Robert Fućak
Episode · #94
POSLOVNI FM PREDSTAVLJA SUMT Robert Fućak
Guest Robert FućakHosted by Boris ŽivkovićMay 3, 2026
Robert Fućak
About this episode
What you'll hear in this conversation
Robert Fućak has been a small business owner since 1993, and for the past four years, he has represented Croatia's small retailers as president of their national association. His perspective comes from decades on the ground, navigating the relentless pressure from large chains and the shifting allegiances of major suppliers. He recounts the journey of independent shopkeepers who, by necessity, banded together to survive. This conversation explores how collective action can reshape market dynamics, even when facing seemingly insurmountable odds, and what happens when the very suppliers who once dismissed small retailers come knocking for help.
Insights from the conversation
What to take from this episode
01
The '051' retailers' association was founded in Rijeka in 2005, followed by the national Alliance of Small Retailers in 2009. Small, independent businesses cannot compete against large chains individually; they must self-organize, first regionally then nationally, to gain the collective volume needed for competitive purchasing power.
02
Small retailers, unlike large, often foreign-financed entities, cannot sustain selling goods with a negative margin, while big players can do so for years 'until they choke out local competition.' The true disadvantage for small businesses isn't just price, but the capacity of well-funded competitors to operate unprofitably for extended periods, making regulatory equity more vital than direct financial aid.
03
A regional director of a large Croatian producer once told Fućak that their firm's interest was not to work with small retailers, but to direct them to wholesalers. This resulted in 'many of their brands ceasing to be sold in our stores.' Dismissing small, independent retail channels as irrelevant can cause established producers to lose market share and brand leadership over time, forcing a re-evaluation of their distribution strategy.
04
Vindija, a major producer, built a successful long-term partnership with the association, allowing them to 'list new products without listing fees or any of the costs' required by large chains. Small retail networks offer an efficient, lower-cost channel for producers to test new products and expand market reach beyond their traditional regions, often proving more profitable in the long run than relying solely on large distributors.
05
After years of small retailers chasing producers, the situation has reversed: 'now producers are calling us, and we don't have to chase them down in hallways and beg for cooperation.' Consistent, collective advocacy from a unified group of small businesses can eventually shift power dynamics, making the retail network an attractive and sought-after partner for even the largest suppliers.
06
The Agrokor crisis initially left small retailers without their biggest supplier, but it also prompted 'some suppliers who were afraid to work with us' to realize the risk of over-reliance on one major buyer. Major market disruptions can force suppliers to diversify their distribution channels, creating unforeseen opportunities for smaller retailers who were previously overlooked but offer valuable market access.
07
The Alliance now covers '350 business entities and 680 sales points' across 15 counties, from Umag to Ilok, Split to Međimurje. The collective scale and geographic penetration of a unified small business network represent a significant, often underestimated, economic force that can rival larger chains in local market impact.