When shipping air freight to middle east, what do big clients really care about when choosing a freight forwarder? I have been in this industry for many years. At the beginning, I worked with other forwarders. Later, I started working directly with shippers. So today, let’s talk about what big direct clients really need when it comes to air freight to middle east. Is it low price? Or is it your expertise and their trust in you?

When I first started, I thought low price was the best way to compete. I didn’t bother to learn the professional skills. I also didn’t study the pain points of my clients’ industries. I just blindly tried to get as many clients as possible. As a result, my performance was never good, and I didn’t make much money. So I slowly started learning from the senior experts in my company, including our boss and our top salespeople. I studied what clients really need.

Now I realize that big clients actually care more about your service and professionalism. What they want is your ability to solve problems and handle issues. Price comes second.

For example, my first client made electronic products like wireless chargers. This type of client needs very strong time control. We must have the ability to lock in cargo space quickly. We need customs clearance resources that are efficient and not slow. Right now, we have bought out 20 pallet positions per week from two major airlines. So locking space is no problem at all. Only by understanding these issues can we serve our clients better and become their long-term partner.

In other words, everything goes back to the basics. We cannot forget our original purpose. What is a freight forwarder really for? Simply put, we are the housekeeper for direct clients to ship their goods.

Imagine you run a foreign trade company. You get an order from an overseas client. Don’t you need to send the goods out? But which way is cheaper – sea, land, or air? How long will it take? How do you handle customs clearance and documentation? These are complicated things.

That’s when you become our potential direct client, and you need us. I will design several options – sea freight, land freight, and air freight – based on the features of your products. You choose the one you like. Then you pack and send the goods to our warehouse. I will take care of everything. You just wait at home to receive the goods.

These theories must be understood by foreign trade companies. But knowing the theory doesn’t mean you can find a reliable forwarder when you need one. The market is full of mixed-quality forwarders. Take DL Logistics, for example. We are one of the top five in air freight to middle east. We have bought out 20 pallet positions per week from two major airlines. We have a priority lane for customs clearance at the UAE air cargo port. We can skip the line to pick up goods at the warehouse. Our local logistics team answers the phone even at 2 AM. If you deliver in the morning, it arrives by noon. If you deliver at noon, it arrives in the afternoon. We truly deserve to be one of the top five.

On the other hand, from my perspective, after all these years in air freight to middle east, my biggest takeaway is that you cannot rush when developing direct clients. You must calm down and use your professional ability to solve real problems. Every sincere communication with a client and every efficient delivery is actually a process of building trust.

So now I focus more on the quality of service rather than short-term profit between me and my clients. As a result, client loyalty has naturally increased. I believe that a freight forwarder is not just about logistics. It is an essential part of the supply chain. Only by thinking from the client’s perspective can we go further.