In international air transport, selecting a long-term airline partner is a key decision that impacts logistics stability, cost control, and service quality. It requires a systematic evaluation from multiple perspectives, taking into account the characteristics of your cargo, business needs, and industry regulations.
In this article, Weefreight will provide a detailed analysis, which we hope will be helpful.
- Core Foundation: Matching Transport Capacity and Network Coverage to Your Business
The essence of long-term partnerships lies in the continuous adaptation of an airline’s resources to your needs. The primary consideration is whether the airline can stably support core business scenarios.
- Route Network and Hub Layout
Prioritize matching your cargo’s core “port of departure – port of destination” routes, especially for high-frequency, fixed-destination transportation needs.
If your business focuses on the China-Europe route, consider airlines with frequent flights to hubs like Frankfurt, Amsterdam, and Paris (e.g., Lufthansa and Air China). For flights to second- and third-tier cities in Southeast Asia (e.g., Da Nang, Vietnam, and Chiang Mai, Thailand), consider airlines with strong transit connections at regional hubs like Bangkok and Singapore (e.g., Thai Airways and Singapore Airlines).
Also, consider an airline’s intermodal capabilities. If you have multi-destination transport needs (e.g., flights from Shanghai to multiple European cities), prioritize airlines that are members of an alliance (e.g., Star Alliance or SkyTeam). Their hub-to-hub transit networks are more mature, enabling seamless, through-the-way transportation.
- Capacity Stability and Space Guarantee
Capacity is the bottom line for long-term partnerships and should be assessed based on cargo weight and seasonality:
For large-volume general cargo (e.g., daily cargo volume exceeding 1 ton), prioritize mixed-use passenger and cargo carriers (such as Air China and China Eastern Airlines), which offer stable bellyhold capacity and a wide range of routes. For oversized or heavy cargo (e.g., machinery parts and equipment), consider the airline’s availability of all-cargo aircraft (e.g., SF Airlines and FedEx Express) or whether they have fixed all-cargo flight space quotas.
Capacity guarantee during peak seasons (e.g., cross-border e-commerce promotions and traditional holidays) is crucial. Confirm in advance whether the airline can provide long-term space reservations (e.g., boarding or cabin charter agreements) to avoid cargo being stranded due to unavailable space during peak seasons.
II. Core Concern: Balancing Cost and Service
Long-term partnerships require a balance between cost control and reliable service. The balance between these two directly impacts business profits and customer experience.
- Rate Structure and Cost Transparency
Freight rates aren’t always “lower is better.” Focus on long-term stability and transparency.
Prefer airlines that offer tiered, long-term rates. For example, discounts based on annual transport volume (e.g., 100 tons, 500 tons, and above) should be offered, and rate fluctuations should be clearly linked to market fuel prices and exchange rates (avoiding sudden, significant price increases during peak seasons and hidden fees).
Beware of “low-price traps”: Some airlines may offer low prices to attract partners, but then add hidden costs such as ground handling fees, fuel surcharges, and remote area surcharges. It’s important to clearly define all costs before entering into a partnership and sign a clear rate agreement.
- Shipping Time and Transit Efficiency
Time directly impacts the shipper’s supply chain turnover and should be assessed in conjunction with the urgency of the shipment:
For time-sensitive shipments (such as fresh produce and urgent spare parts), prioritize airlines with a high proportion of direct flights or priority transit rights at core hubs (for example, alliance member airlines can reduce transit times to 2-4 hours at their own hubs).
Pay attention to an airline’s on-time performance: Evaluate an airline’s flight on-time performance over the past one to two years using industry data (such as the International Air Transport Association’s (IATA) on-time performance report) or peer reviews to avoid impacting customer delivery due to frequent delays.
- Cargo Security and Tracking Services
In long-term partnerships, cargo security and visual tracking are essential safeguards:
Investigate the airline’s cargo security management system: This includes temperature and humidity control in warehousing (for sensitive cargo such as pharmaceuticals and electronic components), standardized loading and unloading procedures (to prevent damage), and a compensation mechanism for cargo damage and loss (with a clear claims process and timeframe).
