Unleash the Power of ACoS: Boosting Profits in Amazon PPC Campaigns

by | Sep 16, 2023 | Amazon PPC

Navigating Amazon Pay-Per-Click (PPC) advertising is like a quest in a complex landscape. The Advertising Cost of Sale (ACoS) emerges as a guiding North Star amid this labyrinth. It provides direction and purpose to your PPC campaigns, leading to untold riches.

But what is ACoS? It stands for Amazon’s Advertising Cost of Sales (ACOS). It serves as a crucial metric for assessing the effectiveness of your Amazon pay-per-click (PPC) advertising endeavors. It gauges the balance between your PPC campaign expenditures and the revenue generated, offering insights into the cost-efficiency of your brand’s marketing efforts. ACOS, specifically tailored for evaluating Sponsored Products ads on Amazon, plays a pivotal role in measuring their performance.

While aiming for a high sales volume and a low Amazon ACOS may seem like the ultimate objective, it’s essential to consider various factors that come into play and understand why this shouldn’t be the sole focus. In this comprehensive guide, we will elucidate the concept of Amazon ACOS, underscore its significance, and highlight how it can be a fundamental component of successful advertising campaigns for Amazon sellers.

Key Takeaways

  • ACoS, or Amazon’s Advertising Cost of Sales, is a crucial metric for assessing the efficiency of your Amazon PPC advertising campaigns.
  • ACoS serves as a financial compass, efficiency indicator, performance evaluation tool, optimization driver, balancing act facilitator, and dynamic asset in your advertising strategy.
  • Setting customized ACoS goals based on product profitability, competitive landscape, and seasonal variations is essential for success.
  • Optimizing campaigns for lower ACoS involves tightening targeting, adjusting bids, improving quality score, eliminating underperforming keywords, and testing new strategies.
  • Common pitfalls to avoid include bidding too high, using broad match without negative keywords, neglecting ad variations, targeting oversaturated keywords with high CPCs, and failing to prune low-performing keywords.

What Is the Role of ACoS in the Amazon Platform?

amazon ppc acos

ACoS is the keystone to unlocking the door to efficient advertising on the Amazon platform. Expressed as a percentage, ACoS is the beacon guiding you toward efficiently allocating your advertising budget. It’s not a mere figure; it is a fundamental element that can determine the fate of your advertising endeavors.

The multifaceted role of ACoS:

1. Financial Compass – ACoS functions as a financial compass in your Amazon PPC strategy. It offers insights into how effectively your ad budget translates into revenue.

2. Efficiency Indicator – A lower ACoS indicates that a significant portion of your ad spend directly contributes to sales. This highlights the efficiency of your campaign.

3. Performance Evaluation – ACoS serves as a litmus test to assess your advertising campaign’s performance. It helps differentiate between successful campaigns with resource-efficient allocation and those draining your budget without yielding tangible results.

4. Optimization Driver ACoS is a pivotal factor in the ongoing cycle of campaign evaluation and optimization. Through meticulous tracking and analysis, you can fine-tune various aspects like targeting, keywords, ad creatives, and bidding strategies.

5. Balancing Act – It assists in striking the delicate balance between ad cost and conversion. This ensures that you’re getting the most out of your advertising budget.

6. Dynamic Asset ACoS isn’t a static number; it’s a dynamic and indispensable element in your Amazon PPC toolkit.

Why is ACoS Important? 

ACoS is vital in Amazon PPC advertising for multiple reasons. It acts as a compass for budgeting decisions, revealing the efficiency of ad spending in generating revenue. This insight aids effective budget allocation and profitable campaigns. 

A Guiding Metric for ROI

ACoS acts as a barometer of your campaign’s return on investment (ROI). A lower ACoS percentage indicates a more efficient use of your ad spend, maximizing your ROI. This measurement empowers you to make informed decisions about where to allocate resources for optimal outcomes.

Reliable Performance Benchmark

ACoS serves as a consistent benchmark for assessing campaign performance over time. It allows you to track the evolution of your advertising efforts, identify trends, and make necessary adjustments to improve efficiency continually.

