Amazon Removes Editorial Recommendations: How Brands Can Adapt

In recent news, Amazon has made a significant change that has slid under the radar and gone unnoticed by many. Amazon has removed editorial recommendations from its search results. This change has forced some brands to pivot their marketing strategies and focus on other methods to get their products seen.

What are (or were) Amazon editorial recommendations?

The editorial recommendations on Amazon have been a valuable tool for both brands and consumers alike. Positioned prominently on the first page of search results, these recommendations showcase a curated selection of items that have garnered recognition from third-party editors, writers, influencers, and publishers who deem them as top contenders within their respective categories. However, with the recent change, these recommendations are no longer visible in search results.

Sellers greatly benefited from the inclusion of their listings in the editorial recommendations section as it held a prominent position on the first page of search results. These recommendations not only enhanced the shopping experience for customers but also simplified product research. It served as trusted endorsements from publishers and content creators within the specific product category. The presence of an editorial review would significantly boost clicks and sales for sellers, making it a valuable asset for driving success in their listings.

How Can Brands Adapt ?

Amazon PPC

So what does this mean for brands and their marketing strategies? On one hand, this change opens up another pay-per-click (PPC) slot on Amazon, which can drive down the cost per click as bids are spread out over more slots. This can be seen as a positive development for brands, especially ones that don’t have high ratings or many reviews.

For Amazon sellers looking to navigate the changing landscape of Amazon advertising, Viral Launch’s Kinetic Amazon PPC tool can provide a valuable solution. This tool offers a range of features to help sellers manage their Amazon PPC campaigns, including the ability to create rules, automate campaigns, and monitor results. Additionally, the tool provides data that allows for informed decision-making and can help sellers optimize their campaigns for maximum results. With Viral Launch’s Amazon PPC Kinetic tool, Amazon sellers can stay ahead of the curve and achieve their advertising goals on the platform.

Drive Organic Traffic

On the other hand, this change also means that brands will need to pivot their editorial marketing strategies to focus on organic traffic. This could include investing more in content marketing and influencer partnerships to generate buzz. By focusing on building relationships with influencers and editors in their niche, brands can continue to drive organic traffic by earning more editorial placements.

Final Thoughts

To sum up, Amazon’s decision to remove editorial recommendations from search results is a game-changer for brands and requires them to reevaluate their marketing strategies. While the removal of these recommendations opens up another PPC slot, brands need to pivot towards generating organic traffic from editorials. This may involve investing in content marketing, building relationships with influencers and editors, and being creative when it comes to attracting and retaining customers. With the right approach, brands can continue to thrive on Amazon and achieve their sales goals.

E-commerce and Advertising

Corey Gary is Viral Launches amazing Demand Generation Strategist and Advertising Manager. This guest post written by Corey highlights the importance of E-commerce and Advertising in how they go hand in hand.

The beginning.

I started my career in Digital Marketing as an Analyst at an agency located in New York City. I joined an account with separate teams for programmatic, paid social, and E-comm. Since we rarely communicated with each other, I felt siloed and inefficient. 

A few years and a few clients later, I’ve worked across almost all facets of Digital Marketing. I’ve run Display & Video as well as Search & Social ads. There have also been opportunities to buy programmatic podcast ads and CTV (connected TV ads). I also purchased a programmatic Digital-Out-Of-Home campaign where the vendor claimed they could change ads at a bus stop based on the interests of the people walking by. We ran this campaign before iOS 14.5 and increased privacy regulations.

Working on a channel-agnostic team of digital marketers not only rounded out my Working on a channel-Agnostic team of digital marketers not only rounded out my skill set but was best for the client’s expanding needs. Having multiple types of marketers on one team helped us own all stages of the digital marketing funnel.

Awareness campaigns matter for E-commerce and Advertising.

Awareness campaigns are excellent for large brands, but how about those small Amazon start-ups who don’t have millions of dollars to spend on billboards that connect to the Metaverse? That’s where e-commerce advertising is essential. Buying for conversions is where marketers can gauge the effectiveness of their campaigns. E-commerce advertising becomes essential once a consumer is familiar with a brand. As a consumer, if I allocate myself $150 for a new pair of running shoes, I can choose between big brands such as Nike or Adidas and Asics. Or, I can shop with up-and-comers like On and Hoka. These two shoe brands are agile and efficient in their digital marketing. Both On and HOKA have extensive running shoe digital marketing campaigns while the big brands are nonexistent on the SERP (Search Engine Landing Page).

As a consumer during the evaluation process of the marketing funnel: I decided to allocate my $150 depending on a wide range of criteria such as cost after taxes & shipping, quality of the product, reviews, merchant (Amazon or EastBay), and color. For the digital marketer on the other end of the purchase, yes, people buy running shoes based on color, guilty as charged.

The seller can optimize their ads to account for all these criteria to meet the customer when they’ve allocated time to research and budget. It takes time for the Digital Marketer to A/B test which ads perform best on a specific channel. Here’s one example.

