It’s
been just over two years since December
1, 2014, when Dr. Alexis von Hoensbroech
took the reins as Board Member Products
& Sales of Lufthansa Cargo AG.
But
while the “twos” are a
traditionally terrible period for
growing up, it appears Alexis has
handled himself with grace and aplomb
whilst undoubtedly discovering that
air cargo is a horse of a different color.
Alexis
is accustomed to challenges. Once
upon a time, he served as Head of
Commercial Frankfurt for Lufthansa
with responsibility for network management,
revenue management, and commercial
business management at the airline’s
biggest hub.
Disarming
Youth & Vigor
That
job is no walk in the park, not by
any measure. Here in a frank, up front,
and wide-ranging conversation that
both analyzes the events of 2016 and
looks ahead to 2017, Alexis brings
a fresh pair of eyes as well as a
disarming sense of youth and vigor
to air cargo.
First Things First
“From
an economic perspective,” Dr. Alexis
said, “2016 was certainly a
challenging year for us.
“But
2016 has also demonstrated to us that
our customers really appreciate our
sustained efforts to improve further.
“We
have set a lot of things in motion
together.
“I
would like to express my utmost appreciation
to many of them for the superb cooperation.
“The
strong fourth quarter 2016 was a great
relief for us and the solid demand
seems to continue into this year,
thus helping us to return to a healthier
level.”
Clear
Choices For 2017
“Our
goal is clear: we want to be the first
choice for our customers when it comes
to air cargo.
“Our
new structure with flatter hierarchies
will help us in this.
“Being
closer to our customers now will allow
us to be even faster and more pragmatic
than before in our decision-making
for them.”
IATA
CEIV Leads The Way
“Lufthansa
is one of the few airlines in the
world with IATA CEIV certification.
“This
is both an achievement and an incentive
for us.
“We
want to be the first choice for our
customers in the area of temperature-sensitive
goods as well.
“With
this in mind, we will significantly
expand our Cool Center at the Frankfurt
hub this year.
Forwarders In Numbers
“Forwarders
are our customers and account for
the vast majority of our business.
“We
enjoy very strong relationships to
most of the big forwarders as well
as to many small- and medium-sized
businesses.
“And
we will continue to do our very best
for them in the future as well.”
Amidst
reports that the Lufthansa Cargo
product branded Emergency.Solutions
may lead to occasional bumping
of contract rate cargo, causing
issues with forwarder customers
and others who fear loss of predictable
service—including the fact
that Lufthansa does not guarantee
bumped cargo will ship on the
“next flight, [but] rather
the next available flight”—a
spokesman for the airline told FlyingTypers:
It
goes without saying that we do
all we can to transport every
single item of cargo as booked.
However,” the
spokesman said, “naturally
there is limited cargo capacity
on each flight.
So
if our customers book exceptionally
large volumes of high-priority
cargo at short notice using our
Emergency.solutions product, for
example, it is conceivable that
a booking with a lower transport
priority and more flexible timeframe
might have to be rebooked on an
alternative flight.
However,”
the spokesman emphasized, “there
are relatively few high-priority
cargo bookings of this nature.
Thus, rebookings affecting
the guaranteed time of arrival
are extremely rare.
Of
course, in such a case we would
work with the customer affected
by the rebooking to find the best
possible solution.”
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The
Power To Deliver
“We
provide the strongest cargo uplift
network to, from, and across Europe,
sitting with our main base in the
largest European airfreight market:
Frankfurt.
“And
being German engineers, it is our
tradition and ambition to provide
the best quality in the industry combined
with strong product and business innovation.
“But
we are also very self critical when
it comes to our reliability and will
continue working on constantly exceeding
the highest standards with respect
to this.
“Of
course we also sometimes cause service
failures, but every failure is also
an opportunity to learn from it, thus
constantly improving our service.
“Our
restructuring effort also offers us
great opportunities to become even
more flexible.”
Taking
An Industry View
“We
believe our industry has to become
better digitally connected.
“Compared
with other industries, air cargo is
lagging behind dramatically in this
respect.
“We
want to contribute to the digital
change as Lufthansa Cargo and are
in constant dialog with our customers
and partners regarding this.
“Lufthansa
has always been known to the market
for quality services and tailored
products.
“We
believe this clearly serves the need
of the shippers.
“After
all, when shippers use air cargo,
their motivation is not so much saving
money but fixing a problem.
“So
quality and reliability are key!
“We
are in a constant dialogue with various
shippers to innovate our products
to best fit their specific needs.
“This
is further intensified as we introduced
an industry development function as
part of our product management department
as of January 2017.”
Getting
Back To Basics
“We
launched td.Basic, a deferred product
at a very attractive price, only bookable
online.
“It
made a promising start over the past
few weeks and we are looking forward
to its development in 2017.
“Towards
the end of next year (2017), we will
also launch our new booking engine,
which will allow all our products
to be booked online.
“Our
view is this action is an exciting
and important step towards digitization.
“Last
but not least, we introduced a new
service for private customers last
year.
“With
myAirCargo, we now fly over-sized
odds and ends as well, such as bulky
holiday souvenirs that customers want
shipped across the Atlantic.
“This
is certainly a niche product in the
industry, but we are excited to see
how it develops.”
What
Needs To Be Done
“It
might not sound very out of the box,
but I believe the single most important
change to this industry is digitization.
“We
still have so much unnecessary cost
across our industry, our average industry
quality levels are poor, and shipments
still spent too much time sitting
around in warehouses.
“Digitization
can significantly improve all of this,
if we take a serious effort.
“And
if we don’t do it ourselves,
someone else will step into this opportunity.
“However,
air cargo remains a very exciting
industry with great characters and
a strong human factor.
“This
is unique and I am convinced this
will prevail despite digitization
as the soul of our business.”
Geoffrey
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