Velocity Sellers, Inc

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March 03, 2022

Learn Amazon’s price-per-click advertising approach, best practices, and how to properly calculate it to ensure profitability.

When sellers are researching products to sell on Amazon, one product expense that they sometimes neglect is advertising costs. Each seller must account for expenses such as unit costs, Amazon FBA fees, and shipping costs when calculating profitability – but what about the price of running PPC ads?

Advertisers must take advantage of this audience of ready-to-buy customers as more consumers prefer online buying to in-store shopping. Nearly three out of four consumers begin their product search on, which is a compelling reason for sellers and brands to learn how to use Amazon’s sophisticated advertising tools.

And it’s clear that vendors are taking advantage of these tools. Amazon is anticipated to earn over $31 billion in advertising revenue alone by 2022. However, as brands become more competitive, the cost of advertising on the network is rising. Indeed, 59 percent of Amazon merchants are concerned about rising advertising prices in 2022.

Despite these issues, lucrative PPC advertising on Amazon is still viable if you use the right price approach. It’s critical to understand advertising best practices, what ad expenses you’re up against, and how to calculate your cost-per-click to ensure your profitability.

Despite the fact that Amazon PPC campaigns aren’t as popular as Google AdWords or Facebook Ads (see the key contrasts here), the level of competition on Amazon is steadily increasing. More brands are leveraging Sponsored Marketing’s success to maintain their Amazon growth, while others are depending less on paid social ads to drive attention to their Amazon listings. If you’re a brand that uses Amazon PPC services, make sure you understand what’s causing the price increase and start planning how you’ll respond.

To easily navigate to the different sections of the guide, use the links below. 

Amazon Ads are Getting More Expensive 

Most plugins on Amazon’s website and app are now available for purchase as advertising inventory. However, the amount of advertising in search results hasn’t increased in a long time. Because sponsored product results in search account for the majority of ad expenditure on Amazon, CPC has risen as more firms advertise there. Despite this, ad prices have risen across the board on Amazon.

Advertisement budgets from well-known brands are being directed to Amazon. As a result, they may compete for ad space despite growing rates, only to raise them even higher in the future. The same thing happened on the other two major ad platforms, Google and Facebook. Furthermore, aggregator organizations purchasing Amazon sellers are in a similar situation to established brands in that they, too, have large advertising expenditures and the potential to lose money on some purchases.

All things PPC: Amazon PPC Made Simple: A Step-By-Step Guide

Root Cause Behind Increased Amazon CPC

More Buyers Leads To More Sellers

In 2015, Amazon accounted for 60% of all online sales in the United States. According to more recent research, that equates to 1,000 new sellers joining various Amazon marketplaces around the world every day as they try to take advantage of the incredible growth. When there are more sellers, there are more listings competing for first-page results for popular search queries. This might be disastrous for firms that sell a big number of products on Amazon. As a result, we’ll see more companies turn to PPC ads to get their items in front of potential customers. And, as a result of this impressive growth, PPC costs are expected to climb across the board.

PPC Competition Is Growing—Daily

According to a survey, the number of vendors using Sponsored Products increased by over 100 percent globally in 2016. So, what does this imply for you? In other words, there are now twice as many other brands bidding on the same terms as you. And this will have a significant impact on PPC expenditures.

How? When a user searches for keywords on which you’re bidding, they’re essentially starting an auction. You and other sellers are competing to see who can pay the most to get that user’s attention. More sellers will result in more bids, which will inevitably drive up the winning price, just as they would in an auction for a sought-after vintage automobile or piece of artwork.

Amazon Is Changing Its Terms And Conditions

Amazon alters its terms and conditions on a regular basis to combat counterfeiters and scammers who try to take advantage of the search and PPC algorithms. This has had a recent impact on the legalese surrounding evaluations. As a result of these developments, the rate at which all brands—particularly new ones—have their products reviewed on Amazon has decreased. Suddenly, getting honest reviews and keeping up with more established vendors, who can have hundreds or even thousands of ratings, has become extremely challenging for these emerging brands.

You can find yourself in this situation: how do you compete with a brand in your category that has 500 reviews compared to your 25, even if your reviews are on average stronger? Reviews are the social signal that speaks about the quality of a product. They’re the most reliable way to develop trust in your brand on Amazon. To compensate for the decrease in review volume, several brands are increasing their PPC spending to stay ahead of the competition. This is especially true if a brand’s reviews are low in comparison to its competitors.

