PK...xl/_rels/workbook.xml.rels PK0kxl/theme/theme1.xml PKUZZ xl/styles.xml PKJ{TTxl/worksheets/sheet1.xml INNSIGHT BY HARSH — MASTER VENDOR WORKBOOKOwner-side curated · Not pay-to-list · Introduced on fit & readinessHow to use1. Fill the 'Universal' sheet once — it applies to every category.2. Fill only the sheet(s) for the categories you genuinely work in.3. Answer the 'How you work' questions and add 3 references on each category sheet.4. Email the completed file + portfolio PDF to [ADMIN TO CONFIGURE].Be truthful. References may be verified. Registration is not a listing or lead guarantee.CATEGORY INDEXGroupCategorySheetALand Due Diligence ExpertlandALegal / Title AdvisorlegalBHotel Project ConsultanthpcBFeasibility ConsultantfeasBBrand / Operator ConsultantbrandCHospitality ArchitectarchCInterior DesignerintCMEP ConsultantmepCKitchen ConsultantkitchenCStructural ConsultantstructCQS / Cost ConsultantqsDLicensing / Approval ConsultantlicDFire ConsultantfireDEnvironment / Pollution ConsultantenvEPMC / Owner's RepresentativepmcEContractorcontractorFFurniture / FF&E VendorffeFLinen SupplierlinenFToiletry SuppliertoiletryFProcurement ConsultantprocGTechnology / PMS VendorpmsGDigital Marketing AgencydmGPhotographer / VideographerphotoHHR / Pre-opening ConsultanthrHOperations ConsultantopsPKCrSSxl/worksheets/sheet2.xml UNIVERSAL — fill once (applies to all categories)FIELDYOUR ANSWERGUIDANCEREQCompany / Firm NameRegistered or trade nameYFounder / Principal NameWho leads the practiceYPrimary ContactPerson an owner speaks toYPhone / WhatsAppBest number to reach youYEmailFor formal communicationYWebsiteFull URLNLinkedInProfile or company pageNBase CityWhere you operate fromYBase StatePrimary stateYService GeographyStates / regions you serveYYears in HospitalityYears on hotel / resort workYHotel Projects CompletedCount of completed hotel projectsYResort Projects CompletedCount, if anyNBranded / Managed Hotel ExperienceY/N + brand namesYIndependent Hotel ExperienceY/NNMadhya Pradesh ExperienceY/N + brief detailYLast Project CompletedName + year + your roleYLargest Project (keys or ₹)Scale you've handledYKey Hospitality ClientsNamed, verifiable clientsYUSP (max 100 words)Why an owner should pick youYTypical Project / Fee RangeIndicative bandYPortfolio PDF (link)Shareable linkYSECTION 3 — HOW YOU WORK (short, honest answers)REVEALSQUESTIONYOUR ANSWERIntegrityTell us about a project that went wrong — and what you actually did about it.Owner empathyWhen an owner's budget can't meet their brief, how do you handle that conversation?CommunicationHow do you tell an owner bad news on cost or timeline before it becomes a crisis?Practical thinkingWhat mistake do first-time hotel owners most often make at your stage of the project?Long-term thinkingDo you stay involved after handover or opening? In what way?Hospitality understandingWhat makes a hotel project genuinely different from a home or office, in your discipline?IndependenceHow are you paid — and do you earn any commission from vendors or suppliers you recommend?Owner-firstHave you ever advised an owner not to proceed, or to spend less? Tell us about it.PKO xl/worksheets/sheet3.xml Land Due Diligence ExpertPurpose: Verify title, zoning and overlays before any payment on land.Note: also fill the 'Universal' sheet.SECTION 2 — LAND DUE DILIGENCE EXPERTFIELDYOUR ANSWERGUIDANCEREQHotel/Resort Land ReviewsNumber completedYTitle Search Depth13yr / 30yr / 30yr+YESZ / Forest-Adjacency ExperienceY/N + detailYLand-Use Conversion ExperienceY/NYStates CoveredWhere you do land workYSample Redacted ReportLink if availableNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKz xl/worksheets/sheet4.xml Legal / Title AdvisorPurpose: Independent legal view on title, structure and operator contracts.Note: also fill the 'Universal' sheet.SECTION 2 — LEGAL / TITLE ADVISORFIELDYOUR