Kales Airline Services

Simply great service

Sebastiaan Scholte took up the position of CEO at GSA Kales Airline Services at the end of last year. The cargo veteran brought with him much experience and lots of enthusiasm. Cargo Magazine spoke to him about the new generation in air cargo, TIACA and the strength of Kales.

Sebastiaan Scholte

Text Esther Kort-Boreas Photography Kales Airline Services

“The youth is the future” Sebastiaan begins his story. “This applies to all sectors and therefore also to logistics. But how do we make our industry attractive for – let’s call them – the new generation? How does this generation gather information on air cargo dynamics? What do the individual links in the supply chain do? What motivates them and what are the mutual relationships and interactions? What are the KPIs for trucking companies? What is an airline’s revenue model? We must be able to answer all these questions. Not only to make young people enthusiastic for our great, multifaceted industry but also to foster a mutual understanding of each other’s business model. Of course, there are various courses in the field of logistics but the question is, are the above-mentioned subjects covered satisfactorily?”

Island

“Far too often in our industry everyone sits on their own little island and does their own thing. There is little insight into other players’ dynamics. Why is this? It is often said, ‘we’ve been doing it like this for years’ but that is an outdated idea in this day and age. It is often thought: ‘I’ll keep my knowledge and data to myself because then I have the power’. This is also an outdated notion. Sharing knowledge and transparency is what brings power. Power allowing the whole chain to function in a better way. But as long as ‘in-transparency’ remains a chain partner’s business model, then nothing changes.”

The young are growing up in a digital world. Should the cargo industry undergo modernisation in this area?

Sebastiaan: “The trend for far-reaching digitalisation has already started. However, paperwork is still sometimes necessary. Air freight consignments are sent all over the world. Not every country is as advanced in digital development so communication on specific corridors has had to continue in the old-fashioned way. Luckily, though, the number of lanes where everything is digital continues to increase.”

TIACA

For several years Sebastiaan has played a very active role in TIACA – The International Air Cargo Association. When he started at TIACA the industry organisation was not in good shape. Efficiency measures have since been taken, for example, by entering a partnership with Messe Munchen with regard to the biennial air cargo trade fair which, incidentally, no longer takes place on several continents but now has a permanent location in Miami. TIACA is focusing on making the industry more attractive to young people. One of the ways this is being done is with the establishment of a traineeship program amongst various

A few developments influencing the power force in air cargo: 1. Total cargo management: the GSA takes over all the activities of a, generally speaking, smaller airline. 2. The GSA increasingly takes a stronger position and takes risks to purchase capacity itself via, for example, chartering or Block Space Agreements. 3. A shipper who previously sought capacity from a forwarder offers capacity itself with its own machines (for example, Amazon).

players in the chain. Young people can gain experience at the various companies and have a look behind the scenes. Thus experiencing, in practice, the differences between the links in the chain.

Trends

Sebastiaan believes that the role of the GSA is definitely not finished. “Why must you, as an airline, have your own staff at every station in the world? It is far more efficient to use a GSA with local knowledge and market experience. For that matter, really, it is GSSA; not only Sales but most certainly the Service component is important. As the representative of an airline, really, you ARE that airline.”

“Currently very topical: Corona put air cargo in the spotlight. The importance of air cargo is now – insofar as it was not previously known – suddenly a lot clearer, also at the boardroom level. New freighter companies are seeing opportunities as passenger connections are withdrawn”, Sebastiaan says.

What is Kales’ strength?

“I can be brief in answer to this”, says Sebastiaan. “Simply great service: that is our motto. No bells and whistles but a ‘can do’ mentality based on the three pillars: flexibility, reliability and agility.”

To the question what is his ambition for the enterprising GSA the Kales organisation is, Sebastiaan responds: “Innovate, digitalise, deepen the partnership with airlines. Develop. Realise more growth in the countries where we are active. Merely ‘looking after the shop’ is just not my thing”, he states in conclusion.

More information

www.kales.com

Juridisch specialist op het gebied van handel, transport en logistiek

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