Selling a product or service, expanding the circle of potential buyers, presenting a novelty - all these tasks are perfectly handled by a well-structured and designed commercial offer. This way to make yourself known is legal and at the same time does not require virtually any tangible costs. However, writing such texts is a special art that has its own criteria and rules.
What is a commercial offer?
First of all, it is a document where the maximum amount of information about the goods or services offered by the company is presented in a concise form. Commercial offers are designed not only to create a positive impression with potential customers about the subject of the offer, but also to encourage them to make a purchase or place an order, thereby increasing sales. It is worth noting that this is the most affordable and budgetary way to talk about new products. target audience but it takes a lot of effort to make it work. And the higher the competition in the market segment occupied by the company, the more seriously one should approach the creation of commercial proposals. In this case, it is best to turn to professionals.
The KP classification assumes two main types of documents:
- An individual commercial offer has a specific addressee, it is drawn up for a specific client, taking into account the specifics of his activity, income level, consumption of the proposed product or service, and so on.
- A mass commercial offer is sent to several recipients, united according to some individual characteristics, it is impersonal and not focused on the needs of a particular company.
How to interest the management of a construction company
The construction industry is focused on a wide range of services. It can be cargo transportation, deliveries of inert and finishing materials, rental of special equipment, legal and engineering services. Each of these areas involves high competition, and it is necessary to make a really profitable commercial offer for construction work (a sample is easy to find on the Internet) in order to be noticed in the daily mailing flow. Especially if the construction company does not consider this moment your service as relevant.
What can you do to make yourself as visible as possible?
It is worth carefully researching the pricing policies of your competitors and offering a price slightly lower than the current price threshold. There is no need to greatly underestimate the price, as this may cause suspicion among the client, and competitors will accuse you of dumping.
If possible, try to hand over the papers in person. Be sure to indicate in the document itself or verbally voice the list of the most prestigious objects built with your direct participation.
Each product and service should be evaluated, pricing should be as clear and transparent as possible. However, VAT can be mentioned at the end of the text, and the price tags themselves can be set without value added tax.
Commercial offer- this is a presentation of a service (goods) for the purpose of its implementation. Successful provision of services directly depends on a well-written and sent business proposal. Use one of the good examples of this document to create the right commercial proposal that causes an explosion in sales.
Commercial offer: author's creative
The commercial offer (CP) ideally should contribute to the explosion of sales. First of all, a competent author is selected. The finished commercial offer is evaluated by the leading specialists of the company. They leave their comments on the last page of the proposal. Perhaps the author will have to finalize the document, taking into account all the comments of the customer.
Let's list the stages of drawing up a commercial proposal for the provision of services.
- Preparatory work (gathering information about the service and potential customers, the choice of the author).
- Registration.
- Coordination.
- Making possible amendments.
The selling commercial offer is made up by employees of the marketing department of the organization. If there is no such department, then the execution of the document will be entrusted to the leading specialist of the company. It is possible that the employee has no experience in compiling selling texts. Do not despair: a creative approach, together with the desire to sell a service, will help you write a decent business letter.
If the situation with a creative approach in the company is at zero, then you are in an advertising company. For money, of course, you will make a wonderful commercial offer. But you will miss the chance to independently launch a project for the implementation of enterprise services.
How to compose
An example plan looks like this:
- Introduction. The main idea is why a business letter was sent to the customer.
- Main part. Offer the terms of the deal, describe all the benefits of cooperation with you.
- application (if applicable). All are reflected here Additional Information which explains the content of the sentence. A reference in the text of the proposal to the presence of the application is required. The application itself indicates its belonging to a specific commercial offer.
Think about how you can interest the client in your service. Answer the question for yourself: “Why should the customer read this commercial offer?”. Try to cover the situation as a whole, and not one-sidedly.
Information about the service for the customer
- Briefly indicate information about the selling company itself.
- Attach an assortment list and prices.
- Describe the services.
- List the terms of service.
- Term of service provision and warranty obligations.
- Wishes for further cooperation.
- If possible, attach additional visual material about the service provided.
Making a document without errors
It is worth focusing on GOST R 6.30–97 (relevant in 2017). It lists 29 details that the selling company can use in a commercial offer.
