Custom-Made Furniture Business: From Hobby to Family Enterprise

For many, the loss of a job can signal the end of a career, but for Željko Pušić, it was the spark to transform his passion into a thriving custom-made furniture business. In this interview, Željko shares how Dabar P.L. became a leading custom-made furniture company in Croatia and the secrets behind its success.

How did Dabar P.L. begin its journey as a custom-made furniture business?

It all started in 1994 after I lost my job. Instead of seeing it as an end, I turned to what I loved most—furniture making. What began as a hobby quickly evolved into a family business. Today, Dabar P.L. employs over 20 people and is recognized as a leader in the custom-made furniture business. We didn’t get here overnight—it took a lot of hard work, persistence, and, most importantly, listening to our clients.

What sets Dabar P.L. apart from other custom-made furniture businesses?

The attention to detail and the personal connection we form with every client. Every project is unique in the custom-made furniture business, and we strive to meet individual needs. Our clients expect more from us, and we deliver on that. Many of our customers come to us after trying mass-market solutions and always ask, “Why did we hesitate?” Quality craftsmanship, combined with our focus on customer satisfaction, is what really distinguishes us in the custom-made furniture business.

How did you build trust and grow your client base without traditional advertising?

Nearly all of our work comes through client recommendations. We’ve never paid for advertising, which is the best validation of our success. Word-of-mouth referrals are powerful, especially in the custom-made furniture business. It shows that people trust us and appreciate the quality of our work enough to recommend us to others.

The custom-made furniture business is becoming more competitive. How have you stayed ahead?

It comes down to quality and strategic decisions. Even during tough times, like the economic crisis a few years ago, we focused on what we do best—creating high-quality custom furniture. While others were downsizing, we kept growing. Today, the demand for custom-made furniture is increasing, and we’re always looking to bring new talent into the team to meet that demand.

As a family business, how do you maintain such strong client relationships?

A family business is built on trust and togetherness. It is vital that every client feels valued and that their individual needs are reflected in the final product. Our goal is to make every client a repeat customer and to do that; we put in the extra effort to ensure their complete satisfaction. We build relationships, not just furniture.

Finally, what advice would you give to someone looking to start a custom-made furniture business?

Focus on quality, listen to your clients, and be patient. Success doesn’t come overnight, but if you stick to your values and continually deliver excellent products, the clients will come and stay.