The Challenge

  • A local business house intended to launch an air cargo hub and logistics park in Dubai, a trading and logistics hub for the Middle East. The objective of the air cargo study was to develop a strategic business proposal by understanding air cargo volume trends in the region, customer decision dynamics, competitor value proposition and operations and potential customers (air cargo carriers), to facilitate a successful implementation of the plan.

  • Glasgow Research & Consulting undertook secondary research to identify general market trends in air logistics. Our consultants then held in-depth, face-to-face interviews with air cargo carriers, shipping lines, end-customers of air and/or sea cargo, logistics/industrial park developers, tenants of other logistics/industrial parks and executives of Dubai ports and airports.

  • Glasgow Research & Consulting recommended market entry strategy for the air cargo hub enabled the client to develop a business plan that succeeded in gaining management approval for investment. Project deliverables included a holistic market environment report series on the demand outlook for air cargo in the region, qualified lead generation of air cargo carriers, suggested value proposition to air cargo customers (pricing, CSFs) and the recommended approach to developing linked infrastructure such as logistics and industrial parks.