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Also Inside:• Custom Tailoring the Face to Face Sales Presentation• Survey and Segment to Maximize Your Marketing Footprint• AfA Fly-In – Join us in Washington!

The Official Publication of the Airforwarders Association

Spring 2014

FORWARD

Alaska Spiritin the Skies

Forward Magazine Q Spring 2014 Airforwarders Association2

Don’t be fooled by our name. We began

f lying gear and seafood from remote

outposts back when Alaska was still a

territory, but we’ve grown up and reached

out. Way out. Today we serve more than

80 destinations throughout North America.

In fact, we’re the nation’s #1 on-time

major airline. Guess all that experience

in the Last Frontier paid off.

BIG APPLES TO PALM TREES

OUR NETWORK

DELIVERS BIG APPLES TO PALM TREES

OUR NETWORK

DELIVERS

OUR NAME IS ALASKA.

OUR SERVICE IS NATIONWIDE.

T M

OUR NAME IS ALASKA.


T M

Cont

ents

3airforwarders.org Spring 2014 Q Forward Magazine

FORWARDThe Official Publication of the Airforwarders

AssociationRichard Fisher: Chairperson

Michael Hess: PresidentBrandon Fried: Executive Director

Tara Wagner: Editor

FORWARDis published four times a year by the

Airforwarders AssociationDesign: Kellen Creative

Administrative Offices750 National Press Building

529 14th Street, NWWashington, D.C. 20045

Tel (202) 591-2456E-Mail: [email protected]

Home Page: http://www.airforwarders.org

The Airforwarders Association is not liable for losses, claims, damages or expenses arising out of or attrib-uted to the contents of FORWARD, insofar as the con-tents are based on information, representations, reports or data that have been publicly disseminated, furnished or otherwise communicated to FORWARD.

A f A B O A R D O F D I R E C T O R S

Keith DavisSterling Transportation, Inc.

Los Angeles, CA

Anthony V. (Tony) Deltuva, Jr. – Vice President*

Service By Air, Inc.Woodbury, NY

Richard Fisher – Chairperson*Falcon Global Edge Inc.

Boston, MA

Jennifer Frigger-Latham – Member-at-large*

EMO-TransFreeport, NY

Steven Goldberg – Secretary*SEKO Worldwide

Itasca, IL

Sasha GoodmanRock-It Cargo

Los Angeles, CA

Michelle HalkerstonHassett Air Express, Inc.

Elmhurst, IL

Michael Hess – President*Associated Global Systems Inc.

Sharon Hill, PA

Robert MauroTeam WorldwideWinnsboro, TX

Preston G. MurrayCP Delivery

Ann Arbor, MI

Dan StegemollerRadiant Global Logistics

Bellevue, WA

Chris ConnellCommodity Forwarders

Los Angeles, CA

Michele WilkinsonTailwind International, Inc.

Addison, TX

18

20

24

16

IN EVERY ISSUE

4 Executive Director’s Report

6 Chairperson’s Corner

8 Secretary’s Report

10 Government Affairs

12 At The Bar

26 Member News

16 Member Profile:

18 Custom Tailoring the Face to Face Sales Presentation

20 Survey and Segment to Maximize Your Marketing Footprint

22 We’ve Been Hacked! Now What?

24 Airforwarders Association's Washington Fly-In

* Executive Committee Members

Don’t be fooled by our name. We began

f lying gear and seafood from remote

outposts back when Alaska was still a

territory, but we’ve grown up and reached

out. Way out. Today we serve more than

80 destinations throughout North America.

In fact, we’re the nation’s #1 on-time

major airline. Guess all that experience

in the Last Frontier paid off.

BIG APPLES TO PALM TREES

OUR NETWORK

DELIVERS BIG APPLES TO PALM TREES

OUR NETWORK

DELIVERS

OUR NAME IS ALASKA.


T M

OUR NAME IS ALASKA.


T M

Executive Director’s Report


Brandon FriedAfA Executive Director

I first met Bill Boesch in Washington a few months ago to discuss his role as the keynote speaker at our AirCargo 2014

conference in Orlando this spring. After spending just a few minutes with him, I realized we had a tiger by the tail. What an exciting conference this is going to be!

Nothing, not even getting physically attacked has been able to keep the former American Airlines Cargo chief, on the sidelines since his days of filling freighters for the world’s largest airline. In the years that have passed passed since he left American, Boesch has dedicated his extraordinary skills and leadership in logistics to saving companies and, most importantly, saving the lives of American troops delivering supplies in Iraq and Afghanistan. His experiences, historical perspective and keen insight will provide a glimpse of where our industry has been and how we can all ride the next wave to business success. Whether or not you agree with Bill on what he has to say, he will surely get you thinking.

But I am also delighted to report that this year’s AirCargo conference has even more to offer in the way of information, education and opportunities to network with a broad range of your industry colleagues. In fact, we’ve assembled one of the most exciting and informative agendas ever, beginning with our annual Women’s Networking event sponsored by Delta Airlines and featuring the dynamic Marilyn Sherman, a renowned speaker who will offer practical and motivational advice for taking control of your future.

Under the banner of “Closing the Deal,” we have put together an excellent lineup of panel discussions, all of them focused on helping

you take your company to the next level of business success. Topics on the agenda include e-freight, effective sales techniques, airport cargo planning, cold chain shipping and protecting your freight from theft. Of course, with the impending arrival of a change in the Indirect Air Carrier Security Program, TSA air cargo leadership will be there to tell us what to expect from that.

The AfA Washington agenda will also be discussed in Orlando as it still includes our continued participation in providing input to CBP and TSA for the Air Cargo Advanced Screening pilot program. A notice of proposed rulemaking is expected later this summer and our involvement with an appointment to the CBP Commercial Operations Advisory Committee enables AfA to have a front row seat to this important advanced shipment data targeting scheme by providing the forwarder’s perspective directly to the Commissioner of CBP.

There are many people behind the success of our organization who work tirelessly on committees in service to our organization and they are deserving of our recognition and gratitude. To begin, AfA Board Directors Sasha Goodman of RockIt Cargo and Michele Wilkerson of Tailwind International did an enormous amount of excellent work in planning for this year’s conference, managing and following up on frequent teleconferences, site visits and exhibiting boatloads of patience in making our event successful.

Other groups always at work include the recently formed AfA e-Commerce Committee under the leadership of Team Worldwide’s Bob Imbriani. This committee will be meeting monthly to carry on with its mission of preparing our membership for the challenges of electronic document transmission. In addition, the AfA Regulatory Compliance Committee, led by Chairman Glen Hall of AfA member ALG Worldwide, continues its diligent work with monthly meetings concerning important TSA, CBP, FMCSA and other regulatory issues. Each includes several members, quietly working in the background, dedicated to improving our association and industry in the process.

The AfA webinar program has been a great success under the leadership of the AfA’s Roy Hecteman and Jennifer Frigger Latham of EMO Trans, with hundreds of audience participants on each call and a robust schedule of online events taking us through 2014.

Last year’s topics included the Federal Corrupt Practice Act, trucking regulations, ACAS, a discussion with TSA air cargo leadership and a couple of University of Maryland professors discussing their outlook on the supply chain this year. If you would like to see a topic covered, please let me know.

And, of course, the AirCargo 2014 conference would not have achieved its long running success without the abiding support of our tremendous leading sponsors, including American Airlines, Delta, Airlines, Forward Air, Southwest Airlines and JetBlue, to name a few. I speak on behalf of the entire industry in expressing deepest gratitude for their support.

This issue of FORWARD includes a number of articles that I know you will find thought provoking and insightful. Tony Randgaard of AfA member United Airlines discusses how air forwarders can use surveys to improve your marketing strategy effectiveness. Leigh Kirby helps close the deal by telling us how to make better face to face sales presentations and Rick Bridges of AfA member Roanoke Insurance writes about cyber security and its insurance implications with the warning that there are only two types of companies: those that know they’ve been hacked, and those that will be hacked. There is even an article on air delivery drones, coming soon to a neighborhood near us, written by our esteemed “At the Bar” legal team under the guidance of AfA member Richard Furman, Esq.

Be sure to keep your calendars clear for May 7th-8th when AfA holds its Washington Fly-In, during which we plan on visiting Capitol Hill with AfA Government Relations Director Clint Fisher and interacting with members of Congress who, through their committee assignments, have an interest in our industry. The event also includes admission the Global Supply Chain Summit, an event presented by the U.S. Chamber of Commerce and cosponsored by AfA. Watch for announcements and registration information to participate in this great event.

Finally, this article would not be complete without mentioning our most recent membership surge of almost 50 new companies joining AfA in recent months. We are proud to have them as new members and look forward to their contribution in building on our past and future success.

See you in Orlando!


When you ship with us, we consider you our partner. Because, like you, an entrepreneurial spirit of change and growth guides everything we do. We’re in this together, and with our larger, expanding network, we’ll have even more opportunities in the future to give you the same exceptional service you’ve come to expect. That’s a great partnership.

Find a solution that works for you at aacargo.comAmerican Airlines Cargo and the Flight Symbol logo are marks of American Airlines, Inc.

©2014 American Airlines, Inc. All rights reserved.

With you all the way.

DEPARTS GATE10:22 AM

AACargo_WithYou_BrandAds_Traditional_8.5x11.indd 1 2/20/14 9:39 AM

Chairperson’s Corner


Richard FisherAfA Chairman

“Marketplace” Wikipedia defines a Marketplace as “the space, actual, virtual or metaphorical in which a market operates”.

OK, so you’ve had the good sense to attend Air Cargo 2014, you’ve already discovered that it really embodies the characteristics of a marketplace. Look around, you’ve a large exhibit area filled with folks who have products or services that can help you operate your business more efficiently and economically. And, they have food in there and great prizes to be drawn on Tuesday! Why wouldn’t you want to be part of that market?

If you arrived early on Sunday, and somehow missed the golf tournament, you could still attend the e-freight learning workshop. As both forwarders and carriers struggle with how e-freight will actually operate, you’ll have the opportunity to be on the front line of the discussion. I am fortunate to be directly involved in this discussion and will participate on a Supply Chain panel on March 12 in Los Angeles at the IATA World Cargo Symposium. What is clear from the planning calls for this meeting is forwarders can be the driving force in the linkage with carriers and in fact should be. Our clients expect no less than that!

Then, you could attend the Women in Cargo Networking Event. OK, so if you’re not a woman that doesn’t mean you can’t attend. This is a powerful and smart event and, if you’re not a woman, you might even learn something.

From there, you move on to the Welcome Reception where there will be more food and drink and terrific networking opportunities. The marketplace swings into high gear! You’ve got the agenda for the Conference

so you know how many more marketplace opportunities exist. Start again on Monday with a grand master of the marketplace, Bill Boesch. Bill’s resume speaks for itself and you’ll benefit from his extensive, colorful experience.

The marketplace continues with many General Sessions that are designed to keep you on the knowledge forefront of our industry, along with four association annual meetings. On Monday afternoon be sure to check out the General Session about Generating Sales & Closing the Deal, a session that reflects the theme of the Conference and will provide tools you can use to build your business. And, the food and networking continues, which is just as you would expect the marketplace to react.

Your Association has a busy calendar after the Conference, such as the Washington Fly-In on May 7th & 8th. Come and join the fun and experience the legislative process up close.

Looking forward to seeing you this week in Orlando!

Wikipedia defines a Marketplace as “the space, actual, virtual or metaphorical in

which a market operates”.

Secretary’s Report


Steve GoldbergAfA Secretary

Why is Trash such an issue in New York, but not in Chicago?As this season lingers, it seems a little premature to use the term, “this past” and “winter” in the same sentence. As I do not wish to be the one who jinx’s the upcoming expected changes. Regardless, a visit to Orlando for AirCargo 2014 is a welcomed excursion. Orlando which boasts itself as the happy, friendly city, where Mickey and friends live, actually backs up its claims!

Just recently, I read that 50 years ago, bra cups topped out at “DD”; now they go up to “O”. Operating tables and ambulances have increased their weight capacities. Coffin widths have grown four inches, as have movie theater seats (a change still needed on Broadway). Even the width of revolving doors has increased by a couple of feet. While it is well known that these changes are a by-product of the obesity problem in America, Disney made no reference to the weight issue, when they were forced to add water and change the buoyancy of it boats to keep them from bottoming-out, ironically, on their ride “It’s a Small World”! I guess they learned it wasn’t such a small world after all….

While freight forwarding flourished in the latter part of the 20th Century and “logistics” began its upward movement at the beginning of the 21st Century, transportation has always taken a somewhat quiet back seat in our nation’s history.

William Dawes, is that a name you recognize from your American History classes? If you are like most of us, this may be the first introduction to his name. In 1775, Dawes traveled on horseback to the towns west of Boston. His trek covered roughly the same distance, delivering the same message as his more famous counterpart, Paul Revere. Mr. Dawes and Mr. Revere were providing Transportation Services, only they were delivering information versus goods (and we only thought that information requirements were a phenomenon of the 21st Century). Okay, maybe this is a bit of a stretch, however, now it becomes easier to look at Christopher Columbus, Vasco de Balboa, Marco Polo, etc and realize how much transportation has played in shaping our world.

Point on! Transportation is a major part of our global economy and cultures. However, if you questioned the average person (outside of our industry) to name five currently operating transportation companies, we would be surprised how difficult that could be. Request the name of a few forwarders and you would surely receive a blank look.

“Dawes is to Revere, as Transportation is to Technology.”Trash is an issue in New York City, all you need do is walk down a Manhattan street after 9pm and witness the accumulation of trash prohibiting your full use of the sidewalk. Likewise, if you walk down the streets of downtown Chicago you will not encounter a similar issue. Why is that? Both are major industrialized cities developed during the same era. However, in 1871 Mrs O’Leary’s cow provided the city of Chicago with an opportunity of rebuilding itself. Which coincidentally was done with alleys, a concept not yet created when New York and Chicago were originally developed. So the ugly problem (trash) wasn’t eliminated, only moved out of sight.

