proMotion June 2017
Dear Customers and Partners,
Tudo bem? ¡Hola! Hello! Bonjour! and Hallo!
The greeting alone highlights the diversity of our “Latin America & Caribbean” region. I have been responsible for heading this diverse area since January 1, 2017. Some of you know me already from before when I served as Regional Manager of South America, the Caribbean and Florida. Mexico was added at the beginning of year. This move brought another exciting market into the mix − and once again increased the region’s diversity.
Prior to acting as Regional Manager, I got to know the core of our business from an operational perspective as Director of Global Handling Processes and Performance, where I gathered valuable experience. I began my career at Lufthansa Cargo in 2002 in Madrid and other postings in Sharjah and Dubai.
The colorful variety of languages also extends to freight flown from Latin America, which includes mangoes and papayas from Brazil, avocadoes and lemons from Mexico, flowers from Ecuador and Colombia, fish and cherries from Chile, pineapple from the Caribbean, and horses from Uruguay and Argentina. The products’ seasonality is one of the greatest challenges of this market. Another task is to unite the markets in Brazil and Mexico, featuring high levels of imports, with the export surplus from Ecuador and Colombia. In addition to growing in number, our stations are becoming more exotic as well. We currently serve more than 30 stations in this region, eight of which we fly to with our own freighters. Since mid-2016, your freight has also been flying in the bellies of Eurowings aircraft to several destinations in the Caribbean, whose marketing entails its own set of challenges. Thanks to our experienced platform managers and local knowledge, we are pleased to repeatedly celebrate new success stories: We most recently added Havana and Varadero to our route network on May 27 and now offer direct connections between Cuba and Cologne four times a week. A high-traffic road feeder service between Cologne and Frankfurt means that freight heads out from there into the rest of the world.
We have a number of plans for the months ahead. Apart from pursuing further growth in Mexico and Brazil, we aim to develop the Caribbean and Central American markets. We also hope to integrate Ecuador and Colombia into our network even better by strengthening our interline partnerships. And digitalization, found everywhere you look nowadays, is also a top priority for us. We want to press ahead with eAWB coverage in Mexico and Brazil, while we are starting with implementation in Uruguay and Argentina by teaming up with authorities and partners on the customer side.
All of this is only possible with a strong local team, whose members are highly enthusiastic and possess in-depth local knowledge. In places where we have not established our own footprint, we benefit from long-standing trust and collaboration with GSA partners. I greatly look forward to tackling the challenges of the future with you and my team, and to becoming even more familiar with the many colorful facets of these regions. Here is to excellent cooperation!
Who are the people behind your picture?
They are the backbone of our business here in Mexico. They are the ones that make the growth story happen, the ones that opened three new stations in the last 4 years, including Guadalajara (GDL) which is now being served with 4 weekly freighters, Cancun (CUN), our Eurowings connection to and from Europe), and Queretaro (QRO), where most of the automotive industry is located.
Customer development for long term growth, and service orientation in sales and handling. We build on our strengths, having our own dedicated and skilled team, our own freighters and our own warehouse handling in Mexico City, where we also handle third party customers. In all aspects, the target is to be the first choice for our customers.
In a nutshell, what drives you?
Our motivation is success. Success in filling the available capacities, in securing a working environment where all colleagues feel motivated to work in, and in providing a product and a service to our customers which they feel comfortable to pay for. We’re always striving to do better to be the first choice to our customer.
Soon Curt Fischer, Director Sales and Handling Mexico, will handover to Frank Nozinsky, currently Director of Sales and Handling Norway and Sweden. Curt, what are the three main advices you will give to Frank?
First of all, in Mexico airfreight is people business, probably more so than in other parts of the world. Secondly, build on your team, which is highly motivated and skilled, to master the upcoming endeavors together. And third, the tequila is very good, but can be tricky.
Frank, what are your next milestones?
I want to get to know and learn well from our team, the market and our customers. And learn from the great and well known Mexican culture and hospitality.
What goals do you set for you and your team?
After a first integration, learning and observation period, I would like to not only defend our very good market position with the team, but be recognized as market leader as well. Not only in terms of tonnage, but also in terms of innovation and customer service. We are going to be ready for upcoming challenges and setting up a lean, modern and flexible sales and handling team, that is prepared for the future. Just as Darwin said: “The only constant is the change.”
What have you always wanted to say to our customers and partners?
Thank you for the ongoing support in a not always easy environment, where price is important, but not the only key for success, as we have shown together with most of our customers. Often we are not the cheapest, but we have strong relationships, service orientation, network and an excellent team, which stands for Lufthansa Cargo. We do care for every kg and do believe in cargo. We invest in cargo, not only in our core business and digitization, but as well in our team and network. We are here to serve!
Brisk new wind on the road! Book “Road Feeder Service Cool.”
A world’s first for temperature-sensitive freight.
We are the first cargo airline to offer you the new booking option known as “Road Feeder Service Cool” (RFC). By adding RFC, we continue to expand our range of services in cold chain logistics. The new offer ensures that temperature-sensitive freight is not only actively or passively cooled or heated when on board aircraft. Now you can make a binding booking with the new Road Feeder Service Cool for medications flown into Frankfurt for onward transport within Europe, for example. Doing so ensures that the goods will remain in the defined temperature range during this part of the journey as well. The refrigerated vehicles are labeled with “RFC” on the booking screen for easy identification. Non-refrigerated trucks are labeled with “RFS”.
