The role of a cargo charter broker is very different to that of other links within the air freight supply chain and, perhaps more than any other, the key to success is flexibility and quick reactions. Of course, if the changing needs of the market can be correctly predicted, business becomes a whole lot easier
This alliance will provide ALN clients with fast, effective, 24-hour solutions worldwide – including cargo charters for engines and spare parts, as well as on-board courier (OBC) services for smaller shipments, according to a statement published by the London-headquartered charter broker.
"A grounded airliner can potentially cost its operator hundreds of thousands in lost revenue, and the ability to provide an urgent air charter or OBC service on a 24-hour basis is critical," observed Pierre Van Der Stichele, director of business development at Chapman Freeborn.
ALN managing director Ralph Perkins remarked that the new partnership "adds further value for our clients and provides the aerospace industry with a unique combination of service options for AOG (aircraft on ground), critical and routine logistic needs".
Speaking early this month, Van Der Stichele commented that the strategic partnership is already bearing fruit. Although he notes that Chapman Freeborn has been active in the AOG market for quite some time, and has been particularly active in this field over the last few years, ALN was "a perfect fit for us".
Acting as the exclusive broker to ALN will hopefully provide significant new business in what is already a speciality of Chapman Freeborn – moving small but urgent parts quickly and reliably. And Chapman Freeborn’s latest cargo sales manager, Raj Sungha – acting as the link between ALN and the broker – is there to maximise the potential on offer.
This is of course not the only area of the business that Van Der Stichele will be looking to expand. However, he confirms that it is not Chapman Freeborn’s intention to grow too rapidly and incautiously – indeed, it is more a case of anticipating market trends and meeting changing customer requirements than starting new lines of business or expanding coverage in a wholesale way.
Reinforcing what the broker has and meeting the needs of current customers is just as important as winning new clients, Van Der Stichele pointed out. And that is especially important right now, when the market is so volatile and difficult to predict.
Being lean and efficient may be more important than seeking quick wins in challenging times, he considers, adding that a broker with the size, global coverage and financial stability of Chapman Freeborn nevertheless remains extremely well placed to succeed where smaller brokers might struggle and or even fall by the wayside.