{"text_format":"3","workbook":"xlsx","n_sheets":9,"sheets":["Start Here","Step 1","Step 2","Step 3","Step 4","Step 5","Step 6","Step 7","Step 8"],"not_rendered":{"images":1,"macros":1,"defined_names":17,"comments":2},"read":"whole","date_system":"1900"}

{"sheet":"Start Here","index":0,"n_rows":50,"n_cols":10,"rows_kept":50,"merged":[[24,4,24,10],[25,4,25,10],[26,4,26,10]]}
[]
[]
[]
[]
[]
[]
[null,"Welcome to the BT Pricing Tool!",{"$nulls":5},"Click here to print all worksheets:"]
[]
[null,"The RR Pricing Tool provides you with a structured, step-by-step process to establish RR"]
[null,"and account rates, evaluate the data, and create final rate recommendations."]
{"$rows_empty":8}
[{"$nulls":4},"Note: On all worksheets, input fields are shaded light yellow!"]
[]
[null,"Now let's get started:"]
[]
[null,"First, enter the name of your market/cluster and property as well as the year for which you are pricing below:"]
[]
[null,"Market/Cluster:",null,null,"Market XX"]
[null,"Hotel:",null,null,"XYZ Resort"]
[null,"Pricing Season:",null,null,2009]
[]
[null,"Then review the steps below and follow the instructions on each of the eight worksheets."]
[]
[null,"RR Pricing Tool Steps:"]
[]
[null,"(1)","Set Seasonality"]
[]
[null,"(2)","Establish \"RR\"for each season"]
[]
[null,"(3)","Prepare a Segment Prognosis for your property"]
[]
[null,"(4)","Evaluate your market and hotel influencers"]
[]
[null,"(5)","Adjust the \"RR\" up/down"]
[]
[null,"(6)","Establish a \"RR\" for each account"]
[]
[null,"(7)","Provide account data and create an account ranking"]
[]
[null,"(8)","Adjust the \"RR\" account rates up/down"]
[]
[]
[{"$nulls":9},"Contact:"]

{"sheet":"Step 1","index":1,"n_rows":42,"n_cols":5,"rows_kept":42}
["Setting Rate Based On Rate Weight"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
[]
["Step 1: Set Seasonality"]
[]
["Enter Occupancy, year over year change in Occupancy, ADR, and year over year change in ADR by Period."]
[]
["    Use current year data for the first 6 periods and last year data for the remaining periods."]
[]
[]
[]
[]
[]
["Period","Occ/ES Occ","Occ/Occ Chg","ADR","ADR Chg"]
[1,{"v":0.72,"d":"72%"},{"v":0.03,"d":"3%"},{"v":145,"d":"$145"},{"v":0.03,"d":"3%"}]
[2,{"v":0.75,"d":"75%"},{"v":0.01,"d":"1%"},{"v":150,"d":"$150"},{"v":0.01,"d":"1%"}]
[3,{"v":0.76,"d":"76%"},{"v":0.02,"d":"2%"},{"v":150,"d":"$150"},{"v":0.02,"d":"2%"}]
[4,{"v":0.81,"d":"81%"},{"v":0,"d":"0%"},{"v":170,"d":"$170"},{"v":0,"d":"0%"}]
[5,{"v":0.85,"d":"85%"},{"v":0.01,"d":"1%"},{"v":175,"d":"$175"},{"v":0.01,"d":"1%"}]
[6,{"v":0.85,"d":"85%"},{"v":0.02,"d":"2%"},{"v":170,"d":"$170"},{"v":0.02,"d":"2%"}]
[7,{"v":0.8,"d":"80%"},{"v":0.02,"d":"2%"},{"v":165,"d":"$165"},{"v":0.02,"d":"2%"}]
[8,{"v":0.79,"d":"79%"},{"v":0.01,"d":"1%"},{"v":175,"d":"$175"},{"v":0.01,"d":"1%"}]
[9,{"v":0.78,"d":"78%"},{"v":0,"d":"0%"},{"v":180,"d":"$180"},{"v":0,"d":"0%"}]
[10,{"v":0.88,"d":"88%"},{"v":0,"d":"0%"},{"v":180,"d":"$180"},{"v":0,"d":"0%"}]
[11,{"v":0.85,"d":"85%"},{"v":-0.03,"d":"-3%"},{"v":180,"d":"$180"},{"v":-0.03,"d":"-3%"}]
[12,{"v":0.8,"d":"80%"},{"v":-0.02,"d":"-2%"},{"v":170,"d":"$170"},{"v":-0.02,"d":"-2%"}]
[13,{"v":0.79,"d":"79%"},{"v":-0.01,"d":"-1%"},{"v":170,"d":"$170"},{"v":-0.01,"d":"-1%"}]
[]
[]
["b. Evaluate the Occupancy, ADR "]
["    to set up to four seasons).  Enter the dates in the cells below (if you have fewer than 4 seasons, leave the cells next to the seasons you do not have blank)."]
[]
[{"$nulls":3},"Number of ","% of"]
["Seasons",null,null,"Days in ","Days in "]
["Season ","Start Date","End Date","Season","Year"]
[1,"2006-01-01","2006-03-31",{"$f":"IF(ISBLANK(B39),\"\",C39-B39+1)","v":90},{"$f":"IF(ISERROR(D39/365),\"\",D39/365)","v":{"v":0.2465753424657534,"d":"25%"}}]
[2,"2006-04-01","2006-06-30",{"$f":"IF(ISBLANK(B40),\"\",C40-B40+1)","v":91},{"$f":"IF(ISERROR(D40/365),\"\",D40/365)","v":{"v":0.2493150684931507,"d":"25%"}}]
[3,"2006-07-01","2006-09-15",{"$f":"IF(ISBLANK(B41),\"\",C41-B41+1)","v":77},{"$f":"IF(ISERROR(D41/365),\"\",D41/365)","v":{"v":0.21095890410958903,"d":"21%"}}]
[4,"2006-09-16","2006-12-31",{"$f":"IF(ISBLANK(B42),\"\",C42-B42+1)","v":107},{"$f":"IF(ISERROR(D42/365),\"\",D42/365)","v":{"v":0.29315068493150687,"d":"29%"}}]

{"sheet":"Step 2","index":2,"n_rows":54,"n_cols":7,"rows_kept":54,"merged":[[32,6,34,20]]}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
[]
["Step 2: Establish Benchmark Rates For Each Season"]
[]
["a. Enter Weekday RevPAR growth forecast for your property "]
[]
["Hotel WD RevPAR Growth Forecast (%)",null,null,{"v":0.014,"d":"1.4%"}]
[]
[]
["b. Enter your current year seasonal weekday benchmark rates for each of your seasons in the box below. "]
[]
["    (Extended Stay properties should use the second table below and enter their current year benchmark rates for each LOS tier and season.)"]
