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OBJECTIVE
Enforce forwarder-defined commercial rules (margin floors, carrier exclusions, customer-specific conditions) at the exact point quoting decisions are made, eliminating downstream overrides or workarounds.
ACTORS
Freight Forwarder (Pricing Manager, Sales Team, Compliance Team) · Aircon Platform · Carrier/Trucker Network
THE PROBLEM
Many quoting platforms enable pricing configuration, but don’t enforce governance at decision time. Commercial rules: margin thresholds, carrier exclusions, customer agreements...reside in policy documents and spreadsheets, not the quoting workflow. When rules are not enforced at the point of exposure, margin leakage and compliance failures are unavoidable.
THE AIRCON SOLUTION
Aircon acts as an embedded commercial control layer. It applies forwarder-defined margin rules, prioritization logic, spot triggers, carrier exclusion lists, and customer-specific conditions in real time…inside the quoting workflow, not in a downstream approval layer. Commercial intent is protected at the moment of decision, creating consistent pricing behavior across all operators and regions.
PLATFORM CAPABILITY
Commercial Rule Enforcement
Decision Transparency and Traceability
MAIN FLOW
1. The pricing manager configures commercial rules in Aircon (margin floors, exclusions, customer tiers, spot triggers)
2. Sales rep initiates a quote… Aircon then applies all applicable rules automatically
3. Any decision that breaches commercial boundaries is flagged before exposure occurs
4. Approved overrides are logged with full audit trail; all decisions remain traceable
KPIs
100% commercial rule adherence at point of quoting · Reduction in margin leakage · Consistent pricing behavior across operators and regions
BUSINESS VALUE
Commercial control belongs inside the quoting decision…not in a review process that runs after exposure. Aircon puts governance where it matters: at the moment decisions are made.
Co-Founder & COO of Aircon
Irl Wakefield is Co-Founder and COO of Aircon with over 25 years of airfreight operations experience. He has managed carrier relationships, regional capacity, and logistics programs for multinational customers across global trade lanes. At Aircon, he delivers decision intelligence that helps freight forwarders quote confidently and execute seamlessly.
