proMotion September 2017
Dear Customers and Partners,
Now it is my turn: I am pleased to have the opportunity to introduce myself and my region, Middle East and Africa, as part of the new Regional Manager series.
For 17 years, I have been looking after your freight at Lufthansa Cargo. After working in key account management and heading up our Competence Center Temperature Control, I heeded the call to see the world and went to Singapore. A fascinating city from which I oversaw Lufthansa Cargo’s business in southeast Asia for six years. I got to know up close and personal what makes emerging markets, which also have a vital impact on my new role, so special. As head of our Future Sales project, I returned to Frankfurt in 2016. In this role, I had the opportunity to help shape our new sales structure, in which I now work.
I like to look at the Middle East and Africa region from two perspectives: Unlike heavyweights such as Asia and North America, the region has so far not played a defining role in global airfreight flows in terms of airfreight tonnage. Things look different from a demographic perspective. The region accounts for over a quarter of the earth’s surface. Its 60 countries are home to 1.4 billion people – and that number is rising rapidly. That is 19 percent of the world’s population, and they will play a pivotal role in our planet’s future development. Our new organizational structure now allows us to do more justice to this special significance, since the region is now the direct responsibility of the Executive Board.
Our products and services are as diverse as the region itself. We serve Kenya, South Africa, Egypt, Israel, the United Arab Emirates and Saudi Arabia with our freighters, which are additionally supported by the Lufthansa Passenger Airlines wide-body network. We fill the bellies of the large passenger aircraft in Dubai, Addis Ababa, Lagos and Malabo. We serve many other destinations in North Africa and the Middle East with narrow-body flights. And exotic destinations are also possible. Eurowings and Austrian Airlines can fly your freight to and from Mauritius, Windhoek, the Seychelles and many other places. With 31 destinations throughout the region, you are truly spoiled for choice.
It may come as no surprise to you, but the challenges the region faces are just as diverse. The obstacles in Lagos are different from the ones in Leipzig. They include regular power outages, hours-long traffic jams for short trips and communication problems due to the large number of languages and cultures. But our main focus is always on the same goal: safe, reliable, high-quality transport services for you. We also aim to participate in global trends, of course – especially digitalization. Thanks to your support, we have already made excellent progress when it comes to the electronic air waybill (eAWB) in some places, such as the Middle East. Read more about it in the team introduction section. Still, there are many other areas where we want to take a huge leap forward. That will only be possible in cooperation with you and our partners.
Our professional, committed teams are there to support you with local expertise, no matter what your concern, whether it is digitalization or a Fresh/td shipment to Frankfurt. We all look forward to continuing to work with you, and I hope to have the opportunity to get to know many of you personally.
See you soon!
Who are the people in this picture?
Here we see the Lufthansa Cargo management team for the Middle East, from Riyadh to Dubai and Tehran. Our team is made up of colleagues from India, Pakistan, Jordan, Iran, Lebanon and Germany – many cultures, united by a passion for airfreight. Together, we ship your freight on over 80 flights a week from our region.
In a nutshell, what drives you?
Succeeding in one of the most competitive markets! This challenge, along with the positive customer feedback, motivates us anew every day.
What are your next major milestones? What is the goal?
In close cooperation with our customers, we are consistently continuing down the path we have taken in recent years. We are always focused on the local airfreight business, of course, but are also setting our sights on new goals. That is why we are currently working on participating even more intensively in the sea-to-air business. Your benefits? A seamless transfer from the waters to the air. We and our partners offer you smooth transport from the ship to the aircraft, including efficient screening processes.
Equestrian sports play a major role in our region. We are strengthening our leading position in transporting horses from the United Arab Emirates to Europe and the U.S. At our station in Sharjah, these four-legged creatures can start their air journey with the shortest handling times. Upon arrival in Frankfurt, they enjoy the benefits of our unique Animal Lounge before being picked up or continuing their trip.
But we have our sights set beyond the Middle East. In close cooperation with our colleagues in Singapore, we are further expanding our offerings from southeast Asia via the Middle East (air-to-air), allowing us to offer you added capacities.
Digitalization is a major issue – for us too! As a result, we have been able to noticeably increase the eAWB share from Dubai, Riyadh, Doha and Bahrain in recent months, which makes processes significantly more efficient. Our thanks also go out to our customers for their active support and acceptance. Interested in joining us? Then get in touch!
What have you always wanted to say to our customers and partners?
On behalf of the entire team, thank you for your loyalty and the great working relationship. The positive feedback as part of our customer survey in early 2017 has truly motivated us to continue down our chosen path. We are delighted that you have taken notice of our efforts over the past few months.
Data for all.
Ready for the future: new digital solutions with the API interface.
Looking to integrate data about our flight schedule into your services?
