Working to meet needs The business model has changed and the general sales and services agent needs to do much more


than just sell cargo capacity to be successful. Perceived financial stability and a wide-ranging coverage are just two of the characteristics that more and more airlines are seeking in their GSSAs


S


tephen Dawkins, chief operating offi- cer of globally active GSSA Air Logistics Group, is proud of the way that the company goes about its busi- ness, not just in terms of selling cargo


capacity but in acting as an all-round network services solutions provider. Paris Charles de Gaulle International air-


port-headquartered Air Logistics Group has a simple but robust business model, he explained,


involving employing only the best people and working hard to act as a genuine partner to its carrier customers. Moreover, as a dedicated cargo GSSA, the


company does not have any of its attention diverted to passenger operations, chartering or any other activity. The expertise it has built up over its history,


Dawkins said, is backed up by a professional approach to all its work, a very solid financial standing and a willingness to move into niche regions, on occasion even before carriers do. This has been very apparent of late when Air Logistics Group moved into small Eastern Euro- pean markets such as Albania and Kosovo. These


strategies have


brought rewards. The GSSA has experienced steady growth over the last decade and even during what has been a difficult 2011 for most, “It’s been a good year for us,” Dawkins pointed out.


Just part of the Air Logistics Group team on parade Although the remainder of


Francesco Traverso Tardy, pres- ident of Milan-based GSSA Cismat, reports that August was one of the sales agent’s best-ever months. Cismat is growing at a rate of 15-25 per- cent each month, he noted, observing: “We can really say that we are completely out of the 2009 crisis that seriously affected the whole group.” Despite the Italian air


Cismat continues to develop in difficult market “In my opinion, the costs of


trucking from Italy have risen too much and the impact on the rate is too high, especially to Asian destinations,” he explained. “Only very high yield desti-


nations such as Africa and South America can afford to bear such big costs,” Tardy considers. Looking to the future: “We


freight market going through a very difficult period, Cismat and its sister companies are making the most of opportu- nities on offer. “We are continuously pushing the air- lines we represent to increase the direct capacity out of Milan-Malpensa,” Tardy added.


Tardy –delighted with performance


will definitely increase staffing in our Milan office that is fully dedicated to imports.” Plus: “Even if it is still at a


very preliminary stage, we are evaluating the possibility to


work with sea freight companies,” he pointed out.


Euro GSA revels in recent double-digit expansion


General sales and services agent Euro GSA has seen “strong growth” this year, with double-digit expansion on carriers serving the Middle East and China markets a particular highlight. Space on Thomas Cook services has also


been much in demand, especially to and from Mexico and Canada, while the GSSA has seen


good business on the competitive India sector. Managing director Stuart Holland also noted


that charter markets have been “extremely buoy- ant” in the peak summer months but there is still room for development at the GSSA – he would very much like to see a new carrier part- ner that serves Africa, for example.


this year is expected to be especially challeng- ing – little in the way of further growth is forecast for the group over the last few months of 2011, given the economic uncertainty that exists in much of the world, while further freight capacity coming into the market is very likely to mean further downward pressure on yields – he fully expects the company to finish the year significantly above its established bud- get targets. Air Logistics Group has focused much of its


expansion of late in Asia and in South America and this is likely to continue into next year and 2013.


Expansion in those regions will be both


organic and through acquisition, Dawkins revealed, while the African market is also likely to be a focus for attention. Further growth will take investment, of


course, but that is not something the company has been afraid of in the past and nor will it be in the future. Investment in staff, in IT, in new offices and networks has always been part of the Air Logistics Group way of working and will continue to be so, he maintained. “We are always trying to regenerate and


innovate; always trying to provide what our customer carriers want.”


➤


3 October 2011


Page 15


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