Group business fills an important role in many hotels, helping to increase revenues during shoulder seasons and economic downturns, and creating compression that allows hotels to fill rooms with higher-rated transient business. One of the most crucial deciding factors for group business comes down to price. Pricing for groups is a complex process requiring deep analysis and attention to detail. Yet many hotels continue to set group rates manually – using an unnecessarily low break-even point, or minimum acceptable rate (MAR).