One-Third of Pet Retail Stores Fail to Fill Sales Associate Vacancies

Frontline staff shortages remain a major challenge for retail in Russia. In the first half of 2026, retailers posted over 478,000 vacancies on HeadHunter. Sales consultants and cashier-salespeople accounted for 65% of listings, representing more than 313,000 job openings. At the same time, the industry averaged three resumes per vacancy, a competition level HeadHunter classifies as low.

For pet retail, the issue is even more acute: stores require more than just a cashier, needing sales staff capable of navigating pet food, care products, accessories, and other pet product categories. Survey results from the PRO Zoobusiness ZOOINFORM Telegram channel show that industry labor shortages stem simultaneously from headcount deficits and insufficient candidate qualifications.

One in Three Survey Participants Faces Sales Staff Shortage

The largest group, 32%, reported a shortage of sales associates and extreme difficulty filling vacancies. An additional 24% of respondents consolidate employee duties, with sales staff managing registers, receiving inventory, and assembling online orders. For 18%, the issue is not a lack of applicants: candidates apply, but most lack necessary qualifications.

Only 9% of respondents reported full staffing. Another 9% have filled all positions but report a scarcity of strong sales consultants.

Among respondents, 15% have adequate overall staff but periodically need to recruit new employees. Meanwhile, 7% each reported experiencing staff shortages while still finding suitable candidates, maintaining sufficient headcount despite high turnover, or abandoning expansion and new store openings due to personnel deficits.

Currently, 16% of respondents are not hiring sales staff due to declining customer traffic or cost-cutting measures. In 5% of cases, retail chains redistribute employees across store locations. Only 1% of respondents utilize hourly workers for peak shifts.

Pet Retail Requires More Than Floor Staff

Survey findings indicate that stores adapt to labor shortages primarily by increasing workloads for existing personnel. According to HeadHunter data, demand for temporary labor across retail as a whole is growing rapidly, with booked shifts increasing 34% in 2025 and nearly 40% year-on-year in the first half of 2026. However, pet stores rarely use this model.

One reason is the high qualification bar for pet sales associates. Customers require more than assistance locating shelf items; they seek advice on selecting diets, cat litter, grooming supplies, and other goods tailored to specific pet needs. In an RBC Companies interview, Alexander Kolchin, content director at Zooinform, identified trained sales associates as a primary competitive asset for brick-and-mortar stores. He noted that technology can manage information searches and comparisons, but cannot replace trust, personal interaction, and the ability to understand specific customer’s needs.

Alexander Kolchin,
content director at Zooinform, business trainer, advisor to the president of the National Pet Industry Association (NPIA):

In Russia, the pet retail sales associate role does not officially exist as a distinct, recognized profession. Given the required knowledge volume, an employee must be an expert in product assortment, pet nutrition, care, and management. Yet, almost no formal educational programs train for this profession, and sales associates rarely have clear career pathways. Consequently, many view the position as temporary, accidental, or compulsory, lacking motivation for professional growth. This drives high turnover, inconsistent qualification levels, and a continuous need for employee retraining. This is particularly sensitive for pet retail, as sales associates directly impact revenue, store trust, and customer retention.

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