Advertising & PPC
Amazon Basics
Amazon PPC and ACoS (Advertising Cost of Sales): What is a Good ACoS and How to Improve It?
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5 min read
Last updated: Oct 18, 2026
Introduction
Amazon PPC (Pay-Per-Click) is a powerful tool that helps sellers increase the visibility of their products and boost sales. One of the most important metrics for evaluating PPC campaign performance is ACoS (Advertising Cost of Sales). In this comprehensive guide, we will explain what ACoS is, what makes a good ACoS, and how you can improve it through various strategies and techniques.
What is ACoS?
ACoS (Advertising Cost of Sales) is a metric that measures the ratio of advertising spend to the revenue generated from that advertising. It is calculated by dividing the total advertising cost by the revenue generated from advertising and expressing the result as a percentage. A low ACoS indicates that the advertising costs are low relative to the revenue, which suggests an efficient advertising campaign.
What is a Good ACoS?
A good ACoS varies depending on the industry, product category, and business model. Generally, an ACoS of under 30% is considered good, with values under 20% being excellent. However, it is important to note that a good ACoS also depends on the profit margins and specific goals of the seller. For example, a seller with high profit margins may accept a higher ACoS, while a seller with lower profit margins will need to aim for a lower ACoS.
Strategies to Improve ACoS
There are various strategies you can employ to improve your ACoS and increase the efficiency of your PPC campaigns. Below are some of the most effective techniques.
Optimizing Keyword Strategy
Choosing the right keywords is crucial for improving ACoS. Use a dedicated keyword research tool to identify relevant and high-performing keywords. Add negative keywords to avoid irrelevant clicks and reduce costs. Regularly monitor the performance of your keywords and adjust your bids accordingly to achieve the best results.
Ad Optimization
Optimizing your ads can also help reduce ACoS. Ensure that your ad copy is clear and compelling, highlighting the key benefits of your products. Use high-quality images and videos to capture users' attention. Test different ad copies and formats to see which perform best and optimize your ads accordingly.
Campaign Structure and Budget Management
A well-thought-out campaign structure can help improve ACoS. Segment your campaigns by product types, target audiences, or seasonal factors to target more precisely. Set clear budgets and bidding strategies for each campaign and regularly monitor spending to ensure you stay within budget. Adjust your budgets and bids based on the performance of each campaign.
Retargeting and Remarketing
Retargeting and remarketing are effective techniques for improving ACoS. By targeting customers who have already shown interest in your products, you can increase conversion rates and lower cost per conversion. Use Amazon's retargeting tools to display targeted ads to these users and encourage them to return to your product pages.
Analysis and Adjustment
Continuous analysis and adjustment of your PPC campaigns are essential for improving ACoS. Use Amazon's reporting tools to monitor the performance of your campaigns. Analyze key metrics such as click-through rate (CTR), conversion rate, and ACoS. Identify areas for improvement and make the necessary adjustments. Test new strategies and techniques and track their impact on ACoS.
Long-term Strategies
In addition to short-term optimizations, there are also long-term strategies for improving ACoS. Invest in improving your product pages to increase organic visibility and conversion rates. Gather positive reviews and feedback from customers to build trust and credibility for your products. A strong brand presence and high recognition can help reduce reliance on paid advertising and lower ACoS in the long run.
Conclusion
A good ACoS is crucial for the success of your Amazon PPC campaigns. By optimizing your keyword strategy, ad optimization, campaign structure and budget management, and utilizing retargeting and remarketing, you can improve your ACoS and increase the efficiency of your campaigns. Continuous analysis and adjustment, along with long-term strategies to strengthen your brand presence, are also essential for reducing ACoS in the long term and maximizing profit.
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