Transportation has always been there, but for some reason it appears to be the Industry relegated to the alley’s. Since 2001 the AFA has brought our business to “main street” (Capitol Hill). Now is not the time to sit back and bask in our accomplishments, now is the time to support and drive our Organization to new heights and opportunities. United we can drive issues, like Paul Revere. Now that we are out of the shadows, we must all work to keep us there!

Point on! Transportation is

a major part of our global economy and

cultures.


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Government Affairs



The February agreement to raise the U.S. debt limit through March 2015 both removed a politically volatile issue from the table and provided a rare return to bipartisanship. But much like the weather this winter, following a rare nice day, winter quickly returned with abandon as did partisanship in Congress. Control of the Senate is now very much in play with the unpopularity of Obamacare looming large. Immigration and financial reform were early legislation casualties this year as both sides are hypersensitive to the politics of any bill. Every bill is now viewed through the tightening prims of the 2014 election.

Even areas where there was agreement between the President and many Republicans and Democrats in the area of trade has found tough sledding as Majority Leader Reid and Minority Leader Pelosi came out against Trade Promotion Authority (TPA). Under TPA, Congress gives the President authority to negotiate trade agreements pursuant to negotiating objectives established by Congress and in close consultation with Congressional members. In return Congress agrees to consider completed agreements without amendments in a speedy up-or-down vote. Senator Wyden has taken over the chairmanship of the Finance Committee (as Senator Baucus departed to be Ambassador

to China) and has the responsibility for TPA. If TPA is to pass, many view the window as being extremely tight (this spring) as June may be too close to the election to get a bill through both houses.

Congress will soon be holding budget hearings to determine FY 2015 funding for the federal agencies. If recent past is any indicator (and it being a big Senate election

year), only a few agency’s budgets will be passed while the vast majority of agency funding will be rolled into an omnibus. The funding conundrum is no more evident than with the highway trust fund. The highway trust fund is expected to be bankrupt in late July and the highway

authorization (Map-21) expires on September 30, 2014. Both Senate and House chairs of the relevant committees (Senate Environment and Public Works and House Transportation and Infrastructure) have stated that they want to have a bill to mark-up by April 30.

AfA government affairs have been meeting with the relevant staff on the highway reauthorization. AfA government affairs is also tracking potential patent reform and the trade bills.

The upcoming May 7-8 Washington day will provide an excellent opportunity for congressional members and key staff to hear from you on your views ranging from highway reauthorization to TSA security issues.

Oversight of the U.S. Department of Transportation's Implementation of MAP-21 and Fiscal Year 2015 Budget Request for Surface Transportation 2167 Rayburn House Office Building March 12, 2014 @ 10:00

Modernizing the Aviation System: Leveraging the Assets of the FAA's William J. Hughes Technical Center William J. Hughes Technical Center, Egg Harbor- President Barack Obama signed legislation on Saturday that raises the U.S. debt limit through March 2015, taking the politically volatile issue off the table with congressional elections coming up this November.

One step forward, two steps back

Congress will soon be holding budget hearings to determine FY 2015 funding for the federal

agencies.

By Clint Fisher, AfA Director of Government Affairs

At the Bar


COMING SOON TO A NEIGHBORHOOD NEAR YOUCOMMERCIAL USE OF UNMANNED AERIAL VEHICLES, WHETHER YOU LIKE IT OR NOT

Last summer, Michigan-based Domino’s Pizza, Inc. released a video of a DomiCopter (an unmanned aerial vehicle, UAV, or drone) delivering a pizza in the United Kingdom.

This winter, Lakemaid Brewery in Minnesota tested a new unmanned aerial vehicle delivery system to airlift cases of beer to fishermen in ice shacks on Mille Lacs Lake.

Domino’s U.S. spokesman denied plans to pursue drone delivery of pizza in the U.S. The Federal Aviation Administration ( FAA) promptly shut down the Lakemaid Brewery deliveries.

Commercial use of drones is not legal at this time, but the concept is not new, the benefits are many, and it is a burgeoning industry.

A 2012 New York Times editorial stated “The drone go-ahead, signed in February by President Obama in the F.A.A.

Reauthorization law, envisions a $5 billion-plus industry of camera drones being used for all sorts of purposes from real estate advertising to crop dusting to environmental monitoring and police work.” A Harvard Business Review Blog opined that this is just the beginning—that industry analysts predict the market to double in less thana decade.

One estimate is that the worldwide expenditures on drones and related research could be as much as $89.1 billion over the next decade.

FAA Regulation of Drones. As part of a “top mission” of safety, the FAA regulates Unmanned Aircraft Systems. The FAA first authorized use of drones in 1990, but has limited use to “public interest” missions, including firefighting, disaster relief, search and rescue, military training, testing and evaluation.


FAA-approved drones’ operational ranges span from ground level to above 50,000 feet, but the FAA has not approved routine drone operations in Class B airspace (which exists in high-traffic areas over densely populated grounds). Under current FAA policy, no person may operate a drone “without specific authority.” Civil drone operators must apply for an experimental air worthiness certificate for each particular drone. Commercial operations are not permitted under an experimental air worthiness certificate, but operations for research and development, flight and sales demonstrates and crew training are permitted.

Public entities seeking to operate a drone must apply for a Certificate of Waiver or Authorization, which permits public-mission operations subject to FAA regulations, including current “see and avoid rules” that require a concurrent ground-based visual observer or “chase plane” that maintains visual contact with the drone and serves as its “eyes.”

The FAA recognizes that civil use of drones is a quickly growing and important industry. Pursuant to specific requirements and deadlines set by Congress in the FAA Modernization and Reform Act of 2012,

the FAA is working to accelerate integration of routine civil operation of drones into the national airspace system. Specifically, §332 of the Act required the FAA to publish in 2013 a five-year roadmap of how it will meet the goal of integrating drones into domestic air traffic.

In September 2013, the Secretary of Transportation issued its comprehensive plan for UAS. The stated purpose of the plan is to achieve safe integration of drones into the National airspace System.

The Plan set s the goals, objectives and approach to integrating UAS into the NAS. It contains six high-level strategic goals: the first two goals apply to small UAS (under 55 pounds) within visual line-of-sight, the third and fourth goals apply to the other UAS. Goal 5 was established to plan and manage growing automation capabilities through research, and Goal 6 provides the opportunity for the U.S. to remain leaders in the international forum.

UAS National Goals1. Routine Public Small UAS Visual Line-of-

Sight (VLOS) Operations Conducted in the NAS (without special authorization; i.e., Certificate of Authorization) by 2015.

• Initial Capability: Operations outside of Class B/C airspace and not over populated areas.

• Full Capability: Operations in all applicable domestic airspace classes subject to airspace requirements.

2. Routine Civil Small UAS VLOS Operations Conducted in the NAS (without special authorization; i.e., Special Airworthiness Certificate) by 2015.

• Initial Capability: Operations outside of Class B/C airspace and not over populated areas.

• Full Capability: Operations in all applicable domestic airspace classes subject to airspace requirements.

3. Routine Public UAS Operations in the NAS by 2015.

• Initial Capability: Using mitigation for UAS limitations to comply with 14 C.F.R. Part 91 requirements.

• Full Capability: UAS compliance with revised operating requirements

addressing unique UAS attributes.

4. Routine Civil UAS Operations in the NAS by 2020.

• Initial Capability: Using mitigation for UAS limitations to comply with 14 C.F.R. Part 91 requirements.

5. Define, Determine, and Establish Acceptable Levels of Automation for UAS in the NAS.

6. Foster U.S. International Leadership in UAS Capabilities and in Standards Development.

• Initial Capability: UAS operations in airspace where the U.S. has the responsibility for the provision of Air Traffic Services

• Full Capability: Harmonized UAS operations in accordance with International UAS Standards and Recommended Practices.

The Plan also set the following Objectives:

UAS National Objectives1. Establish Applicable Certification and

Training Requirements for Pilots/Crew Members, Other UAS Operational Personnel, and Appropriate Air Navigation Service Provider (ANSP) Personnel.

1.1 Determine the roles and responsibilities of applicable pilots/crew members, other UAS operational personnel, and appropriate ANSP personnel for safe UAS integration.

1.2 Develop and propose regulatory changes, as required, to define licensing (certification) and training requirements for pilots/crew members, other UAS operational personnel, and appropriate ANSP personnel (address in 14 C.F.R. Part 61, 63, 65, and 141-147).

1.3 Publish, if required, final rule requirements for applicable pilots/crew members, other UAS operational personnel, and appropriate ANSP personnel.

1.4 Begin training and certification initiatives for pilots/crew members, other UAS operational personnel, and appropriate ANSP personnel.

Richard L. Furman, Carroll, McNulty, Kull LLC, New York, NY

Jeika Prichard, Dachser Transport of America, Inc., Atlanta, GA

Chris McNatt, Scopelitis, Garvin, Light, Hanson & Feary, Pasadena, CA

Martha Payne, Benesch, Cleveland, OH

We are pleased to introduce a new panel of industry experts for our At the Bar column in 2014:

At the Bar


2. Approve Applicable Medical Requirements and Standards (e.g., address 14 C.F.R. Part 67).

2.1 Develop and propose regulatory changes, as required, to define draft medical requirements and standards.

2.2 Publish, if required, a final rule establishing medical requirements and standards.

3. Establish Applicable Airworthiness Certification Requirements.

3.1 Facilitate the initiation of applicable classification and basis of airworthiness certification.

3.2 Facilitate the development of draft airworthiness design standards.

3.3 Develop applicable draft airworthiness certification advisory circulars.

3.4 Approve and publish final system airworthiness certification advisory circulars.

3.5 Ensure that a robust and integrated test environment is available to develop, test, and evaluate UAS.

3.6 Administer certification, including Advisory Circular (AC) guidance and oversight.

4. Implement Small UAS Rules.

4.1 Develop and publish small UAS Rules for operations within VLOS of the pilot or observer.

4.2 Issue permits to operate as applicable to small UAS (FAA).

5. Approve the Use of Ground Based Sense and Avoid (GBSAA) for UAS Operations.

5.1 Define GBSAA performance requirements for access to all applicable domestic airspace classes subject to airspace requirements and classes of aircraft.

5.2 Define GBSAA equipment and operating requirements for access to all applicable domestic airspace classes subject to airspace requirements and classes of aircraft.

5.3 Test GBSAA equipment and procedures.

5.4 Approve GBSAA operations for routine use.

6. Approve the Use of Airborne Sense and Avoid (ABSAA) for UAS Operations

6.1 Define ABSAA performance requirements for access to all applicable domestic airspace classes subject to airspace requirements and classes of aircraft.

6.2 Define ABSAA equipment and operating requirements for access to all applicable domestic airspace classes subject to airspace requirements and classes of aircraft.

6.3 Test ABSAA equipment and procedures.

6.4 Amend 14 C.F.R. 91.113 (Right-of-way-rules) to allow ABSAA.

6.5 Approve ABSAA operations for routine use.

7. Develop and Integrate UAS Enabling Technologies within the NAS Infrastructure to Support Appropriate Levels of Automation

7.1 Coordinate, develop, and refine existing and/or emerging ontologies for automation. Baseline the ontology(ies) in order to provide standard terminology, roles, responsibilities, modes, and levels for usage in: requirements analysis, standards development, modeling and simulations assessments, systems development, procedures development, testing, certification processes, training documentation, and research specifications. Maintain consistency and interoperability with other automation systems to enable future systems of systems integration.

7.2 Develop a UAS Automation Roadmap (UAR) that evaluates the use of increasing levels of automation within the context of FAA NextGen infrastructure and stakeholder R&D capabilities. Continue to coordinate and update the UAR along with the NextGen UAS RD&D Roadmap.

7.3 Determine the requirements and develop, certify, and field UAS enabling technologies to support enhanced automation capabilities.

8. Approve Integrated Operations for Manned Aircraft and UAS in the NAS.

8.1 Develop UAS agency-specific Integration Transition Plans.

8.2 Develop Airspace Integration Safety Case/Assessment.

8.3 Develop and publish operational standards, procedures, and guidance for UAS airspace operations (Regulations, Policy Documents, Advisory Circulars, Orders, Notices, Handbooks, and

The FAA has selected six public entities that will develop UAS research and test sites around the country. The six sites are:

University of Alaska. The University of Alaska proposal contained a diverse set of test site range locations in seven climatic zones as well as geographic diversity with test site range locations in Hawaii and Oregon. The research plan includes the development of a set of standards for unmanned aircraft categories, state monitoring and navigation. Alaska also plans to work on safety standards for UAS operations.

State of Nevada. Nevada’s project objectives concentrate on UAS standards and operations as well as operator standards and certification requirements. The applicant’s research will also include a concentrated look at how air traffic control procedures will evolve with the introduction of UAS into the civil environment and how these aircraft will be integrated. Nevada’s selection contributes to geographic and climatic diversity.

New York’s Griffins International Airport. Griffins International plans to work on developing test and evaluation as well as verification and validation processes under FAA safety oversight. The applicant also plans to focus its research on sense and avoidance capabilities for UAS and its sites will aid in researching the complexities of integrating UAS into the congested, northeast airspace.

North Dakota Department of commerce. North Dakota plans to develop UAS airworthiness essential data and validate high reliability link technology.

Privacy and safety issues aside, who can argue with high speed aerial delivery directly to your door of beer and pizza?


IR CARGO, INC.

AfA Member Profile


Alaska Airlines

Alaska Airlines is the seventh-largest U.S. airline based on passenger traffic and is the dominant U.S. West Coast air carrier. Headquartered in Seattle, Alaska Airlines carries more passengers and cargo between the state of Alaska and the Lower 48 than any other airline. During recent years, the airline has expanded significantly to serve more U.S. East Coast, Mexican, Canadian and Hawaiian Island destinations.