ANSWERGUIDANCEREQQualification / Bar No.Your credentialYHospitality Agreements ReviewedHMA/franchise/lease countYHMA / Franchise Contract ExperienceY/NYLand Transactions HandledCountYJurisdictions CoveredStatesYLitigation ExperienceY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK) xl/worksheets/sheet5.xml Hotel Project ConsultantPurpose: Steer the project from concept to opening, end to end.Note: also fill the 'Universal' sheet.SECTION 2 — HOTEL PROJECT CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotels PlannedCountYHotels Opened (end-to-end)Count actually openedYFeasibility Studies CompletedCountYBrand/Operator Selection ExperienceY/NYCapex Range Handled₹ bandYOwner References (contactable)How manyYSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKb@ xl/worksheets/sheet6.xml Feasibility ConsultantPurpose: Independent demand, competition and viability call before design.Note: also fill the 'Universal' sheet.SECTION 2 — FEASIBILITY CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHospitality-Specific StudiesCountYPrimary Research CapabilityY/NYProceed/Pivot/Stop Verdicts GivenY/NYBankable DPR ExperienceY/NNSample Study (redacted)LinkNMarkets / States StudiedListNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKh xl/worksheets/sheet7.xml Brand / Operator ConsultantPurpose: Owner-side help to evaluate and negotiate brands and operators.Note: also fill the 'Universal' sheet.SECTION 2 — BRAND / OPERATOR CONSULTANTFIELDYOUR ANSWERGUIDANCEREQBrands/Operators EvaluatedCountYDeals Closed (HMA/Franchise)CountYOwner-Side or Operator-SideState clearlyYManagement Contract ExperienceY/NYFranchise ExperienceY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK᡽_ xl/worksheets/sheet8.xml Hospitality ArchitectPurpose: Translate concept into operationally sound, buildable drawings.Note: also fill the 'Universal' sheet.SECTION 2 — HOSPITALITY ARCHITECTFIELDYOUR ANSWERGUIDANCEREQHotel Projects DesignedCountYTotal Keys DesignedNumber of keysYHospitality Specialisation %Share of practiceYCOA Registration No.Statutory reg.YLuxury / Resort ExperienceY/NNCompleted Projects VisitableHow many we can visitYSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK~ ~ xl/worksheets/sheet9.xml Interior DesignerPurpose: Room and public-area interiors plus FF&E specification.Note: also fill the 'Universal' sheet.SECTION 2 — INTERIOR DESIGNERFIELDYOUR ANSWERGUIDANCEREQHotel Rooms DesignedCountYMock-up Room PracticeY/NYFee-only or Vendor CommissionState your modelYFF&E Specification CapabilityY/NYResort / Luxury ExperienceY/NNSignature StyleBrieflyNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK©k k xl/worksheets/sheet10.xml MEP ConsultantPurpose: Size HVAC, electrical, plumbing and firefighting for hotel loads.Note: also fill the 'Universal' sheet.SECTION 2 — MEP CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotel MEP ProjectsCountYHVAC Design ExperienceY/NYFirefighting / NBC ExperienceY/NYSTP / Water TreatmentY/NNSolar / Off-grid ExperienceY/NNEnergy Optimisation / BMSY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK8 xl/worksheets/sheet11.xml Kitchen ConsultantPurpose: Design commercial kitchens, exhaust and equipment.Note: also fill the 'Universal' sheet.SECTION 2 — KITCHEN CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotel/Banquet Kitchens DesignedCountYOEM-Neutral (no commission)Y/NYExhaust / MUA DesignY/NYFSSAI/HACCP Layout ComplianceY/NYBanquet-Scale ExperienceY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKj xl/worksheets/sheet12.xml Structural ConsultantPurpose: Safe, efficient structural design for hospitality buildings.Note: also fill the 'Universal' sheet.SECTION 2 — STRUCTURAL CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotel/High-Rise Structures DesignedCountYSeismic Zone ExperienceZones handledYLargest Span / Height HandledDetailNPeer-Review / PEC ExperienceY/NNSoftware