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Air cargo agencies · CRM

Keep one record of each shipper, with the cargo they send and the flights they asked for.

A CRM for an air cargo agency holds every shipper and forwarder with the cargo types, routes, past bookings and open quotes against each name. GullySales sets up the fields and the habits so the desk uses it on a busy day.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of freight and transport companies at work in India

What CRM means

A CRM is the record where every enquiry, call and quote is kept against a customer, replacing separate notebooks, spreadsheets and memory. GullySales sets up or cleans an existing CRM and reports from it by enquiry outcome rather than by activity logged.

Also for air cargo agencies

Sales and marketing for air cargo agencies, the overview.

Last updated 18 Oct 2026.

For air cargo agencies

Where it usually goes wrong, and what we would do.

  • “Rate quotes vanish into phone calls”

    A quote given by phone at the cut-off is not written anywhere. Next week the shipper asks about it and nobody on the desk remembers the figure. A record of each quote, with cargo details, gives the desk something to work from.

  • “The record must fit a rush booking”

    A system that asks for a long list of fields will be skipped when a flight closes in hours. The useful record asks for the four quote facts, the contact and the outcome, and fills the rest in later.

  • “Repeat shippers need a different view”

    A shipper who books every flowering season should show last season's cargo, route and rate when the new season begins. Without that history, the desk treats a regular as a stranger and loses the advantage of having handled the cargo before.

What we do

What we deliver for air cargo agencies.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. Field design

    A short list of fields: shipper, contact, cargo type, route, flight date, quote given, outcome, source.

    Result: The record fits on one screen and takes little time to fill.

  2. Pipeline stages

    Stages from enquiry to quoted, booked, flown and repeat, with a clear meaning for each.

    Result: Everyone on the desk reads the stages the same way.

  3. Import of existing contacts

    Your current shipper and forwarder contacts moved from sheets, phones and email into one place.

    Result: The desk works from a single list.

  4. Reminders on open quotes

    A prompt for the owner of a quote to ask the shipper whether the cargo moved.

    Result: No open quote sits without a person asked to follow it.

  5. Desk training

    A short practical session on logging a call while it is happening.

    Result: Staff can log a live enquiry without delaying the reply.

How the result is measured

  • Enquiries logged in the CRM
  • Data completeness
  • Reports generated from CRM data

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full CRM implementation and customisation page

Fields worth keeping

Keep these fields against every shipper.

Cargo type and handling need
The desk executive fills it at the first booking, and it lets anyone quote a repeat shipper without asking again.
Usual routes and airports
Filled from past bookings. It lets the desk offer space on the routes the shipper flies before a rush call comes.
Carrier preference
The executive notes airlines the shipper accepts or avoids, which shortens the quote when space is tight.
Quote given and date
Recorded by whoever quotes, so a shipper who calls back is not quoted a different figure by a colleague.
Documentation habit
A note on whether the shipper sends clean papers or needs corrections, used to plan time before the cut-off.

Who it is for

This is written for these air cargo agencies.

  • IATA cargo sales agents handling export and import
  • General sales agents representing airlines
  • Freight forwarders that consolidate air cargo
  • Perishable specialists for flowers, vegetables, fruit and fish
  • Pharma and healthcare cargo handlers
  • Garment and fashion express exporters
  • Electronics and e-commerce air freight agents
  • Courier-linked and express air cargo agents

Not for

It is not the right fit if.

  • The desk books by phone in the last hour and nobody will enter details afterwards, so the record would trail behind reality.
  • You use a single airline portal for everything and keep no shipper history, so there is nothing to join to a record.

How it works

How the CRM work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Map the sales process

    We sit with the people who sell and write down how a deal moves from enquiry to payment, including where it stalls.

  2. 2

    Agree stages, fields and owners

    Each stage gets a name your team already uses and a proof that the deal has left it. We agree which fields are required at which stage, and who may change what.

  3. 3

    Build on a copy

    Pipeline, fields and views are built on a trial copy where the CRM offers one, or in a separate pipeline where the plan allows. Live work stays untouched.

  4. 4

    Connect channels, then switch on automations

    Channels are connected first. Each automation is then switched on separately, so a misfiring rule is easy to find.

  5. 5

    Test with real deals

    The people who will use the CRM run open deals through it. Gaps are fixed before the whole team switches over.

  6. 6

    Switch over and trim

    Once real use shows which fields stay empty and which stages nobody uses, those are cut and the handover record is updated.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales management. A target, a review routine and someone who owns the number.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3 · you are here

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Which CRM should an agency use?
One the desk will actually open. A simple tool such as Zoho CRM or HubSpot is enough if the fields fit your work. We choose with you, based on how your staff already work.
Can the CRM link to airline booking systems?
Booking systems are separate and closed. The CRM records the commercial relationship, while the airline system records the booking. We keep them side by side and avoid pretending to merge them.
Should the record also hold the shipper's invoice history?
Hold the booking facts and the quote in the record, and keep invoices in your accounts software. A seller who sees the outstanding payment beside the shipper's name quotes more carefully, so link the two by a shipper reference instead of copying invoice details.
How do we keep rush bookings from slipping out of the record?
Make the record fit the rush. A short entry form with the cargo, route, weight and cut-off can be filled in under a minute at the desk. Detail can be added afterwards. A form that asks too much is the one the desk skips.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

More for air cargo agencies

Everything else we would do for you.

Closest to this: leads and follow-up

Also for air cargo agencies

Or start from the overview: sales and marketing for air cargo agencies.

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