[]
["    Your \"First Mark\" weekday benchmark rates will appear in the blue-shaded box below:"]
[]
["Non-Extended Stay Properties"]
[{"$nulls":3},"Current Year",{"$f":"'Start Here'!$E$27:$E$27&\" First Mark\"","v":"2009 First Mark"}]
[null,"Seasons",null,"Weekday","Weekday"]
["Season","Start Date","End Date","Benchmark Rate","Benchmark Rate"]
[1,{"$f":"IF(ISBLANK('Step 1'!B39),\"\",'Step 1'!B39)","v":"2006-01-01"},{"$f":"IF(ISBLANK('Step 1'!C39),\"\",'Step 1'!C39)","v":"2006-03-31"},{"v":209,"d":"$209"},{"$f":"IF(ISBLANK(D24),\"\",D24*(1+$D$11))","v":{"v":211.92600000000002,"d":"$212"}}]
[2,{"$f":"IF(ISBLANK('Step 1'!B40),\"\",'Step 1'!B40)","v":"2006-04-01"},{"$f":"IF(ISBLANK('Step 1'!C40),\"\",'Step 1'!C40)","v":"2006-06-30"},{"v":259,"d":"$259"},{"$f":"IF(ISBLANK(D25),\"\",D25*(1+$D$11))","v":{"v":262.626,"d":"$263"}}]
[3,{"$f":"IF(ISBLANK('Step 1'!B41),\"\",'Step 1'!B41)","v":"2006-07-01"},{"$f":"IF(ISBLANK('Step 1'!C41),\"\",'Step 1'!C41)","v":"2006-09-15"},{"v":279,"d":"$279"},{"$f":"IF(ISBLANK(D26),\"\",D26*(1+$D$11))","v":{"v":282.906,"d":"$283"}}]
[4,{"$f":"IF(ISBLANK('Step 1'!B42),\"\",'Step 1'!B42)","v":"2006-09-16"},{"$f":"IF(ISBLANK('Step 1'!C42),\"\",'Step 1'!C42)","v":"2006-12-31"},{"v":239,"d":"$239"},{"$f":"IF(ISBLANK(D27),\"\",D27*(1+$D$11))","v":{"v":242.346,"d":"$242"}}]
["Weighted Average",null,null,{"$f":"IF(SUM(D24:D27)=0,\"\",(D24*'Step 1'!$E$39)+('Step 2'!D25*'Step 1'!$E$40)+('Step 2'!D26*'Step 1'!$E$41)+('Step 2'!D27*'Step 1'!$E$42))","v":{"v":245.02739726027397,"d":"$245"}},{"$f":"IF(SUM(E24:E27)=0,\"\",(E24*'Step 1'!$E$39)+('Step 2'!E25*'Step 1'!$E$40)+('Step 2'!E26*'Step 1'!$E$41)+('Step 2'!E27*'Step 1'!$E$42))","v":{"v":248.45778082191782,"d":"$248"}}]
[]
[]
[]
[{"$nulls":6},"Simply Weighted Average Is (Colecting The Year after Year Rom Night and Divied It on the Ttl Of Weight ( each year = 1 the next year =2 the year next =3 and so on "]
[null,"Year","RM NTS","Weight","TTL",null,"here u wil be able to anticepate the Room Night Ua are going to achieve in the same time to anticepating the Rate ---this Table just to clearfy HOW TO MAKE WIEGHT AVERAGE)"]
[null,1990,6230,1,{"$f":"C34","v":6230}]
[null,1991,6330,2,{"$f":"C35","v":6330}]
[null,1992,5600,3,5600]
[null,1993,8000,4,8000]
[null,1994,7600,5,7600]
[null,1995,7900,6,7900]
[null,1996,7000,7,7000]
[null,1997,6000,8,6000]
[null,1998,8000,9,8000]
[null,1999,9000,10,9000]
[null,2000,6800,11,6800]
[null,2001,7600,12,7600]
[null,2002,6000,13,6000]
[null,2003,4000,14,4000]
[null,2004,5600,15,5600]
[null,2005,4355,16,4355]
[null,2006,6700,17,6700]
[null,2007,7000,18,7000]
[null,2008,9000,19,9000]
[null,2009,0,0,0]
[{"$nulls":3},{"$f":"SUM(D34:D53)","v":190},{"$f":"SUM(E34:E53)","v":128715}]

{"sheet":"Step 3","index":3,"n_rows":42,"n_cols":10,"rows_kept":42,"hidden":true,"merged":[[17,1,17,3],[17,5,17,6]]}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
[]
["Step 3: Prepare Segment Prognosis for Your Property"]
[]
["a. Using the data you gathered for your Market and Hotel Templates, evaluate your demand, competition and resource allocation for each major segment using the scale below."]
["    Enter your evaluation for each category (e.g., demand, competition, and resource allocation) and segment in the table below."]
["   (When you enter the indicators, use an apostrophe before the indicator, i.e., type in ' + , ' = , ' - , etc.)"]
[]
["b. Then, record your initial expectation of how the volume and price will change next year (in the two Prognosis columns) using the same scale."]
[]
["c. Print your Segment Prognosis and bring a copy to the pricing meeting."]
