Destination: Riding the Rails
by John Hawks
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 Thankfully, you can cash in on train travel as one of our industry’s most promising niches, no matter what age you are. Fueled in large part by baby boomers seeking more unusual vacation options (as well as older travelers who appreciate the convenience and languorous pace of riding the rails), rail travel packages have grown more common – and more profitable – for home-based travel agents.
The Selling Points of Rail Travel
Here’s what sets train travel packages apart from other modes of transportation (particularly airlines):
 They’re about the journey as much as the destination.- Passenger trains offer a welcome respite from crowded airports, highways, and mega-size cruise ships.
- Many rail packagers have invested heavily in upgrading the comfort of their trains, from first-class seating to comfortable sleeper cars and four-star dining cars.
- You’ll find many more destinations served these days by rail tour operators – including some of the world’s most exotic and picturesque regions of the world.
- The trend toward all-inclusive pricing for these trips means you’ll be selling train packages to your clients using the same competitive arguments as all-inclusive resorts and cruises: The basics are covered in the quoted price.
Major Rail Travel Destinations
 In North America, AMTRAK still offers many scenic routes, especially in the western United States. Also, you’ll find numerous options for train travel in Alaska that can be tied into cruises there. Many agents also know the great service offered by Via Rail in Canada to destinations such as the Canadian Rockies. In Mexico, one hugely popular train route is the Copper Canyon run that’s a perfect option for your clients who’ve seen and done the U.S. and Canadian trips already.
Traveling by rail is a familiar activity for your clients who have visited western Europe, so you can build on those past trips by proposing train trips in northern or eastern Europe. Upscale suppliers such as Orient Express can help you with very unique and exotic itineraries appealing to your clients who “collect” adventures. (And, if you have clients who really demand a week or two of solitude, check out the long train rides available in Russia and the other former Soviet republics.)
The Benefits of Selling Train Travel
What’s in travel travel for you, as the agent?
 The all-inclusive nature of the pricing for rail packages means you’ll likely earn commission on the whole package.- The market for train trips is growing, and you’ll find packages priced for all segments of the market (from budget backpackers to demanding ultra-deluxe travelers).
- Rail trips are perfect for groups, from extended families to seniors who are tired of the usual bus tours.
- After your clients take their first train trip through your agency, they’re likely to become repeat bookers for this type of travel.
- Plus, today’s train travel suppliers have made huge improvements in the past year in offering agents new booking options via the Web, the GDS, and the phone, so that you won’t spend an enormous amount of time on the back-office tasks associated with selling these products in the past.
The Leading Train Travel Suppliers
 First, you should check the current packages offered by many leading OSSN supplier members, including Collette Vacations, Globus, and Mayflower Tours (among others). By selling pre-packaged rail trips offered by a reputable supplier, you can concentrate your efforts on prospecting for potential clients and closing the sales.
Beyond these tour companies, you can also check the industry’s major rail companies and sales agents:
If you’re thinking about specializing in rail travel, take a look at the Web sites of travel agents and small tour companies that focus exclusively on train trips for ideas. Here’s one excellent example: www.railtravelcenter.com.
Also, don’t overlook the growing demand for individual rail passes, especially for destinations such as Europe. Many of the rail companies and sales agents listed above have gotten much better in recent years about offering easy booking tools and paying home-based agents promptly. You can take care of your clients’ rail pass needs before they leave home – saving them time they would have spent buying passes in the destination, and earning more money for yourself in the process!
Have further questions about selling rail travel packages? Send them to us at john@primaryhub.org.
(Stock photos)
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