Do not clutter up the text with unnecessary props. It will only tire potential customer. It is unlikely that he will want to read your proposal to the end.
The correct form of the CP
The choice of form depends on specific situations. In some cases, it may be wiser to first notify the customer orally (by phone or during a business meeting). Personal contact will give you an incomparable advantage in describing the characteristics of your services. Demonstration of videos, visual samples, photos, special editions is welcome. In addition, by the behavior of the customer, you can immediately see how much you are interested in him with your service.
Even if nothing is ordered from you, it will be an invaluable experience for correcting your commercial offer.
The second version of the form is written. Shipping method: normal and Email, Fax. Two forms (written and oral) can be used in parallel and separately. In any case, it is worthwhile to calculate in advance the option of notifying the customer about your service. Collective work in this case will play the role of "brainstorming", which will make it possible to foresee possible scenarios as much as possible.
Structure
Approach the issue of the structure of the commercial proposal with the utmost seriousness.
- Post useful information about the service offered.
- Interest the customer when reading the information.
- Encourage the counterparty to place an order for the service.
Table: how to arrange the structural elements of a sales letter
| Structural element name | Description and layout |
| Intrigue (some secret) | The whole secret is in the title. Intrigue the client - there is a chance to read the letter to the end. Condition - the title should be beneficial to the client. Example: “Dear Pyotr Petrovich! Already today you can save 40% on payment for communication”. |
| Approach to the client's problem | Attention! The "I-approach" is cancelled. Turn your face to the client's problem. Show how you can handle customer challenges. Example: “Dear Ivan Nikolaevich! Your profit will increase up to 60% in 15 days of using our service for…” |
| Solution to the customer's problem | Approach to the client - on an equal footing. In no case do not personally belittle your company and do not beg for an order. Briefly and clearly tell the customer about how you will deal with his problem. Example: "We will carry out all work on the improvement of the office with responsibility." |
| Benefits for the customer | A very important block in the text. Do not skip it and do not fill in information about your service. Example: "We are guaranteed to reduce the cost of your coolants." |
| Your Benefit Arguments | Lots of exciting approaches. Choose the one that suits your topic and your personal benefit. Example: "In winter - 25% discount", "-50% savings in the first month of use." |
| Price Description | The customer must clearly understand how the price of the service is formed. Omissions and undeveloped options will play a cruel joke - the customer will not take your company seriously. Sales secret: in one commercial offer, place a description of one service. In extreme cases, for the benefit of the customer, you can add related service or goods. Example: "When ordering two air conditioners - free refueling during the year." |
| Arguments in favor of your prices | Only specific example benefits. Mathematical calculations will only work in your favor. Example: "1 thousand rubles of savings per hour of work." |
| Contacts + call to action | Example: "Call us and we will answer all your questions." Be sure to provide real contact information (phone, email, fax, etc.). The more contact options, the better. |
This is the classic form of sentence block arrangement. They can be interchanged and partially removed from the text. On your part, the main thing is to take the place of the client and understand what the problem is and how to help solve it. Then the question of the correct structure of the text will be removed by itself.
In the course of writing a sales copy for your service, try to mention the benefit to the client at least three times. It would be appropriate to do this in a block about some intrigue in your offer and about the benefit for the client.
How to avoid mistakes when filling out a quotation
So, you sent a commercial offer and expect a flurry of calls to order a service. After a while, you realize that something has gone wrong. Let's deal with typical mistakes when preparing a sales offer.
Sample commercial proposals for the provision of services
Sample commercial proposal for the provision of computer services.
Sample commercial offer for the rental of special equipment.
Sample commercial proposal for the development of design products.
How to draw up a commercial proposal for the provision of services for cargo transportation.
Sample commercial proposal for the provision of services for cleaning roofs from snow.
We write to a foreign partner
Let's start by choosing the writing language. If you are fluent in the language of the country of the addressee, then it would be logical to use it. If there are difficulties in writing the text in the native language of the recipient of the letter, then it is better to use English. You will decide for yourself whether you will write a proposal using your company or contact a specialist in high-quality translation. There is one thing - the first impression. Try not to spoil it immediately with a distorted style of presentation. Therefore, it is not worth saving on a commercial offer.
Rules for writing text
Choose a presentation style (for example, business).
Use short and medium length sentences without complex turns.
