Aviation Turkey: First of all, Edgar, last year marked AVIAREPS’ 30th anniversary. Could you share the most significant milestones the company has achieved over these three decades?

Edgar Lacker: Certainly, with pleasure. As you know, we were founded in 1994 in Germany, starting purely as a GSA for airlines. In the beginning, we were also active in charter brokerage, but soon realized the need to expand. Our company’s founder, Mr. Gebler, was and still is a very ambitious man, so we began opening offices around Germany, then in Austria, Switzerland, and the Czech Republic. That marked the first stage of our regional growth in Europe.

By 2000, we recognized that being solely an airline GSA might not be sufficient, so we expanded into representing destinations and other tourism-related clients. This shift led us into destination marketing, PR, and related services. Over the years, we continued our global expansion, entering Asia through mergers and acquisitions, followed by Latin America and North America around 2014-2015. Then, in 2024, we made a strategic decision to enter the aviation cargo sector. Despite being a global leader in airline representation and a significant player in destination marketing, we had no presence in cargo yet. So, in October 2024, we started building our cargo GSA business from scratch. That brings us to where we are today.

 Aviation Turkey: Could you give an overview of AVIAREPS' global presence? How many countries are you currently operating in?

Edgar Lacker: We operate in 69 countries with 74 offices worldwide.

 Aviation Turkey: Can you tell us about your clients? Which airlines or tourism companies do you represent?

Edgar Lacker:That depends on the market, but in general, we represent more than 120 airlines globally—around 130 at the moment. Beyond aviation, we also work with approximately 250 clients in sectors such as destinations, hotels, and car rentals. Our portfolio is quite diverse, ranging from major legacy carriers to ultra-low-cost airlines.

 Aviation Turkey: Do you have offices in Africa?

Edgar Lacker: We currently have only five offices in Africa—Tunisia, Morocco, South Africa, Tanzania, and Kenya. However, Africa plays a significant role in our future expansion strategy. In the next five years, we plan to increase our presence on the continent, with focus on Egypt and Ghana.

 Aviation Turkey: In which region are you most active?

Edgar Lacker: We have 28 offices in Europe, making it our most concentrated market. This is followed by 14 offices in Latin and North America, and another 28 in Asia, including the CIS region. So, our strongest presence is in Europe and Asia.

 Aviation Turkey: In your opinion, what are the most significant trends shaping the aviation and tourism industries today? How does AVIAREPS adapt to challenges such as market fluctuations, geopolitical issues, and technological changes?

Edgar Lacker: Geopolitical tensions are often unexpected, and you cannot always plan for them. Over the past three years, certain regions have experienced sudden disruptions, impacting business overnight. However, travel demand persists; people still want to explore new destinations. When instability affects one area, traffic often shifts to other regions, benefiting alternative destinations. As we operate globally, our company has an advantage—when one market faces challenges, we often see opportunities in another. Our widespread presence helps us navigate such shifts and remain resilient in an evolving landscape.

 Aviation Turkey: What are your strategic goals for the next five to ten years?

Edgar Lacker: One of our key strategic goals is to establish AVIAREPS as a strong player in the GSA cargo sector. This business is still in its infancy for us, but we see significant potential. Currently, few major players dominate this space, along with many smaller local competitors. Given our expertise, contacts, and reputation for quality service, we believe we can build a strong presence in cargo over the next five years. Ideally, within three years, we expect cargo to contribute significantly to our overall business.

Another growth area is cruise lines. We are actively expanding into this sector and becoming GSAs for various cruise companies. The cruise industry is closely linked to aviation, as passengers often need flights to reach their departure ports. 

Additionally, we plan to grow our office network. Over the past two years, we’ve opened 10 new offices, further expanding our global footprint. While we are already well-established in all major outbound markets worldwide, we see tremendous potential in Africa, where we currently have five offices and plan to expand rapidly to tap into this growing region. Our next goal is to reach 100 fully owned AVIAREPS offices worldwide.  

Another strategic goal for us for the future is the development of more innovative products, whether in the digital space or within the distribution environment, that will add value to our clients and help them succeed in a dynamic aviation landscape. Last year we launched AVIAHUB, our in-house solution for airline distribution outside GDS environment. It is a NDC/API platform designed to connect the travel trade directly with our 130+ airline partners, enabling airlines to reduce distribution costs and enhance their efficiency. It is our goal to lead the way in shaping the future of the aviation industry, by remaining flexible, forward-thinking, and committed to excellence.

 Aviation Turkey: Can you share details about your current operations in Turkey? Which airlines and tourism boards are you representing?

Edgar Lacker: We have been operational in Turkey for nearly 15 years. I personally opened our Istanbul office, believing in Turkey's strong economy and growing aviation and tourism potential. Since then, we have developed significantly.

Among the airlines we represent, Air Serbia has the highest frequency, with 21 flights per week. This is partly due to Turkish citizens not needing a visa for Serbia, making it a high-demand destination. Other carriers we represent include Croatia Airlines, TAP Air Portugal, China Airlines, German airline Condor (operating to Antalya and Bodrum), and the newly added Sky Express from Greece and Centrum Air from Uzbekistan.

On the non-aviation side, we work with the Japan National Tourist Office, Korea National Tourist Office, and Marriott Hotels International. Marriott has been our client in Turkey since January last year.

 Aviation Turkey: What role does Turkey play in AVIAREPS' global strategy? How has AVIAREPS contributed to the growth of aviation and tourism in Turkey?

Edgar Lacker: Turkey is a growing market for us. Our Istanbul office, once small, has now reached mid-size and has the potential for further expansion. I would rank Turkey among our top 20 markets globally.

 Aviation Turkey: Do you expect more customers in the cargo sector?

Edgar Lacker: That is our goal, and we are actively working on it. AVIAREPS is already well known in the aviation world as a passenger GSA, but cargo is a completely new area for us. It requires engaging with a different set of professionals within airlines, as cargo specialists operate separately from passenger commercial teams. We are investing in manpower and industry expertise to build our credibility and establish ourselves in the cargo business.

 Aviation Turkey: Is there anything you would like to add for our readers?

Edgar Lacker: One key differentiator between AVIAREPS and our competitors is that we own all our offices and employ our own staff. We do not franchise, form joint ventures, or partner with third parties. This ensures consistent global communication, ethics, and quality for our customers. I believe this is a crucial factor that sets us apart in the industry