Charter brokers
Gluska: “looking into various geographical areas for expansion”
LOCAL EXPERTISE “After three years of operations this October, we have managed to establish our name as a reliable and professional charter broker,” says Boaz Gluska, managing director of Israel-based Mac Charter. Now: “Some of the requests that we receive are coming from satisfied customers that spread the word as well as by our own sales efforts.” Gluska went on: “For Mac
Charter, the Middle East and Africa are the prime markets. In terms of commodities
handled, this will always be the same, those that can pay the high charter cost on the one hand and that are time-sensitive on the other. The main areas of business for us are defence, construction, oil and live animals. “We are currently looking into various geographical areas for
expansion,” he observed. “These are in the Middle East and Africa, although we also foresee an increase in South America as well.” As for the strategy that Gluska has adopted to win business
wherever possible: “Being based in the Middle East, we believe that we can create added value for the customer by understanding the cultural behaviour of the business community in the region and our proximity allows us to be physically present during operations. “I am a great believer in being present where the action is happening,” Gluska concluded.
CHARTER DIVISION It is not just the specialist brokers that are expanding. Cargoitalia, the Milan-Malpensa airport-based MD-11F operator, has formed a new wing to handle its growing charter and ACMI (aircraft, crew, maintenance and insurance) business. Giacomo Sciuto, head of the division, comments that Cargoitalia is receiving “a steady flow of charter enquiries and
our expansion programme.”
US BROKER EXPANDS ITS COVERAGE There has also been good news in the charter sector beyond Europe. Harry Steiner,managing director of Florida-based broker The Charter Store, says that the company has been successfully expanding by co-operating with several general sales agent (GSA) businesses. It recently contracted with a GSA to offer local sales to cargo
agents in the Washington/Baltimore area for The Charter Store, he noted, “which has been a huge success for us”, and has also renewed and restructured its GSA representation in California. Moreover, it also very recently agreed a deal with Air Logistics
America Inc, part of the Air Logistics Group, for the GSA to sell to freight forwarders in the Houston/Dallas, Atlanta, New York and Chicago areas. As a result: “We will have broad sales coverage in all major gateways in the US. “We have been testing different GSA sales models and
It is not just cargo carriers that seek out the services of general sales and services agents (GSSAs). Those companies that provide cargo charter services can also ee the benefit of effective representation. Frankfurt-based broker Lufthansa Cargo Charter
Agency has named Aerodyne Cargo Services as its general sales agent for the Canadian province of Alberta. Aerodyne adds to Lufthansa Cargo Charter’s other sales agent in the country – Airline Network Service –which represents the broker in the Montreal area. Lufthansa Cargo Charter managing director
Reto Hunziker noted: “With Aerodyne Cargo Service we have chosen a second partner who is not only located in an oil and gas area but also has years of experience in this industry.”
22 AIR LOGISTICS CHINA
General sales agents play an important role for Frankfurt broker Ronald Buschman, the managing director of
Aerodyne, added: “We could prove right away that we are the perfect partner for Lufthansa Cargo Charter. He went on: “We (have) already sold the first
charter flight from Milan, Italy into Edmonton with oil drilling equipment. And we look forward to many more flights.” In other news, on 17 September, co-operating
New partner: Hunziker acknowledges “years of experience”
with its GSSA in Houston – Platinum Air Cargo – Lufthansa Cargo Charter received an urgent request to organise the movement of 6 tons of fire-fighting equipment to Saudi Arabia. The shipment was flown on an AN-12 from Houston to Dammam, refuelling at airports in
Maine, Iceland and Belarus.
movements” and this is a “welcome boost” to its fortunes, given that it has been forced in recent times to cut back on scheduled services. Managing director Giacomo Manzon reveals: “2011 has been a
difficult year for all freighter operators, with falling demand, over- capacity and rising fuel costs. On-demand is absorbing our spare capacity, which means that we are now able to maintain our scheduled services until the market conditions are right to re-start
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