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The role of General Sales Agents (GSAs) in air cargo markets varies significantly across the globe. GSAs tend to play a larger role in countries where airlines face higher costs for maintaining their own staff. In emerging markets, or where local knowledge and strong relationships are key to success in air cargo, airlines rely more on GSAs. Examples of such markets include India and Vietnam. Conversely, in developed markets with well developed air cargo infrastructures and lower operating costs, airlines often handle their own sales. Examples here include Japan and the USA.
The chart below provides a regional breakdown for the Year-to-Date as of July 2024. It shows that GSAs account for 49% of sales in the Middle East and South Asia (MESA), while in North America their share is much lower at just 15%. Globally, GSAs have increased their market share by 1 percentage point in 2024, reaching 27%. In Europe, GSAs gained 2% market share, while in MESA they experienced a 1% decline.
The chart also highlights differences in the position of GSAs between General Cargo and Special Products. In MESA and Central & South America, GSAs have a significantly larger share in General Cargo compared to Special Products.