544On TikTok, billions of users scroll through short videos every day, but the merchants who truly achieve explosive sales often master a “traffic code”: selecting products through cultural insights.
A small British shop selling crystals seized on the cultural symbol of “witch divination” during Halloween, resulting in monthly sales exceeding $2 million; meanwhile, a Southeast Asian sunscreen brand climbed into Indonesia’s top three bestsellers with just one short video titled “Tropical Sunscreen Guide.”
Behind these seemingly accidental viral hits are three powerful tools for localized product selection.
Image source: Google
Strategy 1: Decoding Cultural Symbols—Trigger Emotional Resonance with Festivals/Climate/Beliefs
The essence of localized product selection is selling “cultural identity.” Merchants need to extract symbols from the cultural DNA of their target market and use content to spark emotional resonance among users.
Festival symbols: Plan festival-related products 3–6 months in advance, such as Halloween witch crystals or Christmas limited gift boxes;
Climate symbols: Develop scenario-based content according to regional climate characteristics, such as waterproof accessories for the rainy season or warm products for cold regions;
Belief symbols: Design compliant products for religions/customs, such as halal-certified clothing or deity-themed accessories.
Strategy 2: Predicting Data Trends—Reverse Engineering Viral Product Genes with Algorithms
The essence of the TikTok algorithm is a “human nature detector.” Use data tools to identify high-potential products and plan content 30 days in advance.
Dark horse category mining: Focus on low-competition, high-growth categories (such as cocktail tools with monthly sales of £120,000 in the UK);
Viral product gene identification: Filter for content features with conversion rates 20% above average (such as product comparisons or special effects demonstrations);
Long-tail demand capture: Track cyclical search peaks (such as “pet Christmas sweaters” in France, with annual growth of 460%).
Strategy 3: Creating Trending Phenomena—Upgrading from Leveraging Trends to Creating Trends
Localization experts don’t passively chase trends; instead, they proactively feed the algorithm with three types of events to create cultural phenomena.
Current event binding: Develop derivative products related to major events (such as Olympic flag-colored sports socks for the Paris Olympics);
Challenge incubation: Design highly interactive topics to guide UGC (such as the Philippines’ rainy season #RainproofChallenge);
Cultural meme recreation: Deconstruct social phenomena to develop products (such as Japan’s “corporate slave commuter bag” catering to workplace oppression culture).
Image source: Google
Decoding Viral Case Studies: Three Brands’ “Cultural Breakthrough Battles”
Case 1: Meoky Insulated Cup
American brand Meoky discovered that North American families spend over 1.5 hours driving daily, but traditional insulated cups leak easily. Their 40-ounce car cup features leak-proof design + reflective paint packaging, and influencers filmed “gym → supermarket → picking up kids” scenario series. During Black Friday, single-day sales reached 30,000 units, and annual sales exceeded 100 million.
Image source: TikTok
Case 2: Onlyou Foundation
Facing Indonesia’s hot and humid climate, Onlyou launched a 24-hour long-lasting foundation and invited religious KOL @HijabTutorials to film a “5-minute morning prayer makeup” tutorial. The video deliberately showcased the halal certification mark on the bottle and designed a ritual of “reciting scripture while applying.” Within two months, it topped the category, with TikTok contributing over 60% of GMV.
Image source: TikTok
Case 3: O Positiv Gummies
American women’s health brand O Positiv found that 72% of young women are embarrassed to discuss period care. They launched pink vitamin gummies, and TikTok influencers filmed funny videos of “secretly eating gummies in the office,” packaging PMS (premenstrual syndrome) as a girlfriends’ topic. Monthly GMV exceeded $1 million.
Image source: TikTok
Final Words
When Spanish merchants launch “Three Kings Day limited chocolates” for Christmas, and Thai brands turn sunscreen into temple blessing souvenirs, these viral products have already transcended the goods themselves—they have become emotional carriers for users to express their cultural identity.
In the traffic red ocean of TikTok, only merchants who truly understand the “cultural code” can turn the algorithm into their “viral product accelerator.”
