"Welcome to another new and exciting year in the GAC World. As we
commence year four of the Vision Y-Global Values strategic plan, we
would like to thank all our customers for their on-going support during
this plan period.
It is pleasing the see the significant progress that is being made in
Learning and Development across the GAC World, and the "yearning for
learning" that is being embraced by our people.
There are multiple feedback channels that we carefully monitor to
ensure our Academy is aligned to the business needs of the GAC Group.
In 2010 we introduced a number of new courses and the Global English
Programme (GEP). This year, we will also be launching new operational,
sales and business application courses. Our goal is to ensure that best
practice through the "GAC Way" is transmitted across our organization.
Feedback from the field is also seeking greater accessibility to GCA
courses, and accreditation from external bodies. This will be a strong
focus for our 2011 strategy, and we look forward to keeping you posted
on our progress throughout the year."
Best Wishes, Damien O'Donoghue General Manager, GAC Corporate Academy
New Role & New Developments in GAC Data Management
Lundgren, Group Commercial Data Manager, talks about his role in
managing GAC's data using GCA courses to increase efficiency and
profitability throughout the GAC World.
Group Commercial Data Manager is a new group job function to improve
and manage our various "data warehouses" giving all stakeholders quality
information in a timely manner allowing for better commercial
decisions. This also leads to increased productivity and profits and
will be a good tool for assessment, sales management and benchmarking of
customers, suppliers etc.
AFO (Air Freight Operations) and SFO (Sea Freight Operations) are two
very important courses for facilitating these objectives, as they
provide good knowledge and understanding of how concepts like
consolidation can dramatically increase our profitability on air and
ocean freight jobs. With this knowledge, operations can also "help" our
sales departments to get more focused on what type of cargo and trade
lanes they should aim for better profits. Rate negotiations, volume
ratios and understanding of price and weight structures are key to our
success being more competitive and make more profits.
Being the multicultural group of people we are, what is making us
unique and strong also comes with a challenge, as many of us don’t have
English as first language. Here GEP plays a very important role and the
better we communicate in English, the better netiquette and less
misunderstandings between colleagues and customers. Good command of the
English language is a strong tool for alignment across the GAC world.
Another important tool for alignment are the upcoming BAT Programmes -
Business Applications Training. For me in my new role this is
extremely important. The quality of data we receive from our business
applications has room for improvement. One of the reasons for errors in
our statistics is that staff hasn’t been properly educated in how to use
our business applications correctly and the inventiveness of how to
circumvent certain procedures in order to finalize a job has led to
challenges of validating data. This is now being addressed and we are on
the right track and I fully support more BAT programmes to increase
data quality and eliminate errors.
Gunnar Lundgren Group Commercial Manager GAC Group
New GAC Sales Course: Fundamental Selling Skills (FSS)
Fundamental Selling Skills (FSS) builds a basic
understanding of the requirements towards effective and efficient sales
effort. These fundamentals aid any salesperson or the GAC Group in
attracting a customer. The content of this course includes the
must-have, non-negotiable factors for any sales activity to yield
results, the GAC-way.
Who this course is for: This course is designed
for all personnel, regardless of experience level, in a performing or
supporting sales function. Any person who sells GAC products and
services will benefit from this course.
What this course covers: FSS is an eight-week e-learning course with step by step learning contents:
Fundamental Sales Principles
The importance of a strong relationship with the customer from the very beginning
Common pitfalls that can break a relationship apart
Listen, smile, respond – what else could there be to it?
Forming a strong understanding of the customer's need
Objections will rise in a sale – what are they and how to handle them
Adapting sales activity in a diverse sales landscape
Maximizing sales opportunities in a structured sales framework
Fundamental Selling Skills (FSS) is the first of a three-course
portfolio of GAC sales courses. Successful completion of this course
would lay a strong foundation for successful adoption of the GAC Sales
Handbook (GSH) and associated templates and techniques, the second
course in the sales portfolio. With those two courses facilitating new
customer relationships, the third course, Profitable Customer
Relationships (PCR) allows us to channel any sales efforts into those
customers which will maximize our gain and cement our long term
How this course will be taught: Fundamental
Selling Skills (FSS) runs for eight weeks and is delivered via our
state-of-the-art interactive online Learning Management System.
Who to contact: The course is open to all GAC employees and network agent partners. For further information, please contact
, Business Development Manager - GAC Corporate Academy. Any interested prospective participant may contact
Facilitator Profile: Gopal Krishnan of GAC Oman for Information Technology in the GAC World (ITG)
Knowledge is Power. The more you acquire
knowledge the more you get empowered. The fact remains that we are
living in an imperfect world trying to make things perfect. To achieve
this, we keep learning. There is no age factor or boundaries for
learning. With the advent of technology, the ocean of knowledge is made
available at an easy reach. I took the plunge into a part of that ocean
in the form of GCA in GAC.
E-learning has always interested me. It
allows me the flexibility in learning within the stipulated time. It
also gives me the opportunity to share my thoughts and gain knowledge
from many heads instead of few or none. As an active and keen GCA
participant, I enjoy every bit of my learning and try to impart my
knowledge and experience to all my online colleagues.
What characteristics/traits would you encourage in your colleagues to become empowered online learners?
Positive attitude towards change
Minimum communication skills
Minimum technological knowledge
Comfortable when in participation
Ask questions when in doubt
Respond rather than React
Anyone showing some or all of the above traits should be encouraged for
the online learning. I am sure it is tough to identify these traits
sitting on the other side of the virtual world. However, the
encouragement or counseling can come from the representatives present
close to the online learner. Further, providing the right environment,
SMART resources of participants’ interest and timely encouragement from
Management can sure turn out more on-line learners.
I am really excited and energetic to take on this new role as GCA
Facilitator. The first course to facilitate being in line with my line
of duty, I feel confident that I will contribute my best to see that all
participants are encouraged and they graduate with flying colors. Hope
my past classroom training experiences will help me in this online role.
I feel the IT experience along with other operational systems know how
and the assistance from my FAC colleagues, the sailing on this voyage
should be smooth. It is said small drops makes the Ocean. Hope my small
contribution in the new role will benefit the GCA community.
Sights & Sounds: Annamma Jose, GEP Participant from GAC Sharjah
"GEP was very easy for me to digest,
highly informative and it was very well structured in addition to
flexible. Initially, I was skeptical on what the topics could cover.
Would it really be beneficial? Would I be able to complete it within the
given time? But I still wanted to take it as I considered this course
could be a stepping stone to success in my professional work.
I made sure that I found more time after
office hours and during weekends to complete the work, and I believe
that full commitment and regular practice will help you in achieving the
best result. Commitment and proper time management should be the prime factors for the successful completion of the course.
I would suggest all employees utilize the
opportunity GAC offers by way of GCA courses which will benefit
themselves professionally and add value to the future of our company."