International Air Transport Association
Partner Brief
Strategic Partnerships Newsletter

43rd issue * Quarter 2, 2012

The 6th World Cargo Symposium

The World Cargo Symposium is the premier global cargo industry event, attracting representatives from the entire supply chain and delegates from around the world. This year’s event, held in Kuala Lumpur, Malaysia, from 13 to 15 March, attracted nearly 1000 delegates for three intense days of discussions and networking. A number of the IATA Cargo Strategic Partners in attendance showcased the success of “Partnership at Work,” the theme of this year’s conference.

The symposium was extremely well attended by senior representatives of the industry: heads of cargo from airlines, ground-handling agents, and freight forwarders. Impressively, almost half of the participants were director-level or above and another 40% were manager-level professionals. This fact helped confirm the symposium’s function as a hallmark event, where the supply-chain decision makers and industry experts can come together to build partnerships and long-term business relationships.

The three-day conference attracted 23 sponsors and over 40 exhibitors in the areas of aircraft manufacturing, ULDs, security, IT and messaging, cold chain, dangerous goods, revenue management, and ground handling. Very positive feedback has been received regarding the networking- and business-development opportunities provided.

In addition to the more traditional tracks—regulations, operations, technology and innovation, and commercial—one of this year’s highlights was the event’s redesigned content. Plenary sessions on security, e-Cargo, the virtual tracks, IATA Experts’ Corner, and many more interactive sessions proved to be tremendously popular with the delegates.

The event culminated in a gala dinner, which included performances by a talented Malaysian violinist and the powerful voice of “Malaysian Idol” Jaclyn Victor, as well as a charity raffle. Delegates donated more than US$20,000 to the “BearCare” charity project dedicated to orphans in Uganda.

For full details, visit the World Cargo Symposium event page or IATA Cargo.


Launching e-freight Matchmaker: The First Online Tool for e-freight and e-AWB

The user-friendly web-based tool e-freight Matchmaker has been developed by IATA to offer e-freight and electronic air waybill (e-AWB) stakeholders easier and more flexible access to the list of live airports, locations, freight forwarders, airlines, and ground-handling agents. Its goal is to increase visibility by allowing e-freight and e-AWB participants to populate their implementation plans in the live system.

The tool also increases the accuracy and timeliness of information by enabling stakeholders (airlines, freight forwarders, and ground handlers) to maintain and update their own data directly using the live tool. At the same time, e-cargo industry stakeholders are encouraged to connect with each other via the incorporated messaging system for the purpose of jointly implementing e-freight and/or e-AWB.

The key benefits of accessing the e-freight Matchmaker include the following:

  • Increased information speed, as data is available to all as soon as it is entered by stakeholders

  • Time savings, as e-freight users can instantly retrieve customized reports

  • High data reliability, since the level of data accuracy is increased as the tool is updated by the industry for the industry

It also gives participants visibility by highlighting e-freight and e-AWB business.

The e-freight Matchmaker will go public on 30 May 2012. In the meantime, airlines, freight forwarders, and ground-handling agents are invited to register their company accounts at


AmSafe Industries, Inc.: Fire Containment Cover

Fire is a growing concern in the air shipment of cargo. When products are shipped in accordance with regulations, the risk posed is relatively minor. The risk of fire increases with the possibility that shipments contain either goods that are improperly categorized or undeclared hazardous materials. Items such as mobile devices and electronic products are a particular risk as they may contain high-capacity rechargeable batteries and other active elements. Transporting electronic and mobile devices only becomes a risk if they are not properly identified and packaged prior to being combined with other cargo on a pallet.

One solution, AmSafe’s fire-containment cover, operates as a passive system to keep a fire isolated from other cargo being transported on an aircraft. Designed for palletized loads, the AmSafe fire cover is comprised of a patented fire retardant fabric with a detachable QuickZip® pallet net. The cover can contain a fire with temperatures of up to 815 degrees Celsius for over four hours. This combination of net and fabric provides a two-way fire barrier that effectively isolates each cargo position and prevents any fire from spreading and escalating. The AmSafe fire-containment cover suppresses the localized threat through oxygen starvation.