Long known for its Alaska roots, symbolized by the Alaska Native painted on the tail of the aircraft, Alaska Airlines offers a friendly and relaxed style of service, one that passengers and cargo shippers have come to appreciate as the "Alaska Spirit." The airline is also known for embracing innovative technology to improve the customer experience.

Alaska Airlines and its sister carrier, Horizon Air, are owned by Alaska Air Group.


The Alaska Spirit is BornFor more than 80 years, Alaska Airlines and its people have been guided through thick and thin by a shared commitment to integrity, caring, resourcefulness, professionalism and spirit. Especially spirit - an Alaska spirit, born in the land the airline is named after - a place where "can-do" and "neighbor-helping-neighbor" are facts of life.

The result? A long list of aviation milestones, as well as countless stories of people going out of their way to help others - both in the course of business and in support of organizations that make our communities better places to live.

In the process, Alaska Airlines has grown from a small, regional airline into one of the most respected in the nation. Carrying more than 17 million customers a year and over 100 million pounds of cargo, its route system spans more than 90 cities and three countries. The Alaska Airlines fleet of 134 Boeing jets is one of the youngest and most fuel-efficient among all major airlines and its reputation for outstanding service consistently earns best U.S. airline recognition from the likes of Travel + Leisure and Condé Nast Traveler magazines.

Storied RootsThe foundation of this success was laid in 1932, when Mac McGee started flying his three-seat Stinson between Anchorage and Bristol Bay, Alaska. Finances were tight, but perseverance ruled the day - Mac and his team often worked around the clock, even though the next paycheck might be weeks away.

A merger with Star Air Service in 1934 created the largest airline in Alaska. After several more mergers, the name was changed a couple of times - until they found one that stuck: Alaska Airlines.

By the late 1940s, using surplus military aircraft, Alaska Airlines had branched into worldwide charter work, including the Berlin Airlift in 1948 and Operation Magic Carpet, the airlift of thousands of Yemenite Jews to Israel in 1949.

In the late 1960s, Alaska strengthened its operating base by merging with Alaska Coastal-Ellis and Cordova airlines, legendary Southeast Alaska carriers owned by aviation pioneers Shell Simmons, Bob Ellis and Mudhole Smith. Alaska's world

now stretched from Fairbanks south to Ketchikan and down to Seattle. And in some of the coldest days of the Cold War, Alaska made headlines with regular charters to the Soviet Union.

Continuing the Air Cargo Legacy and Looking ForwardAlaska Airlines began flying gear and seafood to and from the remote outposts of Alaska and, even today, of the 20 communities served in the state of Alaska, only three are connected to a road system. For these remote areas, air service is often the only major form of transportation and the primary means of receiving many of the basic goods residents need to survive and do business.

“There are many challenges, but the industry overall has adapted and met these challenges. Competitive LTL service, security threats/changes, fuel prices and changing inventory strategies all have an effect on our business,” reports Betsy Bacon, managing director of Cargo. “Alaska Air Cargo will continue to look for ways to lower our costs and provide the best service possible at the lowest rate possible to our customers.”

Today, Alaska Airlines offers unbeatable frequency to more destinations than any other carrier in Alaska and serves more than 90 destinations across North America. With more than 840 flights each day, Alaska Airlines flew over 309,000 flights in 2013. The airline now also offers increased frequency to West Coast destinations, as well as daily service to all four major Hawaiian Islands. Hawaii is served daily with 24 nonstop flights from Anchorage and seven West Coast cities, including Bellingham, Seattle, Portland, San Diego, Oakland, San Jose and Sacramento. Thirteen new routes were added in 2013, including San Diego to Boston, Portland to Dallas and Anchorage

to Las Vegas. In 2014, additional routes will be added, including service from San Diego, Seattle and Los Angeles to Salt Lake City and new service between Seattle and Detroit, New Orleans and Tampa.

Alaska Airlines has pioneered technologies and customer innovations that make the travel and shipping experience easier. In 2011, the company introduced Alaska Mobile Track, allowing customers to track shipments while on the go using their cell phones. The airline has blazed trails in navigation technology, too, which allows it to fly into fog-shrouded Juneau, Alaska, and airspace-restricted Washington, D.C., with equal precision.

“The best part of my job is working with customers. Our goal at Alaska Air Cargo is to always provide safe, reliable transport of our customers’ goods for a reasonable price, along with the caring, friendly and professional service that we are known for,” shares Betsy.

“Over the next three years, Alaska Air Cargo will be concentrating heavily on the Lower 48 and Hawaii markets while continuing to provide critical service to, from and within the state of Alaska. We are looking closely at the possibility of replacing the existing combi/freighter fleet with three or four full freighters. These are exciting times for Alaska Air Cargo!”

Whenever the history of commercial aviation is written, people will ask how an obscure little airline in America's Last Frontier has continued to survive and thrive while once-proud giants disappeared. Grit and determination will be part of the answer. But more than that, it's the people. Their caring. Their resourcefulness. Their integrity. Their professionalism. And their spirit - the unique spirit of The Great Land where Alaska Airlines was born.

AfA Special Features


Five elements of persuasive presentationsFive things to never say during a presentationBy Leigh Kirby - Sales Automation Group

Custom Tailoring the Face to Face

SALES PRESENTATION


Every face to face meeting with a prospect is a key opportunity to build credibility and nurture the business/personal relationship. Phone conversations, emails and letters can all be effective tools of persuasion, but face to face presentations are the make-it or break-it times in the sales process. Prospects are all different so every presentation should be carefully crafted to win them over.

Five Elements of Persuasive Presentations:

1. Most presentations are won in preparation, not in the actual meeting. Successful salespeople spend a significant amount of time finding out what a specific prospect wants. They want to know the prospect’s needs better than the competition. It is critical to identify facts about what the prospect needs, not just what your product or service can do for them. Knowledge about the prospect’s specific situation will always lead to a more persuasive presentation than just offering all the features/benefits about your product or service. Determine how a prospect perceives his or her needs, and why. What are the customer’s quality, service and delivery requirements? Be sure to also identify the needs of the buying influencers, not just the ultimate decision maker.

2. Emotion is a critical element in the persuasion process. A persuasive presentation starts with the salesperson. Your own personal enthusiasm determines whether your presentation creates enthusiasm in the prospect. Think about emotional points that could influence the customer. Spark enthusiasm by telling the customer why you feel passionate about the services you provide. Tap into what it is you deeply believe in about your company. Consider telling a short story or two about actual situations where you overcame obstacles in difficult delivery requirements or how your company responded to and corrected problem shipments. Emphasizing your personal commitment and proactive communications can stir positive emotions in the customer.

3. Persuasive salespeople guide the direction of the conversation but don’t try to totally control it. The least persuasive presentation starts and ends with salespeople who try to take total control of the conversation. No one likes to feel as if they are being controlled, especially

in a sales situation. Ask yourself what can be done to get the prospect involved in a way that will win acceptance for your product or service. Consider ways to put the prospect first. Allow the customer to speak as much as they want. Ask the customer to expand on key needs and then listen and retain the information. Focus on what the prospect says to lead the direction of the conversation rather than control it.

4. Don’t talk about solutions too soon. A common fault in many sales presentations is to jump into describing solutions too early. Offering solutions before you know a prospect’s full needs may cause unforeseen objections and reduce your chances for a successful close. Your goal is to tailor the presentation so that the eventual solutions you propose are done in order of importance and are both credible and believable. Ask questions and get feedback on major selling points. Recognize that prospects want to gain knowledge and get helpful ideas on how to accomplish their goals. You want the prospect to trust and buy into the solutions you propose

5. Ask for the order or next call to action. Every persuasive presentation must have a final goal. It could be to actually place an order or it could be to take a necessary next step to doing business together. Before you end the presentation, you either want to achieve your goal or understand what the next step toward achieving it will be. In a sales presentation, if you don’t ask for the business, you won’t get it, no matter how persuasive your presentation has been. Don’t allow the prospect to delay or be evasive about making a commitment that will lead to achieving your goal.

Five Things to Never Say During a Presentation:1. “I have a lot of information to give you,

so let’s get started.” Customers will react badly to being told a lengthy presentation is about to start. Ask questions to identify key needs and then tell the customer that your presentation will address those needs. Recap what you know are the important concerns of the customer to be sure you are on track.

2. “Sorry for the technical difficulties.” Whenever you are doing a sales presentation, check the equipment before the audience

arrives. Always be prepared to present without your computer or other tech items in case they aren’t working. Be sure to have hard copies of your key presentation points to distribute if needed.

3. “As you can obviously see …” Never assume a customer can see or understand a concept, feature or benefit that you want them to grasp. Go into detail explaining your key points and then ask if they understand or agree, one point at a time.

4. “I know I’m running out of time, but let me quickly present a few last things.” Be sure to manage the time you have been allocated by the customer, whether it’s a few minutes on the phone or an hour-long on site presentation. Rushing through key points is unprofessional and going over the time allotted is disrespectful.

5. “Any questions?” Encourage questions throughout the presentation so you can be confident that there are no unresolved issues at the end. Recap the answers to any key questions that did come up and commit to a specific time you will respond regarding any unanswered questions. The end of your presentation should be a call to action. Ask for the business. Suggest a time/date for a follow-up meeting. Recap the takeaways to include things you will do next as well as any things the customer agreed to do next. End strongly with your own, planned words.

Leigh Kirby is a Senior Consultant and CRM Project Manager with Sales and Marketing consulting firm, Sales Automation Group Inc. He has many years of experience in the Transportation industry and has developed CRM models specifically designed for Trucking, Freight Forwarding, Courier and Mail companies. Contact Leigh at [email protected] or by phone at 732-232-3659.

Every face to face meeting with a

prospect is a key opportunity to build credibility and nurture the

business/personal relationship.



Survey and segment to

MAXIMIZE By Tony Randgaard, Manager Cargo Marketing, United Cargo

YOUR MARKETING FOOTPRINT


If you’re like me, every day your inbox swells with advertising, social media or web-site offers promising to increase

revenue or ROI by investing in the latest marketing initiative. Just today, I received offers:

• To pay to publish United Cargo’s phone and contact information in a print directory

• A phone call to place a print ad in a pharmaceutical B2B publication

• two offers to place cargo web-site banner ads

• e-mail promoting ad placement in tradeshow guide where we are exhibiting.

• Offer to sponsor an air cargo weekly E newsletter

This maze of ‘opportunities’ is daunting for a carrier, forwarder or shipper. It makes me reminisce about the fun board game from my younger days, ‘Battleship’. I would blindly call out bingo coordinates like ‘B2’ or ‘G6’ hoping to hear ‘hit’ from my brother Dean. Without some practical marketing advice to hone in your target, you could be spraying marketing dollars just as wildly as my torpedoes in Battleship.

The point of our discussion is to raise several practical marketing tips, to help laser-focus your marketing tactics, save money and register concrete results. Based on a number of years in cargo marketing, the best advice I have found is to Survey, then Segment to seize the right opportunities for your business.

An easy and economical way to focus your marketing horizon is to use one of the free or low cost online survey engines such as Survey Monkey or Zoomerang. They are easy to use, apply and analyze results. At United Cargo we do regular surveys to learn our key customer’s preferred channels, publications and even social media tastes. Moreover, this engagement with your customer is even more important when you are launching new products or services.

Whenever possible I look to build an incentive into the survey. The scientists will contend that adds some bias into the results. I am sure that is true but if I can get more than a hundred of my customers to fill out the survey, I’ll accept that risk and value

the power of such a significant sample. The incentive can be as easy as a gift certificate drawing. Combine an incentive with a concise survey taking 2-3 minutes and you have a recipe for successful feedback. How often do you see survey requests that take 15 minutes? With the speed of business today, those time commitments are being rejected by customers and often ignored.

Here is some great sample questions that can get you started:

1. Which of the following is your most preferred source for news or information regarding air cargo shipping?

Printed newsletter or magazine

E-newsletters or online magazine

Websites

OAG Inforwarding messages

E-mail from my sales manager

Other (please specify)

2. Which of the following social media sites do you actively use for business?

Facebook

LinkedIn

Google+

Twitter

YouTube

I do not use social media for business


3. If you were running Acme Logistics, where would you spend the most advertising dollars?

Print ads

Website or e-newsletter banner ads

Search engine ads or placement

Conference exhibitions


Once you have built your survey, it is productive to promote it in multiple ways: e-mail, sales manager calls or a link at your web-site. And a series of reminders will also boost participation. Then the fun begins! The survey tools allow you to get status updates on your results and it’s interesting to check your results and participation levels.

At United Cargo, our recent surveys bring to mind the baseball saying: "Hit’em where they ain’t!” The most dramatic insight was where our customers are not spending time:

• Minimal activity in social media. The bulk of our respondents are not using social media for air cargo.

• Growing participation in digital channels and E-publications

• We learned the publications that have low readership levels by our customers

• Perceived high value of personal e-mail from the sales manager

In our last Survey Monkey, we garnered more than 300 respondents. Reviewing the results was like quickly defogging your windshield. Objects and marketing tactics become much more distinct and visible and are really ‘closer than they appear.” It was like night and day. Once I learned my customer preferences and where they are hanging out, I can pinpoint my budget to tactics that are most effective (and often less-costly).

So now we have come full circle. By using a low cost online survey, I can now segment and isolate my marketing priorities. By knowing where I don’t need to spend, I can leverage more awareness and sales from my customers’ preferred channels. I now start the day with a jump in my step and certainty that I can delete 8 out of those first 10 promotional e-mails in my in-box.

The point of our discussion is

to raise several practical marketing

tips, to help laser-focus your

marketing tactics, save money and

register concrete results.



We’ve Been Hacked!

