How Incofin Built a Profitable Fire Suppression Business with Reacton

When Incofin, a leading Italian distributor specialising in filtration and safety solutions, decided to enter the fire suppression market two years ago, they were venturing into completely unfamiliar territory. 

Today, the company has successfully integrated automatic fire suppression into its portfolio, opening new market segments and targeting an annual revenue of €1 million from Reacton products alone.

Entering a New Market with Confidence

Incofin had built a strong reputation across Italy, supplying filtration products, OEM accessories, industrial safety solutions, and logistics safety equipment. However, they had never offered fire suppression systems.

"Before our cooperation with Reacton, we didn't think about this solution. This was our first time," explains Daniele Davanzo, Sales Manager at Incofin. "We started this business two years ago thanks to their presentation because there were too many opportunities and too many matches with our existing product portfolio."

The decision to add fire suppression came with significant challenges:

• Internal knowledge gap: The technical team had no prior experience with automatic fire extinguisher systems
• Market perception: Incofin was known exclusively for the filtration business, not fire safety
• New customer segments: Fire suppression would open doors to industries they hadn't previously served
  

Why Incofin Chose Reacton

When evaluating potential manufacturing partners, Incofin prioritised three key factors:

• Partnership approach
  
• Product quality
  
• Responsive support
  

"The first thing for us was Michael Atkinson," says Davanzo. "He's a really genuine, approachable person. The second was the quality of the Reacton materials. And the third was the quick response from the company about shipments and technical support."

The relationship-driven approach made all the difference. "It's not common to find a manufacturer who listens to your needs and market requests. We really appreciate this aspect from Reacton," Davanzo notes.

Incofin also recognised Reacton's global presence and ambition. "They are a worldwide company with different headquarters, not only in Europe but everywhere in the world. Thanks to our visit to the factory, we saw how well positioned they are to maybe be the first automatic fire suppression company in the world."

Building Capability Through Training and Support

Reacton provided comprehensive commercial and technical training to bring Incofin’s team up to speed. “We received excellent training from them, covering both commercial and technical aspects directly on site,” explains Davanzo.

As part of the collaboration, Michael Atkinson travelled to Italy to deliver training sessions for the entire Incofin team, including sales, technical and R&D departments. “Our sales, technical and R&D teams are now specialised in fire management. Thanks to Reacton, we’ve been able to add this area to our knowledge base,” says Davanzo.

The partnership has continued beyond the initial training phase. “We’re also working closely with Michael Atkinson to share leads and contacts. From a commercial and sales perspective, we’re very satisfied with the cooperation,” Davanzo adds.

A Major Project Win

The value of the partnership became clear during a major tunnelling project involving 30 machines. “We were really impressed with the level of technical support they provided,” Davanzo recalls. “They created a wide range of customised materials, which helped us respond to our customers more quickly.”

The quality of Reacton’s systems has also stood out throughout the project. “So far, we haven’t experienced any issues, and we’re extremely satisfied with the system. The quality has been very, very good,” says Davanzo.

New Markets and Improved Margins

The Reacton partnership has delivered tangible business benefits across multiple areas for Incofin.

Market Expansion

Incofin has successfully entered the electrical panels market, a segment they hadn't previously served. "We're seeing that this market is not really followed by competitors or Italian importers, so we're pushing into this market and finding open doors," explains Davanzo.

The partnership has also created opportunities beyond fire suppression. Incofin is now in contact with BYD Italy, the European division of the Chinese electric bus manufacturer, to supply Reacton systems alongside their broader product range.

Operational Efficiency

By offering fire suppression alongside their existing products, Incofin's technicians can now install multiple solutions during a single service visit. "Our sales team has benefited from installation time efficiencies because we also sell service. In the same service visit, our technician can install Reacton and also other accessories. For us, it's more revenue, and for the customer, it's a cost saving," Davanzo explains.

Improved Margins

"Reacton allows us to increase our margins. It is a profitable solution," says Davanzo simply.

Team Growth

The new business has contributed to overall company expansion. "When we met Reacton the first time, we were 13 employees. Now we are 20, and year by year we're increasing with more colleagues," notes Davanzo.

Looking Ahead

Incofin has set ambitious targets for its Reacton business, aiming to reach €1 million in annual revenue. The company continues to explore new applications and market segments, particularly in electrical panels and the transportation sector.

The partnership has been so successful that Davanzo has already recommended Reacton to other distributors. "I presented Reacton to a Spanish distributor, and as I know, they had an agreement and are working together. I suggest Reacton for all the aspects: the people, the quality, and the assistance which Reacton is able to provide. I've already done it and will do it in the future."

From Newcomer to Confident Distributor

Incofin's journey from complete newcomer to confident fire suppression distributor demonstrates the value of choosing the right manufacturing partner. Through comprehensive training, responsive support, and a genuine partnership approach, Reacton has enabled Incofin to successfully enter a new market, expand its customer base, and build a profitable revenue stream.

For distributors considering adding fire suppression to their portfolio, Incofin's experience shows that with the right partner, even entering an unfamiliar market can lead to significant growth and new opportunities.

Could Fire Suppression Open New Markets for Your Business too?

Contact Reacton today to explore becoming a distributor and start a partnership built on quality products, hands-on training, and genuine support.