The AmSafe fire-containment cover is primarily designed for palletized loads being shipped in the currently unprotected Class E compartments. These compartments can be found on the main deck of the majority of freighter aircraft. With many applications, the cover can also be used to protect the remaining Class D under-floor holds still in operation. While this is currently a voluntary safety improvement, AmSafe is actively supporting the development of international aerospace standards for design, performance, and testing. These standards will form the basis of a future FAA Technical Standards Order for fire-containment covers.

Joe Ashton
Head of Sales and Marketing



CHAMP Cargosystems S.A.: ACG Opts for CHAMP Cargosystems’ Solutions

Global IT provider CHAMP Cargosystems provides integrated services to over 200 cargo carriers and their distribution partners worldwide, with links to over 9000 forwarders. The company has offices in Atlanta, Frankfurt, London, Luxembourg, Manila, and Zurich.

In November 2011, CHAMP acquired TRAXON Europe, the specialist in electronic air cargo communications. The combination of CHAMP’s software solutions and TRAXON’s wide network has resulted in a comprehensive suite of software and distribution services.

The German all-cargo carrier ACG Air Cargo Germany relies on paperless communication with customers and service providers. ACG focuses on airfreight transportation between Europe and Hong Kong, India, Kazakhstan, P.R. China, South Africa, South Korea, South America, and the UAE. The airline is using TRAXON EDI, a CHAMP solution, for messaging, which includes the electronic exchange of FWB (Master Air Waybill), FHL (House Air Waybill), and FSU (proactive status information) messages worldwide. This enables the airline to meet the requirements of the EU Import Control System (ICS) as well as to participate in the IATA e-freight and Cargo 2000 initiatives.

The contract with CHAMP Cargosystems provides ACG with access to the global CHAMP network. It enables the German all-cargo carrier to do business with all logistics service providers and partners in the air cargo industry on a single, uniform platform using stable host-to-host (EDI) messaging services. The integrated host-to-host solution supports numerous transmission protocols and is compatible with all common message formats. In addition, ACG has the option to use several other CHAMP products via TRAXON EDI.

TRAXON EDI provides the all-cargo carrier with opportunities to increase efficiency and customer satisfaction. In a highly competitive environment, ACG must strive to be better than or at least as good as the competition. Air Bridge Cargo, which recently bought into ACG with a 49% share, also uses CHAMP Cargosystems’ solutions such as TRAXON CDMP.

Karin Siegmund
Head of Global Marketing



Conex: A Complete ICS for the Airline Industry

Conex offers the airline industry a comprehensive import control system (ICS) solution for the European ICS. Besides full flights, ICS via Conex is able to support filings of partial shipments as well as code-sharing scenarios. It is possible, for example, to transfer data from the internal managerial system directly to the Conex platform for declaration. It is also possible to capture certain data manually for special cases and still receive an automatic response via an electronic data interchange (EDI) data transfer.

This flexible, reliable solution has direct links to customs agencies in almost all the European destinations: Austria, Belgium, Denmark, France, Germany, Great Britain, Greece, Italy, Netherlands, Romania, and so on.

But beyond the transmission of data to each of these countries, Conex has shared its expertise with airlines by helping with many of the complex customs-related administrative procedures. Although these procedures vary from country to country, constant surveillance is essential in all cases, which this solution can support. In some countries, such as Italy and Hungary, it has even been necessary to have a local representative. And in others, Conex has provided almost step-by-step assistance with administrative formalities—electronic signature certificates, for example—in countries like Austria, Denmark, Great Britain, and Sweden.

Conex is dedicated to delivering a complete ICS solution to carriers, both airlines and cargo. This includes regulatory ICS-related messages—the initial ENS message, modification requests, diversion requests, and most arrival notifications, as well as all the administrations’ related responses—being sent to any of the EU member states. Conex has been an IATA Strategic Partner since 2010.