Now What? By Rick Bridges, Roanoke Trade


Computer security experts joke that there are only two types of companies: those that know they’ve been hacked, and those that will be hacked. Considering that the data for just one shipment may pass through multiple PCs, websites, servers, clouds and third party vendors; transportation and logistics companies are exposed to data breaches throughout their business activities. It should come as no surprise that some of your industry associates have also become victims of computer hackers with some companies spending over $100,000 to address and resolve the problem.

A recent example is that of a logistics company whose CEO sent the CFO an email with wire instructions to send $25,000 to an account in Russia, purportedly one of their vendors. The CFO arranged the wire and sent off the $25,000 as requested. Unfortunately, the email request was not actually made by the CEO. A hacker gained access to their email server and sent the phony email. That hacker is now $25,000 richer since both banks involved refused to accept any liability.

While the insurance industry is historically cautious in creating new products for new exposures, Cyber Liability Insurance is a relatively new insurance policy that’s becoming more affordable to logistics companies. Electronic data breach is not covered under a Business Package policy because it’s designed to cover tangible assets only. Likewise, Errors and Omissions coverage will not respond unless the loss is caused by an error or mistake that you make. A Cyber Liability policy is written specifically to address several aspects of financial loss due to electronic data breach.

While Cyber Liability coverage can be customized to suit your specific needs, there are seven aspects of coverage that a logistics company should consider: 1. Data Loss Coverage: this covers the

financial loss of recreating data that has been lost or corrupted.

2. Notification Expenses: most states have specific laws that require you to notify parties of the loss of their data. Some laws even go so far as to require that you pay for credit monitoring as well.

3. Regulatory Investigation Expense: many regulatory agencies have an interest in keeping your customers’ data secure. The State Department, TSA, CBP and Bureau of Industry and Security, just to name a few, may investigate following a data breach.

4. Public Relations: coverage is available for damage control following a data breach and can include marketing costs.

5. Business Interruption: lost revenue due to data breach, hacking or even a virus can be covered.

6. Content Liability: covers intellectual property claims and/or slander.

7. Data Loss in Transit: coverage is available to logistics providers who are engaged in the transport of computer or data storage devices loaded with data. This component covers the financial loss to the cargo owner or third party following a theft, misrouting or other loss of the device.

Your insurance provider should be able to offer various options for covering this exposure, but keep in mind there are many ways to proactively reduce your exposure.

Here are a few suggestions:

• Consider the extent of your cyber exposure and how to proactively minimize the risk of data breach. Data is not just what’s in your customer file, but includes employee information such as social security numbers, retirement accounts, health insurance records, etc.

• Create and reinforce a workplace internet usage policy for staff and restrict unauthorized downloading of software and apps.

• Review web hosting, software and data storage vendor contracts to ensure they have an action plan in place in the event of a breach. Ask for proof of Cyber Liability and Professional Liability Insurance naming your company as Additional Insured.

• Review your own terms and conditions of service and consult with counsel as to whether they should be updated to address electronic data transfer and data collection of client information.

• Discuss your cyber liability exposures with your insurance advisor and consider some of the cyber liability insurance products that are available.



Here is your opportunity to get up to speed on the burning issues of the day and help the freight

forwarding industry assert our voice in Washington!

From intermodal regulations to the alphabet soup of agencies that have jurisdiction over international shipments, airforwarders face a highly regulated environment - and new government initiatives are in development all the time. As an association dedicated to moving our industry forward and clearing the way for the business success of our members, we want our legislative representatives in Washington and executives at relevant federal agencies to hear directly from you about your concerns and your ideas for promoting industry growth and success while also ensuring the highest possible level of safety and security for the traveling public.

That's why the AfA has organized this unique two-day event for our members - the AfA Washington Fly-In. Join us on May 7 and 8 for an opportunity to meet with elected leaders and staff on Capitol Hill - particularly those who, through their committee assignments, have a high level of interest and influence in air freight and other transportation issues. We will also be visiting the offices of the Transportation Security

Administration and engaging in discussions with key executives and staff whose activities are vitally important to the work we do.

If you can be with us, the AfA will also try to help you arrange to visit the offices of your own elected representatives so that you can underscore for them the importance of our industry to jobs and economic growth in your local area.

As an added feature this year, on Thursday , May 8, we will be attending the Global Supply Chain Summit of 2014 a day-long series of presentations and discussion, co-sponsored by the AfA, at the United States Chamber of Commerce. There you will hear from government leaders and industry experts who are closely tied in with the logistics issues and concerns that we face every day in our businesses - issues such as global risk management, regulatory impact, customs modernization and trade facilitation.

Your registration fee for the Fly-In is only $250, and will cover lunch on Wednesday, May 7, as well as the attendance at all events on May 7 and 8. Please note that hotel, travel and some meals are not included in this fee.

Travel ArrangementsWe recommend that you fly into Reagan National Airport (DCA) in Washington, DC. A list of local hotels can be viewed at airforwarders.org. As May is a popular time to visit Washington, we recommend reserving your room as soon as possible to get the best possible rate and to ensure availability. There is no AfA-recommended hotel for this meeting.

RegisterRegister online today at airforwarders.org. Please call Tara Wagner at (202) 207-1131 or [email protected] with any questions.

We hope you can join us as the AfA takes Washington by storm!

What: Airforwarders Association's Washington Fly-In

Where: Washington, DC

When:

May7-8,

2014


Book it on NXT and we’ll get your cargo on the next available direct flight, or it’s free.

NEXT FLIGHT GUARANTEE

2 hour drop-off cutoff and 2 hour pickup window.

Member News


Benesch Named Law Firm of the Year in Transportation LawCleveland, OH – Benesch has been named Law Firm of the Year in Transportation Law in the 2014 Edition of U.S. News & World Report/Best Lawyers® “Best Law Firms” ranking.

The U.S. News & World Report/Best Lawyers® “Best Law Firms” rankings are based on an evaluation process that includes the collection of client and lawyer evaluations, peer review from leading attorneys in their field and review of additional information provided by law firms as part of the formal submission process. Only one law firm per practice area in the U.S. receives the “Best Law Firm” ranking each year. For more information on Best Lawyers, please visit www.bestlawyers.com.

“This honor would not have been possible without the support of our clients, who both enable and challenge us every day,” said Eric L. Zalud, chair of Benesch’s Transportation & Logistics Practice Group. “The attorneys who make up the transportation team at the firm are dedicated to achieving the best results for our clients – and this award is testament to

the legal work that we provide to our clients in the industry.”

Benesch’s Transportation & Logistics Practice Group consists of more than 20 attorneys located in the firm’s Cleveland, Columbus, Indianapolis, Wilmington, Shanghai and Oregon offices. The Group addresses the needs of transportation and logistics providers (including carriers of all modes, freight intermediaries and other 3PL’s) as well as commercial users of transportation and logistics (manufacturers, retailers,

distributors, and other shippers) to help them achieve their supply chain goals. The attorneys in the Transportation & Logistics Practice Group advise clients on variations of transportation contracts, including trucking, brokerage, freight forwarding, ocean transport, intermodal, and other global services and supply chain agreements, as well as owner-operator agreements, regulatory aspects, corporate structure, freight loss and damage and casualty issues. For more information, please visit www.beneschlaw.com/Transportation&Logistics

Lufthansa Cargo offers real-time trackingCustomers of the freight airline to be kept fully informed of the location of their shipment

Customers of Lufthansa Cargo will be kept even better informed from now on. Through the use of GSM transponders, they will now be able to check online where their consignment is at all times.

With this service, Lufthansa Cargo is offering its customers maximum transparency and precise, real-time consignment tracking.

GSM mobile technology will be used to transmit the data. The tracking devices have been specifically designed for use on board aircraft and are the first officially certified consignment trackers. The transmitters will switch off automatically during flight. Customers will find it very simple to use the trackers. Lufthansa Cargo will provide the required number of devices, which weigh

just 50 grams. The shipper can place a tracker in any consignment and simply return the device by post after the goods have been transported.

“By using GSM technology, we are offering our customers genuine added value and increased transparency throughout the entire transport chain”, emphasised Thilo Schäfer, Vice President Global Handling Management at Lufthansa Cargo. “With its ease of application, the new offering will appeal to all air freight customers, big and small.”

The service includes delivery of the device to the requested address, simple return after use and consignment tracking of the freight via a tracking portal. The offering is now

available to all customers of the freight airline and in Lufthansa Cargo’s global network. “Our customers will only pay for the service if they actually use it. It also means they won’t have to invest in their own IT, so they can be fully flexible about how and when they use the new technology”, added Thilo Schäfer.

The device has been tested in cooperation with Swiss WorldCargo, the cargo division of Swiss International Air Lines, and is currently being put through its paces by some of Swiss WorldCargo’s top customers as well. Swiss WorldCargo is expected to introduce the service in the first quarter of 2014.


Acquisition of California-Based BE Logistics Enhances Axis’ Supply Chain SolutionsAxis Global Logistics – a New York-headquartered provider of supply chain solutions for customers in a variety of industries—announced that it has acquired BE Logistics, a California-based logistics and service provider.

The acquisition of BE Logistics, which is strategically located near the Los Angeles International Airport in the city of Hawthorne, is part of Axis’ ongoing expansion and the company’s continuing effort to enhance the supply chain solutions it provides to its domestic and international customers.

“The addition of BE Logistics makes perfect sense geographically in that it will give Axis a critical West Coast presence,” explained Tom Vassallo, managing director of Axis. “But it is also important because of the BE Logistics team’s expertise in both the West Coast and Asian markets. This will allow Axis to be even more responsive to its customers and to be able to give them even more options when it comes to providing them with supply chain solutions.”

Daniel Dvorsky, who served as president and chief executive officer of BE Logistics, will manage Axis’ West Coast facility and will also oversee the company’s ongoing

investment in the latest logistics and supply chain technologies.

Headquartered in Maspeth, New York, Axis Global Logistics designs and implements supply chain solutions for companies in a wide-range of industries. Axis specializes in sensitive, time-critical freight that requires a high-degree of personal service. The company has a National Fulfillment Center in New Jersey and distribution and warehouse facilities at strategic locations across the United States, Canada, Europe and Asia—along with more than 800 Axis agents worldwide.

Descartes Acquires CompudataEnhances Descartes’ European B2B Supply Chain Integration Solution Suite

WATERLOO, Ontario – Descartes Systems Group (TSX:DSG) (Nasdaq:DSGX), the global leader in uniting logistics-intensive businesses in commerce, acquired Compudata, a leading provider of B2B supply chain integration and e-invoicing solutions in Switzerland.

Compudata’s network (B2BNet) serves a diverse community of trading partners, helping them connect, collaborate and seamlessly exchange electronic data. Compudata also provides e-invoicing and e-archiving functionality essential in international trade and transportation transactions.

“Descartes is establishing itself as the global network for communities collaborating on logistics and supply chain processes. The addition of Compudata’s solutions and community to our Logistics Technology Platform is another important step on this journey, and it further strengthens our global market leadership position,” said Edward J. Ryan, Descartes’ CEO. “Our customers now have access to a broader scale and scope of document-critical functionalities that are key to moving goods. This can help them link critical elements and information in the supply chain, increase data accuracy and make the flow of goods more efficient.”

Compudata brings more than 500 customers to Descartes’ Global Logistic Network, with the majority of these in Switzerland. Compudata’s wider community includes a significant number of retailers and suppliers that will now join Descartes’ logistics community, presenting additional opportunities for trading partners to collect and share logistics data earlier in the business process – from purchase order to loading dock door.

“Compudata has set the standard in Switzerland for superior B2B supply chain integration services,” said Patrick Maeder, Compudata’s CEO and now Vice President of B2B Services at Descartes. “Our market-leading position in Switzerland is a direct result of our focus on enabling our community to achieve operational excellence by increasing automation and improving logistics precision.”

Compudata is headquartered in Murten, Switzerland. The all cash purchase price for the acquisition was CHF 16.0 million (approximately USD $17.9 million at December 20, 2013). Descartes funded the purchase price for this acquisition by drawing on its existing acquisition line of credit.

Member News


Troy Container Line Announces New Partnership with Basic Warehousing & Distribution, Inc. NVOCCs’ Clients to Benefit from an Expanded Presences in Chicago Market

Red Bank, NJ - Troy Container Line, one the world’s largest American-owned NVOCCs, announced a new partnership with Chicago-based Basic Warehousing & Distribution, Inc. As of Monday, February 17, CFS services for export and FCL transportation will go through Basic Warehousing’s Elk Grove Village location. The new CFS is centrally located outside of Chicago and adjacent to O’Hare International Airport with access to several major highways, easily connecting the warehouse to a global supply chain. The recent announcement solidifies Troy’s standing as a full service provider in the Mid-West region.

“At Troy Container Line, we continually evolve to meet the needs of our growing client base,” commented Patricia L. Fitzgerald, COO of Exports. “Direct exporting from the Chicagoland area to hundreds of destinations around the world, including European, South America and Asian trade lanes, will be enhanced with this new partnership. Our export team looks forward to working with the Basic Warehousing & Distribution team in this market.”

The Basic Warehousing & Distribution CFS is an approved and fully bonded Customs and Border Protection Container Freight Station. The 100,000-square-foot facility includes 13 door docks and full indoor-outdoor surveillance systems. This new partnership will further expand Troy Container Line’s presence in Chicago and

offer enhanced, convenient services to and from the Mid-West market. Importing to Chicago and beyond is now easier with the short lines and flexible hours for cargo pickups offered through Troy’s partnership with Basic Warehousing & Distribution.

“Troy Container Line is committed to providing cost-effective, efficient services - no matter what the destination,” commented Chris Hellow, COO of Imports. “This is an ideal partnership for Troy Container Line in that the Basic Warehousing team shares our vision for efficiency and service.”

“We are very honored to been chosen by Troy Container Lines to represent their CFS in the Chicagoland market. We look forward to partnering with Troy and being committed to providing excellent service for them and their customers,” commented Sam Spahic, CEO of Basic Warehousing & Distribution.

