2. Aviation Industry- India
• Civil Aviation in India traces back to 18 February 1911.
• International Air Transport Association (IATA)- India is the fastest-growing
aviation market.
• contributing Rs 33,000 crore or 0.5 per cent of India's GDP
• 1.7 million jobs in the country
• aviation contributed Rs 87,500 crore as taxes and social security
• sector also contributed Rs 14,700 crore through its direct output and Rs
10,700 crore indirectly through the supply chain
• Rs 58,200 crore in "catalytic" benefits through tourism, which raised its
overall contribution to Rs 91,200 crore.
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
3. How it all happened in India ?
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
4. General Sales Agent - GSA
• General sales agent (GSA) is a marketing or sales of every airline in a
specific country or region.
• Typically, the GSA is responsible for selling all products of the airline in
its region which includes flight tickets and cargo space.
• GSA ties with travel and cargo agents which will be too time-
consuming for the airline to build itself.
• Before venturing in any new market, instead of opening their own
offices, airlines appoint a GSA.
• In short, the entire operation of the airline is operated by the GSA.
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
5. Cargo – Air Cargo
• cargo refers in particular to goods or produce being conveyed –
generally for commercial gain – by ship, boat, or aircraft.
• Air cargo, commonly known as air freight, there are four parties
involved in the transaction shipper, IATA cargo agent , Airline and
Overseas or Domestic Buyer.
• Aircraft were first used for carrying mail as cargo in 1911.
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
7. JET AIR Pvt Ltd
• In 1967, Mr. Goyal joined the travel business with the GSA for
Lebanese International Airlines.
• In May 1974, Mr. Naresh Goyal founded JetAir (Private) Limited with
the objective of providing Sales and Marketing representation to
foreign airlines in India.
• GSA of American Airlines (AA) , PAX for Himalayan Airlines, Royal
Jordhanian (RY) , Kenyan Airlines , Jet airways(9W) has Now partnered
with Etihad Airways (EY).
• CEO – Mr. Mahiyar Sadri
• GM Sales & Marketing- Mr. Kersi Dubash
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
8. All you want to know about 9W
• Mr.Naresh Goyal Founder , CEO Guarang
Shetty
• Founded – 1992 , operation commenced
– 5 May1993
• HQ- Mumbai
• Fleet size – 117
• Destinations – 68 ( 48 DOM , 20 INT)
• Hubs- Chhatrapati Shivaji International
Airport, Amsterdam International
Airport.
• Revenue- 3.2 billion US$
• Profit – 20.9 Billion
• Employees – 13445
• Daily 300 flights to 68 destinations
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
9. Chairman
CEO
GM HR and
Administration
RM HR and
Admin
Area Manager
Manager
GM Finance
RM finance
Area Manager
Manager
GM Sales and
Marketing
RM sales and
Marketing
Area Manager
Manager
Cargo sales
agent
GM Jet Tours
RM JetTours
Area Manager
Manager
Hierarchy and Structure @ Jet Air
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
10. SWOT analysis of Jet Airexperience exceeding 23 yrs
Second largest Airlines in India
Internation operations
time effective cargo transporation
Largest Fleet Size
96 % of Air cargo Shipments is done by jet Airways
Jet Airways wins Best Cargo Airline of the Year (Region – India)
Weak Air Cargo promotion
Losing Domestic Shares
Higher price for cargo transportaion
old fleet with Average age of 4.6 yrs
Need improvement in Cargo Facilities
unexplored air cargo market
Increased rate in import and Export in the economy
faster mode of dispatching goods
Strongly positioned in the International routes
Has presence in every segment
Growth of e-commerce industry
Strong competition in both Domestic and International Routes
Cheaper cargo carry rate of competitors
Fuel price hike
Over seas Market Competition
Regulations
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
11. Cargo sales and marketing
• Core idea is selling the cargo space of the aircraft.
• The Cargo Sales Executive shall work with appointed Airlines to
introduce the cargo product in the market.
