Q&A Interview with Leslie Yellin, Executive Vice President, Multipet International
Professionally, what made the pet industry a good fit for you? What did you enjoy the most about working in pet?
What I loved most about working in the pet industry was that I was part of so many “firsts.”
At Central, I launched their very first buying show—long before these events grew into the large-scale productions they are today. Mine was held at a racetrack, then Foxwoods, and I was fortunate to work with people who gave me the independence to chart my own course. They trusted me to create the roadmap, and that freedom was invaluable.
When I joined Multipet, the landscape was completely different from today. Pet products were sold only through distributors and specialty stores—there were no pet sections in grocery, drug, or mass retail. I still remember walking into meetings with buyers who looked at a plush parrot and asked, “Wait, this is for dogs? Are you sure it’s not for kids?” And I’d say, “No—dogs love these. Take a chance on me, and I’ll show you.”
Being on the ground floor, opening up entirely new markets for pet products, was exhilarating. Watching those early risks turn into long-term success stories gave Multipet a legacy within major retailers that still carries on today. That’s what I enjoyed most—being able to break new ground and know I helped shape the industry into what it is now.
What were your biggest accomplishments during your time with Multipet International and Central Garden & Pet?
At Central Garden & Pet, one of my biggest accomplishments was creating their first-ever buying shows. At the time, no one in the company had done anything like that—it was uncharted territory. I also built their marketing and advertising programs from the ground up. There were no catalogs, no sell sheets, no real sales tools. I developed those resources, which gave the sales team what they needed to succeed and strengthened our relationships with customers. One that always stands out is Pet Supplies Plus. Back then, they were just a small chain, and I was literally writing their ads. Watching them evolve into a major national franchise—and knowing I had a hand in those early steps—was incredibly rewarding.
At Multipet, I’m most proud of redefining the cat category. For years, it was dismissed as a “necessary evil” in the industry. But I knew it was an untapped market. People often underestimate how many cats are out there—you don’t register cats, and someone in New York could have ten living in their apartment. I pushed hard to show that creativity and innovation in cat toys mattered. At the time, the only option was a basic fur mouse. I helped spearhead the development of interactive toys and wands, which ultimately transformed the category into the thriving part of the business it is today.
On a personal level, what I treasure most was the freedom I was given at Multipet. There was no leash—I was encouraged to create, design, and take risks. Seeing products I sketched at my desk end up in people’s homes, bringing joy to their pets, is something that still makes me proud.
What aspects of your job at Multipet International did you enjoy most, and what did you find most challenging?
What I enjoyed most at Multipet was the freedom to build something. Mark Hirschberg’s leadership style was, “I’ll create the products—now you create the roadmap.” That gave me the independence to shape the business and open entirely new doors. In those early years, I put more than a million miles on flights, visiting retailers who had never sold pet products before. Walking into a CVS or a grocery store and convincing them to add a pet destination was exciting. And in my entire career, I only had one buyer ever say “no.” Almost everyone understood immediately—because they were pet owners themselves.
But no matter how far the industry has expanded into mass and grocery, my heart has always been with the independents. That’s where the true knowledge and education live. Independent pet retailers are the ones pet parents turn to for advice—whether it’s what food to feed, which flea product to use, or even what sweater to buy. They’re the educators, the innovators, and the pulse of the industry. They can make decisions quickly, constantly refreshing their shelves with the newest and best products, while mass retailers may take a year to reset. I’ve always believed it’s essential to respect and protect that part of our industry.
The most challenging part? The explosion of choice, especially in pet food. Today, the amount of knowledge required to guide pet parents is staggering. I admire the independents even more for how they keep up—it takes an incredible level of education and commitment.
What key skills, insights or knowledge have you developed that would be valuable for others to know?
I’ve always managed with very high standards. Some people would say I was tough to work with, but I never saw it as being harsh—I saw it as pushing for excellence. I wanted people around me who could hear feedback as critique, not criticism, and I always believed in hiring people who were smarter and better than me. Even now, the person I’ve trained to take over my role has outperformed my numbers—and I couldn’t be prouder. That’s exactly the kind of driven, grounded person I’ve always wanted on my team.
My philosophy has been simple: be available, be dependable, and never let anyone wait on you. I’ve taken calls on Christmas, visited pet stores on holidays—because relationships are partnerships, and I’ve always wanted to prove I was there no matter what. That commitment has led to something I’m most proud of: lifelong relationships. When former Walmart buyers are still calling me years later to come over for dinner, that says something.
