The ULD service provider has set new growth targets come 2025. CEO, Bernhard Kindelbacher explained to CargoForwarder Global in an exclusive interview, that the company aims to tap into new markets, thus expanding its global reach, and offer customers one-stop-shop ULD Management solutions through logistics services and technical innovations.
The market for ULD service providers to secure a slice of the pie is enormous. This is because two in three airlines carrying cargo still manage their container and pallet business themselves. For ACL Airshop and its main competitors, Jettainer and Unilode, this means that two thirds of all airlines could become their potential customers. However, this figure is deceptive, as most low-cost carriers operate narrow-body aircraft that are not equipped with loading systems for containers or pallets. Yet even so, ULD service providers still face a big piece of cake that they could secure for themselves.
Three-pronged approach
ACL Airshop intends to capture this potential through a combination of geographical expansion, an increase in service activities, and a smart recruitment policy. For example, there are plans to appoint a Sales Director for Japan. The name is to be announced in the next weeks. However, Kindelbacher already reveals that the candidate has a Japanese passport, which implies linguistic and cultural affinity. This personnel decision shows “that we want to position ourselves more globally in addition to our core markets of Europe and the USA. We prefer to have the regional business run by managers who are culturally anchored there, but have international experience in air freight and logistics,” explains the CEO of ACL Airshop. While penetrating the Far East stands on top of his agenda, Latin America, India, and Africa will follow suit.
Twin-seat concept
The service provider, which has dual headquarters in Amsterdam and Greenville, South Carolina, currently employs 230 people worldwide and manages a fleet of 110,000 ULDs. Greenville is also the company’s production center for nets and straps. Own staff is based at 15 airports, including key cargo hubs such as Hong Kong, Singapore, Tokyo, Shanghai, Amsterdam, Liège, Frankfurt, Milan, Dubai, Bogota, JFK, Chicago, Miami, and Los Angeles. Repair work is also carried out at most of those stations. In addition, there are agreements with local GSAs at more than 50 airports. They are responsible for providing customer airlines with the necessary ULD equipment and logistics services in time.
The company lacks recognition
According to Bernhard Kindelbacher, one shortcoming is the relatively low level of awareness of his company as provider of ULD Management Services & Logistics. This is to be improved through marketing initiatives in conjunction with a refreshed brand appearance. “At the same time, we want to invest more in technical innovations in order not only to track the ULDs but move them more efficiently through the system. This will help airlines to reduce their fleet significantly and save cost.” In case a damaged container or pallet is detected, repairs can also be initiated immediately or replacements arranged faster.
Asked about the differentiation between ACL Airshop and its main competitors, Jettainer and Unilode, he mentions his company’s extremely high level of customer orientation. “I’ve been running the company for nine months now. From day one until today, I haven’t heard a single complaint from customers, which I value as a high recognition of our daily performance,” he applauds his staff’s engagement.
Not only ACL Airshop’s presence at important cargo hubs may have contributed to this, but also the company’s balanced HR policy: “We attach great importance to a healthy mix of experienced employees and junior staff. It’s all about diversity, including in terms of gender, age, and nationalities. This creates a pleasant working atmosphere. Because only those who feel comfortable at work identify with their job, their company, and customers.”