Empowering Data-Driven Success

ACoS is not merely a metric; it’s a vital Key Performance Indicator (KPI) that facilitates data-driven optimizations. It empowers you to refine your strategies, enhance profitability, and navigate the dynamic landscape of Amazon PPC advertising with precision and confidence.

How is ACoS Calculated? 

amazon ppc acos

Calculating ACoS is a fundamental process in Amazon PPC advertising. This metric provides valuable insights into the efficiency of your advertising campaigns. It is also essential for making data-driven decisions. 

  • Simple Formula – ACoS is calculated by dividing your total advertising spend by the total revenue generated from sales attributed to those ads. The result is expressed as a percentage, representing how much your sales revenue covers your advertising costs.
  • Automatic Calculation – Amazon takes care of ACoS calculation for you. The platform automatically tracks your ad spend and the revenue generated from your campaigns, providing you with the ACoS percentage. This automation streamlines the process, ensuring accuracy and efficiency.
  • Frequent Updates – ACoS metrics are updated frequently by Amazon. This real-time information is crucial for staying on top of your campaign performance. Regular updates allow you to make timely adjustments to your advertising strategies based on current data.
  • Monitoring Importance – Regularly monitoring your ACoS is vital. It provides a continuous snapshot of how efficiently your advertising budget is utilized. A high ACoS may indicate overspending or inefficiencies, while a lower ACoS signifies cost-effective advertising.

By understanding and tracking ACoS, advertisers can assess the financial health of their campaigns and make necessary adjustments. It’s a key metric for optimizing ad spend, ensuring profitable campaigns, and achieving the best ROI. Consequently, ACoS calculation is not just a formula but a dynamic tool that guides the success of Amazon’s PPC advertising efforts.

ACoS Goals and Targets 

Establishing clear ACoS goals and targets is paramount to success. ACoS goals should be meticulously tailored to your individual products and profit margins, recognizing no universally applicable benchmark. While many sellers aspire to achieve an ACoS below 30% for profitable products, this percentage can fluctuate based on numerous factors.

Customized ACoS Goals

Setting ACoS goals is not a one-size-fits-all endeavor. Your goals should be tailored to the specific attributes of your products and your profit margins. Here are some key considerations:

  • Product Profitability: Products with higher profit margins can often support a lower ACoS, allowing you to allocate more of your budget to advertising while remaining profitable.
  • Competitive Landscape: The level of competition in your product category plays a significant role. In highly competitive niches, you may need to accept a slightly higher ACoS to maintain visibility and competitiveness.
  • Seasonal Variations: Seasonal products may require different ACoS targets at different times of the year to account for fluctuations in demand and competition.

Balancing ACoS, Sales Volume, and Profitability

While aiming for an ACoS below 30% is a commonly cited benchmark for profitable products, it’s crucial to strike the right balance between ACoS, sales volume, and profitability:

  • Lower ACoS for Efficiency: Achieving a lower ACoS often indicates efficient ad spending, but it may result in lower sales volume. This strategy can be suitable for high-margin products.
  • Higher ACoS for Growth: In some cases, accepting a higher ACoS can increase sales volume and market share. This approach can benefit products with lower profit margins from higher sales volumes.
  • Ongoing Optimization: ACoS goals are not set in stone. Regularly monitor and adjust your targets based on performance data, market conditions, and changing business goals.

ACoS goals should be flexible and aligned with your product and profit margin characteristics. While starting with a sub-30% ACoS for profitable products is a standard guideline, success lies in adapting and optimizing continuously based on performance data, market dynamics, and evolving business objectives.

