{"id":64225,"date":"2025-05-20T22:41:18","date_gmt":"2025-05-20T22:41:18","guid":{"rendered":"https:\/\/pros.com\/b2b\/\/?page_id=64225"},"modified":"2025-05-22T15:00:06","modified_gmt":"2025-05-22T15:00:06","slug":"rethinking-pricing-revenue-sales-air-cargo-industry","status":"publish","type":"page","link":"https:\/\/pros.com\/b2b\/industries\/rethinking-pricing-revenue-sales-air-cargo-industry\/","title":{"rendered":"Rethinking Pricing, Revenue, and Sales in the Air Cargo Industry"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"64225\" class=\"elementor elementor-64225\" data-elementor-post-type=\"page\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4c1dc664 e-con-full e-flex e-con e-child\" data-id=\"4c1dc664\" data-element_type=\"container\" data-e-type=\"container\" id=\"subheader\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-3c9b4641 e-flex e-con-boxed e-con e-child\" data-id=\"3c9b4641\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4926ddde elementor-widget elementor-widget-heading\" data-id=\"4926ddde\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Insights<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-6f68c064 e-flex e-con-boxed e-con e-parent\" data-id=\"6f68c064\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-56208927 e-con-full e-flex e-con e-child\" data-id=\"56208927\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4b310851 elementor-widget elementor-widget-image\" data-id=\"4b310851\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"787\" height=\"744\" src=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-thumbnail-1.png\" class=\"attachment-large size-large wp-image-64226\" alt=\"Rethinking Pricing, Revenue, and Sales in the Air Cargo Industry, thumbnail\" srcset=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-thumbnail-1.png 787w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-thumbnail-1-300x284.png 300w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-thumbnail-1-768x726.png 768w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-thumbnail-1-13x12.png 13w\" sizes=\"(max-width: 787px) 100vw, 787px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-23252ae4 e-flex e-con-boxed e-con e-parent\" data-id=\"23252ae4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-38091405 e-con-full e-flex e-con e-child\" data-id=\"38091405\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4042dfa0 elementor-widget elementor-widget-heading\" data-id=\"4042dfa0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Rethinking Pricing, Revenue, and Sales in the Air Cargo Industry <\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3f357f6e e-flex e-con-boxed e-con e-parent\" data-id=\"3f357f6e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-71771929 e-con-full e-flex e-con e-child\" data-id=\"71771929\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1c0cd40f elementor-hidden-mobile elementor-widget elementor-widget-heading\" data-id=\"1c0cd40f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Table of Contents<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bd452ae elementor-hidden-mobile elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"bd452ae\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;container&quot;:&quot;.jump-list-content&quot;,&quot;exclude_headings_by_selector&quot;:[],&quot;marker_view&quot;:&quot;bullets&quot;,&quot;icon&quot;:{&quot;value&quot;:&quot;&quot;,&quot;library&quot;:&quot;&quot;},&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet_extra&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<h4 class=\"elementor-toc__header-title\">\n\t\t\t\tTable of Contents\t\t\t<\/h4>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__bd452ae\" aria-expanded=\"true\" aria-label=\"Open table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-down\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__bd452ae\" aria-expanded=\"true\" aria-label=\"Close table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-up\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M240.971 130.524l194.343 194.343c9.373 9.373 9.373 24.569 0 33.941l-22.667 22.667c-9.357 9.357-24.522 9.375-33.901.04L224 227.495 69.255 381.516c-9.379 9.335-24.544 9.317-33.901-.04l-22.667-22.667c-9.373-9.373-9.373-24.569 0-33.941L207.03 130.525c9.372-9.373 24.568-9.373 33.941-.001z\"><\/path><\/svg><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__bd452ae\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<svg class=\"elementor-toc__spinner eicon-animation-spin e-font-icon-svg e-eicon-loading\" aria-hidden=\"true\" viewBox=\"0 0 1000 1000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M500 975V858C696 858 858 696 858 500S696 142 500 142 142 304 142 500H25C25 237 238 25 500 25S975 237 975 500 763 975 500 975Z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5940b7b1 e-con-full jump-list-content e-flex e-con e-child\" data-id=\"5940b7b1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c64098d elementor-widget elementor-widget-text-editor\" data-id=\"c64098d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tCompetitive strategies in the digital era are based on creating an exceptional, differentiating buying experience. This paper explores this challenge and proposes a framework of how air cargo companies can successfully transform their end-to-end sales process using AI-powered insight to build value-based customer relationships by delivering instant, personalized offers with personalized prices, providing a frictionless online and offline buying experience.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bccae6c elementor-widget elementor-widget-heading\" data-id=\"bccae6c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The Current Reality<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5e22494 elementor-widget elementor-widget-text-editor\" data-id=\"5e22494\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe air cargo industry has been facing significant challenges in recent years. The rapid pace of technological change and rising customer demands are making it abundantly clear that legacy systems can no longer keep up. Air cargo carriers face mounting pressure to deliver complex quotes within tight timeframes, maintain competitive pricing, and protect profit margins in an increasingly dynamic market. Static tools like spreadsheets simply can&#8217;t meet these demands.