Used (ETABS/STAAD)ListNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKpUn xl/worksheets/sheet13.xml QS / Cost ConsultantPurpose: Tight BOQ and realistic capex for fair contracts.Note: also fill the 'Universal' sheet.SECTION 2 — QS / COST CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHospitality BOQs PreparedCountYCapex Range Handled₹ bandYTendering / Rate AnalysisY/NYValue Engineering ExperienceY/NNBOQ Sample (redacted)LinkNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK xl/worksheets/sheet14.xml Licensing / Approval ConsultantPurpose: Map and sequence every approval so the slowest doesn't trap you.Note: also fill the 'Universal' sheet.SECTION 2 — LICENSING / APPROVAL CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotel Approvals ClosedCountYStates CoveredListYExcise / Liquor Licence ExperienceY/NYRecent Approvals (last 12m)CountYWritten Timeline CommitmentY/NYSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK xl/worksheets/sheet15.xml Fire ConsultantPurpose: Fire NOC drawings, system design and NBC compliance.Note: also fill the 'Universal' sheet.SECTION 2 — FIRE CONSULTANTFIELDYOUR ANSWERGUIDANCEREQFire NOCs ObtainedCountYState Fire Dept EmpanelmentWhich statesYHotel / High-Rise ExperienceY/NYNBC Compliance DesignY/NYDesign + Liaison ScopeDesign-only / fullNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK. xl/worksheets/sheet16.xml Environment / Pollution ConsultantPurpose: Pollution consent and, where needed, environment clearance.Note: also fill the 'Universal' sheet.SECTION 2 — ENVIRONMENT / POLLUTION CONSULTANTFIELDYOUR ANSWERGUIDANCEREQEC / CTE / CTO CasesCountYESZ / Eco-Sensitive Zone ExperienceY/NYEIA Threshold ExperienceY/NYAccredited (QCI/NABET)Y/NYStates CoveredListNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK xl/worksheets/sheet17.xml PMC / Owner's RepresentativePurpose: Owner-side oversight of cost, quality and timeline.Note: also fill the 'Universal' sheet.SECTION 2 — PMC / OWNER'S REPRESENTATIVEFIELDYOUR ANSWERGUIDANCEREQHotel Projects ManagedCountYAvg Delay vs Plan (%)Be honestYCapex Managed (cumulative)₹ bandYIndependent of ContractorsY/NYSite Engineers / Team SizeNumberNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK=\ xl/worksheets/sheet18.xml ContractorPurpose: Execute civil, MEP and interior works to specification.Note: also fill the 'Universal' sheet.SECTION 2 — CONTRACTORFIELDYOUR ANSWERGUIDANCEREQHotel Projects ExecutedCountYRooms/Keys ConstructedNumberYCivil + MEP Turnkey CapabilityTurnkey / splitYLargest Project (₹)₹ bandYAvg Schedule AdherenceOn-time recordYDefect Liability / Retention TermsY/NYSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKm ''xl/worksheets/sheet19.xml Furniture / FF&E VendorPurpose: Supply hospitality-grade furniture and fixtures on schedule.Note: also fill the 'Universal' sheet.SECTION 2 — FURNITURE / FF&E VENDORFIELDYOUR ANSWERGUIDANCEREQFactory LocationCityYMonthly Manufacturing CapacityUnits / monthYHospitality-Grade CertificationY/NYHotel Clients (named)ListYWarranty (years)NumberYLead Time (weeks)TypicalYSample AvailabilityY/NYSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK}B/BZ Z xl/worksheets/sheet20.xml Linen SupplierPurpose: Durable, correctly-spec'd linen at workable pars.Note: also fill the 'Universal' sheet.SECTION 2 — LINEN SUPPLIERFIELDYOUR ANSWERGUIDANCEREQHotel ClientsCountYGSM / Thread Count OptionsRange offeredY50-Wash Durability Test ReportY/NYMOQMinimum orderYDelivery Timeline (weeks)TypicalYCustom BrandingY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKKr,j j xl/worksheets/sheet21.xml Toiletry SupplierPurpose: Guest amenities with quality, compliance and cost control.Note: also fill the 'Universal' sheet.SECTION 2 — TOILETRY SUPPLIERFIELDYOUR ANSWERGUIDANCEREQManufacturing or TradingState whichYWhite-Label CapabilityY/NYBIS / Cosmetic LicenceY/NYExisting Hotel ClientsCountYMOQMinimum orderYEco-Friendly / Refillable RangeY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK!