Cargo Business Strategy and Planning Management

4-day (32 hours) classroom course

A clear strategy is essential for organizations navigating the rapidly evolving air cargo industry. This course introduces modern managerial perspectives to help you shape strategic pillars, craft effective business strategies, and align resources to meet long‑term organizational goals. Through practical frameworks and real-world industry context, you will learn how to refine direction, enhance competitiveness, and translate planning into measurable impact. Designed for cargo managers and future leaders, the course builds your ability to innovate, monitor performance, and make informed strategic decisions. You will explore fundamentals of product positioning, pricing strategy, and market analysis, gaining the tools to drive growth and maintain ROI in a dynamic global environment.

Course code: CGC039VEEN02

Course format

• This classroom course provides 4 days (32 hours) of instruction delivered by an official IATA Instructor
• Take this course at an IATA Training Center, Regional Training Partner, or on-demand as in-house training.
• Student performance will be based on an assessment.

Prerequisites

• Participants should have prior knowledge of air cargo business.
• Recommended level is Intermediate and Advanced.
• The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.

How to register

• When you click the Register button, you will be directed to log in to your Training Account.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

In-house training

To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.

Upon completion of this course, you will be able to:

• Develop creative innovation processes for developing and building future business strategies and strategic pillars in air cargo growth
• Assimilate a structured, high-level, but potentially out-of-the-box thinking-approach to initiate a planning process
• Recognize the importance of monitoring tools and how to keep focus on ROI (return on investment)
• Discuss different improvement processes and tools to drive your business strategy
• Relate the managerial methodology and basics of product positioning
• Appreciate the importance of a pricing strategy and the need for a secondary pricing strategy

The key topics that are covered during this course include:

• Drivers and constraints in company growth and in air cargo
• Concept frameworks to set strategies
• Fundamentals of business strategies
• Terminology, planning cycles, responsibilities
• Effective, strategic decision-making processes, and goal and target setting
• From planning, to action, to contribution
• Performance and productivity monitoring
• Fundamentals of product positioning and strategies
• Analyzing the size and composition of your target market
• Pricing strategy and tools, and right time to review pricing
• Product price

Activities

• Business simulation game
• Case study and group presentation

This course is recommended for:

• Cargo executives, management, high-potential and future leaders
• Functional managers recently transitioned or will soon transition into a business leadership position

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.