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b869b55 elementor-widget elementor-widget-text-editor\" data-id=\"b869b55\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tDigital transformation is no longer a choice\u2014it\u2019s a necessity.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0123b4f elementor-widget elementor-widget-text-editor\" data-id=\"0123b4f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe air cargo sector handles <a href=\"https:\/\/www.iata.org\/en\/programs\/cargo\/\" target=\"_blank\" rel=\"noopener\" style=\"text-decoration: underline;\">over $8.3 trillion worth of goods annually<\/a>, accounting for more than 33 percent of global trade by value. With such a significant economic footprint, digital transformation has the potential to reshape the entire ecosystem. However, the window for change is shrinking, as competitors who adopt advanced AI systems gain rapid market advantages. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7f8d5dd elementor-widget elementor-widget-text-editor\" data-id=\"7f8d5dd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tTariffs further complicate the landscape, impacting costs, supply chains, and pricing strategies. To navigate these challenges effectively, air cargo companies must embrace digital tools and data-driven approaches to manage risks, optimize pricing, and stay ahead in an unpredictable trade environment.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7113856 elementor-widget elementor-widget-text-editor\" data-id=\"7113856\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe uncertainty of the market, along with the tremendous changes and demands that air cargo leaders need to respond to, are what lies at the heart of the digital transformation imperative. Without digitization and the help of Artificial Intelligence (AI), air cargo carriers will find their industry ever more demanding as the pace of change continues to accelerate, and as the world becomes increasingly interconnected.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b12ebd elementor-widget elementor-widget-text-editor\" data-id=\"1b12ebd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tDigital transformation \u2013 the unlocking of the power of digital technology to make businesses more reactive to customer needs, more agile in response to market changes, and able to deliver a superior customer experience \u2013 is now a top priority for air cargo companies. The problem is: where to focus?\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4f234aa elementor-widget elementor-widget-text-editor\" data-id=\"4f234aa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe problem is: where to focus?\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13b3687 elementor-widget elementor-widget-heading\" data-id=\"13b3687\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">eCommerce is Changing the Air Cargo Industry <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-07f98b0 elementor-widget elementor-widget-text-editor\" data-id=\"07f98b0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAir cargo sales are going digital. Forwarders and shippers want to create quotes online with available routing offers, and the capability to book a dynamic rate with their carriers.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-72f5ddc elementor-widget elementor-widget-text-editor\" data-id=\"72f5ddc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tTo enable this experience, carriers need a real-time and integrated quoting, pricing, and revenue management platform that accepts inputs from market conditions and other carriers to influence the rates and routes available for shipments.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55b8bef elementor-widget elementor-widget-text-editor\" data-id=\"55b8bef\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAir cargo carriers must utilize both dynamic pricing and revenue management practices to optimize spot\/adhoc network revenue. A critical revenue management challenge for air cargo is determining the optimal amount of allocation of available capacity for spot bids and charging the best possible daily float rate.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a09215e elementor-widget elementor-widget-heading\" data-id=\"a09215e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Speed is Everything<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-783774f elementor-widget elementor-widget-text-editor\" data-id=\"783774f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tWhen responding to requests, especially to spot bids, speed is everything. Clearly, the current way of requiring shippers to send bids by email or by calling and telling them, \u201cI will get back to you as soon as possible,\u201d will no longer work. Shippers typically have a price range that will work for them, and any price within that range is likely to be accepted. The haulers, freight forwarders, operators, and all other air cargo companies able to offer the first acceptable price often win.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4c6efd9 elementor-widget elementor-widget-text-editor\" data-id=\"4c6efd9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tIn fact, a value capture study conducted by PROS showed a <strong>50.2% increase in win rates<\/strong> when such a price was submitted before competitors. Recent research shows that B2B buyers want the speed and convenience of their B2C experiences, and they\u2019re willing to pay a premium for it.