AIR CARG O WEEK


E-COMMERCE


SUPPLEMENT


Q&A WITH JONATHAN FREDERICKS, MAIL&MORE


“Airlines and postal operators will demand solutions that can adjust capacity almost in real time while maintaining full visibility and reliability.”


ACW TALKED TO JONATHAN FREDERICKS, MANAGING DIRECTOR OF MAIL&MORE, ABOUT THE FIRST GSA CREATED EXCLUSIVELY FOR MAIL AND E-COMMERCE.


Could you describe how Mail & More defines its key service differentiators within the mail and e-commerce logistics niche, and how that informs your route to market? Mail & More is the first GSA created exclusively for mail and e-commerce logistics, a position that defines our entire business model. We bridge the gap between airlines, postal operators and e-commerce consolidators, offering a complete commercial and operational framework that removes the complexity of non-traditional cargo. We advise our customers on network design, managing flows, and ensuring that each partner can scale efficiently in this fast-moving market. Our route to market is partnership-driven: we grow by enabling others to perform better, combining data intelligence, operational know-how and long-term collaboration.


Within the operational and commercial services you offer (such as co-ordination of flows, strategic routing and digital automation) you clearly emphasise efficiency and scalability. How do you see the market evolving over the next 3-5 years, and what changes do you expect in customer requirements? E-commerce logistics is becoming a discipline of its own. Over the next few years, we expect faster cycles, more fragmented flows, and stricter data and compliance standards. Airlines and postal operators will demand solutions that can adjust capacity almost in real time while maintaining full visibility and reliability. This means greater automation, predictive planning and smarter use of analytics. Customers will increasingly look for partners who can interpret data and translate it into network agility, rather than just provide lift. Market data reveal commercial trends, digitalisation brings efficiency, while ground supervision and coordination ensure


customer satisfaction and lead to scalability. Together, they form the “sweet equation” for consistency and growth.


Given the shift in e-commerce and postal flows globally, which geographic regions or corridors does Mail & More see as exhibiting the most growth potential, and what factors drive that judgement? Asia remains the engine of growth,


particularly production


and Southeast Asia, which are reshaping supply chains as


diversifies see


beyond China. We also strong


development under


in Africa and Latin America, where cross-border consumer demand is accelerating. Europe and North America continue to serve as a structural hub, especially evolving


prioritize traceability


customs regimes yet


than that exposed to


further regulation. Our network model is deliberately flexible. We follow demand patterns rather


allowing rapid adaptation to new trade dynamics and consumer trends.


18 fixed routes,


As you expand your network, how do you assess the relative importance of volume growth versus yield growth (i.e., more parcel/mail flows versus higher-margin value services)? Both are essential, but our priority is sustainable profitability for partners. We help airlines balance load factors with yield through intelligent capacity planning and long-term contracting that safeguards margins. Efficiency, reliability and predictability generate value far beyond short-term volume increases. In e-commerce logistics, yield comes from operational mastery — moving more parcels faster and smarter, not merely cheaper.


What are the primary challenges you anticipate when scaling into new regions or adding new airline/postal-operator partners, and how are you preparing to meet them? Each region operates under different


regulatory, cultural and technical


frameworks, and aligning these remains the biggest challenge. We address it by standardizing data flows, anticipating compliance requirements, and providing consulting support to help partners reach Parcels’ readiness. Agility is also critical: our diversified carrier base and adaptable routing enable us to absorb shocks from geopolitical or operational disruptions while maintaining continuity for customers.


In terms of digital tools and data transparency (for example your cloud-based mail/EDI platform), what developments are on your roadmap to support growth, and how do you expect those to impact commercial competitiveness? Our MAIL EDI platform was built with and for airlines, enabling seamless integration into airlines’ cargo systems through the Postal Air Waybill concept. We haven’t reinvented the wheel; we’ve made it accessible. The real challenge lies in understanding regulations in this area and keeping constantly up to date. We are now developing dashboards, analytics, and advanced reporting tools to help airlines monitor, steer, and optimize this part of their business.


Given the competitive environment (with other GSAs, logistics providers and global


integrators all vying for e-commerce India


mail flows), how does Mail & More position itself in terms of pricing, service innovation and long-term relationships? Usually, price-only competitiveness results from a lack of innovation or creativity. We compete on intelligence and partnership, not on price. Our strength lies in translating complex parcel flows into profitable, manageable networks. Service innovation comes from our deep sector focus, understanding both airline operations and postal or e-commerce requirements, and our ability to align the two seamlessly. We build relationships on transparency, performance and trust, enabling our partners to grow with confidence in a segment that rewards reliability above anything else.


Looking ahead, what would you identify as your “next big leap” — whether that is entering a new continent, launching a significant new service line, or achieving a particular scale milestone — and what will be the key enablers for realising that? Working hand in hand with Aerion’s entities, we are expanding our support to airlines that want to develop their mail business or streamline their systems through EDI and improved visibility. The objective is to empower carriers to open new business opportunities in e-commerce and turn mail into a performance driver. Creativity and innovation are part of our DNA, and our relation to Aerion


constantly opens new doors for airlines exploring this segment. We have yet to come across an airline that shows no interest in this field. Demand is universal; what varies is the level of readiness. By combining Aerion’s strategic reach with Mail & More’s specialization, we aim to shape a framework that helps airlines take their next step in e-commerce. Our ambition is not only to participate in this transformation but to help define its standards.


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