On Amazon, an ad for the keyword [running shoe] could perform vastly different than an ad for the keyword [racing running shoe]. The first keyword is for buyers who want a running shoe but aren’t necessarily intense runners. However, [racing running shoe] clarifies that the buyer could be participating in this year’s New York City Marathon in addition to their local Turkey Trot. Viral Launch has expert-level keyword analysis software to help e-commerce marketers discover the best keywords to target for their online advertisement.

Conversions mean results.

So, why is it essential that all Digital Marketers learn E-commerce Advertising? Conversions drive business results, and ultimately the purpose of marketing is to have a positive return on investment. Marketers can spend all day ideating grand awareness campaigns. Still, conversion marketing is where CMO’s can go to stakeholders exclaiming, “look at how my campaigns drove an increase in sales with a positive.

Amazon Advertising: Zoom In On Product Level PPC Performance & Take Action With Kinetic

Amazon Advertising can be a complex topic, but Viral Launch’s Amazon PPC platform Kinetic simplifies your performance so you can stop wasting money on inefficient ad spending and maximize profits.

In a recent update, Amazon announced certain ASIN-level metrics added to their Brand Analytics dashboard in Seller Central.

“With the launch of ASIN view, you can measure the search performance of a specific product by metric, such as clicks or conversion rate, within a selected time frame.”

– Amazon Seller Central announcement

Before this addition to the Brand Analytics suite, you could only find ASIN-level data and metrics through Viral Launch’s Kinetic PPC tool. While the addition certainly assists sellers, it’s a far cry from what Kinetic is capable of when it comes to capabilities like data fetching and rule-based automation that optimize your campaigns at the ASIN level.

How to use Product View in Viral Launch’s Kinetic PPC platform.

Optimize your Amazon PPC campaigns at the product level

Kinetic’s main benefit is the ability to make rule-based automations that trigger when a set of selected criteria is met. These capabilities provide endless possibilities. With pre-set rules to get beginners pointed in the right direction and plenty of custom rules for PPC experts, it truly is the single tool for newbies and PPC wizards alike.

For example, suppose you’re running an ad and want to target keywords with small-to-medium search volume because they’re less expensive than their higher-volume counterparts but fear overspending on low-volume. In that case, you can set your limits on search volume estimates and create campaigns that automatically shut off if a certain level of unprofitability is met.

On the other hand, suppose a campaign for another product is absolutely crushing it. You can set it up for successful campaigns to increase spending for your best keyword or ASIN-targeted campaigns and appear more frequently in your most successful positions.

In either condition, Kinetic’s product-level PPC data and automation assists sellers with skyrocketing their most successful campaigns and halt unprofitable ones.

Kinetic showcases a comprehensive collection of data points for your product for you to take action on with the push of a button.

With integrations from the rest of the Viral Launch suite pulling invaluable data such as search volume estimates, suggested PPC bids and recommended keywords, Kinetic provides critical data points to make your campaigns easier to run and much more data-informed.

Not to mention your most crucial, personalized sales data points can be quickly discovered in Kinetic. PPC Sales, PPC spend, RoAS, ACoS, conversion rates, organic and sponsored rank and much, much more are all automatically tracked for your campaigns and can be seen at the product level for PPC.

All of this data goes a long way when it comes to running your ad campaigns. Not only does this simplify the data to make more data-informed decisions, but they also assist with seeing why and how they’re succeeding or not. In an easy-to-view, easy-to-navigate platform, you can see the performance at a very broad level, or zoom in for a more granular view of how your product performs for specific keywords and similar or complementary ASINs.

Start improving your PPC performance today

Dig into Kinetic PPC for campaign and product level PPC data and automation like you’ve never seen before.

While Amazon’s recent addition of displaying product-level PPC performance in Brand Analytics marks a step in the right direction, it’s only a fraction of the data, automation, integration with other tools and strategic assistance provided within Kinetic.

Kinetic makes it easier than ever to supercharge your PPC campaigns and understand your product performance like ever before. For more information, check out our guide on How To Use Kinetic PPC for your first step in becoming a PPC guru.

As PPC becomes an even more significant tool in the Amazon seller arsenal, it’s even more critical to have the intelligence advantage. Now that every brand-registered Amazon seller has easy access to ASIN-level data in Brand Analytics, it’s as critical as ever to gain the edge with the advanced metrics and actionable automations available in Kinetic.

Want to stop wasting advertising spending and run more efficient campaigns? Of course you do! See what Kinetic can do for you! Sign up for your free Kinetic trial today to start running more efficient, more profitable campaigns.

Retail Ready? When to Start an Amazon PPC Campaign

The truth is: You should not scale up or aggressively run PPC before you are retail ready.

A majority of advice that comes down the line on selling is focused on Amazon PPC campaigns. You are able to find hundreds of articles conveying “The best PPC campaign” or “Do this to build sales”  for your business. Yet, not many articles go over when you should focus on PPC campaigns and start investing in those areas. 

Retail Ready comes first

You and your business need to be retail ready in order to successfully run Amazon Advertising. Set yourself up correctly with reviews, correct SEO and keywords, product photos, etc. It is okay to not immediately jump into PPC, it is the safer route. A majority of sellers want to quickly scale up and aggressively run PPC in order to get ahead and set the curve. The truth is, if you are starting out right now, you are going to have to slow down. 