Optimizing Campaigns for Lower ACoS 

amazon ppc acos

Optimizing Campaigns for Lower ACoS involves making strategic adjustments and improvements to Amazon PPC advertising campaigns with the primary objective of reducing the cost of advertising relative to the generated sales revenue. The goal is to enhance advertising efforts’ efficiency and profitability, resulting in a lower ACoS. Below are the tactics:

Tighten Targeting to Reach the Most Interested Segments

Tightening targeting in your Amazon PPC campaigns involves honing in on the specific audience segments that are most likely to convert. This process entails using various targeting options Amazon provides, such as keywords, demographics, and interests, to ensure your ads are displayed to a highly relevant audience. Doing so reduces wasted ad spending on users who are unlikely to purchase and allocates your budget more efficiently toward those with a genuine interest in your products. The result is a higher likelihood of conversion and a reduction in your ACoS.

Adjust Bids to Find the Sweet Spot for Conversions

Bidding is a crucial element in optimizing your Amazon PPC campaigns. To find the sweet spot for conversions, you must strike the right balance between bidding too high and overspending and bidding too low, which could result in insufficient ad exposure. Experiment with bid levels based on keyword performance, competition, and desired ACoS. A well-calibrated bidding strategy can help maximize your ad’s visibility while maintaining cost-effectiveness.

Elevate Your Quality Score With Relevant Ads

Quality score is a critical factor in ad performance. To elevate it, focus on crafting ads that are highly relevant to the keywords you’re targeting. Tailor your ad copy and imagery to match the user’s search intent. Higher-quality ads not only improve your ad’s position in search results but also lower your advertising costs. They lead to higher PPC and better ad placement, ultimately contributing to a lower ACoS.

Eliminate Underperforming Keywords Ruthlessly

Underperforming keywords can drain your Amazon PPC budgets without delivering results. Regularly review your keyword performance metrics and be ruthless in eliminating keywords that consistently fail to generate conversions or have a high ACoS. By removing these keywords, you can allocate your budget more efficiently to higher-performing ones, which can significantly contribute to lowering your overall ACoS.

Review the Search Terms Report Frequently

The search terms report is a goldmine of insights into how users find your products. Regularly review this report to identify relevant search terms that are converting well and irrelevant ones that are costing you money. By converting search terms as keywords and adding negative keywords to exclude irrelevant ones, you can fine-tune your targeting and reduce ad spend where it doesn’t count, thus improving your ACoS.

Fearlessly Test New Match Types, Devices, and Placements

In the world of Amazon PPC advertising, complacency can be costly. Don’t hesitate to experiment with new match types (broad, phrase, exact), devices (desktop, mobile, tablet), and ad placements (product pages, search results, sponsored brands). These tests allow you to uncover opportunities for improved performance and potentially lower ACoS. 

Continuously testing and optimizing your campaign settings is essential to stay competitive and keep your advertising costs in check while maximizing revenue. FosterFBA adheres in giving valuable insights in understanding the power of ACoS and you may start with a free audit plus strategy sessions to guide you better.

Common ACoS Pitfalls to Avoid

Pitfalls are the typical errors and missteps advertisers may encounter when managing Amazon PPC campaigns. Avoiding these pitfalls is crucial for maintaining a healthy ACoS and optimizing the efficiency of Amazon advertising campaigns. Knowing them will ultimately lead to better profitability and a competitive edge in the marketplace:

Bidding Too High and Attracting Irrelevant Traffic

One common pitfall in managing ACoS involves overbidding on keywords, which can attract irrelevant traffic to your Amazon PPC campaigns. This results in higher advertising costs without a corresponding increase in sales or conversions, ultimately driving up your ACoS. It’s crucial to balance competitive bidding and cost efficiency to ensure your budget is invested wisely.

Using Broad Match Without Enough Negative Keywords

Employing broad-match keywords in your campaigns can be a double-edged sword. While they can potentially expand your reach, they can also bring in many unrelated or unqualified clicks. Without an adequate set of negative keywords to filter out irrelevant searches, your ACoS can rise significantly, as you’re paying for clicks that don’t translate into valuable conversions.

Neglecting Ad Variations, Hindering Relevancy

Ad relevancy is a critical factor in Amazon PPC success, but neglecting to create and test multiple ad variations can hinder your campaigns. Without diversified ad creatives and messaging, your ads may become stale and less engaging to potential customers. This can result in lower click-through rates and reduced conversion rates, ultimately impacting your ACoS negatively.