Proper division into paragraphs will facilitate the visual perception of the text and set a certain rhythm.
The position of the letter text along the left edge of the page.
Letter header. In the upper left corner, the sender's data is indicated, and in the following order: first name, last name, first name, office or apartment, house, street, city, index, country.
Destination. The name, company, with a new line the address of the company is indicated.
Specify the date of departure in the format date/month/year (for European countries) or month/date/year (for the US). To avoid confusion, you can write the date in a more detailed form: October 10, 2016. Please note that in Russian the date is written with a dot (10/10/2016), while in English the date is written with a slash (10/10/2016).
The manner of addressing a foreign partner. Please note that a comma is placed after the appeal, in no case an exclamation point.
The structure of the main text. The first time you contact me, you need to introduce yourself. Subsequent letters begin with an expression of gratitude.
Specify the purpose for which you are applying.
If an attachment is attached to the letter, please indicate this.
Sample business letter on the English language given below.
How to send a quotation
Thinking about how to send a letter is before composing. The following conditions affect the submission option:
- availability of confidential information. In this case, priority is given to regular mail;
- the volume of the letter. One - two pages can be sent by regular mail, fax. It is more expedient to send the volume up to 15 sheets by e-mail.
It is better to agree on the sending option with the recipient of the offer. Perhaps some method of obtaining is not available for him. Do everything for the convenience of the customer.
Attention! Do you want to know how not to make a mistake in choosing a supplier of goods (services)? Study our recommendations indicated in the article "".
Actions after sending an email
The conditions of modern reality indicate that it is not worth waiting for a call from the customer. The entire initiative to promote the service is up to the seller. Gently and unobtrusively, the client should be led to purchase. The first step - sending a business proposal - is done. Next, we recommend doing this:
- Check with the client (for example, by phone) whether the commercial offer has been received, whether everything is clear and legible. In the same call, arrange the next call. As a rule, it will take 1-5 days.
Do not forget about 30 seconds, during which you have to "hook" the client. Therefore, we are talking only on the merits. Good conversation starter: "I can help you increase your sales." This is the universal goal of enterprises. And because there is a chance that the customer will listen to you carefully and ask questions.
- You call back in 3-5 days and ask what questions the client has after reading the offer. Check if collaboration is possible. If the client does not have any questions, they can be modeled to the seller of the service. For example, ask a question and answer it yourself: “Our customers were interested in what is the benefit of cooperation with our company?”. In a detailed answer to your own question, you will conduct an additional presentation of the service.
- If the customer is not ready to conclude a deal at the moment, you agree when you can call him back to inform you about new promotions of your company. You can send an additional commercial offer after a while. If offers are sent out via email, then information about your services can be updated systematically (2-3 times a month).
When implementing services, it is worth focusing not only on personal profit. Only mutually beneficial interest will allow your company to reach a decent level of sales. A successful commercial offer works on the principle of a hook from which it is very difficult for the client to break.
The commercial proposal of a construction organization should convey to the potential customer the maximum useful organization, and the most important thing is the cost of the proposal and its justification.
Usually, the full cost of the work is indicated at the end of the proposal and deciphered in the main text, thus obtaining a commercial estimate. Tabular form is the most best option for its decoration. If the cost is indicated approximately, then in the final part it should be indicated that the calculation was made on the basis of commercial rates, and the final cost is determined in each specific case. If the company's activities provide for a system of discounts, this should also be reflected in the text.
Remember, a properly drawn up construction proposal is the right way to long-term cooperation.
Making a commercial offer
In order for a particular proposal not to be lost among dozens of similar ones, it must, first of all, be memorable. To do this, when writing a proposal, use the following tips:
- The first impression customers should have is from the title: it should be clearly articulated, bright and catchy, causing a desire to read the proposal to the end.
- Highlighting the heading with a font or color is welcome (but it is better not to abuse the color when faxing).
- The text of the sentence itself should be formatted, containing lists, tables, or subheadings for ease of reading by the reader.
Examples of commercial proposals for construction
For clarity, consider several types of commercial proposals for construction.
The following two types of commercial offer use the principle of familiarizing the customer with the full costs of building a building:
1. Commercial offer No. 1 In this case, the emphasis is on general architectural and construction works indicating their value.
