5 min read

What Is a Good RoAS on Amazon? How To Calculate and Improve It

Written by
Vanessa Hung
February 9, 2024

Did you know that a strong RoAS can turn the tide for your product listings by maximizing visibility without eating into profits? It's not just about getting clicks; it's about making each click count so much that your investment pays off multiple times over.

As an Amazon seller, you know the thrill of watching sales roll in. But when it comes to advertising, are you confident that every dollar spent is building your business? The term 'RoAS' might sound like another industry buzzword, but mastering Return on Ad Spend could be the difference between a booming business and budgets spent with little return.

In the following paragraphs, we'll guide you through understanding Amazon RoAS, how to track progress effectively, and refine your strategy for stellar results. Ready to get more from ad spend? Read on!

Key Takeaways

Understanding Amazon RoAS

Definition and Formula

Amazon RoAS tells you how much money you get back from what you spend on ads. Consider it a measuring stick to see if your ads are doing well.

The formula is simple: You divide the total sales made from your ad by how much you spent on the ad.

Here's an easy way to picture it—if your ad brings in $500 in sales and you spent $100, then your RoAS is 5. This means for every dollar spent, you earned five dollars back. Simple, right? Keeping track of this number helps ensure you're not tossing money into ads without seeing any payoff.

Calculating RoAS differs from figuring out ROI, which stands for Return on Investment. While ROI measures the profit after accounting for all costs, RoAS focuses just on the advertising part.

To improve your business using Amazon advertising, understanding and optimizing your RoAS is key—it guides where to put money so that ads bring in more customers and more sales revenue over time.

Importance of RoAS

RoAS tells you how much money you make for every dollar you spend on ads. Think of it as a measuring tool that helps you see if your ad dollars are working hard to increase sales.

If RoAS is high, your ads are doing great and bringing in lots of cash. But if it's low, they're not as effective and could waste your money.

It's super important to watch RoAS because it can guide you in making smart choices about where to put your ad money. You want every penny to count, right? Tracking RoAS helps ensure that happens by showing which ads help sell your stuff and which ones might need a fix or even need to be stopped.

This way, you can focus on what works and get the best results from your advertising efforts!

How To Calculate RoAS

Calculating RoAS is like checking how much money you get back after spending on ads. You divide the revenue from ad sales by the cost of those ads. It's a simple math problem: if you made $500 in sales from your Amazon ad campaign and spent $100 on it, your RoAS would be $500 divided by $100, which equals 5.

This means for every dollar you put into your ads, you get five dollars back.

The Difference Between RoAS and ROI

Now, ROI is a bit different—it looks at the profit, not just the sales. For ROI calculation, consider both what you earned and what it cost to make that product. Let's say out of that $500 in sales, after taking away what you spent making the product ($300), only $200 is actual profit.

If we still have that same ad spend of $100, then your ROI would be calculated as ($200 profit - $100 ad spend) / $100 ad spend = 1 or 100%. That’s saying for each dollar spent on ads, you gained one dollar of profit.

Understanding these two helps figure out how effective your Amazon advertising campaign really is—RoAS measures immediate effectiveness, while ROI tells us about overall profitability.

Keep an eye on both to see if your advertising makes sense money-wise!

What Is Considered a Successful RoAS?

A successful RoAS, or return on ad spend, means you earn more money from your ads than what you spend on them. Think of it like this: if you put $1 into Amazon ads and get $4 back in sales, that's a good sign.

The rule of thumb is to aim for a RoAS that’s three times your ad cost at least. However, the right number can differ based on your costs and goals.

Some businesses might be happy with breaking even when they first start advertising. Over time, they'll look to make more money back compared to what they spent on ads. Each product and market can have its own "good" RoAS number.

It's up to you to figure out what works best for your items and stick with strategies that push those numbers higher!

Factors That Impact Amazon RoAS

Unlocking the secrets to a profitable Amazon advertising campaign, like PPC ads goes beyond just spending, here are the different factors that influence your Return on Ad Spend.

1. Product Price and Targeting Type

Calculating and improving Amazon RoAS starts with two big factors: product price and targeting type. These aspects can make or break your ad campaign's success.

Product Price:

Targeting Type:

2. Finding Your Minimum RoAS

To determine your minimum Return on Ad Spend (RoAS) on Amazon, you need to know the least amount of money you should earn from your ads compared to what you spend. Consider all the costs like shipping, making the product, and Amazon's fees.

Your minimum RoAS is when your ad dollars bring in just enough sales to cover these costs without losing money.

You'll certainly want a RoAS that's higher than this bare minimum – so you make a profit. Each business has its sweet spot for a good RoAS. Look at what you pay to run your business and set goals.

