Lawrence Burns

Lawrence Burns Consulting

Founder and President

Lawrence Burns is the founder and president of Lawrence Burns Consulting. He has a career spanning more than 30 years with multifunctional management roles in intermodal containerized ocean/land transportation. Most recently, Burns has been consulting with exporters, importers, and private equity organizations. He recently completed an exporter's customized Master Service Agreement (accepted by liner ocean carriers/NVOs) and a plan for an ocean carrier service provider selection process for an 8,000 annual TEU exporter from the United States. Prior to consulting, Burns led HMM's North America sales and trade organization, improving its customer portfolio development with an increase of trans-Pacific eastbound volume by 220 percent and trans-Pacific westbound volume by 87 percent of targeted goals. He led trade pricing functions to secure 115 percent of financial contribution goals and developed relationships with high-profile importers and exporters, securing new contracts with Amazon, The Home Depot, and Dorel in 2019. Burns received a B.S. Business Administration in international business management from San Francisco State University. He served on the New York Shipper’s Exchange (NYSHEX) membership council from 2018-2020, and currently volunteers with Irving Cares (https://irvingcares.org).

Sessions With Lawrence Burns

Monday, 28 February

  • 11:20am - 12:00pm (EST) / 28/feb/2022 07:20 pm - 28/feb/2022 08:00 pm

    Container Shipping

    Ocean Contracting: Is the Dynamic Changed Forever?

    Early trans-Pacific service contract negotiations are shaping up to be markedly different than in prior years, and, generally not to the benefit of importers. Container lines are reluctant to expand minimum quantity commitments (MQCs) and want to reduce how much so-called free time they provide. Some carriers are simply dropping customers whose cargo they don’t want, or only agreeing to provide contracted cargo on specific lanes. That’s a challenging negotiating environment even when considering that many importers’ 2022 volume forecasts aren’t necessarily robust. This session will address what importers need to understand and do to cross the contracting finish line with some MQC certainty, and how they can improve the likelihood that their cargo allocation guarantees are met through the life of the contract.