Dr. Lance Thompson
International Development Manager



Innovata LLC: Celebrating 10 Years of SRS

April 2012 marks a significant milestone for the strategic relationship between Innovata and IATA in the marketing and distribution of the Schedule Reference Service (SRS).

We are celebrating the 10th year of our landmark agreement to provide the aviation industry with a neutral source of schedules data and to guarantee a secure, high-quality service for the collection, consolidation, and distribution of airline schedules and related data.

Since those early days in 2003, SRS has grown in strength. Numerous clients around the world now benefit from the results of SRS, including:

  • A Worldwide Schedules Database, with virtually every currently operating scheduled airline in the world filing updates and with airlines tactically managing their networks, frequency, and capacity.

  • The industry-leading Minimum Connect Time Database, complete with IATA recommended values, plus over 96,000 airport- and airline-specific exceptions filed with Innovata.

  • A full complement of IATA carrier, station, and aircraft-equipment codes, maintained and updated.

  • A worldwide Time Zone file with effective and discontinued Daylight Saving Time (DST) dates, which includes data for the next three years for every country in the world.

Innovata will continue to work closely with IATA to provide the industry with a source of schedules and related data fully compliant with IATA industry standards. At the same time, Innovata will continue to play a key participatory role on IATA committees and work groups to maintain and improve these standards and to provide training to airlines and industry suppliers in Standard Schedules Information Manual (SSIM) standards.

Richard Thorne
Managing Director, Business Development

Innovata LLC


L.E.K. Consulting L.L.C.: Global Carrier Launches Premium Economy Product

A major international carrier enlisted L.E.K. Consulting to help design a premium economy (PE) product for its international services. L.E.K. analyzed five major areas to create a go-to-market strategy.

The first step was to determine the product-seating attributes. We evaluated the best financial performance option between two different seating models. Either a new seat could be adopted to provide greater width and pitch than the economy seat. Or more legroom (and recline) could be added to the existing standard economy seat.

Next, we identified the most alluring “soft” benefits for this product, such as different meal services, expedited security, and so on.

Then we looked at model economic performance. We analyzed historic route performance during peak and trough years, and projected the differential route performance with the new PE cabin.

The fourth step was to assess “cannibalization” threats. We researched over 100 major corporate travel departments to ensure that trade-down risks from the business-class to the PE cabin would be minimal, and to evaluate the potential for trade up from economy to the new PE cabin (where these corporations had already moved to an economy-only restriction). We also undertook consumer research globally to identify the optimal price point that would encourage up-selling.

Lastly, we created a distribution strategy to determine whether the product should be sold as its own unique fare class or as an “add-on” to existing economy fares. We also examined how to incorporate this new product into the carrier’s loyalty program offering for its elite customers.

At the conclusion of the eight-week collaborative project, airline executives were confident that they had the right product-introduction strategy. The carrier has since launched the product and is exceedingly happy with the results.

John Thomas
Vice President and Head of Aviation & Travel Practice



MedAire: Best Practices for Onboard Medical Responses

Two large, established international carriers were merging. Each had its own different processes and equipment for handling inflight medical events. The carriers needed to determine the right solution for the new airline they were to become.

The merging carriers came to MedAire for assistance harmonizing the onboard medical services for their crew and passengers.

To determine if the carriers were adequately and appropriately prepared to respond to inflight medical events, MedAire performed a gap analysis between their existing service providers; conducted a medical-kit assessment; and analyzed the type of events that occur inflight, both for the carriers that were merging and on airlines around the world.

The findings became the baseline for the onboard medical solution for the newly merged carrier. MedAire recommended programs to ensure the crew of the recently formed airline had a standard level of ability to respond to inflight medical injuries and illnesses.

In addition, MedAire used the inflight incidence data to determine medication type and quantity for the new, standardized medical kits.

The result is a medical kit that is relevant to the emerging carrier.