At the moment, we are also greatly expanding the capacities of our Cool Center at the Frankfurt hub. Once the expansion is complete, 8,000 square meters will be available to you for refrigerated freight beginning in late summer of this year. Apart from this, further improvements are being made to the Lufthansa Cargo Cool Center’s entire infrastructure.
The International Air Transport Association (IATA) already awarded Lufthansa Cargo and its Cool Center CEIV certification for transporting pharmaceuticals in 2016. We are continuously improving the service, taking into account the pharmaceutical industry’s special requirements, as well as all provisions specified by EU guidelines on Good Distribution Practice of medicinal products for human use (GDP).
Effective immediately, end customers who want to ship an animal with Lufthansa Cargo can look up and locate freight forwarders on our homepage.
Whether it is a dog or a cat, a fish, a bird or a horse, shipping an animal as cargo is an emotional decision. Quality and expertise are key when making such a decision. In many cases, private customers have to look online for a suitable freight forwarder. On our new website at animals.lufthansa-cargo.com, we now provide private as well as industry customers with a place to look in their search for forwarders in the area. The website lists more than 500 freight forwarders worldwide specializing in animal transport. The entries feature forwarders’ business cards, and users will be able to locate them through Google and other search engines as well. In their search for a reliable and professional freight forwarder specialized in animal transport, potential customers will see all relevant Lufthansa Cargo contractual partners right on our homepage.
“Since beginning to market our customers, the animal forwarders, online on behalf of Lufthansa Cargo, the initial direct customer feedback has been extremely positive,” said Björn Bührke, Manager Sales Processes & Tools at Lufthansa Cargo.
The new homepage now makes it possible to provide detailed, user-friendly responses to numerous requests that we receive from private customers by email, phone and through social media. The forwarder search function can be used on all common mobile devices, making it a practical tool that benefits end customers as well as freight forwarders! See for yourself at: animals.lufthansa-cargo.com
The new Lufthansa Cargo company app is available.
Learn more about us − the interactive way.
The updated corporate app featuring new images, structures and many interactive elements was recently made available online. It provides you − our customers and partners − as well as people with a general interest in air cargo with all of the key information about our company. From videos, interactive infographics and slideshows to further information that users can download, the app has lots to offer.
The Lufthansa Cargo company app has been around since 2014. With some 6,000 downloads worldwide and numerous international awards, it has long since become a regular feature on the iPads of our employees, customers and partners.
We were most recently thrilled to be selected as the winner of a New York Communicator Award.
Celebrating ten years of Cargo Human Care!
Sustainable help for people in need in Kenya − without the red tape.
Cargo Human Care (CHC) was founded by Lufthansa Cargo employees and doctors from Germany in May 2007. The goal: to provide sustainable help for the neediest people in Kenya without the red tape. Medicine and education are the cornerstones of the charitable association’s work. The CHC currently runs an orphanage for 120 children, a medical center where 50 German doctors provide medical assistance on a regular basis and a young people’s home for the vocational training of graduates from the orphanage. At the moment, CHC continues to provide urgent support to some 6,000 people in four villages in the Marsabit region in northern Kenya by collecting donations and providing aid shipments to combat famine.
“When we founded CHC ten years ago, I never, for the life of me, would have thought that we would achieve so much one day: 560 members, 220 children and young people in our sponsor programs, 2,000 treatments every month in our own medical centre, and donations that are increasing every year,” said Fokko Doyen, founding member and First Chairman of the Board. “The identification with this ‘Cargo project’ can be felt throughout the company. Since we started out, the number of members has grown to over 550. We do not just have passive, paying members, but above all many people who participate in our work as doctors, custodians of various sponsorship groups and in the association’s organizational work. But our greatest boon is the huge support we get from Lufthansa Cargo: The fact that it pays for the flight costs of our doctors and active members to Nairobi enables people in Kenya to benefit directly from the donations.” Only 0.6 per cent of all Cargo Human Care’s expenditure goes to cover administration costs.
“It is really impressive how the commitment of the past ten years by the numerous volunteers, who are mostly employees of Lufthansa Cargo, has made Cargo Human Care into what it is today,” said Peter Gerber, Chairman of the Executive Board and CEO of Lufthansa Cargo. “For me, the special thing about Cargo Human Care is the very direct aid. Here people from our company have wanted to do something and they have done it. Additionally, it is fantastic that Cargo’s key competencies, namely flying and logistics, can be completely put to good use here to help people who do not have such good opportunities in life. That’s why Lufthansa Cargo will continue to support the work of Cargo Human Care to the best of its abilities.” Since November 2015, our MD-11F “D-ALCH” has been flying around the world with 24 children’s footprints adorning its fuselage. Since then, the freighter has not only been transporting thousands of tons of goods all over the globe, but also serves as an ambassador with wings for the Cargo Human Care aid organization.
Want to learn more about Cargo Human Care? Then visit the website.