The world-wide attention which today is being bevoted to the selling side of the railway business, is one of the most striking features of the industry. In his present Letter our special London Correspondent tells what some of the leading Home railways are doing in the sphere of salesmanship, and gives his usual interesting review of current railway developments overseas.

Selling Railway Transport.

Railways all over the world realise that, in order to secure new business and retain existing traffic, it is just as necessary for them to exert untiring zeal and persuasive effort as it is, say, for the dealer in soap, motor cars or patent medicines, to embark upon ambitious selling campaigns. Transport is a commodity which railways have to sell in face of keen competition. To dispose of transport to the best advantage, therefore, railways must devote much attention to the training of their staffs in traffic canvassing, public relations, and the many varied arts that go to make a successful salesman and a satisfied patron.

It is somewhat singular to find, even nowadays, that some of the largest railways in the world conduct the most elaborate educational campaigns for the benefit of their employees in such subjects as traffic operation, signalling, accountancy, railway law, and so on, leaving quite untouched the most important topic of salesmanship. This is an omission that is being rapidly righted, and in Europe educational campaigns devoted to the subject of railway salesmanship are being inaugurated on several leading systems.

Since its formation from the old London and South Western, South Eastern and Chatham, and London, Brighton and South Coast Railways, the Southern Railway of England has shown itself one of the world's most progressive transportation concerns; and this go-ahead line has now entirely reorganised the selling side of its activities. Not long ago, the whole of the operating and commercial business of the Southern was placed under the supervision of one chief officer, styled a Traffic Manager, thereby enabling the railway to give more attractive service to its patrons and to secure a much more intimate contact with commercial leaders and the general public.

Following this move, the canvassing and development departments of the Southern Railways have been completely overhauled to meet present-day requirements. The system served by the line has been divided into a number of convenient areas, in each of which a staff of specially-trained traffic canvassers are responsible for securing new business and retaining existing connections on both the passenger and goods sides. In the words of a leading Southern official, the intention is that “in time the traffic canvassers will come to be regarded as railway advisers to the trading public, and will be able to help them in all phases of their rail, road and sea transport problems as they page 43 arise.” In each area, monthly conferences attended by all the area canvassers are being held, to discuss topics of general interest; while twice annually London conferences will be held, attended by all canvassers throughout the system. At the London conferences the divisional traffic canvassers will be brought into contact with officials at Headquarters, and enabled to voice freely their opinions on rates and fares, train services, and so on.

Cosy Pullman Cars Attract The Traveller.
Interior of one of the new Southampton-London Pullman cars on the Southern Railway, England.

They will also on these occasions be in a position to exchange experiences with each other. At the “all line” London conferences the heads of the passenger and freight, fares and rates sections will attend, in addition to operating men. Great freedom of action is being given the newly appointed Southern traffic canvassers, and altogether it would seem that the new salesmanship plan of the line will result in a much closer intimacy and friendship between the railway and its patrons, to the mutual benefit of each.

Britain's Fine Pullman de Luxe Trains.

To meet the needs of increasing business, the Southern Railway is busy on a vast improvement scheme at Southampton Docks with the object of providing 15,500 feet of additional quayage space. The site of this extension is to the west of the present docks, and some 400 acres of foreshore are being reclaimed and a quay wall 7,000 feet long constructed. This will enable an additional pier to be provided 5,000 feet long and 400 feet wide, with berths on both sides, for the accommodation of the largest ocean liners. The quays will be furnished with up-to-date equipment and large passenger and freight sheds, rail communication with the main-line system being provided at both the western and eastern ends.

Between Southampton and London the boat train traffic has until recently been worked by fast trains composed of side corridor carriages with restaurant cars attached. In future this business will be handled by luxurious Pullman trains-de-luxe on the lines of the famous “Golden Arrow” service between London and the continent. The shells of the new Pullman cars are built entirely of steel, the underframe being an integral part of the body. The floor is of dovetail corrugated steel. On this rests a page 44 fireproof flooring, which in turn is covered with rubber matting and carpets. The cars are 65 feet in length, 12ft. 5in. high and 8ft. 7in. wide. The interior appointments are on the most luxurious lines, and a most favourable impression should be created in the mind of visitors to Britain from overseas securing their first introduction to Home railway travel on their journey in the Southampton-London Pullman.