No problem. We now offer route and tracking data through the Lufthansa Open API. A new digital interface making data such as flight schedules available to software developers in a controlled manner was created for the Lufthansa Group in late 2016. Linking data from various services creates completely new digital solutions by allowing people to book the flights they need right there and then while buying a concert or event ticket, for example.
By integrating our data, we are taking into account the growing importance of platforms and better connectivity with customers and partners. API may be used to provide additional Lufthansa Cargo services in the future. The constantly rising number of users illustrates that this is the future. The API interface is another step towards digitalization.
Salmon spotted on ANA.
Successful start of perishable shipments under the ANA Cargo cooperation.
Since May, it has also been possible to transport perishable shipments as part of our joint venture with ANA Cargo. More than 200 tons of Norwegian fish have already been transported to Japan on ANA. The fish is carried on board refrigerated trucks from Oslo to Frankfurt, from where it is flown onwards by ANA to Tokyo Haneda. Thanks to ANA’s distribution flights within Japan, the fish can also be brought to other destinations outside of Tokyo – a major advantage compared to the past, since we no longer need to rely on refrigerated trucks for domestic transport.
A cool 90 percent of the shipped fish ends up in Osaka, but perishable shipments are also already being flown to Fukuoka.
“The impeccable reputation of quality from both ANA and Lufthansa Cargo is always a delight to offer the customers. I believe this joint venture will help us achieve an even stronger position to serve our customers with faster and better solutions,” says Daniel Clemmensen, Lufthansa Cargo Sales Manager Oslo.
The customers are also satisfied. Air Cargo Logistics, one of the leading providers of airfreight forwarding in Norway, has been working with us for years. “With the great news about the joint venture of Lufthansa Cargo and ANA Cargo, gives us, Air Cargo Logistics AS, even more opportunities. We are in a leading position to develop innovative solutions and grow together with new and existing customers within Seafood’s from Norway – especially for the demanding Far East and Japanese market. Professional customer services are the key in all aspects in order to succeed. We believe that the Lufthansa Cargo and ANA Cargo cooperation will become a very important airfreight provider - and partner - for us and for our business partners”, Chris Jaabæk, Business Development Manager at Air Cargo Logistics, adds.
SIN goes smart.
A Vitronic volume scanner now measures your freight shipments fully automatically in Singapore.
Since this summer, our station in Singapore has been capable of weighing and measuring your freight shipments automatically and processing them digitally. The advantages are clear: The approach saves time, and information on the shipment is immediately available in our IT system. Measurement takes two to five seconds. Manually measuring shipments and entering the values takes significantly longer.
Eleven scanners are already in use at stations such as Frankfurt, Munich and New York. What makes the SmartGate in Singapore so special? It is integrated into our handling through a ground handling agent. “The good partnership with our handling agent SATS allows us to conduct a pilot project of this nature. We are gathering valuable experience and ideas about how we can implement and use our key technologies in a GHA-dominated setting,” says Marco Sperling, Head of Production in Singapore.
The experience gained in Singapore could allow us to equip further stations in our global network with the smart solution in the future.
Running for a good cause.
Almost 1,000 runners competed in the third office city run to benefit Cargo Human Care.
The first starting gun was sounded at 6.35 pm, when almost 1,000 runners took off on their 5- and 10-kilometer journeys in Frankfurt-Niederrad. Since 2015, two Lufthansa Cargo colleagues have been organizing the office city run to benefit Cargo Human Care. Lufthansa Sportverein e.V. (the Sparte Cargo Bulls) and Standort-Initiative Neues Niederrad SINN e.V. also support the event. This year’s run raised well above EUR 20,000, which will go to building a preschool for 100 children in an impoverished neighborhood of Nairobi.
“We are blown away by the large number of participants. Now we can say the office city run in Niederrad has a firm place in the calendar. And we are delighted that every cent the runners and sponsors donated to Cargo Human Care today through their entry fee will benefit children in Kenya,” Fokko Doyen, initiator and First Chairman of the Board of Cargo Human Care, said during the event. “With the Happy Children Education Center, we want to give the poorest children in a slum of Nairobi the opportunity to get a guaranteed elementary school education." Construction of the school is scheduled to be completed in mid-2018. CHC, the help alliance (the Lufthansa Group’s non-profit aid organization) and the Sixt Foundation are all providing equal funding for the construction of the elementary school.
Frankfurt City Councilman Matthias Mehl and Peter Gerber, Chairman of the Executive Board and CEO of Lufthansa Cargo, fired the starting pistol for the diverse group of runners. “I am happy that the office city run in Niederrad has now been held for the third time, underscoring the outstanding and valuable commitment of many Lufthansa employees. It will directly benefit people in need in Nairobi and will hopefully continue to provide Niederrad and the airport with an annual event that attracts a growing crowd,” Peter Gerber said about the event. More than 100 Lufthansa Cargo employees took part this year. The Lufthansa Cargo Executive Board doubled the collected amount with a donation matching the entry fees of their staff.