\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-170a1fb e-con-full e-flex e-con e-child\" data-id=\"170a1fb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-745968b e-con-full e-flex e-con e-child\" data-id=\"745968b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d285685 elementor-widget elementor-widget-text-editor\" data-id=\"d285685\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAllotment planning and allocations by the stations is an arduous process for most carriers. Time is typically spent with manual data gathering tasks, resulting in little time spent analyzing profitable allocations and forward-looking planning. Artificial Intelligence (AI) and streamlining of the allocation granting process can increase efficiencies and gain more revenue for carriers.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0a5a66e elementor-widget elementor-widget-text-editor\" data-id=\"0a5a66e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tCarriers that use machine learning to determine their optimal rates for both spot deals and allocations ensure revenue is optimized for each and every booking. To maximize revenue per flight, air cargo carriers need a modern platform for quoting, pricing science, and revenue management.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-18e54a2 elementor-widget elementor-widget-text-editor\" data-id=\"18e54a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe value capture study also shows that shippers are willing to pay a small premium to get quotes faster, so they can conduct their business faster.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-746ce07 e-con-full e-flex e-con e-child\" data-id=\"746ce07\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1b66ee elementor-widget elementor-widget-image\" data-id=\"d1b66ee\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"436\" height=\"463\" src=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/Stats.png\" class=\"attachment-large size-large wp-image-64227\" alt=\"Premium Pricing\" srcset=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/Stats.png 436w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/Stats-283x300.png 283w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/Stats-11x12.png 11w\" sizes=\"(max-width: 436px) 100vw, 436px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5cbe4d1 elementor-widget elementor-widget-heading\" data-id=\"5cbe4d1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Pricing to Win<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5da2416 elementor-widget elementor-widget-text-editor\" data-id=\"5da2416\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tInstead of being able to focus on winning business, sales is bogged down with email correspondence and quotes that require manual approval. For many air cargo companies today, they lack a seamless omnichannel pricing process that connects both sales and revenue management strategies. This disconnect between sales, pricing, and revenue management leads to the possibility of money left on the table for each and every deal.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-53eb826 elementor-widget elementor-widget-text-editor\" data-id=\"53eb826\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAdditionally, existing cargo revenue management systems are complicated and do not serve the needs of all parts of the cargo business, including sales and pricing, resulting in underperformance. The lack of integration with other systems and data sources results in poor forecasting and complicated IT setups.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f96fda3 elementor-widget elementor-widget-text-editor\" data-id=\"f96fda3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tA single source of pricing truth is crucial, so that sales can manage pricing across all channels. This allows for centralized rate rules and access criteria with complex dynamic price rules, instant analysis and visibility into the impact of price changes (scenario planning), and global strategy and vision in all quotes, while simplifying administration of price management and approvals.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-061eb4a elementor-widget elementor-widget-heading\" data-id=\"061eb4a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">The Smart Investment for Air Cargo Companies<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2acbf82 elementor-widget elementor-widget-text-editor\" data-id=\"2acbf82\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe smart investment that works in both lean and boom times is to invest in capabilities that improve return on assets already owned by improving revenue management, the allocation of capacity based on customers\u2019 willingness-to-pay, and the overall management of demand through better pricing.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e0f936e elementor-widget elementor-widget-text-editor\" data-id=\"e0f936e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThis investment almost always leads to significantly more revenue; it pays off much better than trying to increase the top line at the expense of the bottom line.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7d32108 elementor-widget elementor-widget-text-editor\" data-id=\"7d32108\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAs the pace of change in all industries continues to accelerate, and as the world becomes increasingly interconnected, air cargo players will find their industry to be ever more demanding. They have to deliver complex quotes in a very narrow time window, and are expected to bid an accurate price, win business, and protect margins. This is a tall order to expect from static technologies, such as spreadsheets.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-18a4780 elementor-widget elementor-widget-heading\" data-id=\"18a4780\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How Air Cargo Companies Can Up Their Game<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-247747f elementor-widget elementor-widget-text-editor\" data-id=\"247747f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tIt is critical to recognize that we are now in the era of vast amounts of data, and this trend is only growing.