Background: Despite the diversity of theoretical and methodological approaches to the formation of customer focus in the management of companies, theoretical and methodological provisions are necessary, including approaches to the management of consumer value of trade service, assessment of efficiency of trade networks, personnel management system, which allow us to implement customer-oriented approach in the trading networks taking into account specifics of trade service. Methods: In this article, based on comparative analysis and sociological study, the analysis was carried out as to 5 trading networks in Russia and Moldova.