Agencies: 10 Tips to Sell the Train More Effectively [ABO]


1. Identify the Right Clients and Focus on Practicality

Agences : 10 conseils pour mieux vendre le train - Depositphotos.com Auteur studiostoks

Hurtigruten


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.



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 ».


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.


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.


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?


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. »


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.


Find all articles in our series “Very Special Agent – The Pro’s Practical Guide” by clicking this link.


Caroline Lelievre Written by Caroline Lelievre Journalist – TourMaG.com
See all articles by Caroline Lelievre

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Travel Agencies: Is Train Travel Easier to Sell Than Plane Tickets?


Si les ventes de billets de train progressent en agences, il reste encore de nombreux freins à son développement - Depositphotos.com, frimufilms

Costa Rica


Rail travel is gaining ground, especially for trips within France.

At Déclic Evasion, rail stays rose by 16% between 2024 and 2025. « This evolution is explained by the increase in stays in France since the health crisis, the reduction of certain domestic air links and the development of alternatives such as Ouigo », explains Olivier Bernard.

The arrival of Trenitalia on Paris-Marseille has also helped to energize certain routes.

At Versailles Voyages, Myriam Tord also notes a progression, even though the train started from a long way off. « We progressed because we were almost starting from zero. The train wasn’t really something that was offered before. »

For her, the turning point comes from personal experience: after completing the Trans-Canada journey between Toronto and Vancouver, she discovered the train as a genuine travel experience.

At Quartier Libre, the assessment is more mixed. The tour operator has been offering since 2025 a train option to Scotland, but it accounts for about 10% of sales on that destination. « It’s a nice calling card, but it remains limited in volume », says Stéphane Dossetto.


What are the arguments for selling train travel?

The primary argument is the experience. For Myriam Tord, train travel should not be presented solely as an alternative to air travel: « It is a different way to travel. »

The train lets passengers take their time, enjoy the scenery and discover a destination in a different way. It is particularly well suited to Canada, Scotland, Switzerland, or Italy.

Professionals also highlight the comfort: arriving in the city center, no baggage constraints, and less waiting before departure — the train offers a different kind of simplicity.

For Olivier Bernard, the train is also appealing for leisure groups. The conditions offered by SNCF on Inoui trains provide greater flexibility for CSE clients, especially regarding registrations and cancellations.

The ecological argument remains present, but it is not always enough. Stéphane Dossetto believes that practicality should also be addressed: « We talk a lot about carbon footprint, but we forget about comfort. »


What are the barriers?

The first obstacle remains the rail offering. Olivier Bernard specifically points to the weakness of province-to-province links. “From Marseille, the availability of direct TGV services remains insufficient.”

For international destinations, connections also complicate sales. Stéphane Dossetto cites the example of Scotland: from Paris, the journey is possible, but from some regions in France, the accumulation of changes makes flying more attractive.

Price also remains a topic. On certain destinations, particularly in the face of low-cost carriers, air travel preserves an advantage.

Customer habits are another brake. Many still appreciate the comfort of a coach trip where they have nothing to manage. « Customers love the cocoon of the coach: they drop their luggage and don’t have to deal with anything », explains Stéphane Dossetto.

Finally, the management of disruptions worries agencies. « If a train is canceled, you have to find another solution: another train, a hotel, a new arrangement. After-sales service is more complicated », remarks Myriam Tord.


What about the tools?

Professionals deem rail tools still inadequately adapted.

For Myriam Tord, the problem also relates to knowledge: « For air travel, we go to Amadeus and it’s quite simple. For trains, you have to know the providers. »

Solutions exist, such as Rail Europe or Resaneo, but they remain little known to agents.

In the group market, expectations are even higher. Olivier Bernard particularly regrets the late opening of sales and the absence of a functional Ouigo group tool.

He also believes it is necessary to improve features: management of traveler typologies, changes in headcount, or seat selection.

Beyond digital tools, human support remains essential. For Déclic Evasion, having a dedicated BtoB contact at Inoui is a real asset during group sales and in case of unforeseen events.


How can train sales be improved?

For the professionals surveyed, the priority is to better promote the product.

« It has to be tested », says Myriam Tord. According to her, an agent who has traveled by train will be more capable of conveying the experience to the client.

Training is therefore an important lever, as is a shift in the way rail travel is sold. The train should not be presented solely as an ecological solution, but as a new travel experience.

It is also necessary to facilitate marketing: better visibility of availability, tools more suited to agencies, and a clearer offer.

Finally, remuneration remains an issue. Olivier Bernard recalls that rail travel retains a commission-based system, unlike air travel, but he believes current levels are insufficient.

The train is thus making progress in agency catalogs, but it has not yet become a sales reflex. To gain ground against aviation, it will need to continue improving its tools and, above all, its ability to appeal beyond the environmental argument.