[]
[]
["Hotel:","XYZ Resort",null,null,"Market/Cluster:","XYZ Resort £2"]
[]
["Segment Prognosis"]
[{"$nulls":4},"Resource","Prognosis",null,null,"Scale (compared to"]
["Segment",null,"Demand","Competition","Allocation","Volume","Price",null,"current year)"]
["BT",null,"+","=","+","+","+",null,"Much More","++"]
[{"$nulls":8},"More","+"]
["Leisure",null,"=","=","=","=","=",null,"Same","="]
[{"$nulls":8},"Less","-"]
["Extended Stay",null,"NA","NA","NA","NA","NA",null,"Much Less","--"]
[]
["Group",null,"-","+","=","-","-"]
[]
["Contract",null,"-","=","--","-","="]
[]
["Catering",null,"=","+","=","-","="]
[]
[]
["Note: A \"+\" or a \"-\" can be applied to the segments and categories above for many different reasons; a \"+\" does not necessarily always mean there are more customers or"]
["more competitors.  Please refer to the examples below for things to consider when applying your ratings:"]
[]
["Category",null,"Examples"]
["Demand",null,"\"+\" may mean more companies opening in or relocating to your market, or more travelers coming into your market."]
["Competition",null,"\"+\" may mean new hotels (in your tier) opening in your market, or more intensified efforts by your competition to attract business."]
["Resource Allocation",null,"\"+\" may mean more Marriott associates dedicated towards the segment, or higher accountability by the same number of associates against the segment. "]

{"sheet":"Step 4","index":4,"n_rows":68,"n_cols":8,"rows_kept":68,"hidden":true,"merged":[[52,0,52,1],[53,2,56,6],[53,7,56,11],[57,2,60,6],[57,7,60,11],[61,2,66,6],[61,7,66,11],[67,2,72,6],[67,7,72,11]]}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
["Step 4:  Evaluate Market & Hotel Influencers"]
[]
["a. This step requires you to use your Market and Hotel Templates to help determine whether you need to adjust your \"First Mark\" benchmark rate up / down.  Using"]
["    the scale below, rate each of the influencers for next year.  Adjust the weightings if necessary to reflect the relative importance of each influencer (the default"]
["    weighting for each item is 6%).  Note: The item weighting (in cell E47) has to total 100%!"]
["    "]
["    The total overall impact on your property's outlook will appear in the blue-shaded box at the bottom of the table."]
[]
["Scale",{"$nulls":3},"Overall Impact Score:",null,"+10 to  +5","Strong Outlook"]
["(compare next year to current year)",{"$nulls":5}," +4  to   0","Average Outlook"]
["Better",null,1,{"$nulls":3},"  -1  to  -4","Soft Outlook"]
["Same/Unsure/Not Applicable",null,0,{"$nulls":3},"  -5  to -10","Bleak Outlook"]
["Worse",null,-1]
[]
["Prognosis"]
[{"$nulls":3},"Item","Item","Overall","What to Consider & Where to Look"]
[{"$nulls":3},"Rating","Weight","Impact","(Refer to Market Template and Hotel Template in the Pricing Meeting Templates file)"]
["Market Influencers"]
["Market Level Economic Indicators",null,null,1,{"v":0.04,"d":"4%"},{"$f":"D24*E24*10","v":{"v":0.4,"d":"0"}},"Consider market forecasts for GMP growth, employment growth, and personal income growth."]
["Citywide Bookings",null,null,1,{"v":0.06,"d":"6%"},{"v":0.6,"d":"1"},"Refer to % change in next year's forecasted citywide bookings."]
["Group Booking Pace",null,null,-1,{"v":0.08,"d":"8%"},{"v":-0.8,"d":"-1"},"Refer to % change in next year's group booking pace."]
["Supply Outlook",null,null,0,{"v":0.04,"d":"4%"},{"$f":"D27*E27*10","v":0},"Consider the supply outlook / scheduled completions for next year."]
["Top Source Markets/Other Key Factors",null,null,1,{"v":0.05,"d":"5%"},{"$f":"D28*E28*10","v":{"v":0.5,"d":"1"}},"Refer to next year's outlook.  Includes special events, sporting events, deplanements, new businesses, etc."]
["Weekday Cluster Demand and Mix Trends",null,null,-1,{"v":0.04,"d":"4%"},{"v":-0.4,"d":"-0"},"Consider changes in WD corporate & above mix, demand and price sensitivity you anticipate for next year."]
["Weekday Cluster Demand Outlook",null,null,-1,{"v":0.1,"d":"10%"},{"$f":"D30*E30*10","v":-1},"Refer to the demand outlook for next year."]
["Market RevPAR Trends",null,null,0,{"v":0.06,"d":"6%"},0,"Base this on your assessment for Cluster & Comp Set RevPAR next year."]
["Market Occupancy Trends",null,null,0,{"v":0.03,"d":"3%"},0,"Refer to your prognosis for Cluster & Comp Set Occupancy next year."]
["Other",null,null,0,{"v":0,"d":"0%"},0,"Optional market/cluster specific category - add item if needed."]
[null,null,"Subtotal",null,{"$f":"SUM(E24:E33)","v":{"v":0.5,"d":"50%"}},{"$f":"SUM(F24:F33)","v":{"v":-0.7000000000000001,"d":"-1"}}]
["Hotel Influencers"]
["BT Segment Prognosis: Price",null,null,1,{"v":0.09,"d":"9%"},{"$f":"D36*E36*10","v":{"v":0.8999999999999999,"d":"1"}},"Enter a rating based on your prognosis for BT segment price from Step 3."]
["Group Booking Pace",null,null,-1,{"v":0.08,"d":"8%"},{"$f":"D37*E37*10","v":{"v":-0.8,"d":"-1"}},"Refer to % change in your property's group booking pace (and expected) next year."]