{ xl/worksheets/sheet22.xml Procurement ConsultantPurpose: Owner-side FF&E/OS&E sourcing, samples and delivery tracking.Note: also fill the 'Universal' sheet.SECTION 2 — PROCUREMENT CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotel Procurement ProjectsCountYCommission-Free (owner-paid only)Y/NYFF&E + OS&E CoverageBoth / oneYVendor Network SizeApprox.NSample Tracker / BOQLinkNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKH xl/worksheets/sheet23.xml Technology / PMS VendorPurpose: Integrated PMS/POS/channel manager and booking engine.Note: also fill the 'Universal' sheet.SECTION 2 — TECHNOLOGY / PMS VENDORFIELDYOUR ANSWERGUIDANCEREQHotels Live on ProductCountYIntegrations (CM/POS/OTA/Pay)ListYData Ownership + Exit ClauseY/NYSupport Availability24/7 or hoursYOnboarding / Training SupportY/NYPricing ModelPer-room/flat/commissionYSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PKzz z xl/worksheets/sheet24.xml Digital Marketing AgencyPurpose: OTA onboarding, channel manager and direct-booking growth.Note: also fill the 'Universal' sheet.SECTION 2 — DIGITAL MARKETING AGENCYFIELDYOUR ANSWERGUIDANCEREQHotel ClientsCountYDirect-Booking Revenue DrivenWith dataYOTA Onboarding + Parity ToolsY/NYChannel Manager SetupY/NYCase Studies (with metrics)LinkYSEO/SEM ExperienceY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK-٬ xl/worksheets/sheet25.xml Photographer / VideographerPurpose: Hospitality photography and video that sells the property.Note: also fill the 'Universal' sheet.SECTION 2 — PHOTOGRAPHER / VIDEOGRAPHERFIELDYOUR ANSWERGUIDANCEREQHotel/Resort Shoots CompletedCountYHospitality PortfolioLinkYDrone / Aerial CapabilityY/NNStyling / Set SupportY/NNDeliverables + Usage RightsBrieflyYTypical TurnaroundDaysNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK4 xl/worksheets/sheet26.xml HR / Pre-opening ConsultantPurpose: Hiring, training, SOPs, soft opening and opening readiness.Note: also fill the 'Universal' sheet.SECTION 2 — HR / PRE-OPENING CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotels Pre-openedCountYStays Through Soft OpeningY/NY120-Day Calendar ProvidedY/NYHiring + SOP SetupY/NYBrand-Standard Training ExperienceY/NNSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK곣 xl/worksheets/sheet27.xml Operations ConsultantPurpose: Stabilise operations, costs and service after opening.Note: also fill the 'Universal' sheet.SECTION 2 — OPERATIONS CONSULTANTFIELDYOUR ANSWERGUIDANCEREQHotels Operated / AuditedCountY100-Day Review ExperienceY/NYP&L / Cost OptimisationY/NYSOP DevelopmentY/NNSegment ExperienceResort / City / etc.NSECTION 4 — REFERENCES (at least 3; may be verified)#NAME / FIRMPROJECTPHONE / EMAIL123ETHICS DECLARATIONI confirm the information is true, projects are genuine, references may be verified, I make no false claims, I accept owner-side evaluation, and I understand this is not a guaranteed-lead platform.Name:Date:PK`xl/metadata.xml PKh>xl/workbook.xml PKJjLL _rels/.rels PK[WdocProps/app.xml SheetJSWorksheets27GuideUniversallandlegalhpcfeasbrandarchintmepkitchenstructqslicfireenvpmccontractorffelinentoiletryprocpmsdmphotohropsPK֒|ZZdocProps/core.xml PK@-[Content_Types].xml PK...xl/_rels/workbook.xml.relsPK0kfxl/theme/theme1.xmlPKUZZ u/xl/styles.xmlPKJ{TT3xl/worksheets/sheet1.xmlPKCrSSHxl/worksheets/sheet2.xmlPKO  cxl/worksheets/sheet3.xmlPKz qxl/worksheets/sheet4.xmlPK) ~xl/worksheets/sheet5.xmlPKb@ xl/worksheets/sheet6.xmlPKh ~xl/worksheets/sheet7.xmlPK᡽_ xl/worksheets/sheet8.xmlPK~ ~ xl/worksheets/sheet9.xmlPK©k k Cxl/worksheets/sheet10.xmlPK8 xl/worksheets/sheet11.xmlPKj xl/worksheets/sheet12.xmlPKpUn xl/worksheets/sheet13.xmlPK xl/worksheets/sheet14.xmlPK ;xl/worksheets/sheet15.xmlPK. 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