Signing the partnership in the air cargo Europe at the transport logistic trade fair today (Tuesday 9 May), Sales Cockpit will analyse data generate recommendations using algorithms to advise Etihad Cargo how to strengthen customer relationships.
Developing Sales Cockpit is the latest step taken by Etihad Cargo in its digitalisation journey.
The collaboration with Rotate, a Netherlands-based data-driven strategy consultancy will improve customer service through the enhanced use of data and machine learning.
Tailored sales initiatives from Sales Cockpit will help Etihad Cargo build stronger relationships with partners and customers, sharing insights and suggestions to help customers achieve their business objectives.
Digital solutions will match recommendations to boost sales and strengthen customer relationships with the representative who will find them most useful.
Based on the representatives’ responses to automatically generated suggestions, Sales Cockpit’s algorithms will adapt to each individual, allowing for more customised and targeted future recommendations.
Commercial teams will have access to updated data analysis providing real-time snapshots to business on particular routes, with individual customers and by product so they can offer tailored solutions to each customer.
Sales initiatives recommended by Sales Cockpit will provide the information and tools required to get new business and develop existing partnerships.
Martin Drew, Senior Vice President – Global Sales and Cargo at Etihad Aviation Group, says, “Digitalisation is already revolutionising the air cargo sector. Etihad Cargo will use Sales Cockpit to further improve customer service and strengthen partnerships, enabling more meaningful interactions with customers and a more tailored approach to meeting customer requirements. Sales Cockpit will effectively put all the information Etihad Cargo's sales representatives would need to develop stronger customer partnerships in the palms of their hands, providing actionable, algorithm-generated suggestions and initiatives based on customer-focused data. This depth of understanding into the carrier's customers is critical to achieving Etihad Cargo's vision of being the air cargo partner of choice.”
Ryan Keyrouse, Managing Director of Rotate, adds, “Partnering with Etihad Cargo to build the Sales Cockpit will give us unique access to an innovative team to validate the solution and maximise adoption. We are working as one team to unlock the full potential of digitalisation and enable Etihad's sales teams to have more engaging discussions with their customers.”
Sales Cockpit is expected to launch within 6 months and following trials and launch, it will be available to purchase by other carriers.