Most of the differentiating ad types on Amazon simply use your existing listing as the ad itself. Sponsored brand ads that are largely designed to drive awareness even include the listing elements such as product photography and reviews. 

Don’t pay before you are ready.

You are paying Amazon to show your listing to more shoppers. If you start paying for more people to see your listing before it is ‘retail ready’ you are bound to get low click through rates and low sales. Regardless, Amazon will still happily take your advertising budget.

There are millions of sellers out there all running PPC as well. Before getting your feet wet, have all of your ducks in a row. Join Amazon seller community groups and ask questions in the forums, learn all there is to know about PPC while still building the business. Once your business is running smoothly and is retail ready, then create the PPC strategy and implement it. 


Doing this will save you time, energy, and a lot of money at the backend. Save your reserves and don’t jump the gun. If you need resources on Amazon PPC specifically, this guide will give you more insight into how Amazon runs their programs. Viral Launch has their own guide as well utilizing the Ad Manager tool and Kinetic.

Amazon Seller Podcast: Conquering Amazon PPC with Sumner Hobart

We spoke with expert Amazon seller Sumner Hobart to discuss Amazon PPC best practices for beginners and pros.

When stepping back to notice big picture Amazon trends, the continued emergence of Amazon Advertising stands out. It is one of the biggest takeaways from the past few years.

While Amazon Advertising has skyrocketed, it still may be in its early stages. Analysts speculate Amazon Advertising may be a $600 billion business within the next 2-3 years. It is safe to say Amazon PPC is here to stay.

Conquering Amazon PPC is shifting from an elective skill to a prerequisite for success as a seller. In the not-so-distant future of selling on Amazon, the arms race for dominating a market will likely be through advertising.

Because PPC is transitioning from the elective stage, it’s still a facet of selling that gives many sellers headaches. But fear not, and try to view this as an opportunity, not a roadblock. By gaining PPC knowledge and experience now, you can distance yourself from the competition for short-term gains and long-term dominance.

To help, we chatted with Sumner Hobart, an Amazon PPC maestro who has utilized PPC to power his business and change his life through FBA. Tune in as we pick his brain to break down Amazon PPC tips and tricks on your way to advertising like a pro!

HIGHLIGHTS

Get to know Sumner and his story of how selling on Amazon helped transform his life. (0:00)

Selling via FBA has changed so many lives, helping them live out their dreams through entrepreneurship. We say hello to Sumner and get to know his story from his experience before selling on Amazon, how he got into it, and how he turned it into a rewarding career and lifestyle.

When should sellers start running PPC campaigns? (5:22)

One common refrain we’ve heard from sellers considering making the leap into PPC is that they don’t think the time is right. We chat with Sumner to hear about his path in PPC and how sellers can know if they’re ready or not to introduce their product to ads.

What goals should sellers new to PPC be considering to determine success? (14:30)

Not all campaigns are created with the same goals in mind. Sumner explains the primary objectives behind PPC campaigns, and discusses what steps you take to accomplish these goals through ad campaigns.

Sumner shines a light on which campaigns outside of the norm should sellers examine in PPC and how to put them into place. (26:34)

After explaining some of the basic PPC campaigns, we dive a little deeper with Sumner on more niche campaigns. While the basics are tried and true, sellers can find more success and learn more about their performance by getting a little more creative ith their campaign structures.

Does driving external traffic play a role with PPC? If so, how can a seller integrate it into their strategy? (44:37)

Over recent months, the emphasis on driving external traffic has been further incentivized by Amazon. In terms of overall strategy, the ability to drive traffic from outside of Amazon continues to rise as well. Building a following on social media, growing an email list of potential customers, or driving traffic through ads from Google, Facebook, TikTok, or other spaces outside of Amazon can be extremely valuable.

Sumner breaks down how driving external traffic and PPC can go hand-in-hand to strategically grow and scale your Amazon business to new heights.

A huge thanks to Sumner for chatting with us and sharing his expertise. You can stay in touch for more helpful FBA gems by connecting with him on LinkedIn, or pick up tricks of the trade through his selling courses.

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Sponsored Display Ads Launch on Twitch

Recently, Amazon announced the latest major update to their increased emphasis on advertising. Sponsored Display ads are now being shown on Twitch, adding yet another avenue to expand advertising reach.

Effective immediately, all Sponsored Display audiences campaigns are eligible to serve on the Twitch Browse and Discovery pages. Twitch supply is automatically enabled for all US, CA, FR, IT, DE, ES, and UK based Sponsored Display audiences campaigns.

Amazon-owned Twitch is a live streaming service with a global community from content spanning gaming, entertainment, music, sports, and more. In April 2021, Twitch boasted approximately 9.36 million active streamers. In 2020, there were around 41.5 million Twitch users in the United States alone, with that number estimated to rise by 10 million by 2024.

An example of how Sponsored Display ads appear on Twitch.

Twitch users tend to skew towards a younger crowd. The opportunity to put your product in front of the highly-valued young demographic. As Gen Z builds buying power, the ability to put your product in their hands and build brand loyalty with them presents a phenomenal opportunity.

