| 
 FlyingTypers'
spoke to Linda Dreffein, Managing Director Cargo Sales at American Airlines
Cargo as part of an attempt to shine a light on the people who propel
our business. As 2014 moves forward, we will continue to take this wider
approach to the community of business people who support air cargo; they
don't always receive the headlines or credit they so richly deserve, but
what they offer is new, fresh, and needs to be shared with the global
air cargo business.
Linda is thoroughly professional and top
notch, all the way.
Here she offers a refreshing and distinct
view of the “new” American Airlines’ Cargo.
 I
think it’s most important for the air cargo business to know our
merger is going quite well.
Our new leadership team has been announced, and we’re getting to
know our US Airways counterparts.
 Together,
we are mapping out our plans to create one really great team with a well-executed
process and implementation toward single air waybill later this year.
Q: What
trends have you detected or are reflected in the mix of business? Have
some new markets come to the fore? How will the ability of the new AA
fleet emerging and other fleet utilization abilities change impact of
what you do? How does the eventual combination of two airlines strengthen
your offering?
A: While
our core business remains consolidation traffic and perishables, we’re
seeing significant growth in pharmaceutical business as a result of the
development of our temperature control program—ExpediteTC. Along
with 2 to 8°C traffic, we’ve also attracted large volumes of
ambient temperature commodities including specialty tapes, computer parts
and artwork.
We’re already flying to Seoul (ICN),
and on June 11, we’ll be adding service between Dallas/Fort Worth
(DFW) and Hong Kong (HKG) as well as Dallas/Fort Worth (DFW) and Shanghai
(PVG).
Our new B777-300 aircraft significantly
increase our cargo capacity.
We’ve seen cargo loads over 100,000
pounds on recent trips to London Heathrow (LHR).
AA expects to take possession of eight more
of these great airplanes this year, as well as B787s and A350s in the
next few years. These aircraft give us the capability to fly to destinations
that our cargo team has been asking for a long time, and they give us
the capacity to take a greater number of shipments to important cargo
markets. Domestically, our new A321T aircraft are flying the transcon
market, so we’ve had to change our sales psyche.
Rather than LD3s and LD8s, we’ve been
more creative selling narrowbody-compatible shipments and talking with
our customers about alternative packaging.
The eventual combination of the two airlines
will open many new markets for our customers, and together, we will be
able to offer them even more options.
Q: Along
with a brief recap of business so far this year, what will/are you doing
in 2014 that might be different than last year? Are there plans for new
products, destinations or other value-added services or special events
to the American Cargo offering?
A: In the
first quarter of this year we’ve seen stronger volumes overall.
Demand to Europe is up year-over-year, and Latin America southbound and
Asia westbound continue to perform well.
In 2014, we’ve expanded our sell beyond
our metal.
We’re more creative talking to our
customers, not only about point-to-point consolidation traffic, but temperature
control business, interline and new destinations as well as those we can
reach by road feeder service.
On our U.S. domestic flights, we’re letting
our customers know we’re reopening cargo facilities and will continue
to do so through the remainder of the year.
We’re making sure our domestic customers
know of new flights such as Indianapolis (IND)-Los Angeles (LAX) and Minneapolis/St.
Paul (MSP)-Miami (MIA).
Q: How
did you come to choose an air cargo career?
A: Honestly,
out of college I realized I couldn’t bear the thought of a boring
desk job.
I saw a blind ad in the newspaper, and it
said, “World’s largest cargo airline. Looking for customer
service representative.”
So, I went to work for Flying Tigers.
The rest, as they say, is history.
I’ve never been bored in this business,
and I’ve never looked back.
Change is constant.
I love what I do.
Q:
Are you satisfied that women are afforded equal opportunity
in air cargo at AA and elsewhere?
A: Yes, especially
in recent years.
More and more women are finding air cargo
a challenging and rewarding industry. At American we have women in sales,
operations, in headquarters staff positions in management as well as administrative
positions.
In our organization it’s not about
male or female – it’s the best person for the job –
and I see that all over American.
Q: How
do you balance your career and life? Can we know favorite city, things
to do to relax, sports & hobbies?
A: Yes, I
am married. I have a daughter finishing her first year of college, and
now looking back, these years have been a real balancing act.
I’ve had to be very organized and
disciplined to get the work done no matter the time or day of week, while
making sure I am there for family and those important events in our lives.
My favorite city—there are a number—but
I have to say San Francisco.
I head up to our lake house in Wisconsin
to relax on the pier, swim, walk, and read.
Q: Are
there some things that you would like to see changed in air cargo?
A: There
are always things you would like to see changed, but probably the most
important for me would be a continued effort to improve collaboration
among the shipper, forwarder and airline.
Air cargo is no longer about handing out
rates and schedule flyers.
For all of us a better understanding of
the shipper’s requirements, the forwarder’s transit needs
and the airline’s capabilities can help lead to positive results.
Successful collaboration allows everyone
to share in customer satisfaction, additional business and profit.
Q: What
has surprised you in the air cargo business during the past year? As a
result of the merger?
A: After
30 plus years in this business, very little surprises me these days. If
you think about it, air cargo is really a very resilient industry. There
have been wonderful years and some really tough ones.
But most importantly, we have been, and
always will be, focused on our customers. The merger will continue to
bring change. We’ll work through it, and we will be successful.
Q: Who
do you admire that may have impacted your life or approach to the airline
business?
A: There
are a few people I could say have had a great impact on my life and my
career, so I can’t do justice by naming just one.
A long time ago, when I was very new in
this business, someone said to me:
'Do what you say you are going to do.
Follow up. All you have is your reputation.'
I have always remembered that piece of advice.
In life and in business, sometimes it’s tough to keep your promises,
but as you gain experience, you realize your “word” is everything.
Over time, you develop a trust that brings
new business and that holds relationships together—even when things
don’t turn out as well as you’ve planned.
Q: Do
you think AA will ever have a woman chief executive?
A: Women
hold really important roles at American, and I’m happy to say I’m
one of them.
It’s an exciting time to be a customer
with American. Together with US Airways, we’re building the world’s
greatest airline and that means we’ll be able to offer an even larger
network and more opportunities.
If you think about it, we’re able
to bring together what our customers love most about both airlines and
teams.
As we work to build the new organization,
our customers remain our top priority, and we’re committed to providing
them with the best service.
Geoffrey/Flossie |
