Identify New or Expanded Air Cargo Opportunities

Previous sections of the air cargo toolkit have provided a basic understanding of your airport’s unique position related to the air service market. Further analyses (through additional consultant services) may assist in determining more specifically the potential viability of opportunities. While airports can often meet the operational needs of air cargo operators, the market also needs to be there. Once this is understood, you can identify if potential air cargo market opportunities exist that have not yet been tapped. However, keep in mind that the opportunities for air cargo development can often be limited, especially at airports supporting small and medium-sized communities in the U.S.

A few potential air cargo market opportunities that can be considered by your airport include:

• Integrated express carrier operations: An opportunity may exist to accommodate future growth of local air-reliant businesses in the region. This could include online retail distribution operations or manufacturers of high tech goods.
• New international markets within reach for large airports: There may be an opportunity to take advantage of new and increased economic growth in markets around the world with the increased range of long-haul wide-body aircraft.
• Airline capacity: An airport may be able to support additional flights based on their analysis of the local market area and the regional business needs. There may be a hole in service that was identified during the market analysis and discussions with businesses that utilized air cargo located within an airport’s market area.
• Air cargo business model evolution dynamic: There may be an opportunity to take advantage of the evolution of and changes in business models in the industry which may work to the advantage of certain alternative cargo airports. This happens when smaller airports find they are able to provide appropriate services at competitive rates with quality standards equal to those found at larger gateway airports. Consider whether your airport might benefit from this trend.
• Facilities, infrastructure, and services: There may be an opportunity to recruit or expand air service by adding key facilities, infrastructure, and services to current or potential air cargo customers. This could include the addition of a new facility such as a temperature controlled facility or a centralized air cargo screening facility. New facilities may be keys to new service.
• Regional business shipment consolidation: Air cargo typically occurs where industry is geographically located. Typically, large manufacturers in an area drive the demand. However, there may be an opportunity to add air cargo service by encouraging local companies to consolidate and share data about what and how much they are shipping.

Once potential opportunities are identified for your airport, they can be captured in an air cargo marketing plan.