Feature: Rail Travel THE COMPETITION HOTS UP
The tussle between Evolvi and
thetrainline.com – with the latter also targeting corporate customers directly – has been joined by new entrants, including those with a strong consumer profile. Redspottedhanky is running a TV ad campaign, but director James Bain says it hasn’t been easy to adapt to the needs of the business market. “Customers say the way we display fares is very good,
and we are still working to simplify how fares and train times are displayed,” he explains. “But they are also stressing the importance of MI and automatic links to expense management and invoicing systems, so work to do this will continue over the next 18 months. “We have a reasonable number of business accounts
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that fare increases could drive passengers away, but the convenience of city centre departures and more productive time on board compared to flying could still sway them. Nigel Turner, director of programme management for Carlson Wagonlit Travel, says public sector demand for rail travel is down, while corporate demand is currently flat. “An increase in rail fares could be an issue to some degree, although alternatives such as air and car travel will also see price increases due
to rising fuel costs,” he points out. The message appears to be that while business travellers may have to grin and bear fare increases, they are starting to demand more for their money. PWC’s Will Hasler says: “If you’re booking an expensive anytime fare or are travelling on a season ticket, you want to see any increased revenue go to better trains and services. Wifi is being introduced with widespread use of smart phones, but better mobile reception is more important.”
up and running, and will make more of a push in 2012. Our front end has a definite advantage over our rivals in pointing the way to the lowest fare, and our loyalty scheme (a one per cent discount on all spending) has gone down well. We're not charging any fees at present.” Ease of using self-booking tools is key to the success
of these systems, with many corporates seeing take-up of 90 per cent or more of all rail bookings. But it’s not plain sailing for all corporates. One such is Will Hasler, of PwC: “We don’t get 100 per cent compliance and you still can’t see a seat map on these systems and book a group of colleagues to travel together. And if we want to cancel or change a reservation, you still can’t do this online but have to ring your TMC.” Peter Macey, of MDDUS, adds, “Many self-booking
tools are set up to meet the needs of the TMC rather than the needs of the customer, and might therefore steer users into areas or costs not right for them.“
ng Arriving soon... the online rail platform that goes further. 18 I THE BUSINESS TRAVEL MAGAZINE
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