2. Commercial Proposal #2 This example of a construction proposal demonstrates an introduction to complete list work performed without specifying specific rates.
Both options are acceptable, but the bright and colorful option may not appeal to clients with a black-and-white fax or printer, and is possible for forwarding by regular mail or reading from a monitor.
Often, when compiling a commercial offer, companies do not delve into the estimated cost of their services or goods, focusing on the details of the work, and as a result, a priceless commercial proposal for construction is obtained:
3. Commercial offer No. 3 Such a sample of a commercial offer for construction is designed to interest the client in the important details that make up the service, and visually grab his attention with examples of his work.
Alexey Naumov
Updated: 2019.09.03
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To make a commercial proposal for construction, you need to understand to whom it is sent. As with all examples of such documents, the compiler should have a clear understanding of the client profile. Without it, the commercial offer (CP) itself will most likely be drawn up incorrectly and the effect of it will be zero - there are no orders and no income for the enterprise.
To whom is it directed?
All potential customers of an enterprise that specializes in construction work can be conventionally classified into several categories. KP for construction services can be sent:
- large construction companies;
- non-construction enterprises;
- private individuals.
The nature of the commercial offer depends on the person to whom the letter is sent. As for large construction companies, it should be taken into account that they win tenders for large projects. They cannot do all the work on the project on their own, so they hire smaller companies that are ready to take on a certain amount of work.
This is the principle successful startups small construction companies that start their activities from scratch. If you receive an order from such big company, at its expense you can buy everything necessary equipment and make a good profit.
A commercial offer in this case should take into account that a large construction company will not give up part of the work at the cost at which it itself undertook to carry it out. By entrusting them to another company, the company's management plans to make money on this.
In addition, the works must not only be at a price that suits the company, but their quality must also comply with the terms of the tender. This means that in the quotation it is necessary to indicate the appropriate cost and quality of work, in accordance with tender documentation. You can find out these conditions during negotiations with company managers and, based on their wishes and requirements, draw up a commercial proposal.
Individuals need to offer benefits from the services provided - savings in money, effort and time. If construction company it makes no sense to describe why it is better to use such masonry, and not another, or why the use of aerated concrete is better than brick, then this should be indicated in the KP to a private person. It is not a specialist and is waiting for any proposals from professional builders that would allow it to inexpensively and efficiently complete construction work. In this case, it is necessary to indicate the advantages of a particular technology or material used in the CP, and justify the disclosed theses with numbers.
The same applies to the KP for non-construction enterprises that need services construction firms. The difference between individuals is that in this case, the focus should be on what is expected savings from cooperation, and provide different forms of calculation. Individuals are not always looking for economical solutions, they can be persuaded to cooperate on the basis of other benefits. For example, exclusive design, individual buildings that are not found anywhere else.
How is a business proposal written?
After the portrait of the client is drawn up, the first thing you need to pay attention to when compiling a CP is a special offer (offer).
The consumer is faced with dozens and hundreds of offers, which may differ in price. How to stand out in such a situation? Dumping is not an option. The result of such a strategy is a loss of profit, low quality services offered and bad reviews. The best solution seems to be to provide additional services or goods at a low price. For example, if a client orders the entire construction of a house, the foundation costs him half the price. Or can you suggest any Construction Materials at cost when ordering a large amount of work.
Private firms that specialize in the repair and construction of roads are related to the production of asphalt. In this case, it is possible to provide for a low cost of either work or the asphalt itself in the commercial offer, if the customer chooses this particular company for road repair.
The CP itself needs to show the benefits of such cooperation. This is done using calculations that are provided to the customer. A detailed calculation can also be made in the appendix to the CP, and in the document itself only indicate its key points. No need to turn the presentation of the material into test mathematics.
The essence of this sentence must be tied to the title. Based on the examples given, this can be done as follows:
- How to get high-quality asphalt with a 50% discount?
- Strip foundation for a private house for only half the price.
In general, the structure of the CP is as follows:
- Title.
- Concept.
- Special offer.
- Spin off.
- Terms of cooperation.
- List of all services.
- Contacts.
Blocks can be interchanged, in some situations, you can exclude some items. To facilitate the preparation of the organization's CP, use the document form, which is in Appendix No. 1. By filling it out and supplementing it with other blocks, you can make an effective and short offer to potential customers.
