newstodate.aero
MAY 17, 2005 (newstodate): British Airways World Cargo is actively building up partnerships with select customers.
Named "BAWC 1-on-1 Partnerships", the global program currently comprises 14 key customers, and BAWC is working to enlarge this exclusive program.
-We continuously perform market analysis to identify potential partners that may fit into our program that builds on the principles of mutual benefits and interest, says Keith Packer, BAWC VP Marketing.
According to Mr Packer, the company currently derives 41 percent of its total revenues from these customers, up from 31 percent over two years.
-These customers are highly individual, and they do not receive the same benefits. We rather seek to customise partnerships that produce a "win-win situation" for both, he says.
One example may be that a select partner is guaranteed uplift out of e.g. a Far Eastern destination with lack of capacity in return for an agreement on volumes on other routes with excess cargo capacity like e.g. ex-USA.
BAWC also drives other regional and local partnership programs based on concrete market conditions and demands.
Regional and local programs are managed by their own staff, while the global partnerships are managed by headquarters, Mr Packer says.
Named "BAWC 1-on-1 Partnerships", the global program currently comprises 14 key customers, and BAWC is working to enlarge this exclusive program.
-We continuously perform market analysis to identify potential partners that may fit into our program that builds on the principles of mutual benefits and interest, says Keith Packer, BAWC VP Marketing.
According to Mr Packer, the company currently derives 41 percent of its total revenues from these customers, up from 31 percent over two years.
-These customers are highly individual, and they do not receive the same benefits. We rather seek to customise partnerships that produce a "win-win situation" for both, he says.
One example may be that a select partner is guaranteed uplift out of e.g. a Far Eastern destination with lack of capacity in return for an agreement on volumes on other routes with excess cargo capacity like e.g. ex-USA.
BAWC also drives other regional and local partnership programs based on concrete market conditions and demands.
Regional and local programs are managed by their own staff, while the global partnerships are managed by headquarters, Mr Packer says.