What is a Good ROAS for Amazon: Tips for Optimizing Your Ad Spending

Are you an Amazon seller looking to maximize the returns on your advertising investments? In a fiercely competitive marketplace, the success of your Amazon advertising campaigns ultimately comes down to one metric – Return on Ad Spend (ROAS). Simply put, ROAS is the amount of money you earn from a given advertising campaign compared to the amount you spent on it. But what is considered a good ROAS for Amazon?

Well, the answer is not a simple number. The ideal ROAS for your Amazon advertising campaign depends on a variety of factors, including your profit margins, industry standards, and your overall advertising goals. While some sellers might aim for a ROAS of 4:1, others might consider a ROAS of 6:1 or even 8:1 to be lucrative.

However, the key to determining the right ROAS for your Amazon advertising campaign lies in striking the right balance between maximizing your returns and minimizing the costs of advertising. In this article, we’ll explore key tips and strategies to help you assess your ROAS benchmarks, optimize your advertising campaigns, and drive greater conversions on the world’s largest online marketplace. So, buckle up and let’s dive into the world of Amazon ROAS together!

Understanding ROAS (Return On Ad Spend)

Return On Ad Spend (ROAS) is a key performance metric used in advertising to measure the revenue a business earns for each dollar spent on advertising. It is calculated by dividing the revenue generated from the ad by the cost of the ad. ROAS is represented as a ratio or percentage.

  • A high ROAS indicates a profitable ad campaign; the revenue generated exceeds the cost of advertising.
  • A low or negative ROAS suggests that the ad campaign is not profitable, and the business is spending more on advertising than they are earning back.
  • ROAS can help businesses optimize their advertising budgets and improve their ad targeting.

ROAS is an important metric for businesses that sell products on Amazon. Amazon Advertising allows sellers to create Sponsored Product ads and Sponsored Brand ads. ROAS helps sellers determine which ad campaigns are driving the most sales and revenue. By optimizing ad campaigns based on ROAS, sellers can improve their advertising ROI and boost their sales on Amazon.

Here is an example of how ROAS is calculated:

Revenue Generated from Ad Cost of Ad ROAS
$1,000 $200 5:1 (or 500%)

In this example, for every dollar spent on advertising ($200), the business earned $5 in revenue from the ad campaign ($1,000), resulting in a ROAS of 5:1 or 500%. This high ROAS suggests a profitable ad campaign.

Importance of ROAS for Amazon Sellers

For Amazon sellers, ROAS or Return on Investment from Advertising Spend is a crucial metric to measure the effectiveness of your advertising campaigns. Since Amazon is a highly competitive marketplace, it’s imperative to get the most out of your ad spend and make smarter decisions about investing in ads that yield a higher return. Here’s why ROAS is important:

  • Optimizing sales: Through ROAS, sellers can easily determine which of their ad campaigns are converting sales and which are not. By investing more in the campaigns with higher ROAS, you can optimize your sales and boost revenue.
  • Cost-efficiency: ROAS helps Amazon sellers identify the campaigns that are too expensive and not worth the investment. This means that you stop pouring money into ineffective campaigns and make more cost-efficient decisions.
  • Long-term benefits: By analyzing the ROAS, you can garner long-term benefits by learning which campaigns lead to the highest returns and focusing on those. These campaigns yield more sales and help build a stronger brand presence on Amazon.

How to calculate ROAS

To calculate ROAS, divide the revenue earned from an ad campaign by the cost of the campaign.

For example, if your ad campaign generates $10,000 in revenue, and you have spent $3,000 on it, your ROAS would be 3.3. It means that for every $1 spent, you earned $3.3 in revenue.

A good ROAS ratio depends on various factors, such as the product category, competition, and market conditions. Generally, a 3:1 or higher ratio is considered good. However, you should always strive to improve your ROAS ratio by testing and measuring the efficacy of your campaigns.


ROAS is a crucial metric for understanding the effectiveness of advertising campaigns in driving sales and optimizing the advertising spend. By calculating the ROAS ratio, Amazon sellers can make informed decisions about investing in campaigns that lead to higher returns and cost-efficiency in the long run. Utilizing ROAS will help you navigate Amazon’s competitive marketplace and achieve higher profits.