Track your ad results closely and adjust until you hit or exceed this target number. Every dollar spent will help grow your earnings instead of just breaking even.

3. Tracking and Monitoring Amazon RoAS

Keeping a keen eye on your Amazon RoAS isn't just smart—it's crucial for understanding the heartbeat of your ad campaigns, ensuring that each dollar spent is working as hard as it can for your brand; stay tuned to learn how you can make those numbers dance to the rhythm of profit!

How To Track and Monitor Your RoAS

Tracking and monitoring your Amazon RoAS is like keeping an eye on a treasure map. It shows you where your money is going and how much you're getting back.

  1. Check Amazon's advertising dashboard regularly. This place has all your ad campaign data.
  2. Note the "Return on Ad Spend" metric for quick insight into what you earn compared to what you spend.
  3. Compare your daily, weekly, and monthly RoAS to see trends and changes over time.
  4. Use Amazon’s reports feature to dive deep into which products and ads are performing best.
  5. Set up custom alerts in the dashboard to notify you when your RoAS falls below a certain level.
  6. Look at the conversion rates of individual ads; good conversion means more people are buying after clicking on your ad.
  7. Keep an eye on the cost per click (CPC). Lower CPC can lead to higher RoAS if sales stay constant or improve.
  8. Review the sales revenue from each campaign against its advertising cost - it tells if your investment is paying off.
  9. Analyze customer behavior on landing pages with tools like heatmaps to understand what works and what doesn't.
  10. Connect with software that analyzes ad performance across different metrics for more comprehensive tracking.

How To Improve Amazon RoAS

To elevate your Amazon RoAS, you'll need to learn strategic ad tweaks and customer journey insights to get the full potential of every advertising dollar spent.

1. Tactics for Optimizing Ads

Making your Amazon ads better helps people find and buy your stuff. Let's talk about ways to make those ads work harder for you.

2. Enhancing Landing Pages

After you've tweaked your ads, take a good look at your landing pages. They're key to making shoppers stay and buy! Make sure the page looks great with clear pictures and easy-to-read descriptions.

It should load fast too—people hate waiting! Use words your customers use to search for products like yours. This helps them feel they're in the right place.

Tell a story about why your product is awesome. Share how it solves problems or makes life better. Add reviews from happy buyers to build trust quickly. Keep buttons big and bold so people know where to click to buy.

Check that these pages work well on phones too because lots of folks shop right from their hands!

Keep testing different parts of your landing page—like headlines or colors—to see what works best. Let data guide you here; numbers don't lie! Change things up until you find the perfect mix that gets more folks hitting 'Add to Cart.'.

3. Understand the Customer Journey

Understanding the customer journey is key to improving Amazon RoAS. Think about all the steps a shopper takes before they buy your product. They might see an ad, click on it, and go to your page.

If they like what they see, they could add the item to their cart and finally purchase it.

To get better at advertising, you need to make each step of this journey smooth for customers. Make sure your ads are clear and lead straight to what shoppers want. Your pages should have good pictures and info so buyers know what they're getting.

And check that buying from you is easy without any problems.

Next up, we'll talk about how using smart software tools can really help boost your Amazon RoAS even more!

4. Utilizing Software Tools

Once you grasp how customers move toward a purchase, it's time to harness software tools for sharper ad campaign performance. These powerful programs help you dig into the numbers and make sense of your RoAS data.

They track everything from clicks to sales, giving you a full view of what's working and what's not. Some tools even offer suggestions on how to adjust your bids or change your targeting, turning data into actions that can pump up those ad revenues.

Incorporating these digital helpers keeps your strategy sharp in the fast-paced world of Amazon advertising. It'll save time too since you won't have to crunch numbers manually or guess at which keywords are bringing in buyers. Just let the tech take over and watch as insights roll in, guiding smarter moves for better RoAS outcomes.

5. Setting Appropriate Bid Amounts

Setting the right bid amounts for your Amazon ads is like finding the sweet spot in a game of darts. You aim to hit the target where you spend enough to get noticed but not so much that you cut into profits.

Think about what each click is worth to you and set a bid that reflects this value without going overboard. It's a balance between being competitive and staying cost-effective.

You want bids high enough to win placement but low when considering ad spend efficiency. Bidding too low might mean missing out on valuable clicks while bidding too high can lead to overspending with little return.

Keep an eye on performance metrics analysis, adjust bids based on data insights, and watch as your Return on Ad Spend (RoAS) improves over time—leading us into analyzing RoAS performance next!

Analyzing RoAS Performance

Conversion Analysis of Search Terms

Conversion analysis of search terms is a key step in evaluating RoAS. It's where data meets strategy, helping advertisers understand which keywords drive sales and which ones drain the budget.