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-12fc181 elementor-widget elementor-widget-text-editor\" data-id=\"12fc181\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>90% of data we have today was created within the last two years.<\/strong>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ab06eb6 elementor-widget elementor-widget-text-editor\" data-id=\"ab06eb6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThis means that there is a massive quantity of data about what customers want to buy, when, and how much they are willing to pay for it. Leading organizations make use of this data to drive demand. Air cargo providers are at a data disadvantage if they continue to rely on static and stale. The bargaining power is clearly in the hands of the shippers.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ab202f1 elementor-widget elementor-widget-text-editor\" data-id=\"ab202f1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tTo get back into the game and win profitable business in an era that demands digital selling and faster delivery at lower costs, air cargo businesses must unlock the power of digital technology.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5c47f2d elementor-widget elementor-widget-text-editor\" data-id=\"5c47f2d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tYet, air cargo business and technology leaders both face the same problem: <strong>where to focus?<\/strong>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-16b8284 elementor-widget elementor-widget-heading\" data-id=\"16b8284\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\"> 3 Actions to Navigate Volatility with Confidence<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ccee2ae elementor-widget elementor-widget-text-editor\" data-id=\"ccee2ae\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAir Cargo carriers are focused on creating exceptional customer experiences  to drive revenue.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8e854b4 elementor-widget elementor-widget-text-editor\" data-id=\"8e854b4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tNot only will digitally transforming the end-to-end sales and pricing process lead to healthier margins and increased market share, but it\u2019s a far better defense against market-disrupting competitors than lowering prices to retain customers.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3b1e27 elementor-widget elementor-widget-heading\" data-id=\"b3b1e27\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">1. Ensure Consistent Customer Experience Across All Buyer Touchpoints<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d3b96d4 elementor-widget elementor-widget-text-editor\" data-id=\"d3b96d4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tCustomers can, and will, interact with your business through multiple channels, so it is imperative to support the buyers ability to move freely between online and offline touch points.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7be2b54 elementor-widget elementor-widget-heading\" data-id=\"7be2b54\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">2. Prioritize Cross-Organizational Alignment<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d8370b9 elementor-widget elementor-widget-text-editor\" data-id=\"d8370b9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tDouble down on all alignment efforts across marketing, pricing, sales, eCommerce, and support processes to better understand your customers needs and ensure you offer the right product at the right price for each customer. These functional areas are critical to driving an improved sales process.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1a443f2 elementor-widget elementor-widget-text-editor\" data-id=\"1a443f2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThis requires building a consistent, data-driven view of your customers and your product and pricing data, as well as selling workflows.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-abe4248 elementor-widget elementor-widget-heading\" data-id=\"abe4248\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">3. Leverage Technology to Improve Sales &amp; Pricing Processes<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4263ad2 elementor-widget elementor-widget-text-editor\" data-id=\"4263ad2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tPrioritize systems that are cloud-first with modern, flexible architectures designed for scalability and reusability that prepare your business for delivering intelligent and personalized experiences.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-37ff45c elementor-widget elementor-widget-text-editor\" data-id=\"37ff45c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tBy focusing on key buying and selling capabilities, you can reuse these capabilities in your current selling channels and whatever selling channels you choose to activate in the future.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5b7c50b elementor-widget elementor-widget-heading\" data-id=\"5b7c50b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The Game Changers: Artificial Intelligence and Machine Learning<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c7bdcad elementor-widget elementor-widget-text-editor\" data-id=\"c7bdcad\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe volumes of data, and the speed at which that data changes, have outstripped human capacity. Businesses must now lean on the power of machine learning (ML) and Artificial Intelligence (AI), to consume, evaluate, and extract insight from the market and customer data.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f49c5fe elementor-widget elementor-widget-text-editor\" data-id=\"f49c5fe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tDigital transformation is about utilizing AI powered systems to handle hundreds or even thousands of complex quote requests and complex pricing data, and return the optimal price in the right channel at the right time.