Understanding ACoS in Amazon PPC Advertising

Understanding ACoS in Amazon PPC Advertising

18 August, 2023


Last updated on 30 October, 2023

Written by Content Team

An Overview of Amazon's PPC Advertising ACoS

In this guide, we'll explore ACoS in Amazon PPC advertising, how to calculate it, and strategies to optimize it for better results. Learn how to maximize your ad spend efficiently.


Regarding Amazon PPC advertising, achieving optimal results while managing costs efficiently is essential for sellers. One of the key metrics that can significantly impact advertising success is ACoS. Understanding ACoS and how to utilize it effectively can lead to better ad campaign management, increased sales, and improved ROI (Return on Investment).

What is ACoS in Amazon PPC Advertising?

ACoS, or Advertising Cost of Sale, is a crucial metric used by Amazon sellers to assess the effectiveness of their advertising campaigns. It represents the percentage of ad spend relative to attributed sales revenue. In simple terms, ACoS measures how much you spend on advertising to generate one dollar of sales.

ACoS plays a vital role in determining the efficiency and profitability of your Amazon PPC campaigns. A lower ACoS indicates that you generate more sales revenue per dollar spent on ads, which is ideal for maximizing profits. On the other hand, a higher ACoS means your ad spend is eating into your revenue, making your campaigns less cost-effective.

How to Calculate ACoS?

To calculate ACoS, use the following formula:

ACoS = (Ad Spend ÷ Sales Revenue) * 100
Example: If you spent $200 on Amazon PPC ads and generated $1000 in sales
revenue, your ACoS would be:
ACoS = ($200 ÷ $1000) * 100 = 20%
In this case, you spend 20% of your sales revenue on advertising.

Understanding ACoS Benchmarks:

To gauge the effectiveness of your ACoS, it's essential to know the industry benchmarks. ACoS benchmarks can vary significantly depending on factors like product category, competition, and advertising strategies. For instance, products with high margins can afford a higher ACoS, while low-margin products should aim for lower ACoS to remain profitable.

ACoS Optimization Strategies:

Optimizing your ACoS can lead to more efficient ad spending, increased sales, and better ROI. Here are some strategies to achieve a lower ACoS and enhance your Amazon PPC advertising:

1. Keyword Research and Targeting: Thorough keyword research helps you identify relevant and high-performing product keywords. Targeting the right keywords ensures that your ads are shown to the right audience, leading to better conversion rates and lower ACoS.

2. Bid Management: Carefully manage your keyword bids to balance visibility and cost. Adjust bids based on keyword performance to prioritize high-converting keywords and reduce spending on underperforming ones.

3. Ad Copy and Design: Create compelling ad copy and eye-catching designs that entice potential customers to click on your ads. High-quality creatives can lead to better ad engagement and increased sales, ultimately improving your ACoS.

4. Product Page Optimization: Ensure your product pages are optimized with relevant keywords, clear images, and compelling product descriptions. A well-optimized product page can improve conversion rates and contribute to a lower ACoS.

5. Negative Keywords: Identify and add negative keywords to your campaigns to prevent your ads from showing for irrelevant searches. This helps reduce wasted ad spend and improves ACoS by focusing on relevant audiences.

6. Campaign Structure: Organize your campaigns into well-structured ad groups and target specific product categories or keywords. A well-organized campaign structure allows for better control and optimization of ad spend.

ACoS vs. ROI: Finding the Right Balance:

It's crucial to strike the right balance between ACoS and ROI. While a low ACoS is desirable, overly restrictive spending may limit your reach and potential sales. On the other hand, a high ACoS may lead to increased sales but might not be profitable in the long run.

Consider your profit margins, business goals, and advertising budget to determine the optimal ACoS that aligns with your overall business strategy.

Common ACoS Mistakes to Avoid:

Achieving an ideal ACoS requires careful planning and monitoring. Avoid these common ACoS mistakes to optimize your Amazon PPC campaigns:

Bidding Too Aggressively: Overbidding on keywords can lead to high ACoS and reduced profitability. Monitor bids regularly and adjust them as needed.

Ignoring Negative Keywords: Neglecting negative keywords can result in irrelevant clicks, wasting your ad budget. Regularly review search terms and add negative keywords to prevent this.

Lack of Keyword Optimization: Not optimizing your product listings with relevant keywords can hinder ad performance. Conduct thorough keyword research and incorporate them into your listings.

Ignoring Analytics: Failing to analyze campaign performance can lead to missed opportunities. Regularly review data and make data-driven decisions to optimize your ACoS.

Ignoring Seasonal Trends: Ignoring seasonal trends and failing to adjust your ad strategies accordingly can impact your ACoS and overall campaign performance.

Measuring Success with ACoS:

To measure the success of your Amazon PPC campaigns, track ACoS alongside other key metrics like CTR (Click-Through Rate), Conversion Rate, and ROI. Regularly analyze performance data and make data-driven adjustments to improve your campaigns over time.


ACoS is a critical metric in Amazon PPC advertising that directly influences your campaign's profitability. By understanding ACoS, calculating it correctly, and implementing strategic optimizations, you can make data-driven decisions that lead to better results. Optimize your keywords, bids, ad creatives, and product listings to achieve your target ACoS and maximize your ROI. Remember, success in Amazon PPC requires continuous analysis, testing, and refinement.

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Q. What is the ideal ACoS for Amazon PPC campaigns?

A. The ideal ACoS varies based on your profit margins, product lifecycle, and business goals. Generally, an ACoS of around 15-25% is considered good, but finding your target ACoS for optimal profitability is essential.

Q. Can a low ACoS be harmful to my Amazon campaigns?

A. A very low ACoS may indicate that you are not spending enough on advertising to reach potential customers. It's essential to balance cost and sales to achieve the best results.

Q. How often should I adjust my bids and budgets?

A. Review and adjust your bids and budgets based on keyword performance and campaign results. Doing this at least once a week or more frequently during peak selling seasons is advisable.

Q. Should I focus more on automatic or manual targeting in Sponsored Product Ads?

A. Both automatic and manual targeting have their benefits. Start with automatic targeting to discover new keywords and then use the insights to create more targeted campaigns with manual targeting.

Q. Can I use ACoS to measure the success of non-PPC marketing efforts on Amazon?

A. No, ACoS is specific to PPC advertising and measures the performance of your paid campaigns only. Other metrics, such as organic sales, page views, and conversion rates, are more relevant indicators for non-PPC marketing efforts.

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