Amazon Advertising states the Display ads may appear in three unique spaces, each with varying levels of visibility.

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Getting In The Game

With this announcement, Amazon advances its relationship between the marketplace and Twitch. Amazon’s Prime Gaming community works as a link for Amazon Prime subscribers to connect their account with Twitch. With deals and “loot” such as in-game currency serving as an incentive for customers to attach the two.

As the PlayStation 5 and XBOX Series X become more accessible after the production and delivery, one would reasonably expect further advancements in Twitch. To promote user count and usage.

In addition to the millions of engaged customers who can now be targeted being newsworthy. This also highlights the growing emphasis on advertising from Amazon. Since Twitch is a subsidiary of Amazon, its addition makes perfect sense.

Impact on Advertising

While Apple’s highly-publicized changes to advertising and protecting user data threaten to shake up industries, Amazon and its far-reaching subsidiaries present an opportunity to target customers in a way that may not be as easy to do elsewhere.

As Amazon continues to grow on its own and through purchasing companies such as Twitch, Whole Foods, and Goodreads, so does the potential for extra advertising avenues.

If you’re an Amazon seller with little experience in Advertising, there’s no better time than now to get involved. Over the past year, the Amazon Advertising Console has evolved at a rapid rate.

In previous years, advertising knowledge was a luxury. Soon enough, it’ll likely be a prerequisite towards customer acquisition.

Enroll In our FREE Amazon PPC Playbook

Amazon PPC Tool Quick Start Guide

Learn what to expect, how to navigate, and where to start when mastering an Amazon PPC tool.

As Mark Twain once said, the secret of getting ahead is getting started. But in many instances, getting started can be the most challenging part. Especially with the amazon ppc tool.

That much is certainly true regarding Amazon PPC and software designed to simplify and add sophistication to Amazon’s advertising platform. Amazon Advertising is still very much in its early stages. There should be no expectation to know where to begin.

So we’re here to help guide you in the right direction. To provide a basic knowledge of the Viral Launch advertising platform. You will know where things are, what to look for, and what’s included. Everything else begins to make much more sense.

Just like we must learn to walk before we run, you’ll need to understand the basics of Viral Launch’s PPC automation and management tool. Then, you’re free to start implementing advertising strategies that take your business to the next level!

You’ll need to set up a Viral Launch account that includes access to Viral Launch’s advertising platform, Kinetic PPC.

Sign up for our FREE Amazon PPC Playbook. With training from experts guiding you through all steps, you can perform PPC like a pro and dominating on Amazon!

First, you will need to provide Viral Launch with both MWS and seller central authorization in order to integrate Kinetic with your Amazon Advertising Console. You can find step-by-step instructions on how to do that here.

Once successfully added, you’ll see your storefronts and ASINs within your account. Additionally, we strongly recommend setting up your landed unit cost and target ACoS within Kinetic. While admittedly tedious, doing so pays off in the end to fully experience the benefits. We’ll explain more on that shortly.

Campaign View vs. Product View

Once you’ve added proper authorizations, you’ll notice there’s not one but two ways you can view your ad.

  • Campaign View shows information for every campaign across all your products. It looks a lot like Seller Central. 
  • Product View shows information per ASIN, so you can see how each individual product is performing.

For those familiar with Amazon PPC, campaign view offers a more familiar appearance. With souped-up features, embedded data reporting, and cutting-edge integrations from the Viral Launch software suite, it’s like the Amazon Advertising Console on steroids.

But Product View truly allows for innovative insights into their ads like never before. With Product View, you are able to view how your ads are performing at the ASIN level so you can maximize efficiency. Once you’ve added your landed unit cost and target ACoS, you gain the ability to pinpoint your campaigns to minimize risk and maximize your ROI.

Make Your Own Rules

Create a rule for your campaigns or utilize our templates to optimize your ads.

One of the biggest roadblocks to Amazon advertising success continues to be monitoring adjustments. With all the duties placed on a business owner’s shoulders, monitoring campaign statistics and making changes at the right time can feel impossible.

Kinetic solves that problem with its ability to create rules to optimize your ads. Don’t know where to get started? No worries! Our handy pre-made templates can help get you started with understanding what rules you can create by providing the strategy behind them.

Set parameters to shut down underperforming campaigns or increase the budget for ads that are skyrocketing your sales to enact performance-based automations. That’s right. Kinetic’s by-the-minute monitoring and your personalized rules combine to stop losing campaigns in their tracks or reward winners with more ad spend.

You can set the rules to three different states of action.

Automatic

  • Rules set as automatic continuously go into effect once the rule has been triggered. In this state, the rules you’ve created for a campaign will fire off whenever the conditions have been met. For example, if you create a rule that increases your bid amount for keywords with a low ACoS and place it on automatic, the rule will take action every time it’s applicable without any action needed from the seller.

Manual

  • Rules in a manual state work similarly to those in automatic. However, instead of the rule going into effect as soon as the conditions have been met, you’re notified within the tool without Kinetic making any changes. Once notified, you can review the rule that’s been triggered in the Activity History tab to decide whether or not to approve the action. As the name implies, this state is more hands-on.