Targeting Oversaturated Keywords With High Cpcs

Competing for highly competitive and oversaturated keywords with exorbitant PPC rates can quickly drain your advertising budget. When many advertisers are vying for the exact keywords, the cost to secure ad placements escalates. This can inflate your ACoS, especially if the conversion rates for these keywords are not commensurate with the high CPCs.

Failing to Prune Low-Performing Keywords

Neglecting to review and eliminate low-performing keywords from your campaigns regularly can harm your ACoS. These keywords not only consume your budget without delivering results but also reduce the overall efficiency of your campaigns. By failing to prune these underperforming elements, you miss the opportunity to allocate your budget to more profitable areas, resulting in a higher ACoS and lower ROI.

Tips for Continuously Improving ACoS 

amazon ppc acos

Continuous improvement of your ACoS on Amazon is essential for efficient advertising. Regularly monitoring and adjusting your advertising strategies is essential to achieve a lower ACoS and maximize profitability. Here are some tips:

Targeted ACoS Goals by Product

Begin your optimization journey by establishing specific ACoS targets for each product within your portfolio. This tailored approach ensures that your advertising resources align precisely with your profit margins and sales goals.

Dynamic Bid Management

Adaptation is key to efficient ad spend. Continually assess and adjust your bid amounts for keywords, products, or placements. Elevate bids for high-converting assets while reducing investment in underperforming ones, optimizing your ad spend in real time.

Keyword Elevation

A vigilant eye on keyword performance is essential. Identify top-performing keywords and weed out irrelevant or underperforming ones. Regularly curate and refine your keyword lists to enhance the relevance of your ad campaigns.

Crafting Compelling Ad Creatives

Your ad creatives are the face of your brand. Regularly experiment with different ad copy, visuals, and formats to uncover what resonates most with your target audience. Conduct A/B testing to fine-tune your creative approach.

Strategic Campaign and Ad Group Organization

Structure your campaigns and ad groups meticulously around themes or product categories. This organizational framework grants you superior control over budgets and targeting, ultimately elevating the efficiency of your advertising efforts.

Harness the Power of Search Term Reports

Delve deep into search term reports to unearth new keywords and identify negative keywords that attract irrelevant traffic. By refining your keyword strategies based on these insights, you can significantly impact ACoS and campaign performance.

Continuous Exploration of Match Types and Placements

Never halt your quest for innovative match types (e.g., broad, phrase, exact) and ad placements (e.g., sponsored products, brands, display). Continuous experimentation unveils cost-saving opportunities and revenue growth potential.

Automation with Portfolios

Consider the adoption of bid management automation tools within advertising portfolios. These intelligent solutions streamline bid adjustments across related campaigns, saving time and enhancing precision.

Relentless Performance Metrics Tracking

Keep a vigilant eye on critical performance metrics such as conversion rates, and return on ad spend (ROAS). Monitoring these metrics empowers you to detect trends and execute data-driven refinements.

Regular Performance Reviews

Schedule routine performance reviews for your advertising campaigns. Allocate dedicated time for in-depth analysis and optimization to ensure your strategies align with evolving business objectives.

Continuous ACoS improvement isn’t a singular endeavor but an enduring commitment. By embracing these points and maintaining a proactive approach to Amazon PPC optimization, you’ll navigate the evolving landscape with confidence and achieve greater advertising efficiency. 

Case Study: Optimizing Campaign for Lower ACoS 

In this case study, we follow Sarah’s journey as we tackled the challenge of optimizing a campaign with an alarmingly high ACoS initially at a staggering 60%. Facing a situation where the advertising budget was not translating effectively into revenue, we embarked on a comprehensive strategy to revitalize and transform the campaign. The ultimate outcome of these efforts proved to be a remarkable success story.

