AIR CARG O WEEK


GSSAs


SUPPLEMENT


GSSAS COMMERCIALISE AIRFREIGHT CAPACITY


A


ccording to market data provider for air cargo operations, WorldACD, General Sales Agents (GSAs) account for a significant 25% of worldwide air cargo sales. Meanwhile, Paris-based ECS Group notes that General Sales & Service Agents (GSSAs) represent airlines to commercialise


airfreight capacity and supervise complex local operations and administration services. The GSA/GSSA market is a segment of the aviation and logistics


industry focused on the sales, marketing and operational management of airlines’ cargo service. The GSA is an organisation appointed by an airline to handle its


sales and marketing activities in regions where the airline does not have a direct presence. GSAs act as intermediaries, representing the airline and promoting its services to travel agents, cargo agents and direct customers. GSAs typically earn a commission on sales made on behalf of the airline. A GSSA provides a broader range of services than a GSA. In addition


to sales and marketing, a GSSA also handles operational tasks such as cargo handling, documentation, customer service, reservations, and sometimes even ground handling. Essentially, a GSSA acts as the airline’s representative in a specific region, managing both commercial and operational aspects. Some well-known global GSSA companies include Air Logistics Group,


ATC Aviation Services, ECS Group, Globe Air Cargo and GSSA International. These companies have a strong presence in multiple regions, offering a range of services that cater to different airline needs. The global expansion of e-commerce, coupled with increasing


international trade, has driven demand for air cargo services. This growth benefits the GSSA market, as airlines seek to expand their reach into new regions without necessarily establishing a direct presence.


Local market knowledge By


leveraging the local market knowledge, established


networks and infrastructure of GSSAs, airlines can focus on their core operations without significant investment in local offices and staff. The GSSA market has seen some consolidation, with


larger companies acquiring smaller ones to increase their global


footprint and capabilities. Strategic partnerships


between GSSAs and airlines have also become more common, providing tailored services that better meet the needs of both parties.


3


Regional differences The role of GSSAs can vary significantly across different regions due to factors like local market conditions, regulatory environments and cultural differences. In some regions, the market is highly competitive with many players, while in others, a few large players dominate.


Challenges and trends Digitalisation is reshaping the GSSA market. New technologies, such as online booking platforms, automated systems, and data analytics, are being increasingly integrated into the operations of GSSAs. These technologies enhance efficiency, improve customer service, and offer better insights into market trends and performance. With growing concerns over environmental impact, there is a push towards greener practices in the aviation industry. GSSAs may be required to adapt their operations to comply with new regulations and market expectations around sustainability. GSSAs must navigate a complex web of international regulations,


which can vary by country or region. This includes compliance with customs regulations, aviation safety standards, and data protection laws. The GSSA market is expected to continue growing as airlines


seek cost-effective ways to expand their global reach and as air travel and cargo demand increase. However, this growth will be accompanied by increasing competition, digital


transformation, and


pressure to adapt to new environmental


and


r e g u l a t o r y standards.


The ACW Supplement Team


Supplement Editor: ACW Editor:


News Reporter:


Regional Representative (APAC): Regional Representative (Europe):


James Graham Edward Hardy


Anastasiya Simsek Ajinkya Gurav Kim Adam


Regional Representative (North America): Oscar Sardinas Associate Editor:


Director of Operations:


International Media Sales Director: International Sales Executive: Finance Manager:


Design & Production Manager: Production Supervisor: Website Consultant: Managing Director:


Chris Lewis Kim Smith


Rosa Bellanca Zainab Khalid Rachel Burns Alex Brown Kevin Dennis


Tim Brocklehurst Steven Polmans


The views and opinions expressed in this publication are not necessarily those of the publishers. Whilst every care is taken, the publishers cannot be held legally responsible for any errors in articles or advertisements. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by electronic, mechanical, photographic or other means without the prior consent of the publishers. USA: The publishers shall not be liable for losses, claims, damages or expenses arising out of or attributed to the contents of Air Cargo Week, insofar as they are based on information, presentations, reports or data that have been publicly disseminated, furnished or otherwise communicated to Air Cargo Week.


AZURA INTERNATIONAL


In our next supplement, we look at the business of conducting airfreight in Africa.


If you wish to be involved, please contact the editor, James Graham at james.graham@azurainternational.com.


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