Modern Train Equipment In Holland.
Electric train at Haarlem Station, Holland.

Electrification Works in Progress.

Trade depression and falling traffics have resulted in the holding-up of many Home railway improvement works. Electrification of several important Home railway routes is, however, proceeding steadily, notably on the Southern tracks in the London area, and in the Manchester district.

In the Manchester area the biggest job in hand is the conversion to electrical operation of the Manchester, South Junction and Altrincham Railway, an important line nine miles in length owned jointly by the L.M. & S. and L. & N.E. Railways, serving a rapidly-growing suburban territory. For some years there have been operated over this line a half-hourly service of steam passenger trains in each direction, and a specially supplemented “rush hour” service night and morning. Now steam operation is to be replaced by electric working, the electrification being on the 1,500 volt direct current principle, with overhead conductors. Electric working will enable three or four minutes to be saved on the nine mile through run between Manchester and Altrincham, and five or six minutes in the case of stopping trains. For passenger working there are being acquired 24 motor cars, 22 nondriving trailer cars, and 22 driving trailer-cars. Each motor car has six third-class compartments, seating 72 passengers. The non-driving trailers have five first-class compartments seating 40 passengers, and four third-class compartments seating 48 passengers. Nine third-class compartments, seating 108 passengers, comprise the accommodation in the driving trailers. Normally, trains will be composed of three cars, one of each type. At rush periods, six-car trains will be the rule. Eventually the Manchester-Altrincham electrified tracks will become an integral part of an extensive electric railway system serving the whole of the South Lancashire area.

Hot and Cold Shower Baths.

Increased passenger comfort can do a great deal to retain passengers to the rail page 45 route, and a novelty recently introduced by the L. & N.E. Railway takes the form of hot and cold shower baths installed in a first-class sleeping-car on the night expresses between London (King's Cross) and Edinburgh. The bath-room measures 4ft. 6in. by 6ft. 5in., and includes a bathing cabinet 2ft. 1in. square. The walls of the compartment are of green marbled Vitroline panels, the floors are covered with green Indiaroleum and the ceiling is painted white. The bath compartment is also of green Vitroline with a waterproof curtain at the entrance and a green enamelled teak floor. Water from a 75-gallon tank suspended beneath the carriage is pumped at a constant pressure through six side sprays and a head douche in the bath cabinet. Hot or cold baths may be taken, the temperature being adjusted as desired by means of a hand-controlled valve inside the cabinet. A small table, a cork-seated chair, a steam radiator, a towel-rail and three electric lights complete the equipment of the travelling bathroom which sleeping-car passengers may use for the nominal charge of one shilling per bath.

New Train Time Indicator.

From time to time many clever devices have been installed at railway stations to

“Porter, Where Does The Train Begin?”
A novel Train Time Indicator at Charing Cross Station, London.

furnish train departure indications, but few of these arrangements have been so ingenious as the new train time indicator just installed at Charing Cross Station, London, by the Southern Railway. Built on the lines of a reading desk, the indicator, which stands in the centre of the concourse, is a handsome four-sided structure of wood. The upper part of each side slopes slightly inwards, forming a convenient base for the “pages,” which take the form of aluminium leaves, with specially-printed time-table sheets pasted on. An ingenious arrangement of hinges enables the leaves to be turned with the greatest ease and keeps them in their proper position. Each page has the hours of the day marked upon it, and of the four sides of the indicator, two are devoted to “Mondays to Fridays,” one to “Saturdays,” and one to “Sundays.” Each side is numbered and bears a reference to the other sides.

The structure of this novel indicator measures 6ft. square, and its height is 8ft. It is lettered in gold leaf and illuminated at each corner. Altogether, it forms a most elegant and useful piece of equipment, much appreciated by the travelling public and saves endless verbal enquiries as to train departures.

A night scene at Taihape Locomotive depot, North Island, N.Z.