Integrate powerfully: Running A Successful Amazon Business

Rising Platform Competition

Online advertising pricing is mostly determined by supply and demand, just like any other business market. Because ad costs are determined through auctions, your CPC is directly related to the number of competitors you’re bidding against and how high they’re prepared to offer. As a result, a rise in platform competition is the most likely reason for a drastically rising CPC. What’s behind the dramatic increase in digital ad competition? COVID-19 is most likely the catalyst. In the year 2020, the global pandemic radically altered the globe. We relocated our personal and professional lives online as a response to widespread lockdowns. Businesses rushed online to adapt to this shift in consumer behavior, while marketers shifted cash from traditional to digital media. Without a doubt, digital is currently the lowest-risk and highest-return advertising channel.

Rising Personalization Capabilities

Quality Score is another important component in deciding your CPC. The Quality Score is a calculation that takes into account the projected click-through rate, ad relevance, and landing page experience. Quality Score is directly influenced by the CPC ad auction. If the Quality Score of your competition improves, so will your CPC. As a result, if your CPC is growing, it’s likely that your competitors are offering a more relevant ad campaign. And personalization is the key to a more meaningful ad experience.

Instead of utilizing a one-size-fits-all advertising strategy for your whole client base, personalization implies generating distinct ad campaigns for each audience category. Personalization should be applied throughout the advertising process. Ads should speak directly to the interests and pain points of the audience segment, and post-click landing sites should complement the story.

Rising Customer Expectations

The entire online advertising ecology is well-balanced. Audience expectations change as advertising technology advances. Post-Click Automation, for example, uses machine learning to assist advertisers to deliver the most relevant material to each potential customer, improving the user experience. As a result, users’ expectations change, raising overall standards.

Quality Score, which rates an ad’s quality and relevancy in relation to a certain search, is closely related to customer experience. As a result, advertisers who do not adjust to greater customer expectations will see their Quality Scores drop and their CPC costs rise.

Stand out: 5 Reasons Branding is More Important Than Ever on Amazon 

How to Take Action

Prioritize your best SKUs

If you have a lot of variations on a product, one fast approach to optimize your Amazon ACOS is to just market the best-selling one. The extra sales generated by advertising the popular ones will frequently offset a reduction in sales of less popular ones. If this sounds like it could apply to you, give it a shot and see how it goes.

Pause keywords than overspend ad budget

You’ll need to put a stop to these right away. Even if they appear to be relevant, they aren’t going to cut it for you. Perhaps you’ll reconsider giving them another shot in the future. But for the time being, just halt them. Bulk File is the best source of data for these keywords.

Optimize keywords slightly over break-even

From break-even to >80% ACOS, these keywords have the ability to offer you sales at a low cost. To create a coefficient that you may use to discover an acceptable bid limit for these keywords, For a certain keyword, divide your actual ACOS by your intended ACOS. After that, you divide your existing offer for this keyword by the coefficient. This manner, you’ll keep some sales, but at a more or less acceptable ACoS.

Analyze the effectiveness of your current keywords

Finally, look for keywords that didn’t result in any sales (i.e., no Amazon ACOS) but did result in clicks. If a term received 15 or more clicks but no sales, you were either extremely unlucky or made a terrible keyword choice. Whatever the cause, you can take care of it later. Put these keywords on hold for the time being.

Increase bid for high performing keywords

After you’ve dealt with the unsuccessful keywords, you should focus on the ones that are doing well. Increase your bids for keywords with a high ACOS to increase sales. The coefficient we calculated earlier in the essay is used for this. Because your coefficient will be less than one this time, your new bid for these keywords will be greater than your existing one. As a result, your adverts should appear higher in search results.

Test keywords without many impressions

Unlike keywords with a large number of impressions but a low CTR, keywords with a low number of impressions could still be beneficial if the bid was raised.

Give them bids that are as high as your best-performing ones. Give them a week or two to prove themselves. You can simply halt them if they continue to display poor impressions or click-through-rate. However, if they start displaying clicks and conversions, you’ve discovered another small diamond to add to your PPC collection!

Final Thoughts

Sponsored Products’ rapid growth and rising PPC expenditures are actually excellent news for companies because it implies the system has been shown to perform time and time again. You’ll be setting up your brand to outperform the competition and take advantage of the new PPC landscape by knowing the landscape, using the proper strategies, and forming strategic relationships.