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4a727d6 elementor-widget elementor-widget-text-editor\" data-id=\"4a727d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tWith PROS AI-powered solutions, air cargo carriers can utilize Capacity Aware Optimization (CAO) to estimate the opportunity cost of capacity, helping to adjust prices dynamically, prioritize high-value customers, and maximize revenue. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7648f46 elementor-widget elementor-widget-text-editor\" data-id=\"7648f46\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tWith AI and ML doing the heavy lifting, air cargo professionals can bring more value by using their industry knowledge to identify new selling opportunities for their companies, develop new relationships with other partners and channels, and work on more lucrative, longer-term contracts. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d8b51b elementor-widget elementor-widget-heading\" data-id=\"5d8b51b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The PROS Impact<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7e86640 elementor-widget elementor-widget-text-editor\" data-id=\"7e86640\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tFor more than 30 years, PROS has helped over 100 Origin and Destination transportation companies from various segments, including air cargo, win profitable business in an era that demands selling through digital channels. Rather than building a series of unintegrated tools, PROS provides a single, dynamic, scalable, AI-powered platform enabling air cargo companies to build value-based customer relationships by delivering instant, personalized offers with personalized prices, providing a frictionless online and offline buying experience.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-85fe0df elementor-widget elementor-widget-text-editor\" data-id=\"85fe0df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe air cargo industry has demonstrated impressive growth, generating almost twice as many quotes and booking nearly three times as much with PROS solutions.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b98193 elementor-widget elementor-widget-text-editor\" data-id=\"1b98193\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tIn addition, quotes requiring approval reduced from 80% to 50%, and there was a 75% reduction in email correspondence needed for approvals, freeing capacity to further develop business.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-88f7473 elementor-widget elementor-widget-image\" data-id=\"88f7473\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"966\" height=\"485\" src=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-3-1.png\" class=\"attachment-full size-full wp-image-64229\" alt=\"End-End Sales Process\" srcset=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-3-1.png 966w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-3-1-300x151.png 300w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-3-1-768x386.png 768w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-3-1-18x9.png 18w\" sizes=\"(max-width: 966px) 100vw, 966px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0ef6a4b elementor-widget elementor-widget-heading\" data-id=\"0ef6a4b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">With the PROS Platform, Air Cargo Companies can:<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bb9078a elementor-widget elementor-widget-text-editor\" data-id=\"bb9078a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>GAIN REAL-TIME, AI-POWERED BUSINESS INSIGHT<\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b046fe1 elementor-widget elementor-widget-text-editor\" data-id=\"b046fe1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Identify targets for margin and price opportunity,<\/strong> quickly adjust prices for all products and customers, and bring those opportunities in line with optimal pricing strategies, market-relevance, and competitive pricing.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d339485 elementor-widget elementor-widget-text-editor\" data-id=\"d339485\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Help sales teams place their bets<\/strong> by giving them unprecedented personalized AI-based insight into their customers and markets, identify whitespace organic growth opportunities, risk of churn based on transaction behavior, and cross-sell and upsell recommendations across customers, products, and sales territories.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a78e35a elementor-widget elementor-widget-text-editor\" data-id=\"a78e35a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Gain complete visibility<\/strong> from List Price to Pocket Margin, while gaining insight into period-over-period trends to identify price, volume, mix, customer attrition\/acquisition issues to execute and validate strategies. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f0cc97e elementor-widget elementor-widget-text-editor\" data-id=\"f0cc97e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>OPTIMIZE AND ENABLE REAL-TIME PRICING<\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aa25bf2 elementor-widget elementor-widget-text-editor\" data-id=\"aa25bf2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Manage, optimize, and update prices dynamically<\/strong> and automatically with a system that is responsive to real-time changes, including data from various indexes, costs, tariffs, competition, inventory, supply and demand history, customer tier, region, capacity, business unit strategies, customer behaviors, etc. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1a56533 elementor-widget elementor-widget-text-editor\" data-id=\"1a56533\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Fight downward pricing pressure<\/strong> by providing sales with personalized recommendations and guidelines based on their customer\u2019s willingness-to-pay and your pricing strategy.