What Do Big Clients Look for in a Freight Forwarder for Air Freight to Middle East?

What Do Big Clients Look for in a Freight Forwarder for Air Freight to Middle East?

I have been in the freight forwarding industry for many years.

I started with business partners and now focus on direct clients.

Today let’s talk about what big direct clients really need for air freight to Middle East.

Is it the lowest price, your professionalism, or the trust they have in you?

When I first started, I always thought low prices were the best advantage.

I didn’t bother to learn professional knowledge or study the pain points of clients’ industries.

I blindly chased the number of customers, so my performance was never good and my income was low.

Then I slowly asked experienced colleagues, our boss, and top salespeople in our company to figure out what clients really need.

Now I realize that big clients actually value your service and professionalism more.

What they want most is your ability to solve and handle problems, and price comes second.

Take my first client as an example.

He sells electronic products such as wireless chargers.

Clients in this industry require very fast transit time.

We must be able to secure space on time and have strong customs clearance resources to avoid delays.

We have purchased 20 board positions per week from 2 major airlines, so securing space is never a problem.

Only by understanding these needs can we serve clients better and become their long-term partners.

Everything returns to basics.

We must not forget our original purpose.

What do freight forwarders really do?

Simply put, we are the logistics managers helping direct clients ship goods.

Suppose you run a foreign trade company and receive an order from an overseas client.

You need to deliver the goods, right?

But choosing between sea freight, land freight and air freight, figuring out the cheapest option, delivery time, customs clearance procedures and document handling — all these are complicated.

Then you become our potential direct client and need our help.

I will create sea, land and air freight plans based on your product characteristics for you to choose from.

After you decide, just pack and send the goods to our warehouse.

We will handle everything else.

You only need to wait for delivery confirmation.

Foreign trade companies should know these principles,

but it’s still hard to find a reliable freight forwarder in the market, as service quality varies.

Take DL Logistics for example — we are among the top 5 companies for air freight to Middle East.

We have purchased 20 board positions per week from 2 major airlines.

We have priority customs clearance channels at UAE airports, with priority pickup at warehouses.

Our local logistics team answers calls at 2 AM, delivers in the morning and arrives by noon, or delivers at noon and arrives in the afternoon.

We truly deserve to be among the top 5.

From my personal experience after years of handling air freight to Middle East,

my biggest lesson is that developing direct clients cannot be rushed.

We must stay focused and use professional skills to solve real problems.

Every sincere conversation with clients and every efficient fulfillment is a process of building trust.

So now I focus more on service quality rather than short-term profits with clients.

Naturally, client loyalty has improved.

I believe freight forwarding is not just logistics — it is an essential part of the supply chain.

Only by thinking from the client’s perspective can we go further.