Application No. 1
A sample of the CP can be viewed in Appendix No. 2. This example of a commercial proposal demonstrates how a real and acute problem of the client was used - saving deadlines for facade work. The company is ready to solve the problem, while providing the client with a 10% discount on facade work. That's what it is special offer which is very successful.
Application №2
If materials are sold
The cases discussed above are we are talking on the provision of services. But the same applies to the sale of building materials. All the principles outlined above are valid for this case as well. Only instead of combinations of different services, discounts on them, in this case, the sale of goods with additional services will be combined.
For example, a quotation for the supply of building materials may include free shipping or a free loader job. After all, it is not enough to buy building materials, they still need to be loaded into the car, delivered and unloaded. These are additional costs for the client, which can be discounted or provided free of charge. Delivery can be carried out at the expense of the enterprise, and the client will have to pay for loading and unloading.
The proposal for building materials should take into account that the client has additional difficulties when buying them, which he needs to solve right now. That's the reason to help him, to take some of these problems of the customer. It will be inexpensive for the enterprise, especially if it has both a forklift and freight car. But as a result, the company receives a grateful and regular customer who will certainly recommend to friends and acquaintances to make a purchase only here.
Thus, a well-written commercial offer, a good special offer, allows you to increase the number of regular customers at minimum investment into advertising. And this leads to an increase in profits and payback of the enterprise.
Commercial offer.
offers you inexpensive and high quality repairs . You will like our conditions!
Hello ladies and gentlemen!
Our Company offers you its services as a contractor for any type of finishing work. And also we offer youflexible discount systems . We build relationships on respect, trust and compliance with agreements, contributing to the success and development of further cooperation!Unlike most companies that provide interior decoration services, we do not sell materials, but we specialize in working with them. Accordingly, we are interested in the optimal, and not in the maximum material consumption.And also we is free make a preliminary estimate. It is for these reasons and the low coefficient that our prices are among the mostthe lowest in the market of Omsk.
Our Company employs professionals with many years of experience. Accordingly, due to high professionalism, the terms work and increases quality!
We always complete our work on schedule and provide guarantee from 6 months to 3 years!
The range of services of our Company includes:
· Performance all types of finishing work.
· Stretch ceiling.
· Electric installation work.
·
· Sealing of interpanel seams.
· Design of residential and non-residential premises in 3D format.
· Calling a specialist to the site.
· Repair of balconies and loggias.
· Pre-departure and clear estimate (free of charge).
· For all our services, you can get a loan from our Partner Bank on favorable terms.
(more detailed information about the services is given at the end of this Commercial offer)
Our rates.
|
Types of jobs |
Unit rev. |
Price, rub.) |
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Wall decoration with plaster under the beacon | |||
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Drywall partition | |||
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Plasterboard ceiling in 1 level | |||
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Plasterboard ceiling in 2 levels | |||
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Plasterboard ceiling in 3 levels | |||
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Ceiling "Armstrong" | |||
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Ceiling made of plastic panels | |||
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Lath ceiling | |||
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Ceiling putty | |||
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Ceiling leveling | |||
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Ceiling painting | |||
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Tile - floor | |||
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Tiles - walls | |||
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Mosaic - walls | |||
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Porcelain tile - floor | |||
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Pouring of self-levelling floors | |||
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Partition from expanded clay blocks | |||
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Application of decorative plaster | |||
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slope finishing | |||
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Wall painting | |||
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Linoleum laying | |||
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Clapboard finish | |||
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Door installation | |||
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Window sill installation | |||
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window installation | |||
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Electric floor heating | |||
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Partition 1/2 brick | |||
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Dismantling of partitions | |||
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Window dismantling | |||
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Dismantling the door | |||
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Wallpaper for painting |
* Depending on the object, the cost of the work will be recalculated taking into account the complexity, timing, possible discounts and volume!
Our designers will develop a complete design project for you, taking into account your wishes and possibilities. If you have already decided what kind of repair you need, just consult Our mater on how the work should look like.
We strive to anticipate the client by attracting modern technologies work, and develop through fruitful interaction with customers.
We have special prices for long-term cooperation.
