Tried and tested formula works

A PARTICULARLY good year for Schenker South Africa in 2003 airfreight exports – with a thumping 66.3% increase in IATA turnover to a total of R77.2-million, and a sound retention of 7th spot in the Top 30 league. No change in the company’s product, according to export manager, Charmaine Dadford, and a planned strategic focus on automotive products, machinery and electronic exports. “The aviation parts business we’ve been doing,” she told FTW, “has given us big tonnages, along with the motor industry – and a healthy 20% increase over 2002 on general cargo. “It’s been great having all-round success.” The company’s focus on the aero parts business, she added, has been the right strategy – and has definitely proven itself in Schenker’s airfreight export turnover figures. “We have been making sure we have been providing our customers with value-added service,” said Dadford, “and it has been the right path to follow.” This, she added, by gaining a R30.8-million increase in IATA turnover over 2002, and rated fourth best in the Top 30 in the extra cash amount earned in the year. Schenker has been concentrating on export growth markets, consolidating its purchases with strategic partner airlines, and placing an equal focus on marketing and sales, according to Frank Graunke, national product manager for air and seafreight. “If you can’t get new business, you can’t grow,” he told FTW, justifying the aggressive marketing stance. And 2004 figures prove that this strategic focus has worked. “Our records for airfreight exports this year show that we’re growing again.”