| Journal: TWUK | Section: |
| Title: | Issue Date: 10/07/00 |
| Author: | Page Number: 37 |
| Copyright: Other |
Internet sales
Agents gain from Eurotunnel site
On-line bookings in just three clicks
EUROTUNNEL has revamped its Internet site to create a dedicated agents’ section where retailers can book on-line in just three clicks.It is the first time agents have been offered the facility to book for clients on the Web and claim commission.
The development underlines the Channel Tunnel operator’s wish to shift bookings to the Internet.
Managing director Bill Dix said:”We have never been very enthusiastic about global distribution systems.
“The cost is excessive and we do not need worldwide distribution – people in the US or Australia, for instance, are not going to book a ticket for Eurotunnel.”
The new agents’ section went live at the beginning of last month but Dix admitted he is not expecting a rush of Internet bookings from agents.
One reason is that just 20% of Eurotunnel’s business comes through the trade.
More importantly, too few agents are on-line.
“We need to provide the systems that help agents to book with us but there are not enough agents who are actually regularly using the Internet yet,” he said.
The low proportion of trade bookings does not bother Dix, who said Eurotunnel has a 50%-60% share of the cross-Channel market, carrying 3.5m cars a year.
The operator’s figures are calculated by vehicle, not passenger.
He expects this share to continue to increase by up to 5% a year, taking business from the ferries, which he predicts will consolidate further.
“That 20% of trade bookings is governed by what customers actually want and I am not going to tell them they should book one way or another,” he said.
“Most of the trade bookings for holiday travel come through agents in the Midlands and north where people are less familiar with the service than here in the south.”
While he is not going out to court the trade, Dix is not ignoring them either.
Agents were the first to get access to the revamped site – a new direct booking process that will halve the number of clicks from six to three is still being constructed.
They will also be offered 1,000 free day tickets this autumn in order to give them a chance to travel on the shuttle and experience the product for themselves.
Details of the offer will be in Travel Weekly this summer, when there will be an address for agents to e-mail or write to if they are interested in receiving a ticket.
One reason for the low percentage of trade bookings is the high proportion of day trips which are not worthwhile business for agents.
However, Dix said that some Kent retailers have picked up on this and make money through volume sales.
Dix estimated 40% of passengers are on day trips, with 20% on a short break, 25% on seven or 14-night holidays and 15% on business.
While he is keen to increase short-break business in particular (see story, left), he does not believe there is room to expand in the corporate sector.
“We have cornered the market with business travellers because we are a real alternative to flying for anyone not going to the main cities or carrying equipment they cannot risk in a aircraft hold,” said Dix.
Eurotunnel offers a Club Class for business people with dedicated check-in and use of a dedicated lounge where they can pick up breakfast, lunch or dinner.
These passengers also get priority loading on the next departing shuttle.
Major player: Eurotunnel has a 50%-60% share of the cross-Channel market
On-line: agents can book via the Web and earn commission
factfile
Eurotunnel
Number of departures: up to four per hour in peak months.
Shuttle capacity: each train holds a maximum 150 cars.
Club Class supplement: £45 each way.
Agents’ commission: base rate 7%.