AirCharterReport The Charter Store builds long-term loyalty


Florida-headquartered broker The Charter Store is working with general sales agents in the US to spread its influence. It is a policy that is “working well for us”, says managing director Harry Steiner. “Between Air Logistics and


two other GSA representatives we have all the major US mar- kets well covered... we will definitely look to expand on this strategy down the road in other places,” he added. Business was good last year for The Charter Store, with the majority of demand coming from


commercial firms. For this year, Steiner predicts “a continuing trend for oil and gas-related char- ters to Africa, Latin America and the Middle East”. Plus: “The domestic automobile industry also seems to be picking up. “Thankfully, we are in a position due to our overseas network partners to participate in char-


ter programmes to, from and within any region of the world,” Steiner declared. “There are only a few charter broker companies worldwide that dedicate their services exclusively to freight for- warders and logistics companies like we do,” he observed. He considers that this tactic has allowed The Charter Store to develop excellent relationships


with these sorts of enterprises and gain their loyalty, the broker not being otherwise inclined to work with shippers or governments direct.


Air Partner innovates in a competitive market


Clive Chalmers, UK freight manager for the British broker Air Partner, acknowledges that it is a competitive market in which to operate at the moment. Rates are being low- ered as brokers compete heavily for business, he noted. Nonetheless, Air Partner is


doing well, Chalmers insisted. The level of business enquiries now is on a par with this time last year, he pointed out, as is the freight division’s gross profit yardstick. Air Partner’s well-respected


tracking system represents a real USP (unique selling point), Chalmers says, and this offering is still being extended to new locations. Moreover, demand for cer-


tain types of charter is on the increase, he said. The oil and gas sector is doing well, partly thanks to rising oil prices, while there is still government and military freight charter business to be won. The automotive industry is


brand and high quality of ser- vice give it an edge, he considers, while the broker continues to inno- vate and expand to increase its market share. For example, its Red-Track online booking and


Chalmers – expanding market share


also picking up again, he remarked, good news for a bro- ker like Air Partner. It is difficult to predict how


the cargo market will move this year, he said, but added: “We’re confident; we’re quite lean and quick to act.”


WCS attributes success to more than just fire-fighting


World Charter Services (WCS) – the broker formerly known as Kales Charters that rebranded on 1 October last year – is benefiting from that more neutral position, says its Amsterdam branch manager Rogier van der Zwam. “We have attracted a new range of clients who would not neces- sarily have come to a general sales agent... We also feel that airlines see us as being more independent now and not as a representative of possible competition to them.” WCS had a very strong first quarter, van der Zwam continued, and he remains very optimistic


for the prospects for rest of this year. “Despite the bad news all around, we are not seeing the effect of the economic uncertainty as yet. By remaining flexible to our customers’ demands and being innovative in the solutions we offer, we are confident that we will be able to cope with any economic difficulties that may lie ahead.” WCS has handled several complex projects this year, he pointed out, varying from livestock


charters to moving oil and gas equipment, precious metals and machine part shipments. One charter to Bahrain was actually a shipment of foam required for handling a ship on fire off the coast, for which WCS was able to secure traffic rights over a weekend in just a matter of hours.


Nearly 40 but still expanding


Broker Chapman Freeborn is now approaching its 40th year but it continues to grow. In October the company


opened a new office in Mel- bourne – making it the first international broker to establish its own presence in Australia, while in 2012 Chapman Free- born is set to open new branches in Moscow and Shanghai. It now has 35 offices spanning six continents. Shahe Ouzounian, chief


operating officer, considers: “The year has started reason- ably well. Despite challenging conditions we’ve further consolidated our posi- tion globally in the last 12 months. Brokers are far from immune to economic downturns, but


Ouzounian: “opportunities still exist”


unlike an airline we’re not restricted to specific freighter types, schedules or routes.” He went on: “It’s a difficult


economic climate but it’s not going to stay that way forever - and opportunities still exist, par- ticularly in some of the emerging markets such as China, India, Africa and Latin America.” For example, the company is


set to further improve its On Board Courier (OBC) product with the launch of a new online tool to allow clients to track shipments globally. “Our invest- ment in new technology will


help to make this professional and safe service even more transparent and appeal- ing for clients,” Ouzounian observed.


23 April 2012


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