With its 30th anniversary quickly approaching in March, Troy Container Line is continuing a decades-long commitment to efficient, professional and cost-effect services. The new Chicago CFS is one of many new announcements slated from Troy Container Line in 2014.

To learn more about Troy Container Line, please visit www.TroyLines or call 1-800-331-0058. For more information about Basic Warehousing & Distribution, please visit www.basicenterprise.com.

About Troy Container LineFounded in 1984 as a Non-Vessel Operating Common Carrier, Troy has become one of the largest companies in its industry. From 21 strategically placed warehouses, Troy Container Line serves the needs of an international customer base located in 700 destinations on six continents. Since its inception, founder Michael Troy realized the level of service his company, as an NVOCC, could provide individual shippers over that of steamship lines. For the past twenty-nine years, this has become the driving force behind every facet of Troy Container Line’s operations. This is exemplified in the company’s mission statement, which is to provide the ultimate in personalized customer service. Please visit www.TroyLines.com or call 1-800-331-0058 for additional information.

About Basic Warehousing & Distribution Since its inception, Basic Enterprise, Inc., the parent company of Basic Warehousing & Distribution, has made its number one goal to satisfy customers and their customer needs. With more than 30 years of experience in transportation and logistics, the company’s knowledge and can-do attitude provides the best customer service possible. Basic Enterprise, Inc. provides an integral service in regards to the transportation needs for the Freight Forwarding, Pharmaceutical, Mining, Wind Energy and/or Manufacturing Industry. www.basicenterprise.com.

Dachser USA Expands in Chicago Dachser USA continues to experience growth in the Midwest and has expanded its operations in Chicago to meet increasing demand. A newly expanded warehouse facility will function as a hub for Dachser in the Midwest providing cross-docking, warehouse storage, warehouse distribution, and buildup and breakdown of air and ocean containers.

"Our ultimate goal is to bring high quality and efficient logistics services to customers across the country,” said Frank Guenzerodt, President and CEO, Dachser USA. “With the expansion of our Chicago-based warehouse, 80 percent of the U.S. population can be reached within two days by way of this new facility.”

The new warehouse is a fully-secured facility with key fob access and offers state-of-the-art full video surveillance. It will be supported by Dachser’s proprietary Mikado warehouse management software. The wireless system manages stock and supports all warehouse procedures, including picking and storage processes, ensuring a high quality contract logistics service.


New partnership with DPS Logistics aids CargoWise expansion into Latin America Latin American supply chain set to benefit from business partnership between regional logistics specialist and world-class logistics software provider.

Logistics providers throughout Latin America can now take full advantage of CargoWise’s leading enterprise-class supply chain software as a result of a new partnership with Panama-based logistics consultants, DPS Logistics. In joining CargoWise as a WiseBusiness Partner, DPS Logistics will be able to offer the globally recognized single-platform system to businesses across the region.

As an authorized reseller, DPS Logistics will assist CargoWise’s expansion into Latin America by providing full sales, consultation, implementation and support services to local customers. Latin American supply chain providers will now benefit from a global software solution delivered with the local expertise of a Spanish-speaking specialist with a deep understanding of the local marketplace and an in-depth knowledge of the CargoWise product.

Through initially providing technical support services to CargoWise’s Latin American customer base as a WiseService Partner, DPS Logistics understood the regional potential of the product. After seeing overwhelming interest in the solution at Panama’s recent Expo Logistica, the company moved quickly to secure the opportunity of becoming a WiseBusiness Partner.

“Our passion is to serve and to assist the Latin American logistics community in finding better solutions that help strengthen their position in the market,” says DPS Logistics President, David Pang. “We had already delivered successful consulting and training projects to CargoWise customers in our region but quickly saw the commercial potential of the product and the benefits the software’s capabilities will bring to the local industry.”

“This partnership provides a great growth potential for us, great market expansion opportunity for CargoWise and a great logistics management tool for the Latin American supply chain.”

Vlad Bilanovsky, CargoWise Vice President of Partner Management, says the DPS Logistics’ inclusion into the WiseBusiness Partner program is good news for the regional supply chain.

“This partnership brings enormous benefits to Latin American logistics providers as they now have access to a global enterprise-class supply chain software solution delivered on a local level. Both prospective and existing customers will get more value from our product as a result of this partnership, with services and support being provided in the local language by a partner firmly established in the regional business culture. This is a unique opportunity for DPS Logistics to leverage their market position by offering a world-leading product to Latin American customers. We look forward to a productive partnership with DPS Logistics.”

Member News


RFD Releases January Passenger NumbersRockford, Ill. – The Chicago Rockford International Airport (RFD) released traffic statistics for January 2014. Reports show an 8.6 percent increase in traffic over January of 2013. The increase can be attributed to strong Florida and Arizona traffic and the introduction of service to Puerto Vallarta.

“RFD is off to a great start thanks to the increased flights to warm locations and a convenient, hassle-free travel experience that our passengers have come to expect,” said Mike Dunn, RFD Executive Director.

Monthly Traffic StatisticsJanuary 2014 – 17,714 PassengersJanuary 2013 – 16,313 Passengers

RFD is served by two airlines: Allegiant and Apple Vacations. RFD serves eight non-stop destinations including Cancun, Ft. Myers, Las Vegas, Orlando, Phoenix, Puerto Vallarta, Punta Cana and Tampa Bay. RFD was named the 2013 Primary Airport of the Year by the Illinois Department of Transportation’s Division of Aeronautics. For more information on RFD and flight schedules, visit FlyRFD.com

Industry Veteran Greg Weigel Joins AIT Worldwide Logistics

The new Vice President of Global Operations leverages decades of leadership and logistics expertise to help advance the continuing growth of AIT’s global footprint.

ITASCA, ILLINOIS – AIT Worldwide Logistics is proud to announce the hiring of Greg Weigel as the company’s new Vice President of Global Operations. With more than 30 years of experience in the logistics and transportation industry, his guidance will

help the organization to further accelerate the pace of global expansion.

Commenting on this new chapter in a career defined by high performance and proven success, Weigel said, "I'm excited and honored to become a member of the AIT leadership team and I look forward to supporting the company in delivering world class service and solutions to our clients. AIT's legacy is rooted in a culture that is passionate about delivering a best-in-class customer experience while empowering and supporting its employees to accomplish this. In today's global supply chain environment, these cultural attributes are essential to sustain execution with speed, flexibility and precision – that is a major reason I chose to be a part of this team."

AIT President and CEO Vaughn Moore said, “We are very excited about gaining an executive with Greg’s broad operational expertise in both international and domestic supply chain solutions. His experience as a leader in the industry benefits AIT by optimizing our team to achieve company goals with sound operational execution.”

Keith Tholan, Executive Vice President at AIT, remarked, “Greg possesses a comprehensive understanding of how to fulfill the customer’s needs on many different fronts. He is a knowledgeable, customer-focused leader who fully embraces the high value we place on the co-worker in the AIT culture and we are very pleased to welcome him aboard.”

Weigel added, "AIT's expansive domestic network and rapidly growing international presence are perfectly positioned to expand and support our clients’ supply chain strategies quickly and efficiently. I have been very impressed with the solutions and experience demonstrated by AIT in the Home Delivery, Retail Logistics, Life Sciences, Perishable and Government sectors. The organization’s IT systems and support are superior to many large forwarders and I view their visibility management strategy coupled with operational excellence as a significant competitive advantage in the marketplace."

Weigel most recently served as Executive Vice President of Global Airfreight with CEVA Logistics.


New Shenzhen Facility Enhances AIT Service in AsiaITASCA, ILLINOIS – AIT Worldwide Logistics’ expansion in Asia continues with the opening of the company’s new office in Shenzhen, China. In a city that has rapidly become a bustling hub of transportation activity, the new AIT location will efficiently meet increasing customer demand.

Vaughn Moore, President and CEO of AIT Worldwide Logistics said, “Bringing the new Shenzhen branch online furthers the organization’s ongoing strategy to broaden our global footprint in a way that specifically caters to the evolving requirements of AIT’s customers.”

Executive Vice President of Global Development Ray Fennelly added, “We are proud to enhance our South China service with the establishment of AIT-Shenzhen. Our growing roster of customers conducting business in the region will benefit from a heightened level of convenience and support.”

AIT’s new office is located in the heart of Shenzhen with convenient access to several deep water harbors and Shenzhen Bao’an International Airport:

AIT Worldwide Logistics Room 529, Oriental Plaza 1071 Jianshe Road Shenzhen, China 518000 Phone +86 755 2292 8825 Fax +852 3501 0700

Roanoke Trade Launches Enhanced WebsiteRoanoke Trade is excited to announce the launch of our redesigned website featuring enhanced resources and a better user experience. We invite you to visit our revamped site at www.roanoketrade.com to explore our fresh and informative content.

Visitors to our site will find detailed descriptions of our unique product lines and service offerings, access to publications and whitepapers along with industry insights, updates and events. Also featured are links to our social media channels such as LinkedIn, Twitter and YouTube. Additionally, clients will enjoy the convenience of direct login to on-line applications such as CoverageDockTM, FastBondTM, CarnetsOnlineTM and PolicyTrackTM.

Reaching out to a service team member from the new site is easy; simply visit the contact section on the homepage and navigate to the appropriate party. Here you can conveniently send a direct email and/ or download a vcard with complete contact details. We are also very pleased to include a recommendation section to highlight what are customers are saying about us.

We hope you enjoy browsing our new site and we encourage you to visit often. We are confident that www.roanoketrade.com will become your trusted resource for risk management tips, timely news and other information relevant to your daily business operations. Please provide any feedback you may have to [email protected].

About RoanokeRoanoke Trade is a division of Roanoke Insurance Group Inc., specializing in insurance and bond solutions for international trade and transportation. Roanoke is a subsidiary of Munich Re and an affiliate of Watkins Underwriters at Lloyd’s of London, and is the North American primary insurer of marine and customs bonds for this worldwide organization. Roanoke Insurance Group employs approximately 200 team members across 10 US locations; its focus is on providing targeted insurance backed by agile service and technology.

AGS Broadens Its Warehouse Services for the Energy Industry New Hyde Park, NY - Associated Global Systems (AGS), one of the leading U.S. based transportation and logistics providers, has broadened its services to the energy industry, to include parts logistics, warehousing, order staging and distribution.

With the demand for energy increasing from coast to coast, and worldwide, AGS has the network and experience to provide transportation and supply chain services for ongoing maintenance programs, construction projects and on-demand expedited delivery services, any time of the day or night.

AGS provides customers with integrated solutions across the entire energy sector, including oil and gas, electric and water, nuclear, engineering, procurement and construction, mining and oil sands, solar, wind, other alternative energy sources, chemical and petrochemical.

Expedited heavy freight, door-to-door delivery anywhere in the U.S. and worldwide, time-definite delivery 24/7, air charter service and customs brokerage are just some of the services AGS routinely provides customers in the energy sector. In addition, AGS has a National Call Center for immediate service and tracking.

Associated Global Systems is a leading provider of transportation services, logistics services, and supply chain management solutions worldwide. AGS has stations and agencies in over 125+ U.S. cities and 196 countries, and offers a menu of services that AGS management characterizes as offering “more options and greater flexibility than any other single source.”

For more information on AGS' full menu of services, visit us online at www.agsystems.com.

Member News


Kevin Koerner passed away on February 11 after a 6 month battle with leukemia. His career in the air cargo industry spanned five decades and involved all operational aspects of domestic and international freight forwarding. He was also an active participant in various industry forums on security and operational issues.

I worked closely with Kevin the past 25 years through three companies, and witnessed first-hand the impact he made on the companies he worked for, and the people he worked with. He earned the respect of his colleagues because of his integrity and dedication to always doing the job in the best way possible.

Kevin was affectionately known as “The Colonel,” because of his great attention to detail, organizational skills, and dependability. That was one of Kevin’s greatest assets---you could always depend on him to do the right thing.

The industry has lost a true professional, and we have lost a wonderful friend. I am thankful for having known Kevin as both.

Gerry Post

Southwest Airlines Takes Bigger Bite Of The Big Apple With New LaGuardia Flights, Adds New San Diego Nonstops, And Extends ScheduleSouthwest Airlines (NYSE: LUV) is helping travelers get ready for summer vacation by extending its schedule through June 2014. Customers will find many new travel options for their favorite destinations, including New York; San Diego; Portland, Ore.; and Atlanta for as low as $89 each-way for travel every day except Fridays and Sundays between June 8 and 30, 2014! (Alternate travel dates and blackout dates apply to travel between San Diego and New Orleans; see Fare Rules.)

In the wake of the recent slot reallocation concerning New York's LaGuardia Airport, the airline is increasing service between LaGuardia and Nashville, Houston Hobby, Chicago (Midway), and Akron-Canton, Ohio. The new service begins on May 11, 2014.

"We're making big news coast to coast as we open up new flights in the spring," said Bob Jordan, Southwest Airlines Executive Vice President and Chief Commercial Officer. "We're adding service in Southwest stronghold cities like San Diego and Portland, Ore., while also bringing new low-fare service to our New York Customers."

Southwest Airlines also announced today new nonstop service between San Diego and Orlando; New Orleans; Portland, Ore.; and Seattle/Tacoma. The new flights come as Southwest gets ready to celebrate its 32nd anniversary of serving San Diego's Lindbergh Field.

The airline also is making waves in Portland, Ore., by offering new nonstop destinations to Customers in the northwest. That includes the two daily nonstop flights to San Diego, as well as daily service to Baltimore/Washington, Chicago (Midway), and Houston Hobby.

As Southwest moves toward its final phase of integrating AirTran Airways, new nonstop service at Hartsfield-Jackson Atlanta International Airport includes service to Detroit, Minneapolis/St. Paul, Milwaukee, and Pittsburgh.