["WD Corporate & Above Mix/ES Occ Performance",null,null,-1,{"v":0.07,"d":"7%"},{"$f":"D38*E38*10","v":{"v":-0.7000000000000001,"d":"-1"}},"Looking at YTD trends, evaluate whether Corporate & Above mix (EsOCC performance for Ext. Stay) will increase next year."]
["Weekday Occupancy",null,null,0,{"v":0.07,"d":"7%"},{"$f":"D39*E39*10","v":0},"Refer to YTD weekday occupancy trends and formulate an outlook for next year."]
["Weekday Transient Rate Efficiency",null,null,-1,{"v":0.07,"d":"7%"},{"v":-0.7000000000000001,"d":"-1"},"Consider YTD trends and whether transient rate efficiency will improve next year."]
["Source of RevPAR Growth Opportunity",null,null,1,{"v":0.08,"d":"8%"},{"v":0.8,"d":"1"},"If primary source for RevPAR growth is occ growth or upward mix shift, rating should be -1.  If the primary source is downward mix shift or rate growth, rating should be +1."]
["Other",null,null,0,{"v":0,"d":"0%"},0,"Optional property specific category - add item if needed."]
[null,null,"Subtotal",null,{"$f":"SUM(E36:E42)","v":{"v":0.46,"d":"46%"}},{"$f":"SUM(F36:F42)","v":{"v":-0.5000000000000002,"d":"-1"}}]
["Customer Influencers"]
["Customer Value Perception",null,null,0,{"v":0.04,"d":"4%"},{"$f":"D45*E45*10","v":0},"Use your property's / brand's customer surveys on value."]
["Other",null,null,0,{"v":0,"d":"0%"},{"$f":"D46*E46*10","v":0},"Optional property specific category - add item if needed."]
[null,null,"Subtotal",null,{"$f":"SUM(E45:E46)","v":{"v":0.04,"d":"4%"}},{"$f":"SUM(F45:F46)","v":0}]
[null,null,"Total Overall Impact",null,{"$f":"E34+E43+E47","v":{"v":1,"d":"100%"}},{"$f":"F34+F43+F47","v":{"v":-1.2000000000000002,"d":"-1"}},{"$f":"IF(F48>4,\"STRONG OUTLOOK\",IF(F48>-1,\"AVERAGE OUTLOOK\",IF(F48>-5,\"SOFT OUTLOOK\",\"BLEAK OUTLOOK\")))","v":"SOFT OUTLOOK"}]
[]
["b.  Evaluate the overall impact score derived in (a) using the grid below:"]
[]
[]
["Overall Impact Score",null,"What the Score Means & Implications for Strategy",{"$nulls":4},"Potential Pricing Action Steps"]
["+10 to +5","STRONG","The market/hotel is performing well in a rather difficult economy.  Review external factors to ensure they will remain strong, and focus your attention on mix and rate opportunity.",{"$nulls":4},"After your demand trends have been verified, adjust your weekday benchmark rate accordingly.  Pay close attention to your transient and group rate efficiencies.  "]
[]
[]
[]
["+4 to 0","AVERAGE","The market/hotel is reacting to the existing conditions in the economy.  Creativity in pricing, sales and mix management will define the most successful hotels in the set.",{"$nulls":4},"Increasing RevPAR when you have opportunity is key to your financial success.  Rather than adjusting rates by the same % across the board, one season may warrant no increase or a drop in the benchmark rate, while another season may warrant a % increase. "]
[]
[]
[]
["0 to -4","SOFT","The market/hotel is performing behind the average industry expectation in the current economy.  A strong emphasis must be place on proactive sales, rate re-positioning, and opening discounts.  Seek AAA, Advance Purchase, and Priceline opportunities.",{"$nulls":4},"Approach pricing carefully.  Review the % increase in your pricing by season.  \n\nConsider which accounts should be raised due to lack of production.  Offer potential key accounts value (through rate or other) if they can move patterns or guarantee more business, based on a quarterly review."]
[]
[]
[]
[]
[]
["-5 to -10","BLEAK","The market/hotel is underperforming in the current economy.  Immediate action must be taken to re-position rates in the market.  Once rates have been re-postioned, a direct mail campaign to leisure, BTS, and group will be needed to re-spark interest in the property.  Consider value-add offers (breakfast, lounge access) to key accounts and targeted segments.",{"$nulls":4},"Approach pricing from a \"shock the market\" perspective.  A significant reduction in your benchmark rate may be necessary.  \n\nReview your key accounts in the previous two years.  Are there accounts you may have turned away last year that you can get back for next year?"]

{"sheet":"Step 5","index":5,"n_rows":28,"n_cols":7,"rows_kept":28}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
[]
["Step 5:  Adjust the \"First Mark\" Benchmark Rates Up / Down"]
[]
["a. Using the Overall Impact Score, the individual ratings, and the grid from Step 4, as well as your Segment Prognosis from Step 3 as a guide, adjust your weekday"]
["    RevPAR growth forecast for your property.  Enter your adjusted forecast on the Hotel Template."]
