Going all-in on the GSSA sector

Article published by Air Cargo Week

ECS Group is working to deliver the most comprehensive air cargo management solution in the industry through its ‘All-In’ product that provides Total Cargo Management (TCM) to customers’ entire network.

Crucially, ECS Group’s approach to TCM is inherently hybrid. The modularity and adaptability of its offerings, reflected in tools like Squair for back-office efficiency and Mail & More for e-commerce transport, underscore the company’s ability to customise solutions.

Their “à la carte” approach allows ECS Group to address specific aspects or entire facets of cargo management, providing clients with tailored solutions that precisely align with their unique needs.

“ECS Group’s hybrid business model is a testament to its dedication to workforce evolution, perfectly aligning with the specific demands of clients in reflection of the dynamic evolution of the airfreight industry,” ECS Group’s Chairman and Chief Executive Adrien Thominet said. “ECS Group has successfully nurtured a pool of highly competent resources capable of meeting the diverse demands of customers,” Thominet added.

Recognition of the profound transformation required for GSAs to offer modular solutions and utilise cutting-edge tools is ingrained in ECS Group’s strategy.

“The loyalty dynamic flows in all directions—towards airline partners, employees, and vice versa. This reciprocal loyalty, combined with the fusion of technology and human expertise, defines ECS Group as a true hybrid business model. This distinctive approach transcends the traditional role of a GSA, positioning ECS Group as a forward-thinking and adaptable partner that distinctly stands out in the market,” Thominet continued.

Digital leverage

The commercial DNA of ECS Group, rooted in a commitment to technological advancement and human-centric values, is one of its points of pride.

ECS Group has strategically utilised digitalisation, creating a hybrid model that not only enhances operational efficiency but also fosters the professional development of its workforce.

“The airlines have totally changed their expectations of the GSSA. Sales and bookings are expected. Now, they want to have more intelligence and visibility. The digital investments we are providing are answering the new needs of customers; the pricing, the forecasting, the way to do business,” Thominet highlighted.

At the core of this strategy lies the Discovery platform, a robust training tool. Through digitalised training initiatives, employees have undergone significant professional evolution, acquiring new skills in revenue management, strategy formulation, and the adept use of predictive market tools.

“This transformative approach has redefined traditional roles, creating opportunities that resonate particularly well with younger generations, enriching ECS Group with a dynamic and forward-thinking team,” he stated. “These roles signify a dynamic shift in responsibilities, empowering employees to actively contribute to the strategic aspects of operations, enhancing their engagement and impact on the profitability of airline partners.”

“The emphasis on continuous learning and upskilling through digitalisation ensures that the ECS Group workforce remains adaptable and well-prepared to navigate the dynamic landscape of the air cargo industry,” Thominet outlined. “Importantly, these newly crafted roles have become highly attractive to younger generations, reinforcing ECS Group as a hub of innovation and a sought-after workplace in the air cargo industry.”

International opportunity

ECS Group is looking to ride the wave of opportunity in Asia, as the region’s growing and emerging markets become an increasingly integral part of the supply chain.

Beyond Singapore, Southeast Asia’s biggest trading hub, ECS Group has established a presence in Cambodia, Indonesia, Malaysia, Vietnam and more. Recently, the GSSA developed additional operations in North Asia.

“China is waking up in terms of activity, which is very much feeding Southeast Asia,” Thominet explained. “The airfreight market this year has been very weak due to the Chinese situation. The Chinese economy was not very dynamic but it’s picking up now. Europe was pretty stable and the USA was pretty similar to Asia. It’s all picking up now, which is a very positive signal.”

ECS Group’s global presence helps the GSSA understand the situation on the ground in key markets and adapt operations to ensure that customers are not impacted by any potential disruption or challenges.

“We recently redeveloped our setup in New Zealand. In Africa, we have our own airline division to Nigeria. We’re looking to expand to North Africa with our own set-up,” Thominet said.