• maintain sales and high standard of service to customers, control of
cargo operations, recommend, implement and effectively control
pricing, manage employees in compliance with the company’s
regulations, policies and procedures.
• Cargo booking for jet by CitrixXen App software.
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
12. Main Responsibilities Cargo sales Agent
• Maintain and expand business in the assigned area.
• Negotiate agreements and resolves potential issues or problems with clients.
• Expands existing or current customer base by recognizing and involving top cargo agents within
the area.
• Create awareness of all the products and services in the area to magnify market influence and
generate future sales.
• Develop sales network and price structure to attain targets and increase revenues.
• Implement customer service procedures to ensure customer satisfaction.
• Other administrative tasks may include some required budget assistance; payment processing,
personnel activities, and staff scheduling.
• Strictly following company guidelines and policies.
• Prepare Sales activities reports such as Sales performance report.
• Reporting the time recording reports
• Involve in business strategies with Sales Supervisor/ Sales Manager
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
13. Mangalore (IXE) and cargo opportunities
• Mangalore, officially known as Mangaluru, is the chief port city of the
Indian state of Karnataka.
• Mangalore Airport(IATA: IXE) , daily 2 International flights (DXB ,
AUH)and four domestic flight(BOM,DEL,BLR, MAA).
• Availability of Marine Produces , Live cargo.
• India's finest Industrial Hub- manufacturers – heavy cargo shipments.
• Presence of IATA certified agents.
• Lack of competition.
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
14. How it all works - what you want to know
shipper
Agent
Airline
Dicussion
Commodity
details
Finalise
clearance
Cargo send
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
15. How different cargo is allocated in the aircraft
HUM Cargo
General &
Perishable
Cargo
PO Mail
Passenger
Baggage
Through
Baggage -
Connecting
Flight
Priority
Baggage /AVI
/VAL /SPl
(NOTA given)
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
16. Infrastructure – cargo handling and Processing
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
17. What happens after cargo reaches the airport
Cargo arrives at
airport
Aircargo Complex
Carting Order
Approval
Entry of Cargo
Docking
Cargo Offloaded
Reweighted
Stacking
Airport
Acceptance
Documents
Airlines Schedule
the cargo
Load Plan
X ray - Screening
BCSI Escort
Ramp team
Loading Cargo in
aircraft
Departure
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
18. How cargo booking done ?
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
27. Challenges and opportunities
• Presence of Sea Port- cheaper , more
used.
• Lack of team members in the sales
department
• reluctance of the Marine Cargo
shippers
• Less number of Cargo agents in the
city.
• Variation in the due date of the
shipment
• CitixXenApp software which is also
upto the mark
• Lack of Cultivation in Mangalore
• proper utilization of marine exporters-
generate more revenue.
• IXE the Industrial Hub – tie up /
contracts with manufacturers.
• Shipment of Organic Produces can
generate more profit.
• The Commerce of Mangalore is also
renowned for Spices- networking with
manufacturing units, agencies, or
factories.
• Lack of competition in the Mangalore
region
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
28. Findings and Suggestions
• Mangalore – the Hub (Industrial,
Educational,commercial,Health
care) and accessibility to marine
shippers.
• Recent contract of GOI with
Manipal press generating
income by PO mail.
• Neighboring states produces are
used by IXE for transporting by
Air.
• Making an exclusive Adhoc rate
for marine shippers.
• Creating an Online tracking
system exclusively for the
shipper and consignee.
• Updating the Citix XenApp
software.
• Creating an online system for
cargo sales team regarding flight
status, under load rate, and
previous day’s cargo volume.
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
29. conclusion
• Air cargo was used as a service helps people during a natural disaster
or to help in the transportation of medicines and vaccines.
• Emergence of e-commerce industry it has gained a wider prospective
growth.
• Jet Airways has been awarded with Best Cargo Airline of the Year
February 2016 (Region – India).
• . Air cargo must modernize its processes, improving quality and
reliability, and widen the range of services offered.
• Enhancing data integration, process integration and supply chain
partnerships
11/22/2016 Vinayak krishnan R , BIMS , Changanassery