Paused

  • In a paused state, rules exist without any action taking place as a result of them. Perhaps you’d like to experiment with rule creation but don’t want to trigger changes for your campaigns. Placing them in a paused state ensures that your work is saved, but there will be no automations or notifications regarding the specific rule. At any point, you can take paused rules off the bench and into the game by selecting manual or automatic with the push of a button.

With Kinetic, your campaigns can literally make desired real-time adjustments while you sleep! If you prefer a more hands-on approach for your ad campaigns, you can do that too. Featuring the option to do either,

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Get Familiar with Your Keywords and Search Terms

On top of the ability to create campaigns at the ASIN-level with customizable rules to more effectively carry out your goals, this Amazon PPC tool collects extensive reporting for a clear view into your ad performance at the keyword level.

The Keywords and Search Terms tabs within Kinetic display critical metrics that better informs your advertising strategy and tactics.

In Seller Central, you have to run a report for a particular date range, export it to Excel, add a series of filters and try to understand where it’s actually delivering and look for opportunities to improve the targeting. Kinetic simplifies this process, giving sellers the power to dig deeper into their data and make changes to optimize their campaigns.

The Keywords and Search Terms tabs offer unbridled insights into your ad performance.

While many make the mistake of using these words interchangeably, a very important detail differentiates these two Amazon buzzwords. In short, the Keywords tab is where you’re targeting, while the Search Terms tab presents only where your ads are delivering.

Keywords Tab

This view helps to consolidate all of the keywords you are targeting and allows you to see how the keyword is performing, and what campaigns are contributing to that.

Search Terms Tab

The Search Terms tab can save you loads of time in understanding where your ads are delivering. Once you’re using an Auto campaign, or broad and phrase match targets, your ads can deliver for a wide array of customer search terms.

In short, the Keywords tab shows keywords are targeting, while the Search Terms tab presents only where your ads are delivering. Your Search Terms report will show you a list of keywords that have garnered at least one impression, along with a bevy of metrics that gauges performance.

Conclusion

Hopefully, this quick start guide helps you gain a better understanding of this cutting-edge Amazon PPC tool. As PPC continues to become a larger priority for Amazon, it can serve as an engine for your business to scale like never before.

Now that you have a better lay of the land, taking your business to a new level is within reach! Register for a Viral Launch account today and start your 14-day free trial to turbocharge your FBA efforts.

Sign up for a 14-day FREE trial to Viral Launch’s most comprehensive plan, featuring Kinetic PPC

Amazon PPC for Beginners: A Glossary of Terms

Amazon Advertising has exploded in usage and importance for Amazon sellers in the past few years. As the Amazon marketplace continues to grow, the stakes for understanding, implementing, and executing Amazon PPC strategies into your business have never been higher. Viral Launch is here to help with our Amazon PPC for beginners guide!

Although Amazon launched its advertising platform in 2012, it has grown recent years. In a short amount of time, Amazon has placed itself behind only Google and Facebook for digital advertising market share.

With so many shoppers heading online, Amazon sellers can transform their business with advertising by attracting more visibility than ever before.

However, since it’s a relatively new advent, it’s a topic most sellers don’t feel comfortable adding to their marketing mix. And we understand! At times, learning about Amazon PPC can feel similar to learning advanced math or a foreign language. In a way, it’s a mix of both, with formulas and equations that determine your success and terminology that exists in a world of its own. With so much to learn, where do you even begin?

Right here with Viral Launch and our Amazon PPC for beginners guide!

While this may sound daunting, it’s actually a little easier to understand than you might think. Whether you’re just beginning with PPC and need to speak the language or just want to reference an unfamiliar term or two, feel free to use our glossary and explainer for popular PPC terms!

[You may also be interested in: The Amazon PPC Playbook from Viral Launch]

Amazon PPC for Beginners: From A to Z

Advertising placement

Advertising placement is where an advertisement is displayed. On Amazon, ads are commonly shown on mobile and desktop. Found at the top of search results, alongside search results, product display pages.

Example of an ad placement at top of search, via Amazon Sponsored Products

Budget

The maximum amount of money that can be spent on a campaign. If you set a daily budget at $25, this means you will not spend more than $25 for the selected day.

Bid

The amount that an advertiser is willing to pay for each click. On Amazon, sellers can choose between automatic or manual bidding.

Keywords

The most common PPC tactic for how customers will discover your ads. Whether through automatic or manual targeting, sellers can target specific keywords that customers utilize in search to find products.

Search Term

Often confused with keywords from a PPC perspective, search terms within Amazon reports (and PPC tools like Kinetic) refer to where your ads appear.

In short, the Keywords refer to what you’re targeting while Search Terms refer to where your ads are being delivered.

Demand-side platform (DSP)

An Amazon software platform that enables advertisers to programmatically buy display, video, and audio ads on and off Amazon.


Advertising Cost of Sales (ACoS)

A metric used to measure performance, efficiency, and profitability of Sponsored Products ad campaigns. You can calculate ACoS by dividing Total Ad Spend by Total Sales.