[]
["b. Again using your ratings in Step 4, in addition to your revised RevPAR growth forecast, determine the weekday benchmark rates you will submit for each of your seasons "]
["    on MarRFP and enter them in the yellow-shaded box below.  (If you are an extended stay property, use the second table below and enter your benchmark rates for each"]
["    tier.)  The % changes are calculated automatically.  "]
[]
["Setting Rate Is Just Art More Than Science"]
[]
[]
[]
["Non-Extended Stay Properties"]
[{"$nulls":3},"Current Year",{"$f":"'Start Here'!$E$27:$E$27&\" First Mark\"","v":"2009 First Mark"},{"$f":"'Start Here'!$E$27:$E$27&\" MarRFP\"","v":"2009 MarRFP"}]
[null,"Seasons",null,"Weekday","Weekday","Weekday","% Change "]
["Season","Start Date","End Date","Benchmark Rate","Benchmark Rate","Benchmark Rate"]
[1,{"$f":"'Step 1'!B39","v":"2006-01-01"},{"$f":"'Step 1'!C39","v":"2006-03-31"},{"$f":"IF(ISBLANK('Step 2'!D24),\"\",'Step 2'!D24)","v":{"v":209,"d":"$209"}},{"$f":"'Step 2'!E24","v":{"v":211.92600000000002,"d":"$212"}},{"v":214,"d":"$214"},{"$f":"IF(ISERROR((F24-D24)/D24),\"\",(F24-D24)/D24)","v":{"v":0.023923444976076555,"d":"2.4%"}}]
[2,{"$f":"'Step 1'!B40","v":"2006-04-01"},{"$f":"'Step 1'!C40","v":"2006-06-30"},{"$f":"IF(ISBLANK('Step 2'!D25),\"\",'Step 2'!D25)","v":{"v":259,"d":"$259"}},{"$f":"'Step 2'!E25","v":{"v":262.626,"d":"$263"}},{"v":269,"d":"$269"},{"$f":"IF(ISERROR((F25-D25)/D25),\"\",(F25-D25)/D25)","v":{"v":0.03861003861003861,"d":"3.9%"}}]
[3,{"$f":"'Step 1'!B41","v":"2006-07-01"},{"$f":"'Step 1'!C41","v":"2006-09-15"},{"$f":"IF(ISBLANK('Step 2'!D26),\"\",'Step 2'!D26)","v":{"v":279,"d":"$279"}},{"$f":"'Step 2'!E26","v":{"v":282.906,"d":"$283"}},{"v":284,"d":"$284"},{"$f":"IF(ISERROR((F26-D26)/D26),\"\",(F26-D26)/D26)","v":{"v":0.017921146953405017,"d":"1.8%"}}]
[4,{"$f":"'Step 1'!B42","v":"2006-09-16"},{"$f":"'Step 1'!C42","v":"2006-12-31"},{"$f":"IF(ISBLANK('Step 2'!D27),\"\",'Step 2'!D27)","v":{"v":239,"d":"$239"}},{"$f":"'Step 2'!E27","v":{"v":242.346,"d":"$242"}},{"v":249,"d":"$249"},{"$f":"IF(ISERROR((F27-D27)/D27),\"\",(F27-D27)/D27)","v":{"v":0.04184100418410042,"d":"4.2%"}}]
["Weighted Average",null,null,{"$f":"IF(SUM(D24:D27)=0,\"\",(D24*'Step 1'!$E$39)+('Step 5'!D25*'Step 1'!$E$40)+('Step 5'!D26*'Step 1'!$E$41)+('Step 5'!D27*'Step 1'!$E$42))","v":{"v":245.02739726027397,"d":"$245"}},{"$f":"IF(SUM(E24:E27)=0,\"\",(E24*'Step 1'!$E$39)+('Step 5'!E25*'Step 1'!$E$40)+('Step 5'!E26*'Step 1'!$E$41)+('Step 5'!E27*'Step 1'!$E$42))","v":{"v":248.45778082191782,"d":"$248"}},{"$f":"IF(SUM(F24:F27)=0,\"\",(F24*'Step 1'!$E$39)+('Step 5'!F25*'Step 1'!$E$40)+('Step 5'!F26*'Step 1'!$E$41)+('Step 5'!F27*'Step 1'!$E$42))","v":{"v":252.73972602739724,"d":"$253"}},{"$f":"IF(ISERROR((F28-D28)/D28),\"\",(F28-D28)/D28)","v":{"v":0.031475373176049565,"d":"3.1%"}}]

{"sheet":"Step 6","index":6,"n_rows":34,"n_cols":12,"rows_kept":34}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
["Step 6:  Establish a \"First Mark\" Rate for Each Account"]
[]
["a. Enter the name of each Special Corporate and Account # in the left-hand column.  Then enter the Current Year account rates by season in the yellow-shaded"]
["    area   The average for the year and the \"First Mark\" Special Corporate rates will be calculated for you below."]
[]
[]
["For Non-Extended Stay Properties:"]
[null,null,"Current Year Account Rates",{"$nulls":4},{"$f":"'Start Here'!$E$27:$E$27&\" First Mark Account Rates\"","v":"2009 First Mark Account Rates"}]
["Account ",null,"Season 1","Season 2","Season 3","Season 4","Average","Season 1","Season 2","Season 3","Season 4","Average"]
["Account #1",null,{"v":179,"d":"$179"},{"v":229,"d":"$229"},{"v":249,"d":"$249"},{"v":209,"d":"$209"},{"$f":"IF(ISBLANK(A15),\"\",((C15*'Step 1'!E$39)+(D15*'Step 1'!E$40)+(E15*'Step 1'!E$41)+(F15*'Step 1'!E$42)))","v":{"v":215.02739726027397,"d":"$215"}},{"$f":"IF(ISBLANK(A15),\"\",C15*(1+'Step 5'!$G$24))","v":{"v":183.2822966507177,"d":"$183"}},{"$f":"IF(ISBLANK(A15),\"\",D15*(1+'Step 5'!$G$25))","v":{"v":237.84169884169881,"d":"$238"}},{"$f":"IF(ISBLANK(A15),\"\",E15*(1+'Step 5'!$G$26))","v":{"v":253.46236559139786,"d":"$253"}},{"$f":"IF(ISBLANK(A15),\"\",F15*(1+'Step 5'!$G$27))","v":{"v":217.744769874477,"d":"$218"}},{"$f":"IF(ISBLANK(A15),\"\",((H15*'Step 1'!E$39)+(I15*'Step 1'!E$40)+(J15*'Step 1'!E$41)+(K15*'Step 1'!E$42)))","v":{"v":221.79258580894756,"d":"$222"}}]
["Account #2",null,{"v":169,"d":"$169"},{"v":219,"d":"$219"},{"v":239,"d":"$239"},{"v":199,"d":"$199"},{"$f":"IF(ISBLANK(A16),\"\",((C16*'Step 1'!E$39)+(D16*'Step 1'!E$40)+(E16*'Step 1'!E$41)+(F16*'Step 1'!E$42)))","v":{"v":205.027397260274,"d":"$205"}},{"$f":"IF(ISBLANK(A16),\"\",C16*(1+'Step 5'!$G$24))","v":{"v":173.04306220095694,"d":"$173"}},{"$f":"IF(ISBLANK(A16),\"\",D16*(1+'Step 5'!$G$25))","v":{"v":227.45559845559845,"d":"$227"}},{"$f":"IF(ISBLANK(A16),\"\",E16*(1+'Step 5'!$G$26))","v":{"v":243.28315412186382,"d":"$243"}},{"$f":"IF(ISBLANK(A16),\"\",F16*(1+'Step 5'!$G$27))","v":{"v":207.32635983263597,"d":"$207"}},{"$f":"IF(ISBLANK(A16),\"\",((H16*'Step 1'!E$39)+(I16*'Step 1'!E$40)+(J16*'Step 1'!E$41)+(K16*'Step 1'!E$42)))","v":{"v":211.47687240279765,"d":"$211"}}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A17),\"\",((C17*'Step 1'!E$39)+(D17*'Step 1'!E$40)+(E17*'Step 1'!E$41)+(F17*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A17),\"\",C17*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A17),\"\",D17*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A17),\"\",E17*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A17),\"\",F17*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A17),\"\",((H17*'Step 1'!E$39)+(I17*'Step 1'!E$40)+(J17*'Step 1'!E$41)+(K17*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A18),\"\",((C18*'Step 1'!E$39)+(D18*'Step 1'!E$40)+(E18*'Step 1'!E$41)+(F18*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A18),\"\",C18*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A18),\"\",D18*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A18),\"\",E18*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A18),\"\",F18*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A18),\"\",((H18*'Step 1'!E$39)+(I18*'Step 1'!E$40)+(J18*'Step 1'!E$41)+(K18*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A19),\"\",((C19*'Step 1'!E$39)+(D19*'Step 1'!E$40)+(E19*'Step 