The MedAire team worked with the airline’s engineers to design the medical kit to fit within space requirements. Supplies are located in clear, color-coded pouches for the quick and easy identification of contents. MedAire also recommended new medications and equipment to improve the carrier’s ability to provide safe and accurate assistance, including needle-safe syringes and the introduction of a new anti-nausea drug.

The newly merged carrier was able to benefit from MedAire’s aviation-related medical expertise, world-wide distribution capabilities, economies of scale, and operational knowledge to implement the right medical solution for the future.

For 26 years, MedAire has provided commercial airlines with medical equipment, training, and ground-based medical advisory services through MedLink.

Heidi MacFarlane
Vice President, Strategic Development



Optiontown: Turning Consumer Desires into Incremental Revenues

Traditional revenue management stops when a ticket is sold, sometimes months before a flight. It may fulfill customers’ needs, but it often leaves them with many unmet desires.

The new science of post-purchase revenue management aims to satisfy the unmet desires of consumers, while also generating huge incremental revenues for the airlines. Based on the scientific principle of concurrent optimization and developed by Optiontown, this new technology addresses customer desires such as: “I wish I could upgrade to business class,” “I wish I could stretch out in a row of three empty economy seats,” or “I wish I could move to the flight I prefer (but which costs too much).” This new innovation also enables airlines to do virtually unlimited overbooking but with no denied boarding or customer ill-will; a win-win for both airlines and passengers.

Customers at about a dozen airlines can now sign up for “dynamic travel options” that permit the fulfillment of such desires. These options generate huge ancillary revenues for the airline but without any costs or IT work and almost no distraction—leaving the airline to focus on its own core competencies. The technology provides seamless interaction by automatically handling all transactions. The patented algorithms use artificial intelligence to prevent consumer gaming or revenue dilution.

Anuj Goel
Vice President, Sales and Marketing



Simplifying the Business and the First-ever WPS

The First World Passenger Symposium

The first IATA World Passenger Symposium (WPS) took place in Singapore in October 2011. The event enabled the stakeholders of the passenger value chain to exchange views on the challenges they face. The WPS has already established itself as a unique platform for the industry and IATA to develop a shared vision and work toward preparing for tomorrow’s passenger.

The Simplifying the Business (StB) Think Tank white paper, released during the WPS, summarizes the solutions that will save costs, improve services, and prepare for tomorrow’s passenger. It proposed five goals in the areas of airline distribution, airport experience, and system interoperability. In line with these proposals, the IATA Board of Governors decided to approve the launch of two new StB projects by the end of 2012:

  • New distribution capability, by selling a wide range of airline products through all the various distribution channels, identifying customer trends, and personalizing both offers and prices.

  • Passenger facilitation, by offering simple ways for passengers to provide the advanced passenger data required by governments.

The Current StB Program

Simplifying the Business (StB) is a flagship initiative designed to change the way the transport industry operates. Since its launch in 2004, the program has resulted in better service for passengers and lower costs for airlines. The following projects make up the current StB program:

The objective of the Baggage Improvement Program (BIP) is to identify 50% of global baggage mishandling and recommend solutions through an IATA-led industry-wide action.

IATA e-services aims to facilitate ancillary revenue sales through all distribution channels using the IATA Electronic Miscellaneous Document (EMD) standard.

Fast Travel (FT) introduces a full suite of self-service options through cooperation between airlines and airports.

The Global Air Cargo Advisory Group (GACAG) will take the lead for the implementation of e-freight, which aims to take paper out of air cargo. Airlines will now focus on adopting the electronic air waybill (e-AWB).

To learn more about the program, visit Simplifying the Business.

IATA Conferences and Events

IATA conferences, exhibitions, and industry meetings provide outstanding networking opportunities in addition to an association with the IATA brand, a world-class global endorsement. These events cover areas as diverse as pricing, ground handling, legal issues, fuel, and security, among others, which benefit airlines, airports, travel and cargo professionals, as well as service providers and governments.

