In this week’s episode of Shop the Scroll, I sat down with Jay Hunter, CRO at MaryRuth Organics, to break down exactly how they scaled from $0 to over $40M in GMV on TikTok Shop.
Jay doesn’t hold back.
We covered:
✅ How they scaled from sending 50 samples a week to over 10,000+ per month
✅ Why TikTok LIVE is their unfair advantage (and how they run it 24/7)
✅ Profitability levers - contribution margins, ROAS targets, sample ROI
✅ How they built a high-output Discord community of creators
✅ The real halo effect between TikTok, Amazon, and retail (and how to weaponize it)
✅ The TikTok Shop myths most brands still believe
This isn’t theory. It’s the real playbook from one of the fastest-growing wellness brands on the platform.
If you’re trying to scale TikTok Shop or still debating whether it’s worth it this episode will save you 3+ months of guessing.
🎧 Listen now: Spotify
📺 Watch now: YouTube
Who should I get on the next pod?
Ashley