If you’re ready to save time and increase your sales, click here for a free analysis.

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Amazon Managed Services

With over $1B in revenue driven and 60+ employees with specialized knowledge of the Amazon ecosystem, we are the experts in this space.

Peter Sims

Sales Executive & Brand Evangelist

Pete has been on Amazon for 3 years now and is very happy to found a home at Velocity Sellers. In his free time Pete is an avid hiker, runner, and bowler. He also enjoys reading any book he can get his hands on and making some tea to go along with it.

Arlind Hoxha

Creative Manager

As the Creative Manager at Velocity Sellers, Arlind leads with expertise honed over many years in creative agencies. He brings a wealth of experience guiding designers and excelling in ecommerce-focused endeavors. Beyond his professional prowess, Arlind is an avid gamer, seamlessly blending creativity and strategic thinking.

Florence Palahang

Administrative Manager

Holding a BS in Accountancy from Davao City and boasting seven years of experience as a Virtual Assistant, Florence has established herself as a valuable asset. With a background spanning 95 clients worldwide, she has found her niche at Velocity Sellers, focusing on Amazon marketplaces. Beyond work, Florence enjoys reading, crochet, and baking. Her collection of plants adds vibrancy to her mornings, and witnessing her family enjoy the outcomes of her efforts brings contentment to her universe.

Kiley Forche


An MBA graduate specializing in Finance, boasting 11+ years of expertise. Joined Velocity Seller in 2018, contributing to our growth. Outside work, treasures family time, exploring new destinations, and passionately supports Buckeye Football

Miljan Milev

Sr. Project Manager

Seasoned project manager adept in data and e-commerce projects, collaborating globally. Outside work, finds joy in traveling, cherishing moments with family and friends.

Camilla Messmer

Sr. Project Manager

University of Arkansas grad in Supply Chain Management, excelling in eCommerce project management. Enjoys baking, travel, and writing, adding a touch of creativity to every endeavor.

Zach Taylor

Director of Logistics

Zach, a graduate with a Sociology and Environmental Science degree from the University of Montana, has consistently found himself drawn to running businesses and improving business systems, logistics, and operations throughout his professional journey. In his free time, he enjoys cycling, running, and spending quality moments in the mountains with his family.

Chris Prall

Director of Advertising

A former chef turned Geomatics graduate. While studying, he delved into managing PPC campaigns for Amazon agencies and e-commerce clients, uncovering a passion for data-driven strategies. A maestro in crafting successful PPC campaigns, he’s fueled by driving client growth, from startups to 8-figure brands. Beyond work, Chris savors cooking, vinyl collecting, camping, and embracing the great outdoors

Steffanie Morrison

Director of Sales, Sr Marketplace Analyst

Steffanie brings a rich e-commerce background since 2013, selling products and advising brands. An analytical mind with degrees from Northern Illinois University and the University of Hartford, she resides in New Hampshire, relishing family moments, travel, and outdoor adventures like hiking and skiing with her husband and kids.

Eric Peterson

Director of Brand Onboarding

Master’s in marketing, film degree from Minnesota State University-Moorhead. At Velocity Sellers, he crafts brand value, excels in client service, and loves problem-solving. An advocate for animal welfare, he enjoys cooking, classic movies, and time with his dogs.

James Dee

Director of Brand Management

Over 20 years in e-commerce mastery, specializing in Amazon. Proven brand builder and business owner. Outside the office, a proud parent to five, including a Division 1 soccer player. Enjoys family time, the outdoors, and all things soccer.

Lisa Zajdel

Executive Director

Results-Driven Executive Director. With two decades of expertise in merchandising and retail, including a successful tenure as Kohl’s Private Label Buyer & E-commerce Manager, Lisa brings over 14 years of invaluable experience on Amazon. Her dedication to delivering results is unparalleled, ensuring a strategic, seasoned approach to optimizing your business for success.

Andrew Warner


Andrew Warner, Velocity Sellers’ CFO, occupies a central role in our financial triumph. His sharp fiscal oversight guarantees our operational efficiency, ultimately empowering our team to deliver unparalleled services to a global clientele, consistently setting high standards in the industry.

Jake Schwarzbaum​


As the Co-Founder and CEO of Velocity Sellers, Jake Schwarzbaum co-launched the company while supporting his father, Nathan, during leukemia treatments. His dedication to helping brands succeed on Amazon, without relying on automated systems, drives Velocity Sellers’ commitment to excellence.


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