Steve Kleinschmidt is an associate faculty member at Royal Roads University. He previously taught in the MBA program in Tourism & Leisure Management for the University of Salzburg Business School and lectured in the Winter School Executive Development Programme at Hong Polytechnic University’s School of Hotel & Tourism Management. Steve has also sat on advisory boards for hospitality and tourism programs at universities in Canada and Asia. His focus is strategic planning, marketing, branding, corporate culture and corporate finance. In addition to running an active private consulting practice, he provides mentorship to industry executives in Canada and Asia.
External market impacts often require that companies and their sales professionals engage with traditional and new markets differently. Economic factors may have substantially changed the competitive landscape and the dynamics of the client – vendor relationship. With full consideration of the challenges these impacts may present for their clients, sales teams can adjust their approach to work cooperatively with their clients as the demand for products and services recover. The hospitality and tourism industry, specifically, has unique challenges during these periods and with perishable inventory, sales professionals will be under pressure to increase volume when the market may be restricted or hesitant to travel.