Belmond Northern
Belle evokes the ambience
of 1930s rail travel and
takes guests to some of
Britain’s top destinations,
while the Belmond Royal
Scotsman travels into
the heart of the Scottish
Highlands. Finally, there is
the Venice Simplon-OrientExpress,
which is known
as one of the world’s best
luxury trains.
FAM trip experience
Highlights:
We took the Gautrain to
Pretoria station which was
really quick and easy. The
station is close to The Blue
Train lounge, so you have
to walk just a few hundred
metres to get there. We were
welcomed with drinks in the
lounge, which was spacious
with great staff and service.
There the butlers tagged our
luggage and checked us in,
so once on board, we didn’t
haven’t to do anything else.
As soon as we boarded the
train, the butlers took us to our
cabin where our luggage was
waiting. The cabins were neat
and clean, with enough storage
space, a TV with movies and
series to watch, comfortable
chairs and a reading table.
We started our journey
and snacks were served
in the spacious lounges,
with fantastic service. The
waiters were attentive and
always visible. There were two
sittings for dinner, 18h30 and
20h30 and the menu had a
choice of starters, mains and
desserts. The food was great
and well presented. All drinks
were included throughout the
journey, with the exception of
French Champagne.
Breakfast was served
between 06h30 and 09h30, or
it could be taken in our room.
There was a lovely selection
of fresh fruits, cereals and
pastries with tea and coffee,
while the hot breakfast was
ordered and served.
Travelling through the
Hoedspruit/Kruger area was
absolutely beautiful and if
you’re lucky, you’ll be able
to do some game spotting.
The Blue Train is a fantastic
experience – definitely a oncein-a-lifetime,
five-star treat!
Top tips:
y Impress on your clients that
The Blue Train is one of the
world’s greatest luxury trains.
yGuests can socialise with
others from around the
world in the lounge car, but
those who want quiet time
will find their compartments
luxurious, comfortable and
spacious.
y Meals are delicious and
served at a leisurely pace.
yReassure your clients that
the journey is equally exciting
in either direction.
yRequest early- or late-sitting
lunch and dinner, according
to your client’s wishes.
y Ask for compartments close
to the lounge and dining car
for those who walk slowly.
Three great offers
Austria Connection’s
seven-night Austria by
Train package starts from
€750pps (R11 900). The
itinerary is Vienna-SalzburgInnsbruck-Zurich/Munich.
The package includes three
nights’ accommodation with
buffet breakfast in Vienna,
two nights with buffet
breakfast in Salzburg, two
nights with buffet breakfast
in Innsbruck, train tickets
with seat reservation for the
whole trip, and sightseeing
tours in Prague, Vienna and
Budapest.
World Travel is offering a
German Rail Pass Summer
Special with 20% off the
10- and 15-day German
Rail Pass Flexi and German
Rail Pass Consecutive,
valid for sales until
September 30 and for
travel before October 31.
Travel Vision is offering
an eight-day USA Rail Tour
– The Northeastern – with
rates from R21 785pps.
The itinerary is Boston-New
York-Philadelphia-Washington
DC and includes seven
nights’ accommodation in
a hotel (room only), Amtrak
rail ticket between the cities,
admission to Newseum and
airport shuttle transfer in
Washington DC. Valid until
October 31.