Pros Cons
Helps optimize sales ROAS calculations can be complex
Cost efficiency in advertising spend ROAS doesn’t account for long-term benefits
Long-term planning and benefits A good ROAS ratio depends on several factors

The pros and cons of ROAS demonstrate that while it is highly beneficial, sellers must account for several variables to accurately measure the metric’s profitability and potential drawbacks.

Factors Affecting ROAS on Amazon

Return on Advertising Spend (ROAS) is an essential metric for measuring Amazon campaign effectiveness. Achieving a good ROAS entails improving the factors that influence it. Some of the most notable factors affecting ROAS include:

  • Target Audience: Campaigns that target high-intent and in-market shoppers with accurate product descriptions and relevant ad content typically result in a better ROAS.
  • Keywords: The selection of keywords in the targeted campaigns significantly affects ROAS. Utilizing relevant and high-performing keywords improves the visibility of the product and increases the conversion rate.
  • Bids: The bids set for each advertised product also affect ROAS. A lower bid may lead to low ad impression and visibility, while a higher bid may lead to an increase in clicks, but at a higher cost. Therefore, a thorough analysis and optimization of bids is necessary to achieve a desirable ROAS.

The combination of these factors can significantly influence the success of an Amazon campaign in terms of ROAS. However, optimizing these factors requires consistent monitoring, analysis, and adjustments to gain a competitive edge.

Ad Placement and Timing

The placement and timing of Amazon ads play a key role in achieving a good ROAS. Here are some factors to consider:

  • Ad Placement: Ads placed on top of the search results, sponsored product placements, and product detail pages usually experience the highest click-through and conversion rates. The placement of the ad should be based on the target audience’s behavior, the keyword bid, and the ad’s budget.
  • Timing: Timing is critical in Amazon advertising campaigns. Running ads on specific days and times with high search volumes increases the chances of conversions and sales. Scheduling campaigns around peak shopping periods such as Black Friday, Cyber Monday, and Christmas is also a great way to enhance ROAS.
Ad Placement Pros Cons
Top of Search Results High visibility and click-throughs Costly and highly competitive
Sponsored Product Placements High conversion rates and visibility Requires keyword and bidding optimization
Product Detail Pages High conversion rates and visibility Lower ad impression volume

Utilizing an optimal combination of ad placement and timing can help achieve a desirable ROAS while enhancing visibility and conversion rates for your Amazon products.

Average ROAS for Amazon Ad Campaigns

ROAS, or Return on Ad Spend, is a crucial metric in measuring the success of an Amazon ad campaign. It is the ratio of the revenue generated from an ad campaign to the cost of that campaign. The higher the ROAS, the more profitable the campaign.

  • According to Amazon, the average ROAS for Sponsored Products campaigns is 3.3:1. This means that for every dollar spent on the campaign, the seller receives $3.30 in revenue.
  • For Sponsored Brands campaigns, the average ROAS is 4.5:1. This is due to the fact that these campaigns feature the seller’s brand and are targeted towards high-intent shoppers.
  • For Sponsored Display campaigns, the average ROAS is 1.6:1. These campaigns are designed to target shoppers who are not actively searching for products, which may result in a lower ROAS.

It is important to note that ROAS can vary greatly depending on the product being sold, the competition within the category, and the targeting of the campaign. Therefore, sellers should not solely rely on the industry averages when setting their own expectations for ROAS.

To help sellers better optimize their campaigns, Amazon provides a detailed breakdown of ROAS by ad group, keyword, and product. This data can help sellers identify which campaigns are performing well and which ones need improvement.

Campaign Cost Revenue ROAS
Sponsored Products $1,000 $3,300 3.3:1
Sponsored Brands $1,000 $4,500 4.5:1
Sponsored Display $1,000 $1,600 1.6:1

In conclusion, understanding and monitoring ROAS is crucial for the success of an Amazon ad campaign. While the industry averages can serve as a helpful benchmark, sellers should always strive to improve their own ROAS by analyzing their data and making optimization adjustments accordingly.

How to Calculate ROAS on Amazon

ROAS stands for Return on Advertising Spend, which is a key metric for measuring the efficiency of your advertising campaigns on Amazon. This metric computes the amount of revenue generated per dollar spent on advertising. Knowing your ROAS helps define your Amazon advertising strategy, optimize your campaigns and maximize your ROI. Here are some steps to calculate ROAS on Amazon:

  • Step 1: Determine your advertising spend. This includes the total amount spent to run your Amazon ads for a specific period (usually a month).
  • Step 2: Calculate the total revenue generated from those ads. This includes sales from both ad clicks and direct visits to your Amazon store that resulted from the ads.
  • Step 3: Divide total revenue by your ad spend to get ROAS. For example, if your ad spend is $10,000 and your total revenue is $30,000, your ROAS is 3x (300%).