Please take into account that the work carried out by the SpetsDesignProekt company has been worked out by time and brought to automatism. And that's why we boldly provide a Guarantee for everything!
Our company Guarantees performance of a complex of works in strict accordance with terms of reference of the Customer and in accordance with SNiP and other current regulatory documents of the Russian Federation.
Are you interested in our offer? Do you have any questions? Do you need advice? Give us a call and we'll answer all your questions."
Thank you for your attention! Sincerely, SpetsDesignProekt Company!
General manager
Omsk, st. Lukinskiy Vitaly
Tel.: +7(3812); Antonovich
Gene. director - 2-98-30
Dir. slave. : from 9:00-20:00, no. weekend.
E-mail: *****@***ru
www. SDP-omsk. *****
More information about services.
· Performance all types of finishing work.
Repair and finishing works performed by our company are associated with the development of an individual scheme of work, which includes such items as the quality of materials and the cost of the work performed. This allows for the repair of offices, the finishing of cottages and the repair of apartments on a turn-key basis.
The work performed is varied:
from a "cosmetic" repair to a complete "major". We analyze the market for repair services and maintain reasonable prices. We carry out complex finishing and repair of "turnkey" premises. One year or more warranty on work performed. Departure of a specialist to assess the scope of work and make estimates for work and materials - free of charge. You set the price yourself, call us at the specified numbers.
· Stretch ceiling.
Stretch ceiling is an advanced technology for interior decoration. Below the level of the main (bearing) ceiling, a film is stretched, which is closely adjacent to the walls and, due to its properties, lasts much longer than other finishing materials.
The undoubted advantage of stretch ceilings is that the color and design solutions for their use are practically unlimited. The ceiling can consist of two or more canvases, which can be joined together both in the same plane and at different angles..
Advantages of stretch ceilings:
- the stretch ceiling will protect in case of leakage from above, save the interior by taking on the entire mass of water (and this is up to 100 liters per square meter).
- ventilation, alarm and fire safety systems can be hidden in the stretch ceiling.
-stretch ceiling does not require periodic repairs, which will save effort and money.
-on the stretch ceilings static electricity does not accumulate and condensation does not form, which is very important for swimming pools and bathrooms.
-stretch ceiling - environmentally friendly, fireproof and does not absorb odors.
- the stretch ceiling needs the simplest care, after a few years, when the ceiling stops shining like on the first day, it will need to be wiped with just a damp cloth.
- the strength of the material is evidenced by the fact that the canvas can withstand the blow of a cork from a bottle of champagne.
· Sanitary and technical works.
Our company is ready to carry out any bathroom renovation! Each person imagines a bathroom perfectly evenly tiled, and new plumbing and all kinds of accessories flaunt in their places. If you are tired of looking at old plumbing and walls, the time has come to invite a specialist from the SpetsDesignProekt company. We will help you make your dreams of a beautiful and high-quality bathroom renovation a reality!
· Sealing of interpanel seams.
Our company performs work on sealing interpanel seams.
It has long been known that panel houses built in Soviet time, are not famous for warmth in winter in their apartments. A common reason for this is the poor tightness of the interpanel seams, and also over time, under the influence of ultraviolet radiation, atmospheric phenomena, especially transitions from thaw to frost, the interpanel seams begin to collapse and lose tightness. Under the action of moisture, interblock connections are corroded, and dampness and leaks appear in the interior. Emerging drafts make it necessary to increase the cost of heating buildings.
· Design of residential and non-residential premises in format 3D.
A full-fledged interior design project is sketches of your future interior plus the selection of materials, electrical circuits, water supply, ventilation, air conditioning systems, furniture, etc. Among other things, the so-called 3d interior design visualization is optionally included in the design project. , that is, images (photos) of your future apartment after repair. Photos can be taken from any angle you wish. Thanks to the design project, you will be able to plan the lighting of your apartment and see it in various colors.
· Preliminary departure (free of charge).
· Clear estimate (free of charge).
With our organization, you can now save more of your time, money and, most importantly, energy. You just have to call us and meet with our representative and we will preparatory work from measurements to budgeting. And it's all completely free!
By phones in contacts you can get more detailed information. Works are carried out both for organizations and for individuals.
Thank you for your trust! Sincerely, SpetsDesignProekt Company!
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