Air Charter Service Head on Broker Knowledge and Costs
Dan Morgan-Evans of Air Charter Service says expert knowledge and managing customer expectations on cost are key for airfreight brokers.
Air Charter Service's global cargo head says specialist knowledge remains the core value of an air charter broker. Dan Morgan-Evans stated that managing volatile costs and aircraft availability are current industry headaches.
Morgan-Evans leads cargo at Air Charter Service (ACS), part of the Mountfitchet aviation and travel group. He joined ACS as a trainee broker in 2002 after earlier roles at Air Atlantique and a short-lived 747 operator. The company has grown from 20 staff in two offices to around 40 offices worldwide with a workforce of about 1,000.
The Broker's Evolving Role
The traditional broker's unique selling point was knowledge of aircraft and airlines. Morgan-Evans notes that information is now widely available online. The modern broker must know the right aircraft and airport for a specific task, requiring a deep, customer-focused expertise. ACS's training programme for new brokers lasts six to seven months to build this knowledge.
He describes airfreight broking as a knowledge business where adding value is essential. Brokers must think fast and be attuned to global market and geopolitical shifts. Natural disasters and international crises often place the industry at the forefront of response efforts.
Handling Global Challenges and Costs
Operating globally means working in complex environments. Morgan-Evans cited recent earthquake relief in Venezuela, where international sanctions remained in force, as an example. A dedicated compliance team ensures operations adhere to all rules. A separate humanitarian operations unit, led by Ben Dinsdale, handles crisis response, though such 'special events' form only a small fraction of ACS's work.
The mainstay of its business is sectors like automotive, oil, and gas. Costs are a primary concern. "Demand for aircraft has been high at times, and availability can be tough, so prices can go up," Morgan-Evans said. The role involves managing customer expectations, as all clients have a price ceiling, even in typically strong sectors.
Aircraft availability tightened during the recent Middle East crisis but has eased in the traditional low season. No one predicts this easing will continue into the latter part of the year. Despite cost pressures, Morgan-Evans said ACS has had a very good year, surpassing a strong performance from July the previous year.
Fleet, Expansion, and Finding the Right People
Morgan-Evans is often asked about the future of the Antonov An-124 fleet. He said pricing is much higher than 15 years ago, but aircraft are still available, and it is not a market segment where ACS struggles. He suspects the existing An-124s will continue flying long after he retires, drawing a parallel with the vintage aircraft he worked with early in his career.
ACS continues to expand its office network, with new openings this year in Brussels and Monaco, following Perth last year. Expansion of its Time Critical division is also planned after establishing bases in Frankfurt and Houston. The Asia-Pacific region could be the next target.
Finding suitable staff remains a constant challenge. Morgan-Evans said people want to work in the industry, but finding candidates with the right attitude and aptitude is difficult. The job is global, operates 24 hours a day, and requires a deep commitment. "It's not an easy job, but it is one in which you can really make a difference," he stated.
