The Importance of Amazon Sponsored Ad Position

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November 13, 2018
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What items are at the top of your Amazon to-do list? When it comes to maintaining your sales, you should be dedicating a significant amount of time to tracking and improving your Amazon Sponsored Ad campaign performance. Identifying potential issues and fixing them before your campaigns start to perform poorly can save lots of time and headache in the long-run.

Let’s dive into the most important metrics to monitor in your Sponsored Ads, and how you can add smart automation to increase your success rate on Amazon.

A Common Mistake Made in Amazon Sponsored Ad Campaigns

Constantly optimizing your ad campaigns is so important because Amazon’s algorithms are designed to reward products that perform well, and even a single day with low sales volume will negatively impact your sales velocity. As a result, both your organic rank and paid rank will suffer.  

As you’re managing Sponsored Ads campaigns, it is very important that you pay attention to every single ranking movement, ensuring that you know when your ad is performing well. Getting this right will not only result in a well-performing campaign, but it will also help your promoted listing gain organic positions. (If your goal is to push organic rankings via sponsored ads, make sure that your listing is optimized for your targeted keywords before starting the campaign.)

Many advertisers fail with Sponsored Ads because they don’t know how the platform works. They’ll throw marketing dollars into this advertising channel without any sort of plan in place. One of the causes of this behaviour is that Sponsored Ads is one of the hottest topics in the Amazon space and every Amazon “guru” out there is trying to monetize this trend by selling information that is often not backed by data. The result is hundreds of new sellers starting to advertise on Amazon only because they’ve been told to do so, and they’re afraid of missing out if they don’t join the trend. Classic FOMO.

Guess what? This behaviour will get you in big trouble.

The Ad Strategy that Can Change Everything

Amazon’s Sponsored Ads engine is run by a sophisticated algorithm. Understanding its mechanism is not easy, even if you have some previous experience running campaigns on Google Ads (formerly Google AdWords). There are so many moving parts that it takes just one of them performing poorly to jeopardize your whole campaign.

Many people make the mistake of thinking that building campaigns in Amazon’s Sponsored Ads is just the same as in Google Ads. Unfortunately, this is not the case. While Google Ads is designed to drive traffic from different channels and optimize based on the trackable goals that you specify (eg. lead, purchase, view of a key page, etc.), Amazon’s Sponsored Ads optimization algorithm is designed to favour ads that make Amazon more money.

This, of course, changes everything.

One of the things that I’ve learned over years of managing campaigns on Google Ads is that your campaign performance will only be as good as you are at managing it. For instance, the mistake that most people make with Sponsored Ads is to focus solely on ACoS which is not the best KPI (Key Performance Indicator).

For a campaign to be profitable, you need to first know your breakeven point. This is determined by your listing’s conversion rate, cost-per-click and, of course, the maximum cost that you are willing to pay to acquire a customer (Max CPA). Once you have these metrics, you need to calculate your maximum cost-per-click that you can afford to pay to be profitable.

You can use the following formula to calculate your maximum cost-per-click:

Maximum CPC or cost-per-click Amazon Formula to help sellers calculate if their ppc campaign is profitable

The table below will help you to calculate what your Max CPC should be based on the metrics mentioned above:

Max Amazon CPC Calculation Table to help Amazon sellers determine what they should achieve in terms cost-per-click
  • Sale Price = The price at which your product sells or is sold at after its price has been reduced.
  • CoGS = Cost of Good sold including Amazon fees and various manufacturing costs.
  • Max CPA = (Sale Price – CoGS = CPA) The maximum cost you can afford to pay to acquire a customer and break even.
  • Listing CR = Your current listing’s conversion rate (you can find this number in your Seller Central’s business reports)
  • Max CPC