newstodate.aero
NOV 19, 2003 (newstodate): Lufthansa Cargo has seen its share of the German and other European freight markets falling during the current industrial crisis, and it cannot afford to leave this unchallenged.
-Falling freight volumes, stagnation or slow growth over a period that cannot longer be considered just within the "normal fluctuation"; this has driven Andreas Otto's admittedly strong message on a new Lufthansa Cargo approach to rates and competition, says Ulrich Link, Lufthansa Cargo director commercial, Nordics & Baltics.
-Lufthansa Cargo has invested heavily, and succesfully, in branding, pricing and product positioning within the segments of special cargo, time definite products, and service packages. These segments are no longer considered just interesting niches, they have become established as major segments of the air cargo markets, and they will not be affected by any rates cuts or discounted pricing, he says.
-What we are aiming at now are the segments within the general cargo and lower ends of the middle segments, including cargo consolidations, ad-hoc traffics and general agreements with regular customers. Here our sales organisations will be able to act with increased flexibility and ability to close deals through concrete negotiations, based on rates lower than those currently in the rates scheme.
-Lufthansa Cargo sales teams will now act more aggressively in many markets, not just by lowering rates but in many other respects aiming at winning back market shares lost to our competitors during a period when we may have focused more on developing the higher ends of the market. Our prime products remain unique to Lufthansa Cargo, but over-all volumes must be increased, says Ulrich Link.
-Falling freight volumes, stagnation or slow growth over a period that cannot longer be considered just within the "normal fluctuation"; this has driven Andreas Otto's admittedly strong message on a new Lufthansa Cargo approach to rates and competition, says Ulrich Link, Lufthansa Cargo director commercial, Nordics & Baltics.
-Lufthansa Cargo has invested heavily, and succesfully, in branding, pricing and product positioning within the segments of special cargo, time definite products, and service packages. These segments are no longer considered just interesting niches, they have become established as major segments of the air cargo markets, and they will not be affected by any rates cuts or discounted pricing, he says.
-What we are aiming at now are the segments within the general cargo and lower ends of the middle segments, including cargo consolidations, ad-hoc traffics and general agreements with regular customers. Here our sales organisations will be able to act with increased flexibility and ability to close deals through concrete negotiations, based on rates lower than those currently in the rates scheme.
-Lufthansa Cargo sales teams will now act more aggressively in many markets, not just by lowering rates but in many other respects aiming at winning back market shares lost to our competitors during a period when we may have focused more on developing the higher ends of the market. Our prime products remain unique to Lufthansa Cargo, but over-all volumes must be increased, says Ulrich Link.