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Local knowledge, global strength
Brokers offer a valuable service to supplement the scheduled air freight sector, but competition is fierce and they are all seeking an edge
I
n the charter business, having your own company’s Beijing office is now one among 32 market, that’s where we should Because of the global market
office in China is a huge improvement branches in 22 countries, he pointed out. “I be’. In reality it’s a difficult and coverage provided by Chapman
to relying solely on agents within the believe we are the only international broker complex market.” Freeborn’s chain of offices,
country, believes George Mikhailov, exec- with an office in mainland China and the busi- Business philosophies are dif- Mikhailov observed that empty
utivedirectorChinaatUK-headquartered ness is very different when you actually look at ferent and charters are often legs can often be filled as the
charter broker Chapman Freeborn. it from within the country. It’s totally different gained as the result of personal company knows where to find
Havingfirstopenedforbusinessin1994,the from the outside perception of ‘that’s a huge relationships, he explained. the loads that are available
“Also, price is often not the only through its regional expertise
decider on a deal.” and its high-end IT systems.
Mikhailovsaiditusedtotake Within China: “Our clients
a fortnight to obtain the neces- come to us because we have the
sary clearances to operate a market knowledge … and with
charter from within China, but our network of branches – each
landing and flight permissions one of them a specialist within
can now be obtained within a its own area – we share market
week. For the future, he said:
Mikhailov: “we share market
knowledge on a daily basis.
“Weareworkingoncuttingthe
knowledge on a daily basis”
“China is still growing from
time down to around three within,” he considers. “Chinese
days, about the same as in Europe or the US.” companies are now marketing their own high-
Charter customers are now “more educated value products, not just making them for
about the ways in which you can use a charter Western countries. The country has the tech-
flight”, he continued. “The market is learning nology that it needs to do this – and the
about the logistics opportunities available with decision-makers are based in China where we
a direct charter and that’s a good sign. can talk to them direct.”
“With a full charter you can fly from the In regard to current business levels,
nearest airport … and no-one is losing money Mikhailov believes that the economy is on the
on a charter flight as the price negotiated is rise and his impression is supported by a good
payingfortheaircraftandthefuel”whetherthe demand for charters. “Our business is much
dealbeforareturntriporadirectionalone-way more positive at the moment than it was six
flight. months ago,” he concluded.
ProAir Charter sees business ‘really picking up’
AndreasWald,general alotofcargooflateand
manageratGermany’s itisanaircraftthatiside-
ProAirCharterTransport, allysuitedforcarrying
saysthatautomotive- express-typetrafficonthe
relatedcharterbusinessis Continent,Waldsaid.
“reallypickingup”andthe However,itisnotall
numberofrecentrequests goodnewsatProAir
forcarpartchartersisnow Charter,hewenton.The
reachingalevelnotfaroff demandforoutsizeand
thatseeninmid-2008. projectcharterdemandis
Thoseinvolvedinthe stilldown,withmany
automotiveindustryare prospectivecustomers
generallysoundingmore choosingtomovesuch
optimistic,heobserved, cargoonscheduledflights
whileamongotherposi- wherepossible,orbysea
tivessignsbeingseenis
Wald is optimistic as regards
ifnot.
theamountofflyingcur-
automotive business
“Theyseemtohave
rentlybeingundertakenby moreflexibilityontheir
100-percentsubsidiaryProAirAviation. timescalesnow,”whilestillconstrained
Forexample,itsLearjet31Ahasflown bycost,Waldconcluded.
Page 20 19 October 2009
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