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June, 2009 Volume 12, Number 5

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June, 2009 Volume 12, Number 5 INTERNATIONAL EDITION JUNE 2009 Japan’s Gateway Challenges Leading Lights Revealed The EU’s New Keystone Project5 6/9/06 9:08 AM Page 1 editorial Face Time With A PDA? espite the CFO arguing that cell phones, PDAs, email and teleconferencing (with or without Skype), are a great way to build relationships at little or not cost, ap- parently we still want to meet face to face. D Of course if you work for an airline or freight forwarder, chances are you won’t have to sit in Economy, let alone pay for the dubious prospect. So that’s an incen- tive to take your shoes off for the TSA or its local counterpart. With 47,500 visitors to Transport Logistic 2009 in Munich last month, the organizers Messe München International must have wondered: what recession? While the majority of attendees were able to Autobahn it to the vast trade halls or hop a U Bahn ride from Munich’s train station, 32 percent actually arrived from outside the country. Slightly more than in the “logistics boom year” of 2007. Simon Keeble The multilingual buzz from the rotating snack and chat of 1,760 exhibitors from 55 coun- [email protected] tries was not lost on Lufthansa Cargo’s Product & Sales Director Dr. Andreas Otto, ““When I see how many customers are here and above all who is here, and how much positive energy there is around, then I am already certain that this has been a worthwhile investment.” And while Lufthansa had a sizeable stand well locat- ed in the Air Cargo Hall, it was dwarfed by a two-storey DHL erection some 60 meters away that was large “there’s nothing enough to support a tropical rain forest in the middle of quite like human it — complete with a ‘Go Green’ logo. And over the way in yet another emporium were intercourse” admirably huge Kuehne + Nagel and Panalpina exhibits that competed with a host of other German logistics providers including Dachser, Hellmann and Rhenus — whose Chairman Klemens Rethmann summed up the argument against doing it by video saying, “We really enjoyed the time at Transport Logistic because for a change, we heard nothing about the crisis here. The trade fair is a great platform for intensifying con- tacts, forging new ones and getting to know new customers. And very productive business can result from that.” Well the Russians should know. Since the breakup of Aeroflot, newly minted operators of AN 124s and IL 76s have been ubiquitous suppliers of outsize ad hoc capacity to and from emerging markets worldwide. So this year’s Transport Logistic was an easy “must attend” decision. Just about anybody and everybody from the world’s multimodal logistics supply side seemed, in Munich, to have ignored the blandishments of their budget watchdogs and de- cided that there’s nothing quite like human intercourse to develop trust. Try doing that with a PDA. ACW JUNE 2009 1 viewpoint Navigating Troubled Economic Waters eing of Portuguese descent, I recently asked our employees for suggestions am always proud of my legacy on how we could better control cost, improve as some of history’s greatest service and increase revenue. From the many navigators (Ferdinand Magellan, great suggestions submitted, several have Bartholomeu Dias and Vasco da been implemented - giving our employees a Gama to name a few). direct hand in our continued success. BThese great navigators were also great leaders and understood that to be success- Internal Business Process: Monitor- ful in their quest they needed to know where ing enables us to know how well we’re doing. they were and where they were going. With a slow economy, it is not only important They also understood that to be successful to continue to monitor process metrics, but they must balance the needs of their crew, change them as warranted to be efficient, in- maintain the performance of their ship and novative and relevant to customer needs. deliver results to the people that invested in their mission. Maintaining this balance and Customers: It is critical to continuously staying focused on where they were going survey customer satisfaction and use the Paul Martins is Senior could often be difficult when facing unchar- results to improve customer relations. We Vice President, Sales and tered or turbulent waters. constantly look to create and grow true part- Marketing for Towne Air Our situation in today’s economy is very nerships and adopt products and services Freight. A 25-year industry similar to that of history’s great navigators that will take the relationship from one based veteran and former Direc- as we face unprecedented challenges to our solely on price, to one of customer intimacy. tor of