NEW FLIGHTS STARTING AT $89 ONE-WAY (See Fare Rules below)

• $89 one-way nonstop between Milwaukee and Washington, D.C. (DCA)

• $89 one-way nonstop between Boston Logan and Akron-Canton

• $89 one-way nonstop between San Diego and Portland, Ore.

• $89 one-way nonstop between San Diego and Seattle/Tacoma

• $99 one-way nonstop between New York's LaGuardia and Akron-Canton

• $109 one-way nonstop between Atlanta and Detroit

• $109 one-way nonstop between Atlanta and Pittsburgh

• $129 one-way nonstop between Atlanta and Minneapolis

• $139 one-way nonstop between Akron-Canton and Orlando

• $149 one-way nonstop between San Diego and Orlando

• $149 one-way nonstop between San Diego and New Orleans

Book now as these exceptionally low fares won't last long. To book these flights today, visit www.southwest.com.


Descartes Acquires ImpatexAdds UK Forwarder Community to Descartes Global Logistics Network and Enhances European Customs and Forwarding Market Coverage

Waterloo, Ontario – Descartes Systems Group (TSX:DSG) (Nasdaq:DSGX), the global leader in uniting logistics-intensive businesses in commerce, acquired Impatex Freight Software Limited (“Impatex”), a leading provider of electronic customs filing and freight forwarding solutions in the UK.

Impatex brings more than 200 freight forwarder customers to Descartes’ Global Logistic Network, with the majority of these in the UK. By combining Impatex’s leading UK customs and forwarding solutions with Descartes’ global community of logistics participants and logistics management solutions, customers now have a single trusted partner to help them manage their shipments across the globe.

The European customs compliance market is characterized by a complex framework of member states, each with different regulations, languages, and systems. Transportation carriers, logistics intermediaries and shippers look to technology partners, like Descartes and Impatex, to manage this complex environment. Freight forwarding operations are also faced with similar business and regulatory challenges at a local level. Freight forwarding technology solutions address those local challenges to allow users to operate efficiently and with a high degree of confidence.

“Impatex has been developing its feature-rich, UK customs compliance platform in a transaction-based revenue business model for more than 20 years,” said Edward J. Ryan, Descartes’ CEO. “Impatex strengthens Descartes’ Customs and Regulatory Compliance platform with additional functionality and a broader set of services for the UK market. In addition, Impatex’s NetFreight forwarding application provides an agile operations platform for smaller forwarders to address local needs while extending their business reach and efficiency through integration with Descartes’ Global Logistics Network.”

“We welcome Impatex and its customers to the Descartes community”, said Richard Dobber, SVP of European Sales at Descartes. “We look forward to helping Descartes’ Global Logistics Network customers further enhance their own logistics operations through access to Impatex’s logistics community and market-leading UK compliance solutions. At the same time, we’re very excited to introduce Descartes’ logistics management portfolio to Impatex customers, helping them connect to the global logistics community and operate even more efficiently and effectively.”

Impatex is headquartered in Cadnam, UK. The all cash purchase price for the acquisition was GBP 5.1 million (approximately USD $8.3 million at December 20, 2013). Descartes funded the purchase price for this acquisition by drawing on its existing acquisition line of credit.

Member News


AGS Improves Services for Telecommunications FirmsNew Hyde Park, NY (February 11, 2014) – A provider of innovative logistics solutions for over fifty years, AGS is now uniquely equipped to assist telecommunications companies in the task of installing antennas, cabinets, and radios to existing cell towers around the country.

With its network of locations throughout the U.S., AGS is able to provide in-house response teams to handle all purchase orders from vendors that could provide the most cost-effective transportation method to various markets and also meet just-in-time requirements.

AGS can set up short-term warehousing and distribution centers with trained telecom personnel in each market necessary to provide consolidation of vendor product, and complete inventory and quality control. In addition, AGS provides complete decommissioning solutions - hundreds of crossdock locations, serial capture, packing and product disposition. Other services include parts logistics, staging, order kitting and distribution.

Associated Global Systems, founded in 1958, has always provided efficient, personalized and reliable service. With more than 125+ offices in North America and agents in 196 countries, they take the worry out of your urgent domestic and international shipments.


Cargo awards for Ipsen Logistics, Kuehne + Nagel, MT Logistik, SDV Geis and Quick Cargo Service200 industry experts discuss the digitization of air freight at Lufthansa Cargo customer Conference

Systematic digitization of the air freight business and further quality improvements are right at the top of Lufthansa Cargo's 2014 agenda. This was underscored by Dr. Andreas Otto, Board

Member Products and Sales at Europe’s leading cargo airline, on Wednesday at the “Lufthansa Cargo in Dialogue” event. More than 200 logistics industry representatives accepted Lufthansa Cargo’s invitation to the two-day conference.

“We are collaborating with our customers to ensure that goods find their way through the complex supply chain even faster, even more efficiently and with even greater reliability”, stressed Dr Andreas Otto. “Closer networking is crucial to this, especially via digital interfaces.” In addition to significant investment in brand new aircraft and state-of-the-art logistics infrastructure, the major expansion of electronic processes is a key element in the “Lufthansa Cargo 2020” future programme.

The Lufthansa subsidiary invited its customers to take part in an “e-Award” for the first time last year. It is aimed at further supporting the rapid expansion of

digital processes between forwarders and airlines. Ipsen Logistics (overall winner) and Kuehne + Nagel (forwarder with more than 10,000 air waybills per year) were the first recipients. The “e-Award” takes a number of factors into account, including the percentage of electronic bookings and the use of eFreight.

“We want to drive digitization in our industry with the ‘e-Award’. We had a successful start with the eAWB last year in Munich. We will roll this out to all other German stations over the course of the year”, emphasized J. Florian Pfaff, Vice President Area Management Germany at Lufthansa Cargo. “It’s becoming increasingly obvious that digitizing the process chain benefits everyone – consignors, forwarders and airlines.”

The freight airline also announced the winners of the Lufthansa Cargo Quality Award for the German market for the fourth time. MT Logistik was named the forwarder with the best delivery quality in 2013. SDV Geis prevailed amongst the large forwarders with more than 10,000 air waybills per year. The Lufthansa Cargo Quality

Award assesses different quality parameters such as compliance to booking specifications and delivery punctuality.

Two further awards went to Quick Cargo Service (overall winner) and SDV Geis (category with over 10,000 air waybills per year). Both companies achieved outstanding results in the Quality Award and “e-Award” and were honored for their combined evaluation.

J. Florian Pfaff, Vice President Area Management Germany of Lufthansa Cargo (right) compliments Dieter Haltmayer, CEO of Quick Cargo Service. The forwarder has won the combined accolade of quality award and e-award.


RFD Announces AirFest 2014USAF Thunderbirds Return to Headline Highly Anticipated Show

Rockford, IL – The Chicago Rockford International Airport (RFD) has announced that “Rockford AirFest 2014: Let the Thunder Roll,” featuring the USAF Thunderbird Demonstration Team and the U.S. Army Golden Knights, will be held June 7 – 8, 2014. AirFest activities include static aircraft displays, family friendly activities, concessions, an RV park and special attractions to be announced in the upcoming months.

Grounded last year due to the government sequestration, the last AirFest was held in 2012 and drew 100,000 people for the two-day event, generating more than $3 million in the region.

Following the record attendance of 2012, RFD has introduced a new and simplified carload admission fee designed to significantly reduce gate entrance wait times. A $20 advanced ticket sale / $30 on-site ticket fee per carload offers an efficient, economical and fun way to experience AirFest. A carload includes each person legally seated with a seat belt. Riding solo? Grab a friend and share the unique AirFest experience.

Tickets are currently on sale and can be purchased online at rockfordairfest.com or at any participating area Culver’s Restaurant. All online ticket sales, including VIP packages, preferred seating, fly-in admission and one day or weekend RV park passes, will be sold at a 20% discount through Friday, February 21st using special access code: THUNDER. VIP packages consist of the popular 21 and over Captain’s Club and family-friendly Aviator’s Club which feature front row seating and concessions. Active and retired military with proper ID will receive complimentary preferred seating with their carload admission fee. Additional ticket and package information may be found at rockfordairfest.com.

“RFD is honored to host Rockford AirFest, one of the most highly anticipated events of the summer,” says RFD Executive Director Mike Dunn. “Over the past several months, we have explored new ideas to keep attendees engaged, enhance the AirFest experience and are excited to bring an energized and refreshed show to the region this summer.”

For more information about AirFest, volunteer and sponsorship opportunities and the latest updates on performers and promotions, visit rockfordairfest.com, follow us on Facebook at FlyRFD or Twitter at @rockfordairfest.

RFD is served by two airlines: Allegiant and Apple Vacations. RFD serves eight non-stop destinations including Cancun, Ft. Myers, Las Vegas, Orlando, Phoenix, Puerto Vallarta, Punta Cana and Tampa Bay. RFD was named the 2013 Primary Airport of the Year by the Illinois Department of Transportation’s Division of Aeronautics. For more information on RFD and flight schedules, visit FlyRFD.com.

AGS Offers Residential Delivery Service to Every U.S. Zip Code with No Size or Weight RestrictionsNew Hyde Park, NY – Associated Global Systems’ (AGS), residential delivery service now delivers products of any weight and size to any residential address in America.

AGS’ Home Delivery Service is designed for companies who sell direct to consumers and home businesses that require a single carrier to handle all customer requirements. AGS Home Delivery offers on-site services including: inside room of choice placement, unpacking, removal of debris and assembly, either in the customer’s home or in an AGS warehouse prior to delivery.

Additionally, a return service is available for consumers who wish to send products back to their origin that can include repacking and a choice of several economical return transportation service options.

AGS offers complete tracking and inventory management through its website, myAGS.com. Companies can view shipment status and inventory levels, which are continually updated. Their consumers are kept advised of shipment status right from their PC, laptop or Smartphone.

Scott Richter, V.P. of Supply Chain Solutions for AGS, states that “AGS Home Delivery is the most flexible in the country, with delivery times between Monday and Saturday and up to 10:00 p.m. Companies can also specify four levels of service time, Overnight, Two Day, Three Day or Deferred, from any origin in the U.S.”

AGS has over 50 warehouses around the country that are available to customers for storage and consolidation of products prior to delivery, or for those shipments pending

appointment deliveries. These facilities are also available to customers to use for inventory or as regional distribution centers.

Richter states that “all home delivery personnel are trained for residential delivery and placement, and will serve as excellent customer service representatives for our clients.”

Associated Global Systems has been serving customers since 1958. With over 125 locations and staff of transportation experts across the United States, AGS handles shipments of any size, to or from every zip code in the U.S. and Canada. They serve 196 countries around the world.

For more information on Associated Global Systems’ Home Delivery Service, visit us online at agsystems.com/homedelivery.

Member News


BIG NEWS FOR BIG D! SOUTHWEST AIRLINES ANNOUNCES NEW NONSTOP DESTINATIONS Post Wright Amendment Offerings from Dallas Love Field Available Oct. 13, 2014

Dallas – Southwest Airlines (NYSE: LUV) announced the airline will offer new nonstop service to domestic destinations from Dallas Love Field following the repeal of flight restrictions imposed in 1979 limiting the reach of Dallas’ most convenient airport.

Southwest will begin serving five new nonstop destinations on Oct. 13, followed by ten additional new nonstop destinations on Nov. 2. The addition of these 15 new nonstop destinations will bring Southwest to a total of 31 nonstop destinations from Love Field.

“The official repeal of Wright Amendment federal flight restrictions signifies a turning point for the Southwest brand not just in Dallas, but from coast-to-coast,” said Gary Kelly, Southwest Airlines Chairman, President, and CEO. “We are pleased to offer this new service to the Customers of our home airport, who have waited 34 long years, and we thank the many, many folks who made this opportunity a reality. Goodbye, Wright Amendment. Hello, America!”

Beginning Oct. 13, 2014, Southwest Airlines will launch nonstop service from Dallas Love Field to:

• Baltimore/Washington (BWI)

• Denver

• Las Vegas

• Orlando

• Chicago Midway

Beginning Nov. 2, 2014, Southwest Airlines will launch nonstop service from Dallas Love Field to:

• Atlanta

• Nashville

• Washington, D.C. (Reagan National)

• Ft. Lauderdale/Hollywood

• Los Angeles (LAX)

• New York (LaGuardia)

• Phoenix

• San Diego

• Orange County/Santa Ana

• Tampa

Dallas Mayor Mike Rawlings and former U.S. Senator Kay Bailey Hutchison today joined Kelly and Southwest Employees at a news conference to celebrate the momentous occasion.

The Wright Amendment, and its subsequent revisions, limit Southwest Airlines’ current nonstop all jet service from Dallas Love Field to nine states including Texas. The repeal of the federal law rewrites the map by allowing Southwest to potentially serve an additional 41 states and the District of Columbia (Reagan National airport) from Love Field.

In May, the airline will announce the specific flight schedules and fares for the sale of the new service, giving Southwest’s Customers the first opportunity to book these flights via southwest.com.

KLM Introduces Payment via Facebook and TwitterAs the first airline in the world, KLM Royal Dutch Airlines has developed a method of payment which enables customers to pay via social media. Customers using Facebook or Twitter to book or rebook a flight, make a seat reservation, or to arrange extra baggage, can now pay through these channels.

Customers are already able to arrange extra services through social media, but until now payment has taken place over the telephone. Customers have regularly indicated that they would like to pay online through our social media channels. With this new method, contact with the customer takes place exclusively through the social media channel they have used. This enables KLM to provide an even better, more convenient service.

How does it work?

KLM sends a link to the customer in a private message on Facebook or Twitter. The customer can then select their preferred method of payment and complete the transaction. The social media service agent at KLM then receives a message to say that payment has been received and the customer in turn receives confirmation of the payment.

