Each year, the Conga Inspire Awards recognize organizations that embrace innovation, shining a spotlight on Conga customers who are setting the standard for what great looks like across the commerce chain. Spanning a variety of categories, the Inspire Awards EMEA highlight achievement in Commerce Excellence, Digital Impact, Innovation, and more.
The Commerce Excellence Award honors a customer that consistently aligns teams, decisions, processes, and execution so end-to-end commerce — including pricing, rebates, renewals, billing, and contracting — keeps moving when stakes are high.
Cargolux is Europe’s leading all-cargo airline, operating a global network of more than 14,000 routes and transporting over 75 different commodity types. Headquartered in Luxembourg, Cargolux connects businesses worldwide with flexible, reliable freight solutions. Nearly half of the company’s business is driven by spot pricing, making fast, accurate pricing processes a critical part of their success in the highly competitive air cargo market.
To optimize revenue from its spot market business, Cargolux set out to transform its pricing and quoting operations. The company needed a more scalable approach that could improve quoting efficiency, reduce revenue leakage, and ultimately enable more dynamic pricing and customer self-service.
Business Outcomes
75% reduction in average quote time
Live in 180 days across Europe, Asia, and US
Price management at scale: up to 60 price points per commodity per route, more than 62 million across the global network
AI-powered pricing extended to customer portal, APIs, and external marketplaces
Pricing air cargo is extraordinarily complex. For a single commodity on a single route, Cargolux can have as many as 60 distinct price points. Across its global network, that adds up to more than 62 million price points — far too many to manage manually with the consistency and accuracy the business requires.
Without an intelligent, integrated solution for pricing and quoting, sales reps were forced to rely on manual back-and-forth emails to manage quote requests, with added delays as the quotes passed through a detailed approval process. Pricing was updated only daily, limiting Cargolux’s ability to respond dynamically to fluctuations in demand. An average quote took 20 minutes to create, and the company had limited visibility into overall sales activity and performance. Cargolux needed to modernize these processes to accelerate quoting, improve customer experience, and capture more revenue from its spot market business.
Cargolux selected Conga Price Optimization and Management (POM) and Conga Smart CPQ to address their needs, working with Conga Professional Services to transform pricing and quoting across its spot market business. The company moved quickly, going live just 180 days after signing with a deployment spanning Europe, Asia, and the United States.
With Conga, Cargolux can centralize pricing controls, automate pricing updates, and use AI-powered guidance to support faster, more informed pricing decisions. Combining optimized pricing with streamlined quoting also helps the company respond more dynamically to market conditions while reducing the manual work and approval delays that previously slowed the process.
Cargolux took a deliberate approach to adoption. The company first established trust in its AI-driven pricing logic among internal sales teams before expanding those capabilities to its customer portal, APIs, and external marketplaces. This laid the groundwork so Cargolux could scale AI-powered pricing and quoting across its business.
Cargolux saw immediate, measurable results following the implementation of Conga solutions. Average quote time dropped from 20 minutes to just five minutes, with some quotes completed in as little as one minute. With the time saved, sales reps can now spend more time actively following up on pending quotes and converting them into bookings.
The transformation has also delivered a significant boost to revenue. Since going live, Cargolux has realized millions in additional annual spot market revenue. More accurate, automated capture of ancillary service charges has also recovered substantial revenue that was previously missed during the quoting process.
With Conga Smart CPQ and POM, Cargolux has been able to:
- Cut average quote time by 75%
- Capture previously missed revenue with more accurate, automated quoting
- Respond more dynamically to changing market demands
- Extend AI-powered pricing across customer-facing channels