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b4a6e5e elementor-widget elementor-widget-text-editor\" data-id=\"b4a6e5e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Deliver the right price to your ERP, CRM, and eCommerce systems<\/strong> with integrated availability and unmatched performance globally by evaluating the sequence to grab the right price across contracts, quotes, promotions, and list prices.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a4fd057 elementor-widget elementor-widget-text-editor\" data-id=\"a4fd057\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>PROVIDE A FRICTIONLESS BUYING EXPERIENCE BOTH ONLINE AND OFFLINE<\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b2ef9fe elementor-widget elementor-widget-text-editor\" data-id=\"b2ef9fe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Improve customers\u2019 digital experience<\/strong> by delivering tailored searches, real-time online prices, personalized recommendations, seamless product catalogs, and where appropriate, include contract\/ negotiated pricing.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a938354 elementor-widget elementor-widget-text-editor\" data-id=\"a938354\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Accelerate sales team\u2019s quoting process<\/strong> to quickly respond to large RFPs and easily generate complicated quotes and price agreements with thousands of products through guided workflows and streamlined mobile approvals, integrated with existing ERP, CRM, and eCommerce systems.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-540a60f elementor-widget elementor-widget-text-editor\" data-id=\"540a60f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>Automate the creation, analysis, and amendments<\/strong> of sales agreements, renewals, extensions with rebates, and terms &#038; conditions through a harmonized platform that ensures consistency regardless of what channel customers engage through. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5e66b35 elementor-widget elementor-widget-heading\" data-id=\"5e66b35\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Solutions in Action<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a31d67f elementor-widget elementor-widget-text-editor\" data-id=\"a31d67f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tThe PROS Platform delivers an integrated solution that transforms and improves every buying and selling interaction through robust <strong>pricing, selling, and revenue management capabilities<\/strong>. It is scalable, secure, and highly-performant, enabling businesses to analyze customer and market data to optimize and personalize every offer delivered through any sales channel.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-609c425 elementor-widget elementor-widget-text-editor\" data-id=\"609c425\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tPROS HAS ENABLED AIR CARGO COMPANIES AROUND THE WORLD TO:\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-26b9a61 elementor-widget elementor-widget-text-editor\" data-id=\"26b9a61\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n<li><strong>Price strategically<\/strong> and offer greater flexibility in incentives<\/li>\n<li>Centralize customer <strong>pricing management<\/strong> and automate its reward program, so analysts can shift their focus from administrative activities to strategic price management<\/li>\n<li>Gain greater flexibility in reward programs driving higher volume<\/li>\n<li>Obtain <strong>targeted price guidance<\/strong> to increase revenue uplift<\/li>\n<\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-181bd86 elementor-widget elementor-widget-text-editor\" data-id=\"181bd86\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tOTHER BENEFITS:\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a6b0e71 elementor-widget elementor-widget-text-editor\" data-id=\"a6b0e71\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n \t<li>Margin uplift<\/li>\n \t<li>Grow your business (revenue uplift)<\/li>\n \t<li>Improve network efficiency<\/li>\n \t<li>Increased customer loyalty<\/li>\n \t<li>Better customer relationships<\/li>\n \t<li>Enhanced revenue growth<\/li>\n \t<li>Smarter pricing decisions<\/li>\n \t<li>Digital transformation<\/li>\n \t<li>Elimination of manual processes (move towards streamlined processes)<\/li>\n \t<li><em>Faster quote turnaround time (bid responses)<\/em><\/li>\n \t<li><em>Smarter pricing and payable decisions<\/em><\/li>\n<\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a9005fc elementor-widget elementor-widget-text-editor\" data-id=\"a9005fc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>By enabling them to provide frictionless online and offline buying experiences, PROS drives growth and improves profitability for air cargo companies.<\/strong>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3002279 elementor-widget elementor-widget-heading\" data-id=\"3002279\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Lufthansa Cargo\u2019s Online Sales Pick Up Double-Digit Growth<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2d1b457 elementor-widget elementor-widget-text-editor\" data-id=\"2d1b457\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tWith accelerated quoting comes greater productivity. Where a quote once took emails and phone calls, there is now a new eCommerce quoting platform, through which Lufthansa Cargo has drastically improved and accelerated the quoting process, realizing <strong>double-digit growth<\/strong> in online sales in just a few months. \t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66d0f79 elementor-widget elementor-widget-text-editor\" data-id=\"66d0f79\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<strong>\u201cPROS is an important partner in our digital transformation,\u201d says Lars Mueller, Director of Pricing for Lufthansa Cargo. \u201cWith PROS real-time pricing solutions, we\u2019ve revamped how we provide services to customers, while giving our internal teams the tools they need to work with greater speed and efficiency.