In the revamping of its global sales distribution structure (started in 2018), Etihad Cargo announced that it has chosen the world’s largest General Sales & Support services group, ECS Group, as a service partner, indicated by CargoForwarder Global on 22FEB20. In the meantime, specifics were revealed.
As announced last week, the Gulf carrier has entered into Cargo Service Provider (CSP) agreements with ECS Group’s subsidiary companies Globe Air, Universal GSA and ExpAir, which will commence on
01APR20*. (*Except in Czech Republic, Singapore and Indonesia, which are due to start 01JUN20.)
Globe Air will provide customer service, reservations, post-flight support, operations support, accounting, and billing support services on behalf of Etihad Cargo in the following countries:
United States, United Kingdom, Germany, Netherlands, Singapore, Indonesia and Malaysia.
Like-minded partner
Sales activities in those countries will continue to be carried out by Etihad Cargo’s own commercial organisation, while ECS Group’s subsidiaries, Globe Air, UniversalGSA and ExpAir, will
additionally cover sales services in the other Etihad Cargo network countries: Canada, Belgium, Switzerland, Austria, the Czech Republic, Slovakia, the Nordics, as well as Los Angeles and offline
stations in the USA.
Abdulla Shadid, Managing Director Cargo & Logistics Services at Etihad Aviation Group said: “We are delighted to be working with ECS Group as a strategic partner to fulfil a key pillar of
our all-encompassing commercial transformation. This milestone comes following an extensive 10-month evaluation process to source like-minded partners who share our vision for digital cargo
transformation using data-driven market insights and deep customer knowledge. ECS Group’s ability to deliver cost-effective sales operations through bundling multiple jurisdictions and maximising
economies of scale was a key factor in their award.”
EY Cargo becomes big fish in ECS Group’s net.
Adrien Thominet, Chief Executive Officer of ECS Group, is equally delighted with the partnership, stating that “Helping Etihad Cargo to develop its business strategy is a fantastic
adventure” and pointing out that in order “to maximise Etihad Cargo’s freight revenue in these regions, we have worked on unique solutions and digital tools that are tailored to and
designed exclusively for the airline. We share Etihad Cargo’s vision of putting digital at the heart of efforts to expand air freight, and this shared vision is an essential aspect of our
partnership.”
The Group offers their airline client’s Total Cargo Management, including yield optimization, revenue management or data analysis. Their common slogan reads: “Unfortunately we don’t have a
standard service. Because we don’t have a standard client.”
Brigitte Gledhill
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