1'!E$41)+(F19*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A19),\"\",C19*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A19),\"\",D19*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A19),\"\",E19*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A19),\"\",F19*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A19),\"\",((H19*'Step 1'!E$39)+(I19*'Step 1'!E$40)+(J19*'Step 1'!E$41)+(K19*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A20),\"\",((C20*'Step 1'!E$39)+(D20*'Step 1'!E$40)+(E20*'Step 1'!E$41)+(F20*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A20),\"\",C20*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A20),\"\",D20*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A20),\"\",E20*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A20),\"\",F20*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A20),\"\",((H20*'Step 1'!E$39)+(I20*'Step 1'!E$40)+(J20*'Step 1'!E$41)+(K20*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A21),\"\",((C21*'Step 1'!E$39)+(D21*'Step 1'!E$40)+(E21*'Step 1'!E$41)+(F21*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A21),\"\",C21*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A21),\"\",D21*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A21),\"\",E21*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A21),\"\",F21*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A21),\"\",((H21*'Step 1'!E$39)+(I21*'Step 1'!E$40)+(J21*'Step 1'!E$41)+(K21*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A22),\"\",((C22*'Step 1'!E$39)+(D22*'Step 1'!E$40)+(E22*'Step 1'!E$41)+(F22*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A22),\"\",C22*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A22),\"\",D22*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A22),\"\",E22*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A22),\"\",F22*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A22),\"\",((H22*'Step 1'!E$39)+(I22*'Step 1'!E$40)+(J22*'Step 1'!E$41)+(K22*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A23),\"\",((C23*'Step 1'!E$39)+(D23*'Step 1'!E$40)+(E23*'Step 1'!E$41)+(F23*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A23),\"\",C23*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A23),\"\",D23*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A23),\"\",E23*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A23),\"\",F23*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A23),\"\",((H23*'Step 1'!E$39)+(I23*'Step 1'!E$40)+(J23*'Step 1'!E$41)+(K23*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A24),\"\",((C24*'Step 1'!E$39)+(D24*'Step 1'!E$40)+(E24*'Step 1'!E$41)+(F24*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A24),\"\",C24*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A24),\"\",D24*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A24),\"\",E24*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A24),\"\",F24*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A24),\"\",((H24*'Step 1'!E$39)+(I24*'Step 1'!E$40)+(J24*'Step 1'!E$41)+(K24*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A25),\"\",((C25*'Step 1'!E$39)+(D25*'Step 1'!E$40)+(E25*'Step 1'!E$41)+(F25*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A25),\"\",C25*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A25),\"\",D25*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A25),\"\",E25*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A25),\"\",F25*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A25),\"\",((H25*'Step 1'!E$39)+(I25*'Step 1'!E$40)+(J25*'Step 1'!E$41)+(K25*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A26),\"\",((C26*'Step 1'!E$39)+(D26*'Step 1'!E$40)+(E26*'Step 1'!E$41)+(F26*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A26),\"\",C26*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A26),\"\",D26*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A26),\"\",E26*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A26),\"\",F26*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A26),\"\",((H26*'Step 1'!E$39)+(I26*'Step 1'!E$40)+(J26*'Step 1'!E$41)+(K26*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A27),\"\",((C27*'Step 1'!E$39)+(D27*'Step 1'!E$40)+(E27*'Step 1'!E$41)+(F27*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A27),\"\",C27*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A27),\"\",D27*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A27),\"\",E27*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A27),\"\",F27*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A27),\"\",((H27*'Step 1'!E$39)+(I27*'Step 1'!E$40)+(J27*'Step 1'!E$41)+(K27*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A28),\"\",((C28*'Step 1'!E$39)+(D28*'Step 1'!E$40)+(E28*'Step 1'!E$41)+(F28*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A28),\"\",C28*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A28),\"\",D28*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A28),\"\",E28*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A28),\"\",F28*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A28),\"\",((H28*'Step 1'!E$39)+(I28*'Step 1'!E$40)+(J28*'Step 1'!E$41)+(K28*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A29),\"\",((C29*'Step 1'!E$39)+(D29*'Step 1'!E$40)+(E29*'Step 1'!E$41)+(F29*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A29),\"\",C29*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A29),\"\",D29*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A29),\"\",E29*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A29),\"\",F29*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A29),\"\",((H29*'Step 1'!E$39)+(I29*'Step 1'!E$40)+(J29*'Step 1'!E$41)+(K29*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A30),\"\",((C30*'Step 1'!E$39)+(D30*'Step 1'!E$40)+(E30*'Step 1'!E$41)+(F30*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A30),\"\",C30*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A30),\"\",D30*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A30),\"\",E30*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A30),\"\",F30*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A30),\"\",((H30*'Step 1'!E$39)+(I30*'Step 1'!E$40)+(J30*'Step 1'!E$41)+(K30*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A31),\"\",((C31*'Step 1'!E$39)+(D31*'Step 1'!E$40)+(E31*'Step 1'!E$41)+(F31*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A31),\"\",C31*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A31),\"\",D31*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A31),\"\",E31*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A31),\"\",F31*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A31),\"\",((H31*'Step 