Focus on cargo tracking capabilities: Prioritize airlines that offer full-chain visual tracking. Online platforms allow real-time access to cargo information from booking confirmation, loading, transit, customs clearance, and delivery, facilitating proactive risk management.
III. Partnership Guarantee: Service Response and Risk Management
Long-term partnerships inevitably encounter unexpected issues (such as flight cancellations and customs clearance irregularities). The airline’s service capabilities and risk management efficiency are crucial.
- Localized Service and Response Speed
An airline’s front-end integration and back-end support directly impact the cooperation experience:
Preferably choose airlines with in-house ground service teams or core agents at both the departure and destination ports. For example, if customs clearance delays occur at the destination port, the airline can quickly coordinate with the local team to assist in communication. If packaging discrepancies or document issues arise at the departure port, the airline can provide timely corrective action.
Focus on the “dedicated contact person” configuration: For long-term partnerships, it’s important to designate a dedicated account manager with the airline to ensure rapid response times for daily bookings and communication issues (e.g., 1-2 hour response time during business hours and an emergency contact channel available during off-hours).
- Emergency Response Capabilities for Abnormal Situations
Emergency situations are a touchstone for airlines, so contingency plans must be confirmed in advance:
For example: In the event of a flight cancellation, can the airline offer a “reroute to another flight” within four hours? In the event of cargo damage/loss, is the claims process clear (e.g., compensation within 7-15 working days after submitting documents)? In the event of customs clearance delays at the port of destination, can support be provided by “assisting with supplementary documents and contacting local customs”?
Regarding capacity guarantees during special periods (such as epidemics and geopolitical conflicts), reference can be made to the airline’s past performance in similar situations (e.g., whether it was able to maintain operations by adjusting routes and allocating spare capacity) to assess its risk resilience.
Fourth: Compliance and Long-Term Adaptability
Compliance is the “safety line” of cooperation, while long-term adaptability determines whether the partnership can continue to evolve.
- Compliance Qualifications and Industry Reputation
Confirm that the airline has legitimate international operating qualifications:
Check whether the airline holds “International Air Transport Association (IATA) membership” and “airline operating licenses for the destination country/region.” Review industry reputation and regulatory disclosures (such as the Civil Aviation Administration of China’s airline safety ratings) to determine if the airline has a record of major safety incidents or penalties for violations.
- Compatibility with Business Development
For long-term partnerships, consider the compatibility between your own business expansion and the airline’s development plans:
If you plan to expand into new markets (e.g., from Europe to Africa), find out in advance whether the airline has plans to expand into those regions. If you may be upgrading your cargo type (e.g., from general cargo to cold chain cargo), confirm whether the airline has the appropriate cold chain transportation resources (e.g., temperature-controlled cargo holds and ground-based cold chain support).
Focus on the airline’s “digital capabilities”: for example, whether it supports API integration for automated booking and electronic document submission, and whether it can adapt to your future digital logistics management needs.
Selection Process Recommendations
Requirements Analysis: Clarify key metrics such as core routes, cargo types (general cargo/special cargo), daily/annual transport volume, timeliness requirements, and budget.
Candidate Screening: List 3-5 airlines that meet your requirements (you can filter through freight forwarder recommendations or industry rankings).
Site Inspection/In-Depth Communication: Visit the airline’s ground operations center or meet with your account manager to confirm details such as space availability, contingency plans, and hidden costs.
Small-Batch Testing: Conduct a small-batch collaboration for 1-3 months to verify that timeliness, service, and responsiveness meet expectations.
Long-Term Agreement Signing: Clarify terms such as fares, space allocations, service standards, and liability for breach of contract to provide legal protection for the long-term partnership.
Summary
Selecting an airline for long-term cooperation is essentially “finding a partner, not a supplier.” Capacity matching should be the foundation, cost and service should be the core, contingency guarantees should be the bottom line, and long-term compatibility should be the goal. After a comprehensive evaluation, select an airline that can grow alongside your business. Avoid simply pursuing low prices or a single advantage. Verify across multiple dimensions to ensure the stability, cost-effectiveness, and sustainability of your partnership.
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