What made the difference was authenticity. I treated every customer like family—like a brother, cousin, or close friend. That meant being myself: sometimes witty, sometimes sarcastic, always honest. Buyers told me they valued that I walked in the room with confidence, gave direction, and offered expertise instead of asking them what they wanted. That’s the advice I give others: walk into every meeting like you’re with your favorite relative—comfortable, authentic, and willing to guide. That combination of high standards, real relationships, and authenticity has made all the difference.
What do you hope your team took away from the lessons you taught and the example you set?
What I hope my team members took away from me is the importance of independence, advocacy, and humor.
The person stepping into my role is someone I hired 17 years ago—he was actually my buyer at True Value. Over the years, he’s told me, “I learned this from you,” which is both humbling and rewarding. One lesson I always tried to model is that a good leader should be their team’s biggest advocate. If I was talking to Mark, I’d say, “Here’s where Sean is better than me. Here’s what he accomplished.” It’s easy to point out what doesn’t work; I made a point of celebrating what did, and building people up. It’s like raising a child—you recognize their strengths, trust them, and give them the room to grow.
That’s very much the Multipet way. Everyone essentially runs their own business. The sky’s the limit, as long as it fits with the company’s goals. I wanted people to know they could shape their role, create their path, and truly own their work.
And finally—humor. Having a thick skin and the ability to laugh, even in tough moments, was central to our culture. I’m sarcastic, and so are many on my team. Meetings were loud, fast, and filled with banter. To an outsider it might look like conflict, but to us, it was love. I always believed that if we weren’t joking with you, we probably didn’t like you. That blend of independence, support, and humor is what I hope they carry forward.
What advice would you give to someone starting their career in a similar role, and industry?
My advice is simple: out work, out listen, and out learn. The pet industry is built on passion, but passion alone isn’t enough—you have to pair it with discipline and a strong work ethic. This is not a 9-to-5 business. If you’re willing to put in the hours, stay curious, and truly listen, you’ll go far.
I always tell people to learn from those who’ve been in the industry longer than you. You don’t need to prove yourself by knowing everything—you need to grow by asking questions, paying attention, and applying what you learn. Some of the best lessons I’ve ever received came from conversations with people who had already walked the path ahead of me.
And sometimes, it’s as simple as being prepared with a little creativity. For me, if all else failed, I always had a dog toy in my bag. I could pull it out in any meeting, and suddenly the conversation would open up. That’s the magic of this industry—it connects people through their love of animals. If you can tap into that passion while putting in the hard work, you’ll not only succeed, you’ll love the journey.
What are your thoughts on the changes you’ve seen occurring at Multipet International throughout the years?
When I started, Multipet was a tiny company—and now it’s a major player in the industry. That growth has been incredible to watch. Looking ahead, I think the next big opportunity is sharpening the branding. In the pet industry, consumers rarely walk into a store asking for a brand by name. They’ll ask for a Lamb Chop or a Loofa Dog, but not necessarily for a “Multipet toy.” For years, I’d be asked what company I worked for, and when I said “Multipet,” people wouldn’t recognize the name. That shows how important brand identity will be moving forward, especially with the amount of competition in today’s market.
What has always set Multipet apart is its innovation, and that hasn’t changed. The products coming down the pipeline are creative, exciting, and exactly what the market wants. Multipet has absolutely earned its seat at the table—it went from being at the bottom to now having the No. 1 selling toy in the country, and seven of the top ten Nielsen best-sellers. The challenge now is maintaining that leadership and asking the critical question: What’s the next Lamb Chop?
Do you plan to stay involved with Multipet International in any capacity?
Multipet has been such a big part of my life that I could never truly step away. As I transition out, I’ve made it clear to the people taking over that I’m here for them—I’m not going to abandon anyone. I’ve spent my career building something I deeply believe in, and I’ll always keep a foot in the door with Multipet and the pet industry as a whole. I feel too connected to the people and the passion behind this business to ever walk away completely. I’ll always be available to support, advise, or just be a sounding board. And as I’ve learned over the years—you never really know what the future holds.
What are your thoughts on Multipet International’s future direction?
I think Multipet’s future is incredibly strong. Like everyone, the company has been impacted by global challenges such as tariffs, which have disrupted business across the board. But what’s remarkable about Multipet is that inside the building, you’d never know it. The energy is all about creativity, innovation, and moving forward. Multipet doesn’t slow down—it never has.
The company has always been a trendsetter, and I believe it will continue to lead the industry with fresh ideas and exciting products. I’ve known Mark since before Multipet even existed, and I know the drive he and his family bring to the business. His daughter, who works with me now, represents the next generation of leadership and is part of carrying that legacy forward.
So my thoughts on Multipet’s future? Watch out, world—there’s much more to come.
