Instrumental soul music is not in high demand in 2025. But last summer, Fat Beats Records quietly moved hundreds of copies of El Michels Affair’s ‘Enter the 37th Chamber‘ — an anniversary edition of an album containing instrumental soul versions of the Wu-Tang Clan’s iconic hit “C.R.E.A.M.,” Ol’ Dirty Bastard’s “Shimmy Shimmy Ya,” Ghostface Killah’s “Cherchez La Ghost” and more.
The majority of direct-to-consumer sales came through TikTok Shop, an e-commerce platform inside the short-form video app that allows users to easily buy items without having to leave for another site. “We found some cool creators, sent them the vinyl, and they did an unboxing video, or talked about some of the tracks while playing the music in the background, and then linked directly to TikTok Shop,” explains Molly Bouchon, director of digital at Rostrum Records, which acquired Fat Beats in 2024. The El Michels Affair reissue is now sold out.
TikTok Shop is relatively new and thus often overlooked by many artists and record labels, according to Itai Winter, vp of commercial partnerships at the marketing platform Genni, which helps match creators with music promotion campaigns. The fact that TikTok’s fate in the U.S. remains uncertain probably hasn’t helped; the Supreme Court will hear arguments on Friday (Jan. 10) about whether the app should be sold or shut down in the U.S.
Still, Winter estimates that “probably about a fifth of the For You page [on the app] are TikTok Shop-related posts” now. And harnessing that attention can pay off handsomely, at least when it comes to driving vinyl purchases: “We’re doing $15,000 to $20,000 in sales every month” through the platform, Bouchon says.
And she hopes there might be room to do more: “How do we make TikTok Shop a $40,000 or $50,000 a month revenue builder for us?”
TikTok officially rolled out TikTok Shop in September 2023 as part of a push into the lucrative world of e-commerce. “We have a very aggressive plan to make a splash in the industry and make sure that people out there understand that TikTok is a place for shopping,” Nico Le Bourgeois, head of U.S. operations for TikTok Shop, told The New York Times.
“With the number of people shopping on TikTok Shop every month nearly tripling since officially launching in September 2023, TikTok Shop is leveling the playing field so that any creator, merchant, brand and product can become a huge hit on our platform,” Le Bourgeois added in a recent statement to Billboard.
Genni became an official TikTok Shop partner as soon as it launched. “I got a really in-depth look and a chance to see what is actually driving sales,” Winter says. He frequently saw success when creators, rather than artists, posted about merchandise like records. Creators are incentivized to do so because they receive a commission on sales from links they share. Sellers can set commissions as they see fit; they’re often between 12% and 16%, according to Winter.
Alex F., who goes by plastic.disc on TikTok, is a self-professed “huge music nerd” who posts all manner of vinyl-related videos on the platform — “my $7,000 turntable set-up“; “more weird and unusual records in my collection!” He now often includes links to TikTok Shop and appreciates the commissions he receives from sales because they help feed back into his vinyl habit. (Though he would post the videos “even if I wasn’t making money — it’s what I love,” he says.)
These clips can spread far and wide: A plastic.disc post about Mac Miller’s 7″ single “The Spins” earned more than 2 million views, helping to move 744 copies of the record through TikTok Shop in a single week in October.
Winter has worked out a rough rule of thumb: A million views on a TikTok video with a TikTok Shop link usually translates to around $6,000 to $8,000 in LP sales. “It’s really convenient for people to see an unboxing video, think, ‘That’s cool,’ and go buy it,” says Alex F. TikTok has “primed their users to make transactions quickly,” adds Carly Redford, former director of e-commerce at Manhead Merch.
“I unfortunately know that,” Bouchon jokes. “I swear every day I get something from TikTok Shop.”
While TikTok Shop has the potential to turbocharge sales, many merchandise companies are not yet equipped to pivot rapidly to meet unexpected geysers of demand. They tend to work on months-long time horizons leading up to a release date. But release dates don’t matter as much on TikTok, which has consistently rejuvenated older songs.
As a result, “A lot of the fulfillment centers are having difficulty,” according to Johnny Cloherty, co-founder of the digital marketing company Songfluencer. “TikTok requires you to ship within two business days, and that’s tough for larger merchandise companies.”
One record that Winter was promoting went out of stock five times over the course of three months. In a way, this is a good problem to have. Still, “It can be frustrating,” he says. “You wake up to a viral video, and you’re selling 10 units an hour. Call the distribution center, and they’re like, ‘Don’t worry about it, we’ll send you another batch in two weeks.’ I’m like, ‘I need that yesterday.’”
Those delays mean that acts are leaving money on the table. On top of that, other TikTok Shop users may be siphoning off money that should go into artists’ pockets. Although TikTok Shop policy “expressly prohibits the unauthorized use of any third-party intellectual property rights,” Redford says, “There is so much bootleg merch [on the platform].”
This is a common problem on e-commerce sites. “That happens on Etsy, on Pinterest, on Facebook Marketplace, wherever,” Cloherty says. However, “None of those platforms drive even close to the degree of consumption and discovery that TikTok does,” he continues, which could make bootlegs on TikTok Shop more detrimental.
According to TikTok Shop’s Intellectual Property Rights report, published in October, the platform “implements proactive measures to identify and prevent potential infringements, significantly reducing their occurrence. Between July 2023 and June 2024, more than 5,254,000 products were prevented from going live.” In addition, “497,026 products were taken down after going live for IPR violations.”
Copyright owners can report infringement notices to TikTok Shop. In Redford’s experience, though, the most effective way for artists to combat bootlegs is to sell their own official products.
Despite success stories like El Michels Affair’s Enter the 37th Chamber, Redford still hasn’t seen many artists experimenting with TikTok Shop campaigns. “I feel like labels aren’t really focusing enough on it,” says Amy Hart, a digital marketer and co-founder of prairy, a new indie label. “We’re actively talking about it and figuring that side of things out.”
As with all things TikTok, it’s nearly impossible to determine in advance what products — and what videos — are going to cause users to smash the “buy” button. “TikTok Shop is tricky,” acknowledges Tyler Melton, who posts vinyl-focused videos of his own as tyler.fortherecord. “It will either not care about your video at all, or maybe the way you do your title or your intro will hook people.”
Winter’s biggest wins so far have come with vinyl. “We tried selling sweatshirts a couple of times, with only limited success,” he notes.
He believes the merchandise needs pizzazz — users may be unmoved by a simple T-shirt with an artist’s logo. (The El Michels Affair LP was described in one TikTok video as “a sick black-and-yellow” pressing, while a recent Wiz Khalifa vinyl reissue featured eye-catching “retro video game inspired artwork.”) “You can’t look at TikTok Shop like you’re uploading everything in your merch store,” Cloherty says. “It’s more like, what merch items can spark a TikTok-worthy moment?”
“This is all pretty new,” Bouchon adds. “Now I think we’re all realizing, ‘Oh shit, we need to prioritize this.’”
