Disillusionment with alternative forms of transport has led some customers to look again at ferries. According to the Passenger Shipping Association (PSA), ferry travel within the UK last year rose to 11.4 million journeys, an increase of 1.4% on 2008’s figure.
DFDS Seaways has attributed a 6% increase in British passengers using its Harwich-Esbjerg service in 2009 to people having become disenchanted with no-frills airlines and baggage restrictions.
UK managing director John Crummie says: “Travellers have become wise to no-frills airlines now having expensive ‘add ons’ and are becoming more reluctant to book.”
However, unfamiliarity with the mode of travel can be a barrier to bookings. Here are some tips on answering customer queries effectively to sell more ferry breaks.
Why take a ferry when flying is quicker?
When you travel by ferry, you can pack the car with everything you want for the holiday and never look at the luggage again until you arrive at your destination.
Compare that with having limits on the number – and weight – of bags you can take on a flight, having to endure airport security queues and check in two hours before your flight.
On the short ferry crossings, passengers check in 30 minutes before departure; on long sailings the check-in time is 45 minutes.
Declan Mescall, Irish Ferries head of passenger sales, says: “On our website we list 10 reasons why families should holiday with their car. These include not just the value aspects such as no parking fees or baggage charges but also comfort issues such as short check-in times and space to relax and enjoy the journey.”
Although ferry journey times are longer than flying, the crossing allows passengers to walk around, shop, eat and relax with a book. Modern ferries have à la carte restaurants. And those on the long crossings have cinemas and other entertainment facilities to keep kids amused.
Brittany Ferries managing director David Longden says: “Whereas airlines have been progressively taking things away – baggage allowances, meals and even airport check-in – Brittany Ferries has invested nearly £500 million over the past eight years to provide our passengers with ever-improving levels of comfort and service.”
Longden pointed out that agents also still earn commission on ferry-only fares, with higher rates payable for Brittany’s ferry-inclusive holidays.
Isn’t a ferry more expensive than flying?
A ferry’s headline figure will be more than a no-frills carrier’s one-way fare, but it covers the car and driver and usually several passengers. One flight ticket might be cheaper, but you have to buy one for every person travelling and get another to get everyone home again.
Plus, passengers often have to pay to check in and to check luggage into the hold, as well as having to pay for airport parking in the UK, and a hire car or transfers once they get to their final destination.
Passenger Shipping Association director Bill Gibbons says: “The ferry fare is transparent, with no hidden charges to check in or take hold baggage. With a ferry ticket you pay the advertised fare to your destination, making it easier to budget.”
Can clients sail to one port and come back from another?
Most ferry fares are based on one-way travel so this is something agents can organise easily, either booking with the same ferry company or mixing operators, depending on what suits the client.
Are ferries more reliable than the Channel Tunnel?
Two train services use the Channel Tunnel: Eurostar is the passenger-only service linking London and the Contintent; Eurotunnel transports passengers with cars or in coaches.
Eurostar had massive problems before Christmas caused by the cold weather, which resulted in several trains being stuck in the Channel Tunnel for several hours.
It was an unpleasant experience for passengers and sparked an immediate flurry of bookings for ferry companies, although the operators do not believe it will result in a long-term mass movement back to travelling by sea.
SeaFrance managing director Robin Wilkins says: “We were delighted to help out Eurostar passengers and Eurotunnel car users during the recent difficulties and, of course, saw a spike in traffic as a result.
“This was an excellent opportunity to show off the high quality of modern ferries and we expect to see many of the passengers again, but Eurostar will remain the leading way to get directly from London to Paris.”
What are ferry cabins like?
Small, mostly. If clients want something a bit special, they can upgrade to a deluxe cabin. These are bigger and have beds instead of bunks, and include extras such as a free minibar, TV and breakfast.
Passengers in a Commodore Class cabin on Brittany Ferries’ Pont-Aven, which sails from Plymouth and Portsmouth to Santander, get a balcony, in-room safe and private lounge.
Do my clients need extra insurance?
They should take out both personal travel insurance and European motoring insurance in case their car breaks down. This covers spare parts, repairs and vehicle repatriation. It will also pay out if they need to spend an unscheduled night in a hotel or to hire a car.
Will I get seasick?
Modern ferries are stabilised so seasickness is not the problem it once was, but there is always a chance of bad weather. The best advice is to be prepared.
