CARGOCONNECT-AUGUST2024 - Flipbook - Page 67
prompting stakeholders to explore alternative approaches to meet their needs. This
transition underscores the importance of
anticipating market trends and adjusting
strategies accordingly to maintain operational eïciency and competitiveness.
Despite potential commercial implications, committing to longer-term pricing
agreements with shippers ensures a more
stable solution delivery, even amidst market
nuctuations. Fixing capacity aligns rates
more closely with current market conditions,
albeit with some level of risk assessment
involved. It becomes a delicate balance of
gauging acceptable risk levels for all parties involved. While predicting the future
remains uncertain, proactive measures like
securing capacity agreements help mitigate
potential disruptions and instill conodence
in meeting evolving logistical needs.
Can you shed some light on the kind of
service and modelled efficiencies you
provide while efectively integrating a
dynamic network?
While we may not possess a magical solution
to innuence market conditions, we prioritise
nexibility and responsiveness to cater to
our customers9 needs. Our commitment
lies in consistently providing adaptable
solutions, ensuring that we can meet demand
regardless of market nuctuations.
For those seeking stability, we ofer capacity commitments at current or forecasted
rates, ensuring uninterrupted service amidst
market uncertainties. Alternatively, for those
anticipating rapid market shifts, we advise
leveraging the spot market. Our goal is to
align our oferings precisely with customer
demand, acknowledging that we cannot
single-handedly innuence market rates.
Unlike companies with an array of products or services, our approach is grounded
and direct. Our focus is not on upselling
additional products or services. Instead,
we prioritise understanding our customers9
needs and aligning our operations accord-
ingly. Our strategy revolves around being the
preferred air cargo partner, characterised
by simplicity and ease of doing business.
Even today, as customer needs continue
to evolve, we remain agile and responsive.
To more dynamically manage dayto-day operations given the everchanging, unpredictable and turbulent
environments, what aspects have climbed
up the agenda and what improvements
do you cautiously proceed with?
Indeed, our success lies in our ability to adapt
to market conditions while remaining true
to our core strategy. We believe we have
succeeded in embodying this straightforward approach. In the meantime, it appears
favourable to aïrm our achievements, as
it renects strength.
Interestingly, despite being part of a
large organisation, Etihad Cargo maintains
a small headcount internationally. Our aim
is to simplify processes and ond creative
solutions to meet customer requirements
without adding unnecessary complexity to
our operations. Regardless of our size in
comparison to other industry players, the
focus has always been on diferentiation
and onding innovative ways to serve our
customers efectively and deliver the best
possible service. Through well thought out
approaches that automate and streamline
processes, we strive to simplify operations
for our customers. Overall, by staying true to
this philosophy, we continue to set ourselves
apart and deliver value to our customers in
a competitive market landscape.
Does innovation, market reach, or
reputation determine and influence
service capability and customer
experience? Can you identify which factors
hold more weight in the decision-making
process when forming partnerships?
Market reach, innovation, and reputation
all play signiocant roles in shaping service
capability and customer experience. The abil-
While we may not possess a
magical solution to influence
market conditions, we prioritise
flexibility and responsiveness to
cater to our customers’ needs. Our
commitment lies in consistently
providing adaptable solutions,
ensuring that we can meet demand
regardless of market fluctuations.
For those seeking stability, we offer
capacity commitments at current
or forecasted rates, ensuring
uninterrupted service amidst
market uncertainties. Alternatively,
for those anticipating rapid market
shifts, we advise leveraging the
spot market.
ity to access diverse markets directly impacts
what products or services can be ofered. For
example, nying frequently to India allows
us to stock our UAE supermarkets with
Indian vegetables. However, while extensive
market reach is advantageous, it can lead
to a loss of focus if too broad. Reputation
is also crucial, innuencing customer trust
and loyalty. While innovation may not be a
primary criterion, it naturally emerges as we
engage with reputable partners. Importantly,
we prioritise these factors based on regional
needs, ensuring alignment with our overall
strategy and customer expectations.
In particular, when selecting partners
such as GSAs or booking platforms, we consider all these three parameters: reputation,
market reach, and innovation. Reputation
is crucial to ensure reliability and minimise
risks, especially given our limited resources.
Market reach allows us to extend our services
efectively to our target markets. Thus, while
reputation and market reach are essential,
innovation complements these qualities and
fosters ongoing improvements within our
value chain network.
Our partnerships with major GSA groups
are advantageous due to their extensive reach
and strong reputation. Interestingly, these
groups also excel in technology, which is a
beneocial byproduct of their commitment
to excellence. While we don9t have a specioc
technology scorecard for evaluating partners,
their investment in technology enhances their
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