1. Initial Struggles: Sarah’s campaign faced significant challenges, primarily due to its high ACoS of 60%. This meant that for every dollar spent on advertising, only 40 cents were generated in revenue, resulting in inefficient resource utilization.

2. Strategic Adjustments: To turn the campaign around, we implemented several key strategies. First, we fine-tuned targeting to ensure that ads reached a more relevant audience. Second, we adjusted bids to maximize cost-effectiveness, enabling us to bid higher for high-converting keywords while reducing expenditure on less effective ones. Lastly, we improved the ad relevancy and quality, contributing to better performance.

3. Impressive ACoS Reduction: As a result of these changes, the ACoS saw a remarkable drop from 60% to a much more efficient 25%. This reduction was accompanied by a 20% decrease in PPC, indicating that we were not only spending less but also driving higher-quality traffic to the campaign.

4. Boost in Conversions and Profitability: Perhaps the most exciting outcome was the substantial 35% increase in conversions. This uptick in sales had a cascading effect on profitability, leading to significant gains in Return on Investment (ROI). The campaign went from a financial drain to a profitable asset for Sarah’s business.

This case study demonstrates the tangible benefits of diligently optimizing campaigns, showcasing the potential for improved ACoS, reduced costs, and increased profitability.


In the Amazon PPC universe, ACoS is your guiding star, guiding your advertising journey. The vigilance and fine-tuning of ACoS are not mere options; they are the crucial road to heightened advertising efficiency. Striking the perfect equilibrium between ACoS, sales volume, profitability, and other variables is the key. Always bear in mind that the dedication poured into relentless optimization yields bountiful dividends in the ever-evolving landscape of online advertising. It’s not just a strategy; it’s the compass that steers your campaigns toward success and prosperity.

Ready to unlock the power of ACoS? FosterFBA is here to help you embark on a journey to boost your profits, improve ROI, and conquer Amazon PPC advertising like a pro. Contact us today!

Let me know if you have any questions about your Ads Strategy. Happy to do a free audit & strategy session of your entire Ad strategy. 


Vijay FosterFBA CEO/ Founder

Vijay Jacob

Founder, FosterFBA

Helping 7-8 Figure Amazon Sellers grow profitably with their Amazon Advertising

w: https://fosterfba.com

P.S: If you are making over $10K/month and want to take your PPC sales to the next level. We’re offering  “done-for-you” Amazon PPC management & consulting services that does just that. You can schedule a free strategy session and audit of your ads to see if we’re a good fit:


What is a good ACoS percentage? 

A good ACoS percentage depends on your profit margins but generally below 30% is a reasonable target for profitable products on Amazon. Lower ACoS is better as it indicates greater advertising efficiency.

How do I calculate ACoS in Excel? 

You can calculate ACoS in Excel using the formula = Total Sponsored Products Spend / Total Sponsored Products Sales * 100. Plug in the total ad spend and revenue amounts for the date range.

Why is my ACoS so high? 

Common reasons for a high ACoS include broad targeting resulting in irrelevant traffic, competitive keywords with high CPCs, low quality score ads, and not enough optimization of campaigns.

How often does Amazon update ACoS? 

Amazon updates ACoS frequently, as often as every few hours. It’s important to monitor ACoS regularly to spot trends and see the impact of optimizations.

What is a good ACoS for external traffic campaigns?

For external traffic campaigns promoting products not yet launched, a higher ACoS of 40-60% can be reasonable during the launch phase. Lower to under 30% over time.

How do I get my ACoS down on Amazon?

Ways to decrease ACoS include optimizing targeting, bids, ad copy, pruning low performing keywords, improving relevancy score, testing new match types and placements.

What happens when ACoS is too high? 

A high ACoS over 50%+ indicates inefficient advertising spend. You may need to lower bids, tighten targeting, improve quality score, or pause unprofitable keywords driving up ACoS.

What is the difference between ACoS and CPC? 

ACoS measures total ad spend relative to sales for a campaign. CPC (cost-per-click) measures how much you pay for each click. Lower CPC can help improve ACoS.