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    Vol. 13 No. 27                      THE AIR CARGO NEWS THOUGHT LEADER                              Monday March 24, 2014

Jim Bellinder United Cargo
     If you didn’t know Jim Bellinder, Vice President, United Cargo Sales, was indeed a sales guy, just put him in the middle of the presentations at any event and watch the room come alive as he gets up and speaks his piece.
     Jim is engaging to be sure, but his real strength is the human contact he makes with the audience, whether it’s a small group at an airport sales club or (most recently) as a principal speaker at EMO Trans’ Annual General Meeting this week in Puerto Rico.
     Jim is out delivering a message of positive reinforcement for the entire United Airlines Cargo product.
     In that effort he leverages more than 22 years of air cargo experience gained at Continental Airlines, but immediately assures the cargo audience that this job of a lifetime is testing all his skill and expertise as he brings across a message of partnership to the global air cargo shipping audience.
     “United Cargo’s new attitude and customer approach highlights the importance of being a responsible, trusted business partner.
     “We want to forge long-term, highly collaborative, strategic relationships with partners—negotiating the partnership rather than the deal.
     “These sustainable, long-term business partnerships are the most effective way to unlock and create long-term value for United Cargo . . . and our customers.”

     The theme of all of this, in a word, is ‘We.’
     It turns out, ‘We’ as a proposition in aviation actually dates back to the dawn of flight.
     After Charles Lindbergh flew from Roosevelt Field in New York to Le
Bourget Airport in Paris—the first solo flight across the Atlantic—he toured America plugging a book he wrote about his epoch solo journey titled –you guessed it—We.
     So if what is old is new again, United Cargo as a founding legacy airline of the United States of America takes the “We” approach into the larger picture of top-to-bottom, total service philosophy, and a route map of how its cargo business will be conducted today and into the future.
     “Our customer approach is not rocket science,” Mr. Bellinder confides.
     “But like everything else it takes discipline and dedication to be humble, have customer empathy, be appreciative, and never take our customers for granted.
     “People like to do business with folks that they like and trust.
     “It is also about priorities.
     “We need to always be concerned and fair to our customer first and then to the company.
     “United Cargo today is engaged as never before and willing to do whatever it takes.
     “These are the words we live by.”
     Jim Bellinder is responsible for all aspects of United Cargo's sales activity around the globe.
     He joined Continental Airlines in 1986 as a Cargo General Sales Agent in Chicago.
     From that point he rose to Area Sales Manager, International Sales Manager, Regional Sales Manager, and Regional Sales Director before becoming Continental Cargo's Director of Cargo Sales -– Americas.
     Following the United-Continental merger, Jim became Director of Cargo Sales – Americas for United Cargo.
     “I’m very excited to speak to the EMO Trans team at their 13th Annual Global Network Meeting,” Jim said.
      “At United Cargo, we’ve written and said a lot lately about our new attitude toward our business, how we’re putting our customers’ needs first, and about developing responsible business partner relationships.
      “We know this sounds great, but we know it’s easier said than done.
     “So I’m grateful for the opportunity to provide details about how we’re planning to accomplish this, to answer questions, and to reinforce our commitment to making this happen.
      “The idea behind United Cargo’s new ‘Shipping-Friendly’ ad campaign dovetails very nicely with our new customer approach.
     “When you consider the qualities of a friend, you think about someone who will listen to you, someone you can discuss issues and ideas with openly and honestly, and someone who cares about what you care about.
     “These are the qualities the United Cargo team is bringing to all our customer interactions.
     “Of course, I had more to say than just ideas and attitudes.
     “There are a number of changes and enhancements which will improve our quality and make us a more ‘responsible’ partner.
     “There’s the creation of Cargo as a separate Division within United—that’s giving us greater control over cargo-focused station resources.
     “There’s the expansion of our TempControl network—45 locations currently with 10 more planned this year.
     “On the service side, we’ve launched our new ‘Control Tower’ to give our TempControl customers quicker and more convenient access to a greater range of shipment data.
     “Still, I want our team to be focused on the new attitude that underlies everything we’re doing.
     “A key to this thinking is: if the deal isn’t right for our partner, it’s not right for United Cargo.
     “And as we change our perspective on our customers, we hope they’ll change their attitude about us.
     “We want to be the carrier they think of first when they have a new idea they want to explore, or when they want to try to do something in a new and different way.”
     ‘We’ keep ’em flying.
Geoffrey/Flossie

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