AIR CARG O WEEK


SPECIAL CARGO


GLOBAL GSA GROUP EMPOWERS CARRIERS WITH SPECIAL CARGO STRATEGIES


AYTEKIN SARAY EXPLAINS THE CHALLENGES AIRLINES ENCOUNTER IN THE SPECIALISED CARGO SEGMENT, AND HOW GLOBAL GSA GROUP IS THE IDEAL PARTNER TO RELY ON.


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“As a GSA, our priority is always to go the extra mile to find the best solutions that optimise airlines’ revenues.”


ot all airlines handle special cargo and Aytekin Saray, CEO of Global GSA Group (GGG), knows why. He says: “No they don’t, and the reasons differ depending on the airline’s size, network, and infrastructure. Handling dangerous goods, live animals, pharmaceuticals or valuables requires specialised


facilities, certified staff, and strict regulatory compliance. For some carriers, especially regional or leisure airlines, the investment required to obtain IATA DGR certification, implement GDP-compliant cold chain processes, or establish IATA LAR-compliant procedures for live animals can outweigh the immediate commercial benefits. “In addition, certain aircraft types or routings may not be technically


suitable for specific special cargo segments, limiting acceptance even when the airline is otherwise interested. Our role is to adapt to these realities and to help airlines remain competitive in their core markets.” Whether special cargo generally a high-margin segment for airlines or


more often a break-even or even loss-leading service due to complexity and compliance costs, depends on the airline’s setup. When carriers control their own certified processes, infrastructure, and equipment, special cargo can be a high-margin segment. However, if these are outsourced, margins are diluted by third-party costs and reduced operational control. In those cases, the service may trend closer to break-even or even be loss-leading, depending on contractual terms and market volatility. This is precisely where GGG’s role adds value: by providing expertise and leveraging our strong partnerships in special cargo, we enable airlines to strengthen their offering and improve profitability. GGG markets and promotes its client airlines’ special cargo to


capabilities freight forwarders through targeted marketing


campaigns, engagement at industry events, tailored presentations, and digital outreach. It works closely with freight forwarders to organise informational sessions and collaborative workshops, ensuring they are well-informed about the unique offerings and advantages of partners’ special cargo services. What are the biggest barriers to entry for airlines not currently


handling special cargo, and how does that affect GGG’s ability to market their services competitively? He notes: “I would say the investment in specialised infrastructure,


the training required for staff, and strict compliance with international regulations such as IATA DGR, GDP, or IATA LAR. These can be daunting for airlines that are new to special cargo, and without them their market competitiveness in high-value segments is naturally limited. At Global GSA Group, we address this by ensuring that our own staff are fully trained and certified for special cargo handling. “Our teams’ expertise is reinforced by partnerships with recognised


specialists, such as Healthc’Air, which provides GDP-compliant solutions for pharmaceuticals and temperature-sensitive shipments. When airport facilities permit, we are capable of managing any special cargo shipment


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on behalf of our airline partners. As a GSA, our priority is always to go the extra mile to find the best solutions that optimise airlines’ revenues. As long as an airline is properly certified and compliant with regulations, we can support them in carrying any type of shipment. In this way, we help bridge gaps, expand opportunities, and ensure that our carriers remain competitive even in highly regulated and specialised cargo segments.”


Operational and risk management How do you manage reputational risk when representing airlines that do not accept special cargo, especially when forwarders expect full- service options from a GSA? Saray considers: “Absolute transparency is key. From the outset, we clearly communicate each airline’s capabilities and limitations to freight forwarders, ensuring there are no surprises during the booking process. We also provide alternative solutions where possible through our broader network and specialised partners. As a GSA, we pride ourselves on being the best at working transparently with freight forwarders. This open, proactive communication builds trust and ensures that forwarders can rely on us for accurate information, realistic options, and consistent support, even when an airline has restrictions in certain cargo segments. In doing so, we protect both the airline’s reputation and the forwarder’s operational confidence.” GGG assists represented airlines in aligning with international special


cargo standards, such as IATA Live Animals Regulations, ICAO Technical Instructions for Dangerous Goods. We have various product specialists who assist our partner airlines to ensure compliance and operational efficiency. For these projects, we executed the entire process: from planning and guiding them through the necessary certifications, to contracting third- party specialists, investing in the right infrastructure, and finally marketing these new products. This includes handling live animals, perishables, time- and temperature-sensitive healthcare products, dangerous goods, high-value items such as jewellery and currency, heavy or oversized cargo like machinery, and even human remains. “In addition, when we want to establish a business with strong


added value for an airline, we work closely with expert partners such as Healthc’Air for pharmaceuticals or Mail&More for e-commerce. These collaborations allow us to build fully compliant, market-ready products that generate long-term value for our partner airlines.


Compliance-heavy cargo Given the compliance-heavy nature of special cargo, has GGG ever turned down an airline due to their lack of operational readiness or weak infrastructure for this cargo type? “No,” says Saray, “we have never turned down an airline because of a


lack of readiness in special cargo. Global GSA Group is recognised for its agility and ability to adapt services to the needs and capabilities of each carrier. Rather than excluding airlines, we act as a trusted long-term


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