UPS Air Cargo and UPS Air Charter Service, he business. is a graduate of the New It’s easy to lose focus and deviate from a Financial: In dire economic times, it England Conservatory in course we know to be our true North. is necessary to maintain the confidence of Boston, MA. How many companies are quick to slash shareholders by practicing conservative personnel, forego operational process im- financial management and maintaining a provements or just cut prices to maintain philosophy of continued growth. Economic customers and provide their shareholders downturns have occurred before and will with some level of revenue growth - even if it occur again, but successful companies un- is only top line revenue growth? derstand the need to diversify, invest in new I believe the key to business success lies in technology and add capabilities to grow their keeping four critical elements in balance — revenue. People Development, Internal Business Pro- cess, Customers and Financial. With so much to distract our attention in today’s troubled waters, it is up to us as lead- People Development: Communication ers to keep a watchful eye over the scorecard is essential. Employees are scared, but more in its entirety and serve as modern-day navi- importantly, they are eager to know what they gators within our organizations. can do to help the company succeed. We must continue to seek our true North, Keeping them abreast of how the company to challenge our crews to right the ship when is doing, detailing specific expectations and it becomes unbalanced, and guide our mission encouraging positive attitudes is crucial. We successfully to shore. ACW 2 JUNE 2009 ACW June, 2009 Volume 12, Number 5 ontents EDITOR Simon Keeble [email protected] TEL: (704) 237-3317 High Performance ASSOCIATE EDITOR Trish Williams 16Indicators [email protected] Tel: (301) 312-6810 Seabury survey highlights keys to CONTRIBUTING EDITORS success. Roger Turney, Ian Putzger CONTRIBUTORS Douglas Nelms, Peter Conway COLUMNISTS Leadership Profiles Paul Forster, Brandon Fried 16 24Trish Williams talks to some industry ART & PRODUCTION DIRECTOR Central Communications Group names. [email protected] PUBLISHER Steve Prince Turkey Takes A Turn [email protected] ASSISTANT TO PUBLISHER 29 As the country bridges an energy divide. Susan Addy 29 [email protected] • (770) 642-9170 DISPLAY ADVERTISING TRAFFIC COORDINATOR Linda Noga Japan’s Gateways [email protected] ADVERTISING/BUSINESS OFFICE 32Struggle to survive against declining 1080 Holcomb Bridge Rd., Roswell Summit Building 200, Suite 255, Roswell, GA 30076 volumes. (770) 642-9170 • Fax: (770) 642-9982 WORLDWIDE SALES U.S. Sales Hong Kong, Malaysia, Associate Publisher Singapore Pam Latty Joseph Yap (678) 775-3565 +65-6-337-6996 [email protected] [email protected] Europe, United Kingdom, Japan WORLD NEWS Middle East Masami Shimazaki David Collison [email protected] +44 192-381-7731 +81-42-372-2769 4 Americas [email protected] Thailand China Chower Narula Beijing Office| [email protected] 8 Europe Nancy Sun (Sun Junqin) +66-2-641-26938 [email protected] Taiwan ++86 10 5879 5885 Ye Chang 11 Middle East Shanghai Office [email protected] Isabella Hou (Hou Ying) +886 2-2378-2471 [email protected] Australia, New Zealand 12 Asia ++86 (21) 5116 8877 Fergus Maclagan Guangzhou/South China [email protected] Sherry Yuan +61-2-9460-4560 32 [email protected] Korea ++86 10-5879-5885, ext. 601 Mr. Jung-Won Suh +82-2785-8222 DEPARTMENTS [email protected] 1 Editorial 36 Bottom Line 37 Classifieds CUSTOMER SERVICE OR TO SUBSCRIBE:(866)624-4457 2 Viewpoint 38 People/Events 40 Forster’s Focus POSTMASTER: Send address change to: Air Cargo World 3025 Highland Pky Ste 200 Air Cargo World (ISSN 1933-1614) is published monthly by UBM Aviation. Editorial and production offices are at 1270 National Press Build- Downers Grove, IL 60515 ing, Washington, DC, 20045. Telephone: (202) 355-1172. Air Cargo World is a registered trademark of UBM Aviation©2009. Periodicals postage paid at Downers Grove, IL and at additional mailing offices. Subscription rates: 1 year, $58; 2 year $92; outside USA surface mail/1 year $78; 2 year For more information visit our website at $132; outside US air mail/1 year $118; 2 year $212. Single copies $10. Express Delivery Guide, Carrier Guide, Freight Forwarder Directory and Airport Direc www.aircargoworld.com tory single copies $14.95 domestic; $21.95 overseas. Microfilm copies are available from University Microfilms, 300 North Zeeb Road, Ann Arbor, MI 48106. Opinions expressed by authors and contributors are not necessarily those of the editors or publisher. Articles may not be reproduced in whole or part without the express written permission of the publisher. 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