News / Airlines need to cut out GSAs to get closer to their forwarder customers

Airlines should get closer to their customers, the forwarders, instead of putting a barrier between the two in the form of sales agents (GSAs) and wholesalers.

Speaking at FIATA’s World Congress in Dublin, Robert Van de Weg, head of sales for AirBridgeCargo, said airlines all too often “hide behind GSAs and never know what the customer really wants”.

“We don’t see the logic of selling to forwarders via intermediaries that are first of all interested in cutting a commission.”

He ...