For example, if an advertiser’s ACoS is 30%, the seller paid 30 cents for every dollar made.

Target ACoS (TACoS)

Not the delicious Mexican treat, unfortunately. Target ACoS, or TACoS refers to advertising spend relative to total revenue generated, while including organic revenue. While ACoS utilizes only spend and revenue numbers that are directly related to advertising, TACoS includes organic revenue to apply a more holistic perspective to your promotional efforts.

Return on Ad Spend (RoAS)

A prominent benchmark across digital advertising, RoAS is the inverse of ACoS. Instead of measuring the cost of a sale, ROaS represents the dollars earned per dollar spent.

Conversions

An action that a customer completes; this phrase can be used to refer to any number of actions, including clicking “Add to Cart,” completing a purchase, etc. Generally, this measures how many times your ad ended with the desired result.

Conversion rate

Measures the frequency that your advertising campaign ends with the desired result.

Cost-per-click (CPC)

Specifically, the average cost you pay each time someone clicks on your ad. To find out your CPC, divide the amount of money spent on an ad by the number of clicks it receives. Sponsored Products and Sponsored Brands feature CPC ads.

As a whole, CPC can be a mutually beneficial relationship between Amazon and the seller, as sellers only pay for ads that receive a click.

Click-through Rate (CTR)

The percentage of ad impressions that are clicked as compared to the entire number of clicks. The standard calculation for CTR is (clicks/impressions) x 100.

New-to-brand metrics

Metric used to describe customers purchasing your brand/product for the first time on Amazon over the past year. These metrics estimate the cost of engaging new customers on Amazon and identify the most efficient channels and tactics to achieve their campaign goals and are popularly used in comparison with repeat customers for brands to better understand their customer acquisition vs. customer retention paths.

Automatic Campaigns

A campaign or targeting type where Amazon decides when and where your ad is displayed. Automatic campaigns are convenient for their ease of use and the data gathered through Amazon, but take control out of the seller’s hands.

Since automatic targeting campaigns are made programmatically, they can occasionally lead to running ads for odd keywords or unrelated products, which can cause less efficient campaigns.

Manual Campaigns

The counterpart to automatic campaigns, manual campaigns put more control in the advertiser’s hands, allowing more strategy in campaigns. Sellers can select competing or complementary products or keywords for their product to appear for.

PPC Spend

The total amount of money allotted to advertising efforts on Amazon.

Target ACoS

Not TACoS or tacos, Target ACoS refers to your profit margin before advertising divided by target profit margin after advertising. This number will vary from seller-to-seller and determined by the various costs of making your product available.

For more, check out Amazon’s official glossary

We’ll be sure to update as more words enter the Amazon lexicon. Subscribe to our email list below to stay on top of all things Amazon!

Amazon PPC Management: Common Amazon Advertising Mistakes

Every day, more Amazon sellers make the smart decision to start incorporating advertising into their seller strategy. Unfortunately, many get their Amazon advertising experience off on the wrong foot, committing costly blunders. Learn good Amazon PPC management from the experts!

At Viral Launch, we specialize in assisting sellers through each and every stage of their Amazon selling journey, and PPC is no different.

For that reason, we pay close attention to our customers, Amazon news and updates, and the pulse of the Amazon seller community. Amazon has ramped up the importance of advertising over the past few years, and is impacting Amazon sellers now more than ever.

Due to this, we’ve witnessed many seller mistakes or flawed teachings within the community.

Since Amazon PPC management can often seem like a foreign language to sellers, often don’t realize these mistakes until it’s too late. That’s why we’re here to clear the air to discuss a few common mistakes and why you should avoid them.

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1. The “set it and forget it” fallacy

Contrary to what some in the industry say, good Amazon PPC management isn’t set up for “set it and forget it” strategies. As much as we hate to be the bearer of bad news, there are simply too many variables involved for a campaign to run unattended.

Ignoring your campaign performance once it’s gone live is wasteful at best and downright dangerous at worst. By monitoring campaigns regularly, sellers can recognize trends and optimize accordingly.

Now, thankfully, Amazon advertising doesn’t need to be monitored too closely. You don’t need to agonize over your data reports every few minutes or hours. But we do recommend checking in daily, especially early on in your campaign lifespan.

Of course, as you make strategic adjustments and allow your campaigns to run, less changes will be needed. But it’s paramount that sellers understand that PPC is a process.

If we’ve learned anything about the Amazon seller community, it’s how fiercely competitive sellers can be when it comes to their business. Undoubtedly, at least one of your competitors is meticulously monitoring their campaign performance so they can make tweaks that give them the edge.

Sellers who view PPC as a “set it and forget it” aspect completely miss the point and are practically begging for competitors to take a larger market share.

2. Not doing enough homework

At all stages of selling on Amazon, performing intelligent, data-based research is necessary for success. So why do some sellers seem to think they can run sustainably profitable campaigns that maximize success without doing their homework?

Sure, sellers likely know their high-performance keywords, but PPC is a different game. Many sellers think they know what they’re doing when setting up campaigns, but sellers who do thoroughly intensive research know what they’re doing.