\u201d<\/strong>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f1565b6 elementor-widget elementor-widget-text-editor\" data-id=\"f1565b6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAfter experiencing a surge in demand, this cargo airline within one month was able to generate twice as many quotes and book almost three times as much with PROS solutions.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-de98fc1 elementor-widget elementor-widget-image\" data-id=\"de98fc1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"896\" height=\"487\" src=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-5-1.jpg\" class=\"attachment-full size-full wp-image-64231\" alt=\"airplane\" srcset=\"https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-5-1.jpg 896w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-5-1-300x163.jpg 300w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-5-1-768x417.jpg 768w, https:\/\/pros.com\/b2b\/wp-content\/uploads\/2025\/05\/rethinking-blog-image-5-1-18x10.jpg 18w\" sizes=\"(max-width: 896px) 100vw, 896px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bd3aa52 elementor-widget elementor-widget-heading\" data-id=\"bd3aa52\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cost of the Status Quo<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-21d5065 elementor-widget elementor-widget-text-editor\" data-id=\"21d5065\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tWith the rise of eCommerce sales and digital selling channels across all air cargo segments, organizations are facing significant challenges in pricing their services right while managing their payables.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b47c160 elementor-widget elementor-widget-text-editor\" data-id=\"b47c160\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tProper pricing is essential to continue to grow sales and make money while shippers continue to demand faster delivery at lower rates.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-73fbe45 elementor-widget elementor-widget-text-editor\" data-id=\"73fbe45\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tAll these complexities require air cargo companies to adopt a new way of thinking to be able to analyze how to price their services and win profitable new business.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d638613 elementor-widget elementor-widget-text-editor\" data-id=\"d638613\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tContinuing to rely on slow, inaccurate, manual processes is having a direct impact on productivity and revenue. These manual processes lead to unnecessary over discounting, inconsistent customer experiences, and significant time wasted on lengthy processes and unnecessary tasks, often leading to errors.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13c957a elementor-widget elementor-widget-text-editor\" data-id=\"13c957a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tSpreadsheets were undoubtedly a significant leap in productivity and accuracy from paper and pen. Today, once more, air cargo companies have to accept the limitations of spreadsheets and move to a new level of productivity and accuracy-based AI insight.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e1a834 elementor-widget elementor-widget-heading\" data-id=\"1e1a834\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">PROS RESULTS<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f9343c1 elementor-widget elementor-widget-text-editor\" data-id=\"f9343c1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>PROS customer data shows that air cargo companies without a dynamic, scalable platform for digital commerce <strong>leak about 2% of their revenue.<\/strong><\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-20331e3 elementor-widget elementor-widget-text-editor\" data-id=\"20331e3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>With PROS, air cargo companies achieve an average of:<\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-137fc8c elementor-widget elementor-widget-text-editor\" data-id=\"137fc8c\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"checkmarks\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ul>\n \t<li>1-3% impact on profit<\/li>\n \t<li>2-5% impact on win rate<\/li>\n \t<li>20-40% impact on productivity<\/li>\n<\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-82e5315 elementor-widget elementor-widget-text-editor\" data-id=\"82e5315\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>How much is the status quo costing you?<\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-04dd5db elementor-widget elementor-widget-text-editor\" data-id=\"04dd5db\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<em>Let\u2019s get together to transform your end-to-end sales process.<\/em>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Insights Rethinking Pricing, Revenue, and Sales in the Air Cargo Industry Table of Contents Table of Contents Competitive strategies in the digital era are based on creating an exceptional, differentiating buying experience. This paper explores this challenge and proposes a framework of how air cargo companies can successfully transform their end-to-end sales process using AI-powered [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":0,"parent":63123,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-64225","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.7 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Rethinking Pricing, Revenue, and Sales in the Air Cargo Industry | PROS B2B<\/title>\n<meta name=\"description\" content=\"PROS provides an AI-powered platform that enables air cargo carriers to deliver instant, personalized offers and provide a friction-less buying experience.\" \/>\n<meta name=\"robots\" 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