1. Identify the Right Clients and Focus on Practicality
The train should not be presented solely as an eco-friendly alternative to flying. Families, travelers who value autonomy, environmentally conscious customers, or those looking to avoid airport constraints constitute good targets.
« Typically, for a family, the train is incredibly simple. You arrive in the city center rather than being far from the airport and having to pay again for a shuttle. », notes Hugo Bazin, cofounder and CEO of Tictactrip and Very Train.
Olivier Bernard, founder and partner at Déclic Evasion, also highlights « the ease of access and comfort », notably with a booking window of only 30 minutes before departure for TGV INOUI, as well as « the high frequency of TGV INOUI or OUIGO services, which offers great flexibility in planning ».
The train can also meet the expectations of travelers seeking more autonomy. « A well-prepared train journey, with a good travel diary, is still well structured », recalls Laure Jacquet, director of Discovery Trains, an agency specializing in train travel.
« Typically, for a family, the train is incredibly simple. You arrive in the city center rather than being far from the airport and having to pay again for a shuttle. », notes Hugo Bazin, cofounder and CEO of Tictactrip and Very Train.
Olivier Bernard, founder and partner at Déclic Evasion, also highlights « the ease of access and comfort », notably with a booking window of only 30 minutes before departure for TGV INOUI, as well as « the high frequency of TGV INOUI or OUIGO services, which offers great flexibility in planning ».
The train can also meet the expectations of travelers seeking more autonomy. « A well-prepared train journey, with a good travel diary, is still well structured », recalls Laure Jacquet, director of Discovery Trains, an agency specializing in train travel.
2. Turn the Journey into an Experience
The train can be more than just a means of transport: landscapes, night trains, scenic itineraries, or historic trains can build a genuine experience.« The primary motivation of train travelers, at least those who go through an agency, is not ecology nor love of rail travel. These travelers mainly want to experience a different kind of journey. », observes Laure Jacquet.
« People love the train, adds Hugo Bazin. We can walk, use the restrooms, work, read… You’re not in a car where you must stay focused, and you’re not in the plane where you have to arrive very early.
The travel advisor can also rely on destinations that are close and easy to access : Brussels, Amsterdam, Geneva, London or getaways in France. « Brussels, it’s under two hours by train and you arrive in the center » illustrates Hugo Bazin.
3. Favor One Carrier
Avoid, when possible, multiplying carriers on the same itinerary.
« If one carrier manages the route, they will be more easily able to offer a solution in case of a missed connection », explains Laure Jacquet. Her advice: « choose the same company from start to finish ».
« If one carrier manages the route, they will be more easily able to offer a solution in case of a missed connection », explains Laure Jacquet. Her advice: « choose the same company from start to finish ».
4. Allow Plenty of Time for Connections
Caution is especially important in Germany.
« On all routes in Germany, plan generous connections, truly generous », insists Laure Jacquet. When possible, it’s even better to allow a layover night rather than a too-tight connection.
« On all routes in Germany, plan generous connections, truly generous », insists Laure Jacquet. When possible, it’s even better to allow a layover night rather than a too-tight connection.
6. Check Timetables and Stations
7. Anticipate Disruptions
Train canceled or a compromised connection: « above all, don’t panic », advises Laure Jacquet. The first instinct should be to head to the railway company’s ticket counter.
« They are aware. They know that a train has been canceled and they already know if there is a solution », she explains. For the agency, the key is therefore to anticipate difficulties and identify the right contacts.
« They are aware. They know that a train has been canceled and they already know if there is a solution », she explains. For the agency, the key is therefore to anticipate difficulties and identify the right contacts.
8. Rely on an Aggregator or a Specialist
Distribution remains a major hurdle. « The first obstacle to selling trains through an agency is the lack of offers, such as a truly dedicated B2B platform for trains with an agency account », says Hugo Bazin.
For complex cases, it’s better to depend on a specialist. « Trains aren’t straightforward », he concedes.
Aggregators can serve as an entry point for beginner agencies. « Aggregators are handy », confirms Laure Jacquet, especially to simplify managing multiple carriers. But « as soon as you become a specialist, it’s better to go through the carriers’ own sites ».
Discovery Trains represents Austrian trains (ÖBB) but also Canadian Via Rail Canada, Swiss trains (CFF/SBB) and the Swiss Travel System.
Read also: Travel Agencies: Is Train Travel Easier to Sell than Air Travel?
For complex cases, it’s better to depend on a specialist. « Trains aren’t straightforward », he concedes.
Aggregators can serve as an entry point for beginner agencies. « Aggregators are handy », confirms Laure Jacquet, especially to simplify managing multiple carriers. But « as soon as you become a specialist, it’s better to go through the carriers’ own sites ».
Discovery Trains represents Austrian trains (ÖBB) but also Canadian Via Rail Canada, Swiss trains (CFF/SBB) and the Swiss Travel System.
Read also: Travel Agencies: Is Train Travel Easier to Sell than Air Travel?
9. Sell a Package Rather than a Ticket
The low remuneration of base tickets remains a hurdle. « Today, SNCF pays travel agencies or resellers very little », notes Hugo Bazin. Hence the value of building a comprehensive offer.
« If we talk about a complete package, it becomes interesting », he explains. Train, accommodation, and activities can create more value and margin. Very Train thus announces an average commission of 8 to 12% on the overall package, while circuits published on the Discovery Trains site are commissioned at 10% for agencies.
For Olivier Bernard, rail travel is also a compelling product for groups and works councils. « The group terms for SNCF INOUI trains allow adaptation to organizational constraints with more flexible registration deadlines and better control of financial risks in case of partial cancellations. »
« If we talk about a complete package, it becomes interesting », he explains. Train, accommodation, and activities can create more value and margin. Very Train thus announces an average commission of 8 to 12% on the overall package, while circuits published on the Discovery Trains site are commissioned at 10% for agencies.
For Olivier Bernard, rail travel is also a compelling product for groups and works councils. « The group terms for SNCF INOUI trains allow adaptation to organizational constraints with more flexible registration deadlines and better control of financial risks in case of partial cancellations. »
10. Get Training and Start Simple
Training remains essential to master the specifics of rail travel. Laure Jacquet invites agencies to participate in Travel Talk organized by Discovery Trains on October 8, 2026.
« We want to overturn preconceived notions. Well-sold, the train is a pleasant and profitable product, provided you know its codes and know how to showcase this experience », she insists.
The right approach for a starting agency: begin with simple itineraries, train and learn, and don’t hesitate to rely on a specialist when the project becomes more complex.
« We want to overturn preconceived notions. Well-sold, the train is a pleasant and profitable product, provided you know its codes and know how to showcase this experience », she insists.
The right approach for a starting agency: begin with simple itineraries, train and learn, and don’t hesitate to rely on a specialist when the project becomes more complex.
Find all articles in our series “Very Special Agent – The Pro’s Practical Guide” by clicking this link.
Written by Caroline Lelievre Journalist – TourMaG.com See all articles by Caroline Lelievre
Add TourMaG to your Google News feed 