1'!E$39)+(I31*'Step 1'!E$40)+(J31*'Step 1'!E$41)+(K31*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A32),\"\",((C32*'Step 1'!E$39)+(D32*'Step 1'!E$40)+(E32*'Step 1'!E$41)+(F32*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A32),\"\",C32*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A32),\"\",D32*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A32),\"\",E32*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A32),\"\",F32*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A32),\"\",((H32*'Step 1'!E$39)+(I32*'Step 1'!E$40)+(J32*'Step 1'!E$41)+(K32*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A33),\"\",((C33*'Step 1'!E$39)+(D33*'Step 1'!E$40)+(E33*'Step 1'!E$41)+(F33*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A33),\"\",C33*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A33),\"\",D33*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A33),\"\",E33*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A33),\"\",F33*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A33),\"\",((H33*'Step 1'!E$39)+(I33*'Step 1'!E$40)+(J33*'Step 1'!E$41)+(K33*'Step 1'!E$42)))","v":""}]
[{"$nulls":6},{"$f":"IF(ISBLANK(A34),\"\",((C34*'Step 1'!E$39)+(D34*'Step 1'!E$40)+(E34*'Step 1'!E$41)+(F34*'Step 1'!E$42)))","v":""},{"$f":"IF(ISBLANK(A34),\"\",C34*(1+'Step 5'!$G$24))","v":""},{"$f":"IF(ISBLANK(A34),\"\",D34*(1+'Step 5'!$G$25))","v":""},{"$f":"IF(ISBLANK(A34),\"\",E34*(1+'Step 5'!$G$26))","v":""},{"$f":"IF(ISBLANK(A34),\"\",F34*(1+'Step 5'!$G$27))","v":""},{"$f":"IF(ISBLANK(A34),\"\",((H34*'Step 1'!E$39)+(I34*'Step 1'!E$40)+(J34*'Step 1'!E$41)+(K34*'Step 1'!E$42)))","v":""}]

{"sheet":"Step 7","index":7,"n_rows":67,"n_cols":11,"rows_kept":67}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
["Step 7:  Provide Account Data and Create Account Ranking"]
[]
["a. Using the data on the BT Account Templates (or the Account Summary on the Pricing Sheet if already completed), enter (or cut and paste) data into"]
["    the cells below.  ADR and % discount off WD Benchmark rate are calculated automatically.  Indicate through which period you are entering data in cell B12."]
["    If Tuesdays and Wednesdays are not the weekdays on which your demand is highest, use other appropriate peak weekday roomnights instead. "]
[]
["Year to Date: ","PD 6"]
[]
[{"$nulls":5},"% Discount","% RN",null,"Group","Catering","Value"]
["Account",null,"Roomnights","Revenue","ADR","Off Benchmark","Tue/Wed",null,"Revenue","Revenue","Ratio (1)"]
["WD Benchmark Rate",null,{"v":29550,"d":"29,550"},{"v":6914700,"d":"6,914,700"},{"$f":"IF(ISERROR(D16/C16),\"\",D16/C16)","v":{"v":234,"d":"$234"}},null,{"v":0.59,"d":"59%"}]
[{"$f":"IF(ISBLANK('Step 6'!A15),\"\",'Step 6'!A15)","v":"Account #1"},null,217,{"v":44268,"d":"44,268"},{"$f":"IF(ISBLANK('Step 6'!A15),\"\",D17/C17)","v":{"v":204,"d":"$204"}},{"$f":"IF(ISERROR((E$16-E17)/E$16),\"\",(E$16-E17)/E$16)","v":{"v":0.1282051282051282,"d":"13%"}},{"v":0.58,"d":"58%"},null,{"v":20000,"d":"20,000"},{"v":15000,"d":"15,000"},{"v":0.25,"d":"25%"}]
[{"$f":"IF(ISBLANK('Step 6'!A16),\"\",'Step 6'!A16)","v":"Account #2"},null,645,{"v":125130,"d":"125,130"},{"$f":"IF(ISBLANK('Step 6'!A16),\"\",D18/C18)","v":{"v":194,"d":"$194"}},{"$f":"IF(ISERROR((E$16-E18)/E$16),\"\",(E$16-E18)/E$16)","v":{"v":0.17094017094017094,"d":"17%"}},{"v":0.45,"d":"45%"},null,{"v":35000,"d":"35,000"},{"v":2659,"d":"2,659"},{"v":0.41,"d":"41%"}]
[{"$f":"IF(ISBLANK('Step 6'!A17),\"\",'Step 6'!A17)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A17),\"\",D19/C19)","v":""},{"$f":"IF(ISERROR((E$16-E19)/E$16),\"\",(E$16-E19)/E$16)","v":""}]
[{"$f":"IF(ISBLANK('Step 6'!A18),\"\",'Step 6'!A18)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A18),\"\",D20/C20)","v":""},{"$f":"IF(ISERROR((E$16-E20)/E$16),\"\",(E$16-E20)/E$16)","v":""}]
[{"$f":"IF(ISBLANK('Step 6'!A19),\"\",'Step 6'!A19)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A19),\"\",D21/C21)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A20),\"\",'Step 6'!A20)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A20),\"\",D22/C22)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A21),\"\",'Step 6'!A21)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A21),\"\",D23/C23)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A22),\"\",'Step 6'!A22)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A22),\"\",D24/C24)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A23),\"\",'Step 6'!A23)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A23),\"\",D25/C25)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A24),\"\",'Step 6'!A24)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A24),\"\",D26/C26)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A25),\"\",'Step 6'!A25)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A25),\"\",D27/C27)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A26),\"\",'Step 6'!A26)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A26),\"\",D28/C28)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A27),\"\",'Step 6'!A27)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A27),\"\",D29/C29)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A28),\"\",'Step 6'!A28)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A28),\"\",D30/C30)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A29),\"\",'Step 6'!A29)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A29),\"\",D31/C31)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A30),\"\",'Step 6'!A30)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A30),\"\",D32/C32)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A31),\"\",'Step 6'!A31)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A31),\"\",D33/C33)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A32),\"\",'Step 6'!A32)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A32),\"\",D34/C34)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A33),\"\",'Step 6'!A33)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A33),\"\",D35/C35)","v":""},""]
[{"$f":"IF(ISBLANK('Step 6'!A34),\"\",'Step 6'!A34)","v":""},{"$nulls":3},{"$f":"IF(ISBLANK('Step 6'!A34),\"\",D36/C36)","v":""},""]
["(1) Source: Account Contribution Tool"]
[]
["b. Decide on how you want to weight each of the categories below by changing the corresponding weightings.  The default weights are 1.  If you want"]
["    to weight a category more heavily than another, you should increase the weight to 2 or 3; if a category is not important, put in a weight of \"0\"."]
