• Airlines often avoid special cargo due to the high investment, regulatory compliance, and infrastructure required for handling dangerous goods, live animals, pharmaceuticals, and valuables, making it commercially challenging for smaller or regional carriers
• Global GSA Group supports airlines by providing expertise, certified staff, digital tools, and partnerships with specialists, enabling carriers to expand into special cargo segments while maintaining compliance, operational efficiency, and reputational trust
• GGG leverages technology, training, and global networks to manage complex operations, crisis communication, and market development for high-value and sensitive cargo, helping airlines increase bookings, improve yield, and capture growth opportunities in sectors such as pharmaceuticals, e-commerce, and live animals

Not all airlines handle special cargo and Aytekin Saray, CEO of Global GSA Group (GGG), knows why. He says: “No they don’t, and the reasons differ depending on the airline’s size, network, and infrastructure. Handling dangerous goods, live animals, pharmaceuticals or valuables requires specialised facilities, certified staff, and strict regulatory compliance. For some carriers, especially regional or leisure airlines, the investment required to obtain IATA DGR certification, implement GDP-compliant cold chain processes, or establish IATA LAR-compliant procedures for live animals can outweigh the immediate commercial benefits.

“In addition, certain aircraft types or routings may not be technically suitable for specific special cargo segments, limiting acceptance even when the airline is otherwise interested. Our role is to adapt to these realities and to help airlines remain competitive in their core markets.”

Whether special cargo generally a high-margin segment for airlines or more often a break-even or even loss-leading service due to complexity and compliance costs, depends on the airline’s setup. When carriers control their own certified processes, infrastructure, and equipment, special cargo can be a high-margin segment. However, if these are outsourced, margins are diluted by third-party costs and reduced operational control. In those cases, the service may trend closer to break-even or even be loss-leading, depending on contractual terms and market volatility. This is precisely where GGG’s role adds value: by providing expertise and leveraging our strong partnerships in special cargo, we enable airlines to strengthen their offering and improve profitability.

GGG markets and promotes its client airlines’ special cargo capabilities to freight forwarders through targeted marketing campaigns, engagement at industry events, tailored presentations, and digital outreach. It works closely with freight forwarders to organise informational sessions and collaborative workshops, ensuring they are well-informed about the unique offerings and advantages of partners’ special cargo services.

What are the biggest barriers to entry for airlines not currently handling special cargo, and how does that affect GGG’s ability to market their services competitively? 

He notes: “I would say the investment in specialised infrastructure, the training required for staff, and strict compliance with international regulations such as IATA DGR, GDP, or IATA LAR. These can be daunting for airlines that are new to special cargo, and without them their market competitiveness in high-value segments is naturally limited. At Global GSA Group, we address this by ensuring that our own staff are fully trained and certified for special cargo handling. 

“Our teams’ expertise is reinforced by partnerships with recognised specialists, such as Healthc’Air, which provides GDP-compliant solutions for pharmaceuticals and temperature-sensitive shipments. When airport facilities permit, we are capable of managing any special cargo shipment on behalf of our airline partners. As a GSA, our priority is always to go the extra mile to find the best solutions that optimise airlines’ revenues. As long as an airline is properly certified and compliant with regulations, we can support them in carrying any type of shipment. In this way, we help bridge gaps, expand opportunities, and ensure that our carriers remain competitive even in highly regulated and specialised cargo segments.”

Operational and risk management 

How do you manage reputational risk when representing airlines that do not accept special cargo, especially when forwarders expect full-service options from a GSA? Saray considers: “Absolute transparency is key. From the outset, we clearly communicate each airline’s capabilities and limitations to freight forwarders, ensuring there are no surprises during the booking process. We also provide alternative solutions where possible through our broader network and specialised partners. As a GSA, we pride ourselves on being the best at working transparently with freight forwarders. This open, proactive communication builds trust and ensures that forwarders can rely on us for accurate information, realistic options, and consistent support, even when an airline has restrictions in certain cargo segments. In doing so, we protect both the airline’s reputation and the forwarder’s operational confidence.”

GGG assists represented airlines in aligning with international special cargo standards, such as IATA Live Animals Regulations, ICAO Technical Instructions for Dangerous Goods. We have various product specialists who assist our partner airlines to ensure compliance and operational efficiency. For these projects, we executed the entire process: from planning and guiding them through the necessary certifications, to contracting third-party specialists, investing in the right infrastructure, and finally marketing these new products. This includes handling live animals, perishables, time- and temperature-sensitive healthcare products, dangerous goods, high-value items such as jewellery and currency, heavy or oversized cargo like machinery, and even human remains.

