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interview

Edip you deal with freight in commercial operations. I believe it is crucial,
forwarders and airlines directly. What we really need and I want to take advantage of my position
What are your challenges there on the board to emphasize that point.
with both these buyers and the to do is get IBSs and
sellers? And how are you trying to Wipros to incorporate Will technological advancement
overcome them? obviate the need for human
Pektas: The most challenging is that many connection into engagement in the air cargo
of them are unfamiliar with the area. On the platforms like Airblox, industry?
freight forwarders side, it is similar to the Shah: We will never be able to escape human
chronology of 'I don't want you to where have because if you don't, interaction in our industry. Human connection
you been till now'. One of the main benefits you are cutting off is really important in this industry, and I am
that airlines perceive is the transparency and not advocating that this business eliminates
data that they don't have access to right now or a sales channel for human interaction because it is not the most
that is delayed data. At Airblox, we collect data customers and I want recent business model; it is a B2B business. It
from numerous sources in addition to our own, will always be a B2B business, and we know
allowing us to give improved decision-making, to take advantage of that we cannot have a personal business-to-
which is very beneficial to revenue managers. my position on the business connection with every customer

How do you see the future of the air board to with whom you wish to do business. It is
impossible because there are thousands of
freight market? emphasize prospective consumers, but you only have a
Shah: For the past 25 years, we have been dis- small salesforce to contact with them and this
cussing the future of the air freight business, that point. is how you can enable it. I am looking forward
but unfortunately, we never seem to get there. to technology that truly facilitates and enables
I believe it is different from what it was about NEEL this to occur, and that delivers on its promises.
ten years ago. I see these digital technologies JONES
finally gaining momentum and traction. Many SHAH Airblox believes to be the futures
airlines have begun to invest in their own market. What are your goals for the
systems, transforming their platforms from next 5 years?
indigenous to cloud-based API-focused sys- Pektas: We are collaborating with a variety
tems. Platforms like IBS and Wipro are altering are cutting off a sales channel for customers, of capital market partners to create Airblox
the way airlines do business. The goal is now which isn't a good thing. You must include this the futures market. We intend to involve the
to make it easier for them to conduct business in your platforms so that airlines may engage capital markets in a much more organized
with firms like Airblox, while ten years ago, manner by standardizing contracts, allowing
very few airlines could even take advantage of everyone to understand what a cargo block
what Airblox is offering. is. That remains our objective. But, in order to
What we really need to do is get IBSs and get there, we need to bring the platform's
Wipros to incorporate connections into plat- major partners, freight forwarders and air-
forms like Airblox, because if you do not, you lines, together. 

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