["    The far right (green) column uses the data you entered in Step (7a) and the weightings you selected below to create an account ranking."]
["    The account ranked as number \"1\" should be your most valuable account."]
[]
[null,null,"Weightings / Rankings"]
[{"$nulls":3},"% Discount",null,"% RN","Group","Catering","Value"]
[null,null,"Roomnights","Off Benchmark",null,"Tue/Wed","Revenue","Revenue","Ratio","Weighted","Account "]
["Account",null,2,1,null,1,1,1,1,"Average","Ranking"]
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{"sheet":"Step 8","index":8,"n_rows":41,"n_cols":15,"rows_kept":41}
["BT PRICING PROCESS STEPS"]
[{"$f":"'Start Here'!E27:E27&\" Pricing Season\"","v":"2009 Pricing Season"}]
[{"$f":"IF(ISBLANK('Start Here'!E25),\"\",\"Market/Cluster:  \"&'Start Here'!E25)","v":"Market/Cluster:  Market XX"}]
[{"$f":"IF(ISBLANK('Start Here'!E26),\"\",\"Hotel:  \"&'Start Here'!E26)","v":"Hotel:  XYZ Resort"}]
[]
["Step 8:  Adjust the First Mark Account Rates Up / Down"]
[]
["a.  Using the account rankings from Step 7 as well as the the data on the RR Account Templates, adjust the \"RR\" account rates up or down in"]
["     the yellow shaded cells below.  "]
[]
["b.  Review the ADR, Average % Change and Average % Discount for each account and make additional adjustments if necessary.  Do the Average %"]
["     Changes in rate and the Average % Discounts make sense based on the account rankings and other information you have collected on the"]
["     accounts?"]
[]
[]
[]
[]
[]
[{"$nulls":3},{"$f":"'Start Here'!$E$27:$E$27&\" First Mark Account Rates\"","v":"2009 First Mark Account Rates"},{"$nulls":4},{"$f":"'Start Here'!$E$27:$E$27&\" Account Rates \"","v":"2009 Account Rates "}]
[{"$nulls":7},"Average",{"$nulls":4},"Average","Average","Average"]
["Account",null,"Ranking","Season 1","Season 2","Season 3","Season 4","Rate","Season 1","Season 2","Season 3","Season 4","Rate","% Change","% Discount"]
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[{"$f":"IF(ISBLANK('Step 6'!A16),\"\",'Step 6'!A16)","v":"Account #2"},null,{"$f":"IF(ISBLANK('Step 7'!K49),\"\",'Step 7'!K49)","v":1},{"$f":"IF(ISBLANK('Step 6'!$A16),\"\",'Step 6'!H16)","v":{"v":173.04306220095694,"d":"$173"}},{"$f":"IF(ISBLANK('Step 6'!$A16),\"\",'Step 6'!I16)","v":{"v":227.45559845559845,"d":"$227"}},{"$f":"IF(ISBLANK('Step 6'!$A16),\"\",'Step 6'!J16)","v":{"v":243.28315412186382,"d":"$243"}},{"$f":"IF(ISBLANK('Step 6'!$A16),\"\",'Step 6'!K16)","v":{"v":207.32635983263597,"d":"$207"}},{"$f":"IF(ISBLANK('Step 6'!$A16),\"\",'Step 6'!L16)","v":{"v":211.47687240279765,"d":"$211"}},{"v":174,"d":"$174"},{"v":224,"d":"$224"},{"v":244,"d":"$244"},{"v":204,"d":"$204"},{"$f":"IF(ISBLANK(I23),\"\",((I23*'Step 1'!E$39)+(J23*'Step 1'!E$40)+(K23*'Step 1'!E$41)+(L23*'Step 1'!E$42)))","v":{"v":210.02739726027394,"d":"$210"}},{"$f":"IF(ISERROR((M23-'Step 6'!G16)/'Step 6'!G16),\"\",(M23-'Step 6'!G16)/'Step 6'!G16)","v":{"v":0.02438698469967233,"d":"2.4%"}},{"$f":"IF(ISERROR(('Step 5'!$F$28-'Step 8'!M23)/'Step 5'!$F$28),\"\",('Step 5'!$F$28-'Step 8'!M23)/'Step 5'!$F$28)","v":{"v":0.16899728997289978,"d":"17%"}}]
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