The 130 social media agents at KLM answer around 35,000 queries on Facebook and Twitter every week. Last week KLM welcomed its five-millionth Facebook fan, making KLM the airline with the most fans in the world.


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Member News


AGS’ Expands Parts Logistics Management Program Adds improved inventory management and shipment tracking to its Parts Logistics Management Program for the dependable delivery of parts and replacement components.

New Hyde Park, NY - Associated Global Systems (AGS), one of the leading U.S. based transportation and logistics providers, has been an innovator in providing dependable and cost-effective delivery of parts and replacement components to customers, distributors and field technicians throughout the U.S. and overseas.

AGS’ newly expanded parts management program allows for the stocking of parts in their established worldwide network of depots. Customers pay for only the space used and get 24/7/365 delivery coverage.

The time-consuming task of inventory control and parts distribution is handled completely by AGS, freeing customers up to focus on their core business. Critical parts can be stocked in any of AGS’ 400 depots with four levels of local delivery times available.

AGS also provides state –of-the-art inventory management and shipment tracking technology, supported by a 24/7 Call Center. And now AGS will assign a management team to work with a customer in the design, setup and ongoing management of their parts storage, delivery and return program.

New York based AGS, founded in 1958 also provides time definite delivery of products without size or weight limitations to business and residential locations along with a complete menu of inside White Glove delivery services. With more than 125+ offices in North America and agents in 196 countries, they take the worry out of your urgent domestic and international shipments. Their unique “Whatever it Takes” brand of service has earned recognition for service and quality.


Lufthansa Cargo put on special flights to bring 1,000 tonnes of roses to Germany for Valentine’s DayMillions of people were able to express their love with red roses on Valentine's Day thanks to fast transport via air freight. These long-stemmed flowers are especially delicate and have to be transported quickly and carefully to Europe from where they are cultivated in Africa and South America.

Lufthansa Cargo is filling its freighters with flowers these days to ensure that millions of red roses will be available on time for Valentine’s Day on 14 February. In total, Europe’s leading cargo airline will fly around 1,000 tonnes of roses from warmer climes to Frankfurt this year. The amount transported will weigh around the same as 1,000 small cars.

The logistical process involved in transporting up to 90 tonnes of roses on a single flight is actually more environmentally-friendly than growing the roses in Germany. According to a study conducted by Cranfield University in the

UK, this would produce more CO2 as each individual flower needs artificial irrigation and an additional heat supply to grow.

Kenya, Colombia and Ecuador, whose capital, Quito, is also called the “City of Eternal Spring", are the biggest exporters of roses. Lufthansa Cargo connects all of these flower-growing countries with the Frankfurt hub many times a week. To ensure the exceptionally high demand on Valentine's Day is catered for, special flights are arranged in addition to the scheduled connections. Lufthansa Cargo has developed the special Fresh/td product specifically for

the transportation of perishable goods such as flowers and food.

The airline’s sophisticated logistics, special refrigeration systems in the cargo hold and, not least, the expertise of the producers in the exporting countries ensure that the roses are fresh on arrival at their destinations.

Following harvesting, the flowers are taken as fast as possible from the plantation for packaging and then from there directly to aircraft. This ensures they still retain all their splendour on landing at Frankfurt Airport. Transport onwards to destinations all across Europe is coordinated from there.


Two awards for Lufthansa CargoCustomers honour the innovation drive of Europe’s leading cargo carrier

The ambitious “Lufthansa Cargo 2020” future programme is reaping kudos in the logistics industry. At the prestigious “Air Cargo Excellence Awards" coinciding with the World Cargo Symposium 2014 in Los Angeles, Europe’s leading cargo carrier landed the Platinum Award. The US based global logistics group Expeditors International additionally conferred the 2013 “Award of Excellence” on Lufthansa Cargo. Lufthansa Cargo Board Member Product and Sales Dr. Andreas Otto accepted the award at a ceremony at the Expeditors HQ in Seattle, Washington.

“The two awards are not only a great tribute to all the staff at Lufthansa Cargo, they also spur and commit us not relax our drive in pursuit of constant quality improvement and new, innovative

products,” observed Dr. Andreas Otto. With the numerous projects initiated in its ongoing “Lufthansa Cargo 2020" future programme, the Company is ostensibly right on course to convince its customers and cement their loyalty.”

New aircraft, new IT, a new logistics centre, and more digitization: With investments running into billions in the future of the airfreight business, Lufthansa Cargo is consolidating and expanding its industry lead. Nowhere is this more evident than in the shape of three brand-new Boeing 777 freighters, which are now on scheduled service with the cargo carrier.

Thanks to “Lufthansa Cargo 2020”, Lufthansa Cargo customers are profiting from faster and more efficient processes.

Superior quality has assumed greater than ever importance at Lufthansa Cargo, emphasized Dr. Andreas Otto. “Through maximum reliability, a global and highfrequency network as well as customized transport solutions, we intend to continue offering the best airfreight product, worldwide.”

With this double distinction, customers from the logistics industry are expressing their great appreciation for the innovative course, on which the cargo airline has embarked. Lufthansa Cargo scored highly in a number of categories at the “Air Cargo Excellence Awards 2014”. In the annual survey conducted by "Air Cargo World" magazine, freight forwarders rate airlines and airports on the basis of their customer service, quality and information technology.

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Member News


AGS’ New and Innovative Service Menu to the Aerospace Industry Continues to Grow Successful program adds AOG Call Center to provide enhanced customer support to the aerospace sectorNew Hyde Park, NY - Associated Global Systems (AGS), one of the leading U.S. based transportation and logistics providers, has been an innovator in providing fast and reliable delivery of aircraft parts and components to aerospace customers all over the world.

AGS’ newly expanded range of aerospace services includes Next Flight Out, Expedited Heavy Freight, On Board Courier, Air Charter Service, Customs Brokerage and AOG Service. Additionally, they offer 24/7 coverage.

An example of the outstanding service AGS provides is the recent project for a business jet manufacturer that called upon AGS to relocate an aircraft subassembly factory

production line and finished subassemblies such as wings, tails and fuselage from Japan to Poland and the United States.

Their extensive domestic and worldwide network of offices and agents, along with exceptional customer service and customer centric technology, provides customers with the best in class service available. The expanded aerospace service now allows customers to store critical replacement parts at over 40 AGS strategic stocking locations in the U.S.

An AOG Call Center has been established, staffed with experienced expeditors that will dispatch a pickup within 60 minutes of a call regardless of the time of day. Using the close working relationships with the airlines, they

can provide the quickest and most efficient routing possible. With state-of-the-art tracking software, they will manage, monitor and track your shipment to final delivery.

New York based AGS, founded in 1958, has always provided efficient, personalized and reliable transportation and logistics services. With more than 125+ offices in North America and agents in 196 countries, they take the worry out of your urgent domestic and international shipments. Their unique “Whatever it Takes” brand of service has earned recognition for service and quality.


AIT Worldwide Logistics Reports Unprecedented Growth and Success New high-water marks established for annual revenue and global expansion while the company remains fully committed to hands-on community service

ITASCA, ILLINOIS – Accelerating growth in 2013 culminated with AIT Worldwide Logistics achieving the highest annual revenue total in the company’s 34 year history. Global expansion was also at a record-setting pace with the supply chain solutions leader opening more offices in a single calendar year than ever before.

In addition to winning a Quest for Quality award from Inbound Logistics for the eighth time, AIT’s recognition throughout the industry was enhanced with extensive coverage in trade publications including a feature-length cover story in the Fall 2013 issue of Forward magazine.

Robust growth in the business did not overshadow the company’s unwavering dedication to supporting the communities where its employees live and work. Hands-on involvement is promoted through the AIT Cares program and as of December

2013, more than 120 unique charitable organizations have benefited from time and effort donated by service-minded co-workers.

Commenting on the year ahead, President and CEO Vaughn Moore said, “AIT’s upward trend will continue in 2014 with additional office openings broadening our global footprint. We will also roll out an updated look for the company via print, digital and other marketing channels while spreading the word about our consultative approach and flexible solutions on cable television and elsewhere.”

About AIT Worldwide Logistics

Founded in 1979, Itasca, Illinois-based AIT Worldwide Logistics is a full service transportation management provider. With continental headquarters in Chicago, Amsterdam and Hong Kong, AIT’s offices form a vast network spanning the globe.

By coupling a flexible business model with robust technology that presents end-to-end shipment visibility, AIT delivers precisely tailored supply chain efficiencies for almost every industry imaginable. Leveraging creative, competitively priced multimodal solutions, AIT removes the complexity from global logistics puzzles, helping companies thrive by regaining focus on the core goals of their business. For more information, visit www.aitworldwide.com.

SWA MCAA Tyler S

SWAADV13000 8.5 x 11 Liz H

Network Connect 7.5 x 10 Kanika P

300BB 8.75 x 11.25 Leigh Ann P

More flights. More destinations. More relentless reliability. Now that the Southwest Airlines® and AirTran® networks are connected, Cargo Customers have hundreds of new flight options to choose from for reliable shipping, including four new destinations: Charlotte, NC (CLT); Rochester, NY (ROC); Richmond, VA (RIC); and San Juan, PR (SJU). For information, visit swacargo.com/moreflights.

Flights to/from Richmond, VA (RIC) are operated by AirTran. For shipments to/from San Juan, PR (SJU), only Next Flight Guaranteed (NFGSM) and FREIGHTSM service levels will be available.

Hundreds of new flights. One relentlessly reliable® team.

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Member News


CargoWise One set to revolutionize logistics services industry Major new product ‘CargoWise One’ released as company rebrands to WiseTech Global

CargoWise, the worldwide leader in global logistics operations technology and supplier of the popular ediEnterprise logistics platform, has announced the launch of CargoWise One, its next-generation software targeting global logistics operations. At the same time, the company is also rebranding itself to WiseTech Global (www.wisetechglobal.com) to show its association with CargoWise One, its technology focus, and its global reach.

Since its international release in 2006, WiseTech Global’s flagship product, ediEnterprise, has become synonymous with fast paced innovation within the logistics sector, growing to be the most frequently installed and used logistics execution product worldwide. Not content to rest on that success, WiseTech Global has pushed ahead with breakthrough innovations that have fed into the worldwide release of CargoWise One. CargoWise One features major advancements and huge productivity and capability breakthroughs over the market-leading capabilities that made ediEnterprise the software of choice for global and domestic logistics service providers.

CargoWise One is the logistics industry’s most advanced enterprise-class management system, with a deeply feature-rich set of vertical and horizontal, whole-of-enterprise capabilities that will provide comprehensive functionality for logistics execution needs across the supply chain. It will give logistics providers a significantly enhanced, globally capable platform designed to drive productivity, profitability, automation, supply chain compliance and global reach, as well as simplifying and improving integration and communication between partners, customers, suppliers, agents, and enabling regulatory compliance with customs, quarantine, supply chain

security and dangerous goods authorities in an ever increasing number of countries across the globe.

CargoWise One delivers over 200 important new functional enhancements and 5 new major product capabilities in 23 languages, a substantial improvement over its award-winning predecessor. These improvements will give logistics service providers even greater ability to increase productivity and operational efficiency while improving customer services and driving down operational costs and error rates. Increased web integration, mobility and embedded device integration have been a major development focus; CargoWise One has been engineered to support all major browsers, consumer and ruggedized mobile devices and major operating systems, as well as supporting deep mobility and transport telematics integration through handheld and wrist-mounted devices and cabin mounted transport automation devices.

In conjunction with the launch, WiseTech Global has also announced the global rollout of its ground-breaking Logistics Device-as-a-Service program (LDaaS). A breakthrough first, LDaaS packages CargoWise One’s leading logistics management solution with the latest ruggedized hand held mobile and cabin mounted devices to give asset based transport and logistics providers a complete and affordable pay-as-you-go mobility solution with no upfront costs or term lock-in.

WiseTech Global CEO and CargoWise founder, Richard White, says “CargoWise One marks a new chapter in the evolution of logistics operations and management software. We constantly strive to build a pipeline of breakthrough innovations in order to drive real-world values for the logistics industry. CargoWise One is the

culmination of years of behind the scenes work and creative endeavor and is our most powerful and comprehensive product yet. It gives our customers a powerful tool designed from the ground up for logistics service providers large and small, and has major improvements that drive productivity, functionality, integration, supply chain compliance and global reach.”

CargoWise One will be available to WiseCloud On Demand customers from the production release in mid-March, and shortly after to other On Demand Customers. For existing ediEnterprise customers and users, CargoWise One’s new intuitive and feature-rich design will allow experienced operators of ediEnterprise a backward-compatible user experience, yet offers simplified and faster navigation. For administrators it offers simple and complete migration without data loss or manual updates.

Says White, “We realized a long time ago we needed to meet, and beat, our competitors’ claims and marketing statements with real capabilities and high quality production software. But that was not enough, so we focused our development on game changing improvements most people believed impossible. CargoWise One puts WiseTech Global and our customers at the very forefront of logistics technology capability; however, we won’t rest there. We will continue to strive to create breakthrough innovations, and work tirelessly to improve our products and deliver further on our five key focal points: customer productivity, functionality, integration, supply chain compliance and global reach. With these goals and our track record in mind, our new CargoWise One product and our customers have a solid, high value roadmap into the future.”


New Partnership between Rockford Airport and Rock Valley College’s Aviation Maintenance Technology Program Takes FlightProgram expected to quadruple annual graduates

In a move designed to promote economic development and position a more strongly aligned workforce, the Greater Rockford Airport Authority (GRAA) and Rock Valley College (RVC) have combined efforts to create an expanded Aviation Maintenance Technology Program. The agreement, having been in the works for months, promotes the shared community vision and value of workforce development and economic growth that is vital for the region's future.

A motion to approve the proposed lease agreement will be presented to the RVC Board of Trustees and the GRAA Board of Commissioners during meetings on Tuesday, February 25 and Thursday, February 27. Both meetings are open to the public.

