Long-Term Relationships Underpinning Performance and Resilience
SAL’s performance is built on long-standing, trusted relationships with a diverse and growing customer base. Across its Cargo Ground Handling, Logistics, and emerging Logistics Zones platforms, SAL serves customers with complex operational requirements who value reliability, consistency, and the ability to deliver at scale.
Customer relationships are managed with a focus on service quality, operational reliability, and responsiveness, supporting high levels of retention and repeat business. This approach underpins revenue stability, supports efficient capacity utilization, and contributes to the resilience of SAL’s operating model.
Customer Base and Relationship Longevity
SAL serves a broad mix of customers across airlines, freight forwarders, logistics providers, public sector entities and private sector organizations. Many of SAL’s largest customers have partnered with the Company for multiple years, reflecting the critical role SAL plays in their operations.
The active customer base has continued to expand over time, increasing from 144 customers in 2022 to 204 customers year-to-date in 2025, demonstrating SAL’s ability to attract new customers while retaining existing ones.
Key relationship indicators for the year
Customer retention rate
100%
Average contract tenure
3 years
These metrics reflect the durability of customer relationships and the role of service reliability in sustaining long-term engagement.
Cargo Ground Handling:
Embedded Airline Partnerships
SAL maintains relationships with many of the world’s leading global airlines and cargo operators. Revenues generated directly under airline agreements (Airside) represented approximately 30% of total revenues, while landside terminal handling revenues, primarily invoiced to consignees, represented approximately 70% of total revenues. This dual revenue structure shapes SAL Cargo Ground Handling relationships with its different types of customers. SAL believes that it has a stable customer base and is supported by long-term contracts, which include the key players that account for a significant volume of international air cargo operations in the Kingdom.
Cargo Ground Handling:
Diversification and Sector Expansion
Since launching its end-to-end logistics solutions platform in October 2021, SAL has scaled the business meaningfully. As of 31 December 2025, Logistics Solutions contributed approximately 15% of total Company revenues. Logistics targeted sectors of business partners include:
Arts, Sport and Entertainment
Aerospace and Defense
E-commerce
Healthcare & Pharma
Oil & Gas and Energy
Hospitality
The business serves more than 20 active customers and operates through partnerships with over 40 global service providers, enabling global reach across Europe, Asia, the Middle East, Africa, and the Americas. Key customers include government and semi-government entities such as Saudia Aerospace Engineering Industries Company (Saudia Technic), King Salman Humanitarian Aid and Relief Center, Ministry of Sport, MDL Beast, and the General Entertainment Authority, reflecting SAL’s growing exposure to strategic national sectors.
Logistics Zones:
Early Commercial Momentum
SAL Logistics Zone is positioned to further embed the Company within customer supply chains by extending service coverage beyond airport perimeters.
Customer typologies include
Direct end customers (manufacturers, retailers, and government-linked entities)
Third-party logistics providers (3PLs), both regional and global
As of year-end 2025, SAL Zones recorded early commercial interest of approximately 645,000 square meters across 12 clients, indicating strong market demand ahead of phased development.
Revenue Diversification and Customer Concentration
Customer diversification remains a strategic focus. In 2022, approximately 41% of total revenue was generated from the top 10 customers. By Q4 2025, this concentration had reduced to 34%, reflecting successful expansion into new customer segments and growth in Logistics Solutions. This reduction in concentration has been achieved without compromising relationship depth with core strategic clients. Instead, it reflects portfolio expansion and improved revenue balance across business lines.
Customers as a Foundation for Future Growth
SAL’s customer relationships provide a stable foundation for operational performance today and for future growth across Logistics and Logistics Zones. High retention, diversified demand and long-term engagement enable SAL to plan capacity, invest with discipline and sequence growth in line with its customers’ needs.
As the Company continues to expand its service offering, the focus remains on maintaining trust, service excellence and responsiveness, ensuring that customer relationships continue to underpin SAL’s performance and resilience.