“In addition, when we want to establish a business with strong added value for an airline, we work closely with expert partners such as Healthc’Air for pharmaceuticals or Mail&More for e-commerce. These collaborations allow us to build fully compliant, market-ready products that generate long-term value for our partner airlines.

Compliance-heavy cargo

Given the compliance-heavy nature of special cargo, has GGG ever turned down an airline due to their lack of operational readiness or weak infrastructure for this cargo type?

“No,” says Saray, “we have never turned down an airline because of a lack of readiness in special cargo. Global GSA Group is recognised for its agility and ability to adapt services to the needs and capabilities of each carrier. Rather than excluding airlines, we act as a trusted long-term partner that evolves with them. Ending a contract is never an option for us. We believe in building relationships that endure. If a carrier is not yet ready to handle certain types of special cargo, we find ways to strengthen their offering step by step, drawing on our expertise, training, and ecosystem of partners. As a solution-oriented GSA, our role is to create pathways for airlines to become more competitive, instead of letting limitations hold them back.”

Rapid information flow

In cases of delays, re-routing, or cargo damage, especially with sensitive shipments like pharmaceuticals or live animals, what role does Global GSA play in crisis management or communication with the customer? 

“We act as the central liaison between the airline and the customer. Our role includes rapid information flow, escalation management, and ensuring corrective measures are implemented promptly. Thanks to our local teams in 46 countries, we provide both real-time support and cultural fluency to resolve sensitive issues effectively,” says Saray.

GGG’s systems support automated validation of special cargo booking conditions such as acceptance checklists, route viability, aircraft compatibility as they significantly enhances efficiency and reduces the risk of errors.  

Saray says: “Since we began implementing CargoTech-developed tools in 2018, we have achieved measurable results: error rates and human mistakes have decreased by 73%, while customer satisfaction and trust have grown accordingly. These improvements have also driven tangible commercial outcomes, with special cargo bookings increasing by an average of 58% for the airlines offering special product services. By combining automation with our human expertise, we provide a model where technology amplifies precision and speed, while our local teams remain at the centre to manage complex cases and ensure service quality.

“To stay ahead in the evolving special cargo market, GSAs should focus on integrating seamless digital platforms and tools that facilitate efficient information exchange among all stakeholders. This includes booking systems, validation tools, and real-time tracking solutions that streamline processes and reduce the risk of errors. At Global GSA Group, we see technology as an amplifier of human expertise. Our partnership with CargoTech allows us to deploy advanced tools such as SkyPallet for load optimisation, Rotate Live Capacity for predictive insights, and CargoAi for seamless booking. 

“These innovations help us manage complexity, improve yield performance, and enhance transparency for both airlines and freight forwarders. Additionally, fostering strategic partnerships with technology providers and embracing continuous staff training are key to long-term competitiveness. By investing in our people through training programs like Discovery, we ensure that our teams and airline partners are fully equipped to handle specialised cargo requirements while maintaining the highest standards of compliance and operational excellence.

With the rise of e-commerce and demand for temperature-controlled and secure logistics, are you seeing a shift in demand toward special cargo, GGG is adapting its commercial strategy in response.

“In parallel to our tech investments, we continue to invest in well-trained personnel with all necessary certifications. Moreover, we have special product specialists, who play a crucial role in advising and implementing new product infrastructures for carriers, supporting our local teams, and developing global deals with agents for our partner airlines. We do not limit ourselves to existing capacity but also work with carriers to successfully implement additional full freighter routes and capacity dedicated to special products. 

“This has included flows such as semiconductors, live animals, and pharmaceuticals for humanitarian aid. In fact, in 2025 year-to-date, we have managed 17 full freighter operations exclusively for special cargo with our GSA partner airlines. Alongside this, we continue to strengthen our ecosystem of partnerships. With Healthc’Air, we guarantee GDP-compliant pharma handling, while with Mail&More we deliver expertise in e-commerce and parcels, supporting airlines in capitalising on the fast-growing online retail segment,” he says.

Does Saray foresee GSAs playing a more direct role in shaping airline special cargo strategy and investment decisions in the future, particularly for smaller or emerging carriers?

He says: “Absolutely. With our global footprint, product expertise, and advanced digital tools, we are well-positioned to guide smaller and emerging carriers in developing their special cargo strategies. We already act as a one-stop-shop, helping them make informed investment decisions, align with international standards, and capture high-value opportunities in verticals like pharma, perishables, and secure logistics.”