The dynamics of the Planner-Hotelier conversation  are changing in today's digital, often impersonal business world, and the demands on planners and suppliers are increasingly cost-driven. Today's negotiations include internet/bandwidth, virtual meetings, security, and other factors well beyond the basics of dates, rates and block.

In this free, on-demand webcast moderated by M&C's Sally J. Braley, meeting and event planners will learn which concessions are most difficult to negotiate in today's world, how mergers and acquisitions are impacting negotiations, the changing nature of the room block, dynamic rate pricing, and much more.

Northstar Meetings Group - the team behind Meetings & Conventions, Successful Meetings, Incentive, and Meeting News - is a CMP Preferred Provider, and this webcast offers CMP credit. (CMP: Domain B, Project Management)



Gary Schirmacher, CMP, senior vice president, industry presence and strategic development for Experient, a Maritz Global Events Company, has 30 years of experience in the hotel and meeting planning industry. He leads Experient's strategic-plan development and implementation, as well as industry presence for the Maritz Global Events Company. He joined Experient in January 1996. Schirmacher was awarded the company's highest award, the Pinnacle Award, in 2005, and was inducted into the Colorado Meetings Hall of Fame in 2011 with the Lifetime Achievement Award. He served as chairman of the Meetings Industry Council of Colorado from 2002-2007 and also has served as chairman of the PCMA Education Foundation. He currently serves on the board of directors for the Meetings Industry Fund.

Gus Vonderheide, vice president of global sales-Americas for Hyatt Hotels & Resorts, is responsible for Hyatt's 500 largest corporate and agency accounts based in the Americas and doing business globally. His team of 50 generates approximately $1.2B in total spend to Hyatt annually. Vonderheide has worked for the hotel company for 22 years, leading the sales teams at the Hyatt Regency Louisville, Ky.; the Hyatt Regency Dearborn, Mich.; and the Grand Hyatt Washington, D.C. He also spent time in the Worldwide Reservation Center in Omaha, Neb., where he managed the Western Worldwide Sales Office and group call desk. Prior to his Hyatt career, his hotel management experience included sales, front office, purchasing and convention services. Vonderheide also fills leadership roles in a number of industry organizations: He is newly elected to the GBTA board of directors, is the immediate past chair of the MPI Foundation, and is a member of Business Travel News' group advisory board.