Pop Daddy's $15M TikTok Shop Playbook: JT Sarafa

JT Sarafa didn't grow up dreaming about TikTok Shop. He grew up in his family's food business—watching his parents grind through product launches that didn't land, pivots that burned cash, and the brutal middle years where nothing seemed to stick. Pop Daddy Snacks had been around for years, but it wasn't until they launched a pretzel line on TikTok Shop that everything changed.


In this episode, JT reveals they've scaled past $15M on the platform—and he's not holding anything back. This is the unfiltered playbook: the affiliate systems, the content frameworks, the weekly metrics, and the expensive mistakes most brands are making right now.


THE MESSY MIDDLE (AND WHAT FINALLY CLICKED)
JT takes us back to the beginning: growing up in a family business that was always one pivot away from a breakthrough. He breaks down the exact moment things clicked with TikTok Shop, and why most brands miss it entirely.


BRAND CONTENT THAT ACTUALLY CONVERTS
Your brand page is probably bleeding money. JT walks through the content frameworks that drive actual Shop conversions versus the vanity posts that rack up views but don't move product. You'll learn hook structures, posting cadence, CTAs that work, and the creative decisions he'd never make again.


THE AFFILIATE ENGINE (WHERE THE REAL SCALE HAPPENS)
Most brands treat affiliates like influencers. That's the mistake. JT explains why building an affiliate engine is the only way to scale TikTok Shop sustainably—and exactly how to do it:


Recruiting: Where to find creators and how to pitch them without scaring them offBriefs that get executed: The format and detail level that gives creators freedom while maintaining brand standardsRetention: How to keep top performers loyal when competitors offer bigger commissionsScaling without chaos: Systems for onboarding 100+ affiliates without losing control


CONTENT SYSTEMS THAT COMPOUND
One viral video is luck. Consistent performance is a system. JT walks through Pop Daddy's entire content operation: ideation, iteration, and distribution across Shop listings, organic feed, and live streams. This isn't about posting more—it's about building a machine that produces performance content on repeat.
WHAT TO MEASURE (AND WHAT TO IGNORE)
JT shares the exact metrics he tracks every week, when to kill underperforming content, and the creative decisions that cost them six figures. You'll learn the 3-5 KPIs that actually predict revenue and how to make data-driven calls without dashboard paralysis.


WHO THIS EPISODE IS FOR
DTC founders, marketplace sellers, and social-commerce operators who need systems, not hacks. Performance marketers tired of chasing virality without results.


ABOUT THE HOST
Hosted by Sebastian Nelson, founder of ⁠Cruva.com⁠—a platform built for DTC and social-commerce operators who need real playbooks, not surface-level content. Sebastian brings on founders and operators who've actually scaled brands and lived through the mistakes. No fluff. Just tactical, operator-to-operator conversations.


Subscribe now. Share this with a founder who's serious about TikTok Shop.