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Air cargo agencies · Lead generation

Find the exporters and forwarders who ship by air from your airport and need an agent.

Lead generation for an air cargo agency means finding the shippers and forwarders who move freight by air from your airport, before they have a consignment waiting. GullySales works on the lists, pages and enquiry routes that put your desk in front of them.

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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 lead generation means

Lead generation is the combined work of every channel that brings in a new enquiry, whether from search, adverts, referrals or a stall at an exhibition. GullySales runs these channels together and reports the number of enquiries each one produced, not the activity behind it.

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.

  • “The buyer is already on someone's list”

    An exporter with a regular air consignment already has an agent. A lead worth chasing is the shipper whose agent missed a call, or whose volume has outgrown that agent. Finding that shipper means knowing the produce and pharma belts around your airport, not buying a generic list.

  • “Forwarders are leads as well as competitors”

    A forwarder with a booking it cannot place at its own airport needs a partner it can phone. That lead does not search Google. It arrives through a CHA, an airline cargo desk or a name remembered from a past job, so outreach has to reach those people directly.

  • “An enquiry without cargo details is half a lead”

    A caller who says only that they need space has not yet given commodity, weight, destination or flight date. A lead sheet that records these four facts at the first touch lets the desk quote at once and shows which enquiries were real.

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. Shipper target list

    A list of exporters of flowers, fruit, pharma, garments and electronics around your airport, with the person who books freight.

    Result: The desk holds a named list by cargo type, not a general directory.

  2. Forwarder and CHA partner list

    Forwarders and customs brokers who book air space at your terminal, with the routes each one uses.

    Result: Partners are listed by route, so outreach matches what each one ships.

  3. Four-fact enquiry sheet

    A single record asking commodity, weight, destination and flight date, used by phone, WhatsApp and form alike.

    Result: Every enquiry carries the same four facts before a quote goes out.

  4. Source tag on every enquiry

    Each enquiry is logged against where it came from, whether search, a forwarder, an airline desk or a repeat shipper.

    Result: You can see which channel brought a shipper who booked again.

  5. First-booking follow-up

    A short routine for the days after a new shipper's first consignment, to learn whether the shipment went well and when the next one is due.

    Result: A new shipper is asked about the next flight, not left to forget you.

How the result is measured

  • Enquiries generated
  • Cost per enquiry
  • Enquiries by source

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

Read the full demand and lead generation page

What to capture

Capture these before you quote an air shipment.

An enquiry without cargo details cannot be priced, so the desk asks for the same facts each time.

Commodity and handling need
Perishable, pharma, garments or electronics, with any temperature or packing requirement, since it decides the airline and the handling.
Airport of origin and destination
The two airports tell the desk which carriers fly the route and whether the shipper needs a transit point.
Gross weight and volume
The shipper's figures for the consignment, which fix the chargeable weight and the space to request.
Cut-off the shipper must meet
The date and hour the cargo must reach the terminal, so the desk can see which flights are still possible.
Who books and who pays
The shipper, the forwarder or the consignee, and the name of the person who signs, so the rate agreement goes to the right desk.

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.

  • Your desk cannot confirm space on the day of a call, so more enquiries would only reach a shipper who books elsewhere.
  • You hold no airline or consolidator terms yet, so a lead would have no rate to receive.

How it works

How the lead generation 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

    Understand your capacity

    We ask how many enquiries your team can answer well, who answers after hours, and what a good enquiry looks like. Without this, the system fills a funnel nobody is watching.

  2. 2

    Audit current sources

    We read your call log, WhatsApp chats, enquiry sheet and platform dashboards. The baseline is recorded: enquiries by source, reply time, conversion and cost per order.

  3. 3

    Strategise the channel mix

    Search and maps are chosen for people ready to buy, ads for people who are not yet looking, and content and referrals for trust.

  4. 4

    Implement capture and follow-up

    Pages, forms, tags, the lead record and the first-reply message are built and tested end to end. We submit test enquiries ourselves before any media money is spent.

  5. 5

    Measure and optimise

    Enquiries are traced to source and judged by what became orders, not by volume alone. Channels that fill the sheet with poor enquiries are cut back. How often you are reported to is agreed in writing.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  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 · you are here

    Sales process design

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

    Start here if every salesperson sells differently.

  3. Step 3

    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
How is this different from advertising?
Advertising waits for a search. Lead generation also goes to the shippers and forwarders you have identified, so it reaches buyers who are not searching today. Both feed one enquiry record.
Which cargo type should lead the effort?
The one where your handling is strongest and your regional shippers are densest. We decide that after listening to your booking desk, because a cargo type you cannot serve well only brings complaints.
Are forwarders really worth chasing as leads?
Yes. A forwarder with no air desk of its own books space through an agent, and one account brings many consignments. They judge on space, paperwork accuracy and who answers at the cut-off, so approach them as a partner and not as a shipper.
How do we reach exporters who do not know agents?
Start where they gather. Export promotion councils, product trade bodies and cargo-complex neighbours list exporters by commodity. Offer a first consignment guide for their cargo and a named contact, since a first-time exporter chooses the agent who explains the steps.
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.
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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