What are your margins? Which keywords would be most beneficial to run ads for? Should you add negative keywords to avoid wasteful spending? Are there any competing listings your listing performs well for in product-targeting ads?

These are only a few of the many strategic questions sellers should take into consideration before crunching the numbers to find tactful answers.

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3. Disregarding strategy or structure for your ads

Often, PPC rookies decide to test out advertising under the impression that if you spend money, sales will come in. But without strategy or structure into those campaigns, they’re likely doomed before they begin. Whether it stems from foolishness or a lack of understanding, the result ends the same.

For the most part, ad campaigns should be created with two goals in mind.

  1. To Drive Profitable Sales
    Nobody ever lost money taking a profit. Sellers emphasizing profitability are simply looking to make sure they aren’t spending too much for a sale to be profitable. Their most important metric is likely Average Cost of Sale, or ACoS, with a focus on it being as low as possible.
  2. To Improve Organic Rank
    While less popular, this is an excellent strategy for sellers more focused on long-term growth. In this strategy, sellers largely ignore ad profitability in the short term as they’re looking to drive in sales for keywords to boost organic rank. As we know, organic rank remains the best way to position your listing for sales. Sellers who utilize this strategy are prioritizing long-term profitability over short-term gains.
With Viral Launch’s Kinetic PPC tool, avoiding Amazon Advertising mistakes by structuring campaigns to achieve your strategy can be done like never before.

Why not both?

In a perfect world, sellers can do both. But due to competition for highly valuable keywords, it may not be profitable to appear for keywords with the highest search volume. In this case, sellers who want to drive profitable sales should likely pursue lesser-used keywords at a lower cost. Those who prioritize organic rank may embrace short-term inefficient spending to rank higher and cash in on organic sales.

Within these strategies, there are a few different campaign structures you can utilize to achieve your goals. Not knowing how or why to structure campaigns to achieve your goals makes advertising a long and unnecessarily circuitous hassle.

4. Not taking advantage of the unique targeting methods

Each seller, product, and market are unique. Because of this, there isn’t a one-size-fits-all solution for your product’s success.

Luckily, there are a few different targeting methods and ad types sellers can choose from to find which ones are right for them. However, sellers often don’t explore all the options that exist for them to become PPC rockstars.

Although we certainly understand time and money are not in abundance for sellers, take a little time to study the different ad types available to you. Amazon Advertising has grown exponentially in recent years, and as a result, Amazon has made countless advancements in this space.

With new features appearing in the Advertising Console somewhat regularly, it’s rare that sellers have turned every stone in the search for PPC success. Dedicating the time to learn and experiment can go a long way towards staying ahead of the curve and gaining an edge over your competition.

[You may be interested in A Complete Guide to Amazon Advertising Types for Beginners]

5. Trying to do too much, or too little

We know, we know. It’s vague, but it’s the truth!

Especially for beginners, finding the right balance of budget, keywords, and ad groups can be difficult. Even worse, beginner mistakes can cause sellers to avoid PPC altogether instead of knowing where things went wrong.

While you certainly don’t have to spend an arm and a leg on your first campaign, setting a budget to $5 or $10 a day isn’t going to lead to enough sales or exposure to draw any insight worth applying in the future. Not giving your campaigns the resources to succeed will ensure they don’t.

Regarding doing too much, sellers can often put too many keywords into a campaign without the budget to support it. If you prefer to start small, that’s perfectly fine and likely savvy. But starting small with budget should likely be coupled with starting small with keywords.

Handling Campaigns

Additionally, sellers frequently apply the “helicopter parent” mentality to their campaigns. As we mentioned earlier, paying close attention to your campaigns is recommended, but hyper-focusing on them can lead to more problems than it solves. Be sure to let your campaigns run long enough to develop a statistically significant sample size before making tweaks. Constant tinkering before campaigns have run long enough is tempting, as data informs the seller. But without a sizable sample, making changes can be a result of being misinformed instead of uninformed.

Finding the perfect balance may take time, but sidestepping these common Amazon advertising mistakes can put you on the fast track for success.

Wrapping It Up: Amazon PPC Management

The five highlighted Amazon advertising mistakes are only a few of many common errors that can affect sellers. We hope you avoid them all and skyrocket your business to new heights.

To learn more about Amazon PPC management, sign up for our free Amazon PPC 101 course!

Enroll in our free Amazon PPC 101 Course

Amazon Advertising: Boost Sales On and Off Amazon with Sponsored Display Audiences

Through a recent update in Sponsored Display campaigns, sellers gain an even greater opportunity to skyrocket sales and expand advertising beyond Amazon.com.

For the past year, advancements in Amazon PPC advertising have been an integral part of creating a more sophisticated selling process. One of the latest of those advancements, Sponsored Display Audiences, makes it easier than ever to target customers with high buying intent inside and outside of Amazon.

While Sponsored Display ads are nothing new (they were launched in 2019, replacing Product Display Ads), the addition of audience groups and remarketing enables sellers to break down the digital walls of Amazon for highly targeted, far-reaching ad campaigns.