Rockford is one of the largest epicenters of aerospace activity in the country. In order to leverage this industry and further grow and attract new businesses, GRAA and RVC recognized the need to grow the region’s educated workforce.

“We have been in extensive discussions with RVC for some time and are very excited to formally announce the results of these conversations. This trusted partnership aligns with the region’s need to create a workforce that meets the unique manufacturing needs of existing employers within the community

and companies seeking to locate here,” said Mike Dunn, GRAA Executive Director.

As a part of the proposed lease, GRAA will lease land to RVC to build a state-of-the-art 40,000 square foot Aviation Maintenance Training facility on Airport grounds to house the RVC educational course of study for aeronautical maintenance and repair. Currently, the program is taught in a 9,800 square foot building. The new facility will allow RVC to significantly increase the quantity of students both participating and graduating from the program.

“Important partnerships with great impact take careful planning and consideration, and we are proud that months of discussion have culminated in an agreement that will serve RVC students, the airport, and the entire region with such significance,” said Michael Mastroianni, RVC Interim President. “We couldn’t be more grateful for the support and collaboration of both the GRAA and Winnebago County.”

“The partnership between RVC and GRAA will keep Winnebago County internationally competitive and strengthen our already solid reputation as Northern Illinois’ aeronautical manufacturing headquarters,” said Winnebago County Board Chairman Scott Christiansen.

There has been great demand for program entry as evidenced by the program’s waiting list. Graduates of the Aviation Maintenance Technology Program are prepared to assume positions as airline or general aviation engine and/or airframe mechanics. The program is certified to provide approved instruction leading to FAA Airframe and Powerplant certificate examinations. Additionally, three new certificates will be added to the program offerings: Avionics, Non-destructive Testing and Composites.

“Our economy is evolving at a rapid rate and in order to close the nation’s skills gap our educational system needs to be as dynamic as our economy. In Illinois, this new partnership between Rock Valley College and the airport is a critical investment in the future of the Rockford region and will provide a great opportunity for students in the area to train for careers in the growing aviation industry,” said U.S. Senator Dick Durbin, original cosponsor of the Community College to Career Fund Act which would create a competitive grant program to fund partnerships between two-year colleges and businesses that focus on valuable job training-related efforts.

Member News


Helen Kristensen Named Director, Strategic Accounts for United Cargo SalesUnited Cargo today announced the appointment of Helen Kristensen as Director, Cargo Sales - Strategic Accounts. Kristensen reports to Jim Bellinder, Vice President, United Cargo Sales and is responsible for managing and developing business relationships with the group of United Cargo customers designated Strategic Partners. She also directs the team of sales professionals who manage these global accounts.

Kristensen joined United Airlines in 1995 and has held management positions in

Passenger Sales, Airport Operations - Customer Service, Customer Satisfaction and United's Mileage Plus organization. She has served as a United Cargo Sales Strategic Partner Manager since 2007.

Kristensen received her BA from The University of Western Ontario in Canada and her MBA from York University Schulich School of Business in Toronto. She is fluent in five languages, with speaking and understanding competence in five additional languages.

"United Cargo is committed to doing business in a new way: focusing on collaboration between trusted business partners to create long-term value," said Jim Bellinder, Vice President, United Cargo Sales. "Helen's experience, integrity and proven commitment to the highest levels of customer service makes her the perfect choice to lead our Strategic Accounts team toward a new quality of engagement with these partners."

Cathay Pacific Strengthens Cargo Presence in the United States with New Freighter Service to Columbus Cathay Pacific Airways today announced that it will boost its freighter services into the United States by launching a twice-weekly scheduled service to Columbus, Ohio on 21 March 2014.

Columbus will be Cathay Pacific’s 12th freighter destination in North America. The new service will offer shippers more choice and flexibility when moving commodities between Asia and North America. Meanwhile, the fully operational, state-of-the-art Cathay Pacific Cargo Terminal in the Hong Kong hub will further improve onward connections with Cathay Pacific’s extensive international cargo network.

Cathay Pacific Director Cargo James Woodrow said: “Cathay Pacific is delighted

to further strengthen our industry leading Trans-pacific service by adding Columbus to our network. Our 13 Boeing 747-8F freighters are the ideal aircraft to link Hong Kong with the Americas giving a reliable and fuel efficient service to our customers. ”

Cathay Pacific will operate the Columbus service on a Hong Kong – Anchorage – Columbus – New York (JFK) – Vancouver – Hong Kong routing every Wednesday and Friday, using its newest and biggest freighter, the Boeing 747-8F.

Cathay Pacific currently operates cargo services to 11 destinations in North America and flies to 43 freighter destinations around the world. Earlier this month, the airline announced the launch of a thrice-weekly

scheduled freighter service to Mexico City on 1 March. Cathay Pacific recently took delivery of its 13th Boeing 747-8F freighter aircraft, with one more on order for delivery in 2016.

Lufthansa Cargo flying freighters to MilanLufthansa Cargo has added another destination to its freighter network – Milan in northern Italy.

Aircraft from Europe’s leading cargo airline will fly to the capital of Lombardy twice a week from 5 March. Lufthansa Cargo’s MD-11 freighters and newly delivered Boeing 777Fs will be used on this route.

Milan Malpensa Airport will become a stopover for Lufthansa Cargo flights returning from Cairo to Frankfurt. Therefore, customers in this economically strong region in northern Italy will enjoy an even better connection to the airline’s hub.

Lufthansa Cargo is again offering a global network in the new summer schedule, which will take effect from 30 March. Overall, Lufthansa Cargo will be providing its customers with connections to 299 destinations in 100 countries. A total of 50 cities will have freighter services. Most of these will be in Asia, where Lufthansa Cargo will offer freighter connections to 23 destinations.

Freighters will fly to nine cities in North America and eight in Latin America. Four freighter destinations to and from the African continent will feature on the Lufthansa Cargo schedule, along with six cities in Europe.


United Launches Control Tower for TempControl Customers United Cargo today announced the launch of a new Control Tower for the planning and management of temperature-sensitive cargo shipped via their TempControl service. This innovative approach features a highly-trained team of specialists who provide TempControl customers a single point of contact through all phases of the shipment lifecycle.

The Control Tower is located in United's Cargo Customer Contact Center in Houston. It operates 24/7 and is solely dedicated to servicing TempControl customers. Access is via the exclusive toll-free number 1-877-525-4628 or email address [email protected].

Once a set of standard operating procedures is established for a route or series of shipments, the Control Tower assumes end-to-end responsibility for each process step. This includes ordering, leasing and positioning of specialized containers, dynamic planning and routing, accessing and analyzing data from a number of human and technological sources, and outreach to stations to provide customers proactive status updates.

Other benefits include ensuring all shipment requirements are complete and correct prior to tender, leadership in immediate investigation and resolution of any shipment issues, and rigorous monitoring and post-shipment analysis to promote continuous improvement.

"Temperature-controlled logistics requires precise planning, flawless execution and constant communication between all stakeholders," said Peggy Guse, United Cargo's Director of Sales Strategy, Marketing and Customer Service. "The Control Tower brings responsibility for overseeing these processes and delivering this communication into one group. This greatly increases control, visibility and responsiveness for United Cargo and our customers."

Following the successful rollout of the Control Tower for TempControl, United Cargo plans to implement this enhancement with additional specialty products in the future.

Avalon and CargoNet Align to Combat Cargo TheftChicago — Avalon Risk Management, a premier provider of insurance and surety solutions for the logistics industry, has joined forces with CargoNet® to assist clients in the prevention of cargo theft and increase the likelihood of recovery when it does occur. Avalon also announces policy enhancements to respond to cargo theft and identity fraud. CargoNet is a division of Verisk Crime Analytics, a Verisk Analytics (Nasdaq:VRSK) company.

One of the many initiatives that Avalon has taken to help clients reduce cargo theft risk is offering the valuable CargoNet service to its clients. CargoNet is centered on a national database and information-sharing system managed by crime analysts and subject matter experts. By providing coordinated incident communications, recovery support and deterrence measures, CargoNet helps its members prevent cargo theft and improve chances of recovery.

“This initiative demonstrates Avalon’s significant commitment to helping its clients mitigate cargo theft and the risk of supply chain interruption,” said Anthony Canale, general manager, CargoNet. “Protecting cargo and people is crucial in today’s market, where cargo theft remains a significant threat.”

The window to recover stolen cargo narrows as time passes and the likelihood of recovery is eventually diminished. “We are excited to offer multiple layers of protection for our clients against the increasing threat of theft and identity fraud,” said Michael Brown, executive vice president of Avalon. “Our strategic relationship with CargoNet will augment the features we have added to the Combined Transit Liability Policy.”

Avalon now offers a reduced deductible incentive specifically designed to encourage

prompt reporting. For the reduced deductible to apply, it requires the proper utilization of a tracking device and the timely services of a recovery team, whether it is through law enforcement or data analytics companies such as CargoNet.

With identity theft on the rise, costs to defend and restore a business can be costly. Avalon’s new Identity Fraud Coverage will pay for defense costs and reimbursement of expenses associated with tasks necessary to restore credit. Avalon also offers coverage for the Dishonest Acts of Carriers for Hire or the new uniquely designed option of Extended Dishonest Acts of Third Parties — specifically tailored to cover fraudulent pickups by impersonation. The new identity fraud coverage and policy enhancements are only available in Avalon’s Combined Transit Liability Policy.

Member News


NOTE: For an ad to appear it MUST have a signed insertion order.

2014 RATE-CARD FORWARD Magazine EDITORIAL PROFILE FORWARD Magazine is the official magazine of Airforwarders Association (AfA), the trade association representing freight forwarding industry. Published quarterly, the magazine contains timely news, columns and feature articles essential to industry executives and purchasing decision-makers. ISSUANCE & CLOSING DATES Issue Closes Mailed (may vary) WINTER November 22 January 1 SPRING February 14 March 28 SUMMER April 30 June 14 FALL July 31 September 15 MAILING INSTRUCTIONS Airforwarders Association Attn: Tara McLaughlin 529 14th Street NW, Suite 750 Washington, D.C. 20045 Phone: (202) 207-1131, Fax: (202) 223-9741 [email protected] ADVERTISING CONDITIONS Rates are subject to change without notice. The publisher reserves the right to refuse any advertisement at any time which does not meet its standards. Any advertising copy that might be mistaken as an article, commentary or other non-advertising material must be clearly marked “advertisement.” The publisher shall be under no liability for its failure - for any cause - to insert an advertisement. The publisher is not responsible for errors, omissions and format changes, or reflows submitted on film or disk. Multiple-run rates apply to ads run in a continuous, one-year period. Frequency must be ordered with first insertion. In consideration of the publisher’s acceptance of ads for publication, the advertiser and/or agency, jointly and severally, indemnify and save the publisher harmless from and against any loss or expense resulting from claims or suits based upon the content of ads - including without limitation claims or suits for libel, violation of right of privacy, plagiarism, and copyright infringement - including any and all costs associated with defending against such claims. Neither the advertiser nor its agency may cancel insertion orders for advertising after the closing date.

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MECHANICAL REQUIREMENTS All issues are saddle-stitched bound. Trim size is 8.5 x 11 inches. No additional charge for (full-page) bleeds. All ads must be submitted electronically via e-mail by the close date for each issue. Artwork should be submitted to Tara McLaughlin at [email protected]. CD-ROMs or Zip100s in PC format are preferred. Ads must be created in QuarkXPress 6.5, PhotoShop, Illustrator 10 or Corel. Supply all fonts and links needed for output. Also attach a color printout of the ad for reference. Create in 4-color process only. If unable to meet the above requirements, an Illustrator .eps with fonts converted to paths, a 300dpi PhotoShop .eps or .tif, or a press-ready Acrobat pdf is acceptable. Microsoft Word files will be subject to an additional conversion charge based on time (15 minutes minimum).


New M

embers

Meet Our Newest Members!

For more information on these and all AfA members, visit our membership directory at www.airforwarders.org

4D Fine Arts Services, Inc.New Hyde Park, NY

Atlas World Group InternationalSeattle, WA

Corbett InternationalRosedale, NY

E & A TransprosElk Grove Village, IL

HNM Global LogisticsOrlando, FL

Interfreight Co.Inwood, NY

International Logistics AllianceHerndon, VA

JAGRO Customs Brokers & Intl Freight Forwarders Inc.

Cranford, NJ

John. S. Connor, Inc.Glen Burnie, MD

Logfret, Inc.North Bergen, NJ

MSE Express America, Inc.

Elk Grove Village, ILNight and Day Logistics, Inc.

Glen Burnie, MD

OHLMiami, FL

Pearl Transportation ServicesBurbank, CA

Preferred EnterpriseHouston, TX

SBS Worldwide Logistics SolutionsSt. Paul, MN

Senator InternationalMiami, FL

Sky2C Freight Systems Inc.Fremont, CA

Tidewater Global ServicesChesapeake, VA

Triumph Link LogisticsTorrance, CA

Well Worldwide Energy Logistics Inc. Houston, TX

>www.wisetechglobal.com

[email protected]

CargoWiseOne

CargoWise One is a single-platform software solution built upon a single guiding principle: increasing your productivity. It’s an enterprise-class management system for logistics businesses wanting improved integration, automation, and communication with the supply chain: global capabilities for a global industry.

CargoWise One is designed to meet the diverse industry. Whether you’re a small-to-medium-sized supply chain provider or a multinational freight forwarding operation, CargoWise One’s highly flexible and feature-rich system allows you to increase productivity where you need it the most.

The single-platform solution that puts productivity at the center of the supply chain.

The next generation of logistics execution software

Forwarding

Customs Clearance

Liner & Agency

CFS

Warehouse

Land Transport

Track & Trace

Geo-compliance

Enterprise Capabilities

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