The airline
Provides cargo capacity, sets its products and commercial policies, and appoints representatives to develop sales.
The guide
What is a cargo GSSA, and why do airlines use one?
A General Sales & Service Agent lets an airline do business in a country without opening its own office there. Here is how it works in Pakistan, in plain words.
The short answer
An airline's local cargo team, on contract.
Opening an office in a new country means rent, staff, systems and licences before a single kilo is sold. A GSSA can provide an agreed local support team on contract: sales people, customer service staff and airport supervisors who work on the airline's cargo.
Gul Aviation represents airlines; it does not operate the aircraft. Flights and carriage remain the responsibility of the operating carrier. The services provided depend on the appointment and applicable airline arrangements.
The name says what it does. General Sales means it sells the airline's capacity across the whole market. Service means it also looks after the shipments: bookings, documents, airport handling and settlement.
How it works
Three parties, one clear flow.
The GSSA
Sells the space, confirms bookings, supervises cargo at the airport, supports billing and settlement arrangements and reports back.
Agents & forwarders
The IATA agents and freight forwarders who bring exporters' cargo and book it on the airline.
What the airline gets
- Sales and market presence without an office
- Staff who already know the local forwarders
- Airport supervision and fewer offloads
- Regular reports on revenue and yield
What the airline keeps
- Its own brand and identity
- Its own products and rates
- Lower overheads than an office of its own
- Flexibility in a fast-changing market
On-line & off-line
Two kinds of airline, two kinds of job.
Whether the airline flies to Pakistan decides what its GSSA does day to day. Our portfolio has included both on-line and off-line appointments.
The airline flies into Pakistan
We sell the capacity on each flight and supervise the cargo at the airport, from acceptance to loading.
- Sales to 250+ agents and forwarders
- Space confirmed against the airline's own system
- 24/7 airport supervision
The airline doesn't fly here
We sell its network from Pakistan and route cargo to its hubs through interline partners.
- Interline agreements with carriers serving Pakistan
- Feeder and trucking coordination
- Reach into the markets it serves from its hub
Compared
Own office or GSSA?
An airline's own officeA GSSA like Gul Aviation
Set-up time before the first saleEstablished forwarder relationships support market entry
Fixed overheads whatever the volumeLower overheads, with first-rate service
Chooses and staffs its own locationsOur own offices in six cities and at the airport
Builds or expands its own local relationships250+ agents and forwarders already work with us
Choosing a GSSA
Five questions to ask before you appoint one.
- Is it neutral?Does it treat every agent equally, or favour a few? The whole market has to be willing to book your airline.
- Does it have its own people where the cargo is?Or one desk trying to cover the whole country?
- Who watches the cargo at the airport?Offloads cost revenue. Ask who supervises the ground handler, and when.
- What will you see, and how often?Revenue, yield and competitor activity should reach you on a fixed rhythm.
- How fast can it start?A proven set-up process shortens the time to the first booking.
Questions
Common questions about GSSAs.
What is the difference between a GSA and a GSSA?
A GSA (General Sales Agent) mainly sells. A GSSA also looks after the services around the sale: customer service, airport operations, billing and reporting. You will also hear CSA, for Cargo Sales Agent. The precise responsibilities depend on the airline’s appointment agreement.
Does the airline lose control of its rates?
No. The airline keeps its own products and identity. Its GSSA applies the airline's policy to every agent in the same way.
Can an airline that doesn't fly to Pakistan still sell here?
Yes. That's an off-line representation. We sell its network and move cargo to its hubs through interline partners, as we have for airlines such as Icelandair, Coyne Airways and Allied Air.
Who looks after the cargo at the airport?
Our own team inside the airport supervises acceptance, screening, build-up and loading, 24 hours a day. See airport operations.
How is the airline's revenue handled?
Sales are invoiced centrally, billed through IATA CASS and reported to the airline fortnightly and monthly. See revenue accounting.
How do we start?
Tell us about your network and capacity. We follow a five-step path from contract to first booking, shown on our services page.
For airlines
Ready to outsource your cargo sales in Pakistan?
Tell us about your network and capacity. We'll show you how we would sell it — and how fast we can start.