This course gives you fuel for your marketing campaigns and ideas for attracting new cargo business to your airport. You will get insight into the factors that drive the air cargo business, and learn new practices for leveraging them. Through realistic exercises, you will learn where to look for new market opportunities, how to find out about industry trends, and who to target within the airlines.
The condensed, 3-day course format is perfect for managers, with material focusing only on the knowledge you need to start building and developing your cargo business network.
Available at IATA Training Centers or at your company
Duration: 3 days (24 hours)
By the end of this course you will know:
- How to identify cargo market opportunities and the benefits they can bring your airport
The regulatory framework that shapes the air cargo industry
How to identify airline development decision makers that will help you enhance your network
How to plan competitive strategies that attract new airline customers
Build your market strategy around your airport’s strengths
- Introduction to air cargo
- Industry players and their roles
Economic importance of the air cargo
Products demanding special handling and speed
Differences between passenger and air cargo opportunities
- Emerging trends in air cargo
- Industry policies and the consequences for air cargo
Long-term prospects for air cargo development
Competitive forces that shape air cargo industry
- Airport commercial plan
- Airlines network development decision making
Air cargo and airport long-term strategic planning
Strategies to attract air cargo business
Marketing your services and solutions
Case study: effects of a successful sustained air cargo development program
- Group project and presentation
Download full outline and schedule
An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on all exercises and exams. A special distinction is awarded to participants obtaining a grade of 90% or higher.
This course is recommended for airport managers with cargo business development or planning responsibilities.