Objective 1
Assess Market Attractiveness of India’s Air Cargo Segment
Evaluate the size, growth trajectory, and high-potential segments within India’s air cargo market to determine long-term investment attractiveness.
CASE STUDY
Strategic assessment of air cargo market entry for Adani Ports and SEZ Limited in India
Client
Adani Ports and Special Economic Zone Limited (APSEZ)
Engagement Owner
Vice President – Business Development
Geography
India
Client Context
Adani Ports and Special Economic Zone Limited (APSEZ)
Adani Ports and Special Economic Zone Limited (APSEZ) are India’s largest private port operator, with an integrated presence across ports, terminals, logistics parks, multimodal transportation, and supply chain infrastructure. Handling over 200 million metric tonnes of cargo annually, APSEZ plays a critical role in India’s trade and logistics ecosystem.
As part of its long-term logistics expansion strategy, APSEZ evaluated entry into the air cargo segment to complement its maritime and inland logistics portfolio. With air freight volumes rising across pharmaceuticals, e-commerce, perishables, and high-value manufacturing, the leadership team engaged Ken Research to assess market attractiveness, ecosystem readiness, and a viable go-to-market (GTM) strategy for air cargo operations in India.
Engagement Value Pillars
Engagement Objectives
Strategic consulting objectives designed to provide actionable insights and sustainable competitive advantages
Objective 2
Identify Ecosystem Pain Points and Structural Gaps
Analyze operational, infrastructure, and coordination challenges across airlines, freight forwarders, logistics providers, and airport operators.
Objective 3
Design a Differentiated Air Cargo GTM Strategy
Develop a scalable business model and GTM roadmap aligned with APSEZ’s integrated logistics capabilities and long-term growth ambitions.
Our Methodology
Consulting Approach & Initiatives
A systematic, research-driven approach designed to deliver actionable insights and sustainable outcomes
Step 1
A. Market Opportunity & Growth Assessment
Conducted a comprehensive assessment of India’s air cargo market, analyzing cargo volumes, segment-wise demand drivers, growth trends, and airport-level capacity dynamics.
Step 2
B. Stakeholder & Operational Pain Point Analysis
Mapped challenges across key stakeholders—including airlines, freight forwarders, ground handlers, and regulators—focusing on turnaround times, cost inefficiencies, and infrastructure bottlenecks.
Step 3
C. Business Model & GTM Framework Development
Designed a differentiated air cargo business model, outlining target segments, value propositions, operational levers, pricing considerations, and a phased GTM roadmap.
Measurable Business Outcomes
Impact Delivered
01
Market Growth Opportunity Quantified:
Identified a 7–8% forecasted annual growth opportunity for India’s air cargo market, supported by demand modelling and infrastructure assessment.
02
Operational Inefficiencies Mapped:
Identified 50+ operational pain points across airlines, freight forwarders, and logistics players, highlighting priority improvement areas.
03
Efficiency Upside Identified:
Identified 15–20% potential efficiency improvement through optimized handling processes, faster turnaround times, and cost rationalization.
Client Endorsement
4.3/5
4.3/5
— Director, Yash Highvoltage Insulators
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