Examine cargo demand and create marketing solutions for your target market; strategize creative and cost-effective marketing.

Available as: Classroom & In-Company course
Duration: 4 days (32 hours)
Recommended level: Professional and Management
Prerequisites: Basic knowledge of the Air Cargo Industry or completion of the Air Cargo Management course

Upon completing this course you will have the skills to:

• Recognize the sources of demand for air cargo
• Determine your customers’ needs and position air cargo solutions to meet those needs
• Effectively segment your target markets
• Exceed your customers' expectations with product innovation, product quality, and efficient distribution
• Develop creative and cost-effective marketing strategies

This course is recommended for:

• Cargo marketing analysts and managers
• Sales managers
• Cargo network analysts and managers
• Revenue Management analysts and managers

• Conducting marketing audits of your own organization, the competition and your customers
• Trade patterns & the macroeconomic environment, modal split, the air cargo value chain
• Efficient market segmentation and SWOT analysis
• Understanding brand value
• Advantages and disadvantages of different distribution channels – understanding the role of intermediaries

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.

About IATA Classroom Training
We train more than 10,000 aviation professionals annually through our global network of IATA Training Centers, Regional Training Partners, and in private in-company sessions. Our 200+ classroom courses are developed using IATA’s unique industry insight and delivered by IATA Instructors, experts in their fields. More

Further training
Graduates of this course can apply for the Harvard ManageMentor (HMM) distance learning program at a special graduate price.

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