We are increasingly witnessing a market with strong competition and the fire protection systems sector is no exception. But what are the essential elements of a company that designs, installs and tests fire protection systems?
We asked Natale Mozzanica, founder and current Sales Director of Mozzanica.
Good morning Mr. Mozzanica, from the very start, you chose to establish a division within your company focused on the design and installation of fire protection systems for companies operating in high-risk sectors.
What are these clients’ needs, and what are their main characteristics?
When you choose to work with a focus on quality, you've already determined which market segment you'll be operating in. It becomes natural to orient yourself towards companies that, because of the nature of their operations, are exposed to higher fire risks, since quality goes hand in hand with safety.
As a result, working with companies classified as high fire risk was a decision we made in the very early years of our business. Mozzanica has grown by working in the chemical, pharmaceutical, and technology sectors, partnering with multinational companies in these industries. It was then a natural progression to work with companies under the Seveso Directive, which are subject to significant fire risks associated with certain processes or hazardous substances (Legislative Decree 105/2015), and now in the Oil & Gas sector. These clients’ needs are straightforward: they require systems that are always operational and high-performing, as their risk levels are too high to compromise on safety, especially fire safety. The greater the risk, the more effective both the fire protection systems installed and the service support must be.
What kind of support must a company be able to provide when it wins a contract for a complex system?
Knowledge, expertise, and skills must be top-notch! All departments within the company, with no exception, must contribute their added value; it is a team effort that must maximize the three qualities described above.
The sales team’s work must be integrated with the technicians’ skills; quality and safety should act as consultants; purchasing and administration must be the driving force; the site managers, installers, and the warehouse must ensure that deadlines are met; and the service team must maintain the system's performance over time.
From the work of the project manager to supplier management to the site supervisor’s activities…
A project involves many moving parts. What is the minimum level of knowledge required for the people involved, and how should they interact with one another?
Building on what was previously described, knowledge and interaction are quite simple: each person must act as both a client and a supplier to the others. The exchange of knowledge and skills is fundamental, but training is always at the heart of everything. You cannot be truly prepared if you do not have the right training, developed progressively over time, and at Mozzanica, we believe in training.
It’s said that knowing how to manage a particularly demanding job means being able to build a partnership with the client. Do you agree? What's your opinion on this?
A demanding project cannot be defined only by the Purchasing Department, it must address the needs that gave rise to it. A true partnership with the client is what every salesperson hopes for. Understanding the need, interpreting it correctly, and responding appropriately means helping create a solution that ensures people’s safety and the long-term operational continuity of the company that commissioned it. I truly believe this, and my belief is demonstrated by the fact that many of our multinational clients, despite their much-touted procurement policies, have been working with us for decades. The principle is the same: if my doctor is good and I trust him, why should I change doctors?
Your company operates both in Italy and internationally. In fact, you also work in the marine and oil & gas sectors.
What are the main differences you notice compared to the Italian market and how does Mozzanica handle them?
Working abroad in the sectors you mentioned is like facing a duel with a single-shot pistol! You have to be certified, otherwise, you can’t even operate, as well as competent, well-prepared, and financially sound. But if you miss your shot, you’re out, you’ve lost, and there’s no second chance. That's the biggest difference in the international market. The Italian market is less selective; it may seem strict on paper, but it's actually much more superficial, and it almost always comes down to the price (i.e., the discount), whereas abroad, offering a discount can actually get you excluded from the bid. We approached the international market with great humility and a lot of preparation. Now, ten years later, we feel more confident and better known.
Can you give us some examples of the projects you have worked on?
In the marine sector, we have carried out and continue to carry out major revamping projects for well-known cruise ship operators.
We work with multinationals in the pharmaceutical, food, and chemical sectors, managing production facilities throughout Italy and installing systems both in Italy and abroad.
In the realm of oxygen reduction systems, we hold a patent that ensures the correct maintenance of the design values throughout the entire protected volume, regardless of the room’s height.
In conclusion, what are Mozzanica’s future prospects in the fire protection systems sector?
Our business is evolving!
The first key objective for the future is ensuring a generational transition across all areas of the company, to guarantee continuity for our organization. We’ve officially joined the new Italian association of sprinkler system manufacturers, the IFSN (Italian Fire Sprinkler Network). We’re developing thermographic detection systems applied to fire safety, and we’re integrating artificial intelligence. In short, we’re open to the future, with our feet firmly planted in the present.