Budget Efficiency Rating

This metric measures the cost-effectiveness of your campaign by comparing the amount spent to the results achieved, helping to ensure that every dollar is working as hard as possible for your business. Let's break it down in a table format:

Budget Efficiency Rating ComponentExplanationImpact on RoAS
Total Ad SpendThe cumulative cost of all your Amazon ad campaigns over a specific product.A lower spend can increase RoAS if sales remain constant.
Ad Attributed SalesRevenue generated from clicks on your ads.Higher sales directly contribute to a higher RoAS.
Avg. Cost per Click (CPC)The average amount paid for each click on your ads.Lower CPC can lead to a more efficient budget and better RoAS.
Click-Through Rate (CTR)The ratio of ad clicks to impressions.An increased CTR can signal a more engaging campaign, potentially boosting RoAS.
Conversion RateThe percentage of clicks that result in a sale.A higher conversion rate suggests a more effective use fo the budget, improving RoAS.
Ad Quality ScoreAn Amazon assessment of the relevance and performance of your ads.A better quality score can lead to lower CPC and higher ad placements, enhancing RoAS.

Considering Customer Lifetime Value (CLV)

Understanding how much money a customer might spend over time helps in making smart ad choices. This idea is called customer lifetime value (CLV). It's not just about one sale; it's about all the cash a shopper could bring your way during their relationship with you.

If you know that some buyers will keep coming back, spending more on ads to get these loyal customers can be worth it.

Smart advertisers look past the first purchase and think about long-term relationships. They fit their advertising spend to match the expected earnings from a customer over many years.

By doing this, they make sure every dollar spent today can lead to even more dollars tomorrow. Now let's check out how staying fresh with Amazon updates and strategies keeps your ad game strong!

Staying Up-to-Date on Amazon Updates and Strategies

Staying ahead with your Amazon ad campaigns means using the right resources and tools. These can help you better understand and improve your Return on Ad Spend (RoAS). Here's how you can make the most of them:

  1. Use Amazon’s Advertising Reports: Amazon provides detailed reports that show how well your ads are doing. Look at these reports often to see what's working and what's not.
  2. Get Keyword Research Tools: Tools like Helium 10 or Jungle Scout help find the best keywords for your products. This helps people see your ads when they search for things they want.
  3. Consider Automated Bid Management Softwares: Programs can adjust your bids automatically to get the best results without spending too much money, Scale Insights is a great choice.
  4. Track Your Sales and Ad Spend With Analytics Platforms: Use platforms like Ad Badger to better see how sales and ad costs connect.
  5. Learn From Competitor Analysis Tools: Check out what others are selling with tools like Competitor Insight. This lets you improve your own ads.
  6. Optimize Product Listings With AI Tools: Some softwares use artificial intelligence to make sure your product listings have everything customers want to see.
  7. Dive Into Customer Reviews for Insights: Look at what buyers say about products like yours, so you can use those words in your ads.
  8. Apply A/B Testing on Your Ad Campaigns: Test different versions of your ads to see which one gets more clicks and sales, then use the best one.
  9. Stay Informed With eBooks and Webinars: Look for learning resources offered by marketing experts who share tips on boosting RoAS.
  10. Engage in Amazon Seller Forums for Community Advice: Talk to other sellers in forums for real-life tips that might work for you too.


Getting a good RoAS on Amazon means you're smart with your ads and making money. It's like hitting a moving target – not easy, but doable. Keep tweaking your campaigns and watch how each change affects your sales.

Use all the tools and data you can to make decisions that grow your business. Let the numbers guide you, and don't be afraid to try new things. Stay sharp, update often, and aim for ads that bring in more than they cost.

FAQs on Amazon RoAS

1. Is a 100% ROAS good?

A 100% ROAS means you are breaking even, as you're generating revenue equal to the advertising spend. While not inherently bad, it's not indicative of profit.

2. How do I know if my ROAS is good?

A good ROAS is one that exceeds your break-even point, considering all variable costs and desired profit margins. Benchmarks vary by industry and business model.

3. What is a realistic ROAS?

A realistic ROAS varies widely by industry, but typically anything above 400% is considered strong, as it indicates a return of $4 for every $1 spent on advertising.

4. What is the best ROAS for ecommerce?

The best ROAS for ecommerce depends on profit margins and operating expenses, but a target ROAS of 300%-600% is often seen as healthy and sustainable for many ecommerce businesses.

4. How does seasonality affect RoAS on Amazon?

Seasonality can significantly impact RoAS as consumer demand fluctuates; during peak seasons, ROAS may increase due to higher conversion rates, whereas it can decrease during off-peak times due to lower customer interest.

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