Zvonimir Viduka
Episode · #226
RITAM POSLA Zvonimir Viduka
Guest Zvonimir VidukaHosted by Lidija KiseljakMay 3, 2026
Zvonimir Viduka
About this episode
What you'll hear in this conversation
Zvonimir Viduka didn't just build a company; he built a global industrial player from a region not known for high-tech manufacturing. Starting in a nascent tech park in Zagreb 26 years ago, his firm Altpro has grown from two engineers to 156 employees, exporting advanced railway safety systems to over 50 countries. Viduka’s story is not about rapid startup scaling, but about the relentless, deliberate process of developing highly specialized products in a niche market, then patiently earning the trust of global clients. He offers a view into how deep technical expertise, coupled with a pragmatic approach to market realities, can build a lasting business that outcompetes larger players on the world stage.
Insights from the conversation
What to take from this episode
01
Altpro began in a technology park envisioned as an incubator for high-tech firms, but the local ecosystem never fully materialized as hoped. Sometimes, the path to building a substantial industrial company means growing beyond the initial local support structures, rather than waiting for them to catch up.
02
Altpro's growth from two engineers to 156 people, including 50 engineers, reflects a quiet commitment to R&D and specialized talent. When building complex, safety-critical industrial products, sustained investment in your engineering team is the only real growth engine.
03
Early on, Altpro focused on replacing imported railway components for the local market, but Zvonimir Viduka quickly saw the limits of that approach. The decision to develop three deep niches — vehicle detectors, level crossings, and auto-stop devices — allowed them to move from being a component substitute to a global system supplier.
04
Altpro financed years of product development from its own funds, eventually investing in advanced testing equipment like a climatic-mechanical station to meet the stringent demands of global clients. Scaling internationally in high-stakes industries requires you to build your own infrastructure to prove product reliability, not just rely on external certifications.
05
For Zvonimir Viduka, the most significant obstacle to building industrial companies in Croatia was the pervasive problem of non-payment, which he links directly to corruption. Sometimes, the most powerful driver for global expansion isn't ambition, but the sheer necessity of finding markets where payment terms are reliably honored.
06
A Chinese company chose Altpro to supply tram safety equipment for a project in Israel, a decision Viduka describes as a 'great act of trust' given Croatia's industrial profile. In specialized global markets, the quality and reliability of your product can overcome geographic origin, earning you a level of confidence that transcends national reputation.
07
Altpro's production cycles last four to five months, followed by an additional six to twelve months waiting for payment, all for products that don't carry 'huge percentage' profits. This extended cash conversion cycle makes local markets untenable for high-value manufacturing; you must prioritize markets with predictable payment terms to stay solvent.
08
During recent crises, Altpro significantly invested in material procurement, with Zvonimir Viduka noting that success became 'a race to see who has the material, who has healthy people to do the job.' When supply chains falter, control over your raw materials becomes as critical a competitive advantage as your product itself.
09
Altpro faces little direct competition in its specialized niches outside of Western Europe, with Viduka explaining that their products are not easily copied due to small-batch complexity, stringent certification, and deep knowledge requirements. Sustainable competitive advantage often lies not in being first, but in building a product that is uniquely difficult to replicate.
10
Altpro now operates in its 49th and 50th countries, often outcompeting larger Western European firms. Even as a smaller player, deep specialization and proven reliability can enable you to win against established giants in critical infrastructure markets.