Estonia: Residents Open Windows and Gardens to Sell Food

Feeling peckish? There is almost certainly a man or a woman selling bite-sized treats from a windowsill. Perhaps their garden has even been turned into a pop-up tea room for a weekend or two. In Estonia, the idea of stopping to eat or drink something at a stranger whose trade is not at all in the restaurant business isn’t altogether far-fetched. It has even become a tradition for twenty years.

Estonia had long been overlooked by travelers from around the world. In 2007, to attract more visitors beyond July, the BBC reports, Hiiumaa Island’s tourism promoters had an idea: to create the Kodukohvikute Päev, literally the “home café day.” They invited residents to open their gardens, balconies, or windows to sell goods prepared by themselves to passersby. A day that fits into a broader historical tradition.

A Day Created Twenty Years Ago in Reference to Estonia’s Late Adoption of Coffee

The idea actually dates back to the mid-1800s. On the island of Hiiumaa, a textile factory had taken up residence there. It belonged to a German baron who largely employed workers from Central Europe. They were accustomed to drinking a lot of coffee. A beverage that Estonians had not yet widely embraced, preferring beer or fermented milk. The influence of foreign workers pushed Hiiumaa residents to drink more coffee, including at the workplace.

So to give a nod to that era, tourism professionals wanted to create the Kodukohvikute Päev. Pop-up cafés were born, and Hiiumaa residents embraced this new way of welcoming visitors. Little by little, the custom spread across the country. It is now available in more than 150 towns nationwide, from April to September.

How to Find a Kodukohvikute Päev to Join in Estonia?

For Estonians, this tradition embodies their warmth toward strangers but is also a way to showcase their culture. “One of the reasons we began organizing this event is that during the summer there are fewer moments when people wear traditional outfits or cook typical dishes like sõir, our cheese”, explains Liis Kogerman, an organizer of a Kodukohvikute Päev in the south of the country.

If you find yourself in Estonia this summer and you wish to participate in a Kodukohvikute Päev, know that these events are locally organized. You’ll need to check with local tourist offices or on social media to see if the region where you are staying has one planned during your holidays. You can search for the keyword “Kohvikutepäevad” online to obtain precise information on how they unfold.

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CRTL Occitanie Webinar – Sell Gers – July 1, 2021





Thematic :

The Gers

Date :

July 1, 2021

Time :

10:30 AM


Webinar Description

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Land of the musketeer d’Artagnan, the Gers is rich in its culture and its history. Prestigious sites such as the Cistercian Abbey of Flaran, or the Sainte-Marie d’Auch Cathedral listed by UNESCO, will quench all thirsts for knowledge and discovery !

The gourmands will appreciate the simple and genuine pleasures enjoyed here: foie gras, croustade, Melon de Lectoure… From aperitif to digestif, savor our 6 wine appellations, including the famous eau de vie: Armagnac.

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Our countryside embodies the values of the Southwest, made of warmth and conviviality. Throughout the year, in the Gers there is plenty to thrill with the legendary festival Jazz in Marciac, the bandas or even the current Circus festival Circa.

Let yourself be tempted by the discovery of stays and places unique to this generous territory!


Contact the Gers Expert

The Regional Committee for Tourism and Leisure of Occitanie is your “concierge service” thanks to its “team of experts” spread across its 13 departments and its 2 metropolitan areas.

To contact the Gers expert, please consult the profile


The Other Sessions

To access the Occitanie webinars and view the replays, go to this link

On the program :

Episode 1 : #Sell Tarn

Episode 2 : #Sell the Hautes-Pyrénées

Episode 3 : #Sell the Lot

Episode 4 : #Sell the Gard and Nîmes

Episode 5 : #Sell Haute-Garonne and Toulouse

Episode 6 : #Sell l’Hérault and Montpellier

Episode 7 : #Sell l’Ariège

Episode 8 : #Sell Lozère

Episode 9 : #Sell Aveyron

Episode 10 : #Sell the Pyrénées-Orientales

Episode 11 : #Sell Tarn-et-Garonne

Episode 12 : #Sell Aude

Episode 13 : #Sell the Gers


Our Other Tools for Tourism Professionals

✔ Online brochure Occitanie 2021 : discover our selection of Fabulous Turnkey Voyages and our charming accommodations.

✔ E-learning : Participate in 3 webinars, answer the quizzes and become a travel agent « Occitanie certified ».

Occitanie Certificate issued by the CRTL Occitanie to showcase in your agency window.

Certified Occitanie agencies will be highlighted on the public website of the CRTL Occitanie.


✔ Organization of customized trainings

✔ Access to royalty-free photo library and videos

✔ Visual presentation of the “10 Good Reasons to Choose Occitanie”

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✔ Agency showcase products: option to send you various types of materials: POS displays, goodies…


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