Featured Events

LATAM Cargo Day 2012
6 June 2012 — Mexico City, Mexico

An IATA initiative, the LATAM Cargo Day is an opportunity for the Latin American air-cargo industry to debate key aspects of the supply chain, as well as the latest trends and solutions. The first edition of the LATAM Cargo Day will be held in conjunction with Expo Carga. You can also attend a complimentary workshop on e-AWB on June 5, 2012.
In Spanish, with simultaneous translation.

Annual General Meeting 2012
10–12 June 2012 — Beijing, China

The 68th IATA Annual General Meeting and World Air Transport Summit will welcome some 800 delegates, including airline CEOs, manufacturers, airports, and other industry partners. Our 2012 discussions will focus on some of the economic challenges facing our industry in the coming years and more specifically on doing business in China.

130th Slot Conference
14–16 June 2012 — Barcelona, Spain

With nearly 1000 delegates from over 200 airlines and representatives of over 60 schedules-facilitated or fully coordinated airports, this semi-annual meeting is IATA’s largest event. The goal of the conference is for airlines and airports to obtain the slots that will give them the best possible schedule to offer their customers.

IATA, ICAO, and IFALPA Fatigue Risk Management Systems Workshop
26–27 June 2012 — Lima, Peru

While our understanding of the relationship between human fatigue and performance continues to evolve, managing the balance between what is technically possible with what is humanly possible is complex. In response to the need to manage fatigue-related risks, ICAO recently approved amendments to Annex 6, Part I, to include Fatigue Risk Management Systems (FRMS) Standards and Recommended Practices (SARPs). In addition, EASA is finalizing EU-wide FTL rules to be effective by April 2013.

e-Cargo Conference 2012
26–28 June 2012 — Geneva, Switzerland

The 2012 IATA e-Cargo Conference and Workshop is the first event of its kind organized for and with the participation of the cargo industry from all over the world. This conference will provide a status update on the digitizing of key industry documents and the building of a paperless transportation process for our industry.
In conjunction with the conference, we will be hosting a complimentary e-freight and e-AWB Workshop on 28 June.

Watch for upcoming events!

World Passenger Symposium 2012
16–18 October 2012
Abu Dhabi, United Arab Emirates

8th Maintenance Cost Conference (MCC)
17–19 October 2012
Atlanta, USA

30 October–1 November 2012
New York, USA

IATA 131st Slot Conference
15–17 November 2012
Toronto, Canada

Visit IATA Events regularly for an updated list of all upcoming events.

Michael Huntington
Manager, IATA Conferences and Events
Tel: +1 450 715 1313

New Strategic Partners

Since 1990, IATA Strategic Partners have been contributing to IATA and the air transport industry through their involvement in the Strategic Partnerships program.

We are happy to introduce the following new Strategic Partners.

Access the company websites directly by clicking on their logos.

Aeolus Tec Services   Aviatrans International Limited   Banco Español de Credito, S.A.
Aeolus Tec Services   Aviatrans International Limited   Banco Español de Credito, S.A.
Baron Group   Base Aviation Systems Limited   Changi Airport Group (Singapore) Pte. Ltd.
Baron Group   Base Aviation Systems Limited   Changi Airport Group (Singapore) Pte. Ltd.
Chartis   Cleanserve Integrated Energy Solutions Limited   Cofely Services Inc.
Chartis   Cleanserve Integrated Energy Solutions Limited   Cofely Services Inc.
DARS (Disabled Aircraft Recovery Solutions)   FSM Management Group   Innovation Center of Civil Aviation
DARS (Disabled Aircraft Recovery Solutions)   FSM Management Group   Innovation Center of Civil Aviation
Logicraft Corporation   MRS Holdings   Optiontown
Logicraft Corporation   MRS Holdings   Optiontown
Pronal   Raizen Combustiveis S.A.   Rubis Aviation
Pronal   Raizen Combustiveis S.A.   Rubis Aviation
Safran   TNK Industries   Travsys B.V.
Safran   TNK Industries   Travsys B.V.

For a complete list of Strategic Partners, and to learn more about what they offer, please visit our online directory.

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AmSafe Industries, Inc.
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