With the development of global trade, international air transport has occupied an increasingly important position in the logistics industry due to its speed, high safety standards, and punctuality. It has significantly shortened delivery times and played a positive role in accelerating capital turnover within supply chains. Therefore, as a freight forwarding professional, understanding industry fundamentals and sales techniques is essential.
Fundamentals of Air Freight Sales
To help freight forwarding professionals better conduct air freight business, here are the basic elements of air freight sales:
- Commodity Name : Understand the basic information of the goods, especially whether they are dangerous goods.
- Weight : The weight of the goods affects the charging standard.
- Volume : Includes the size of the goods and whether they are volumetric cargo.
- Packaging : Confirm packaging methods, such as whether wooden crates or pallets are used.
- Destination Airport : Ensure whether the destination is a basic point.
- Time Requirements : Customer's specific requirements for delivery time, including direct transportation, non-direct flights, or transfer flights.
- Flight Requirements : Service and price differences between different flights.
- Bill of Lading Type : Clarify the use of master and house air waybills.
- Required Transportation Services : Such as customs clearance methods, document processing, and whether door-to-door delivery is needed.
International Air Freight Cost Structure
Understanding the composition of international air freight costs helps freight forwarders provide accurate quotes to customers:
- Airfreight : Transportation fee charged by airlines.
- Fuel Surcharge : Additional fuel costs.
- Security Fee : Fees related to aviation security checks.
- Airport Handling Fee : Airport fees for loading cargo onto aircraft.
- Terminal Fee : Fees related to the airport when delivering to consolidators.
- Master Air Waybill Fee : Fee for issuing the air waybill.
Common Air Freight Terminology
Mastering common air freight terms enables more professional communication with customers:
- AWB (Air Waybill) : The contract of carriage between shipper and carrier.
- CIF (Cost, Insurance and Freight) : Seller pays costs, insurance, and freight to bring goods to port of destination.
- FOB (Free on Board) : Risk transfers to buyer once goods are loaded on vessel.
- HAWB (House Air Waybill) : Forwarder's air waybill containing details of consolidated shipments.
Sales Principles
Excellent sales professionals not need professional knowledge but must follow certain sales principles to gain customer trust and maintain relationships:
1. Independent Learning
While some complain about lack of guidance when entering the industry, actual progress depends on one's learning attitude. Becoming an excellent salesperson requires proactively making time to learn from experienced colleagues and utilizing online resources to enrich knowledge. Taking notes on common questions helps reinforce memory.
2. Willingness to Work Hard
No one succeeds easily in sales. Daily effective calls and customer visits are fundamental. Setting realistic goals and executing diligently ensures sustainable business development.
3. Personal Integrity
Sales isn't just about transactions but building trust and relationships. Offer reasonable prices and quality service, avoiding short-term gains that damage reputation.
4. Accountability
When problems arise, don't shift blame. Take responsibility and actively seek solutions. This builds credibility with clients and partners, enhancing potential value.
While new sales personnel may struggle to fully implement these principles immediately, this doesn't preclude skill development. Every profession is a career requiring daily dedication and effort to truly excel.