Studies show 64% of shoppers use multiple channels to make a single purchase. As customers shop around, it’s critical to keep your product in front of the customer in hopes of landing in their cart.

With Sponsored Display ads, you can bolster your brand presence across channels to stay in the minds of customers. And with Amazon Audiences, you can zero in on customers more likely to complete a purchase for a more efficient ad spend.

What audiences are available?

For this section, we’ll let Amazon tell the story with excerpts from the official overview.

Sponsored Display audiences is a display targeting strategy that uses Amazon shopping signals to help advertisers of all sizes grow their businesses and engage shoppers across the purchase journey—both on and off Amazon.

Amazon Advertising
  • In-market: In-market audiences allow you to engage audiences who are “in the aisle” and have been recently shopping for products in a given category. To capture share-of-mind, you can reach audiences in the same category as your advertised products to drive consideration, as well as try out entirely new segments to help drive product awareness.
  • Lifestyle: Positioned for awareness campaigns, these audiences reflect a variety of aggregated shopping and viewing behaviors, including shopping on Amazon, browsing on IMDb, streaming on Prime Video, or streaming on Twitch. These behaviors reflect shared preferences and map to lifestyle segments such as “foodies,” “sports enthusiasts,” “tech enthusiasts,” and more.
  • Interests: Interest-based audiences allow you to help raise awareness with prospective customers based on what they frequently browse and buy. Examples of these audiences include “interested in Canadian history” and “interested in interior design.”
  • Life events: Life events audiences give you the opportunity to drive awareness and consideration for relevant products based around life moments, such as “traveling soon” for shoppers going on vacation

[Get your 14-day free trial to the entire Viral Launch software suite]

What are the benefits?

First, ensuring your products are seen by customers who are more inclined to make a purchase is always a tremendous benefit. By implementing Sponsored Display ads, you can increase brand awareness, drive traffic to a specific product, earn visibility on competitor listings, and kickstart exposure for new product lines.

By adding audiences to your Sponsored Display ads, you can prioritize customers more likely to add your product to their cart.

With the remarketing option, sellers can reengage customers who have looked at your product, but not made a purchase. At a very basic level, you can safely infer the customer is interested in your product and is still looking, ultimately increasing the likelihood of a purchase.

For the more analytically-minded sellers, you’ll love the refined reporting that comes with these campaigns. Relevant performance metrics include sales, click-through rate (CTR), and new-to-brand (NTB) statistics for each selected audience in your campaigns.

On top of boosting exposure and sales through these campaigns, the data mined could be even more valuable in the long run as you comb through the data on your customers.

Do Sponsored Display audiences actually work?

According to Amazon, absolutely.

Citing internal data, the e-commerce giant noted advertisers who integrated this display advertising strategy with Sponsored Products advertising saw a 4% higher month-over-month sales growth compared to if they only utilized Sponsored Products.

Furthermore, Amazon states the average customer journey on its platform is 6-to-7 days.

“The greatest ability is availability” is often said to describe the value of athletes who can stay healthy. But it could also be said about Amazon products regarding making your products available and exposed to shoppers.

With Sponsored Display audience ads, sellers gain control over how often their products are made available and prioritize who they’re exposed to. Frequently, business owners are tasked with deciding to either branch out to new customers or zero in on the existing target market. Sponsored Display audiences grant the option to pursue both simultaneously.

Of course, success will vary as sellers invoke their own strategies for audiences. Still, the data from Amazon’s case study is encouraging for sellers, and the fundamentals of selling certainly back up their claims.

Who has access to Sponsored Display Audiences?

Presently, Sponsored Display Audiences are exclusive to vendors, and Brand Registry enrolled sellers in the United States.

It should come as no surprise that sellers enrolled in the Brand Registry Program receive yet another perk for those paying close attention. As Amazon continues to add new seller features, those in the Brand Registry program have been receiving more and more tools to fuel their Amazon business lately.

[A Seller’s Guide to Amazon Brand Registry]

What else should sellers know before kicking off their first campaign?

In its introduction, Amazon notes that this ad type is “retail aware.” This means the ads work in congruence with your inventory. For example, if you run out of stock and can no longer fulfill purchases, the ads will shut off automatically. As a result, sellers avoid wasteful spending and aren’t punished if their ads are incredibly effective.

Sellers will be happy to hear that creatives are automatically generated from your product page, so much of the ad creation process is already completed for you.

Additionally, applicable badges such as Prime-eligible, Deal of the Day, Best Seller, and more are made visible in these ads, giving customers even more reason to make a purchase.

Wrapping It Up

Sponsored Display audiences and remarketing opens up even more possibilities for Amazon sellers to build their brand.

As the Amazon Advertising Console seemingly grows more sophisticated each day, savvy sellers should certainly keep a watchful eye on the latest advertising features, trends, and tactics.

Lastly, the steady stream of new features to the Amazon Advertising Console should signal to sellers that PPC advertising will only continue to pick up steam. In the near future, it’s increasingly likely that advertising knowledge, strategy, and execution becomes more of a prerequisite for longstanding success in the marketplace.

Want to master the PPC basics without spending an arm and a leg? Learn from the pros in our FREE Amazon PPC course!

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