Key Factors Affecting ROAS on Amazon

Several factors can impact your ROAS on Amazon. Here are some of them:

  • Bidding strategy: Your bidding strategy determines how you compete for ad placements. Amazon offers several options such as automatic bidding and manual bidding, which can affect ROAS.
  • Ad placement: Where your ad appears on the search results page or product detail page can impact performance. Ads placed higher typically have higher conversion rates and ROAS.
  • Targeting: How you target your ads, including keywords and audience, affects how many impressions and clicks your ads receive and, ultimately, ROAS.

ROAS Benchmarks on Amazon

While ROAS benchmarks vary by industry, Amazon sellers should aim for at least a 3:1 ROAS to ensure their advertising campaigns are profitable. However, high-cost items or luxury products may have lower ROAS expectations due to a smaller audience size and higher price points. Testing different targeting options and optimization strategies can help improve your ROAS and increase your overall profit margin on Amazon.

Industry ROAS benchmark
Apparel and shoes 4:1
Books and media 5:1
Electronics 6:1
Health and beauty 3:1
Home and garden 4:1

Remember, ROAS is just one of several crucial metrics Amazon sellers should track to optimize their advertising campaigns. By understanding how to calculate ROAS on Amazon and the key factors that affect it, you can improve your advertising performance and drive more profitable sales.

Strategies to Improve ROAS on Amazon

As an Amazon seller, one of your main goals is to achieve a high return on
ad spend (ROAS). This metric measures the efficiency of your advertising
spend and helps you determine if you are spending your money effectively.
While there is no one-size-fits-all approach to improve ROAS on Amazon,
there are several strategies that can help you maximize your ad spend.

1. Optimize Your Product Listings

  • Increase the visibility of your products by optimizing your product titles, descriptions, and images.
  • Include relevant keywords in your product listings to improve your search ranking.
  • Make sure your product listings are accurate, complete, and up-to-date.

2. Use Targeted Keywords

Targeting the right keywords is crucial for improving your ROAS. Use Amazon’s Keyword Tool, Google AdWords, and other research tools to identify relevant and high-traffic keywords for your products. Then, make sure to incorporate those keywords into your ad campaigns.

3. Test Different Ad Formats

Testing different ad formats can help you determine which ones work best for your business. Consider experimenting with Sponsored Product Ads, Sponsored Brands, and Product Display Ads to find the most effective format for your products.

4. Monitor Your Ad Performance

Regularly monitoring your ad performance can help you identify what is working and what’s not. Use Amazon’s Advertising Console to track your performance metrics and adjust your campaigns accordingly.

5. Set Realistic Goals

Setting realistic goals is important for achieving a high ROAS. Make sure to set achievable goals that align with your business objectives and budget constraints.

6. Use Negative Keywords

Using negative keywords can help you prevent your ads from showing for irrelevant searches. Negative keywords are the terms that you want to exclude from your ad campaigns. For example, if you are selling shoes, you might want to exclude searches for “tennis shoes” and “skate shoes” to prevent your ads from showing for irrelevant searches. Here’s an example of how negative keywords can impact your ROAS:

No Negative Keywords With Negative Keywords
Ad Spend: $100
Revenue: $200
ROAS: 2x
Ad Spend: $100
Revenue: $500
ROAS: 5x

As you can see, using negative keywords can significantly improve your ROAS by reducing wasted ad spend on irrelevant searches.

Monitoring and Adjusting ROAS for Maximum Profitability

When it comes to running successful Amazon ads, monitoring and adjusting your ROAS (return on ad spend) is crucial for maximizing profitability. ROAS is a metric that measures how much revenue you generate for every dollar you spend on advertising. A good ROAS can vary depending on the industry and type of product you are selling. However, as a rule of thumb, a ROAS of 4:1 or higher is considered good for most Amazon sellers.

  • Track your ROAS regularly. To monitor your ROAS, you need to keep a close eye on your ad performance. Amazon provides multiple data points for each ad campaign, including clicks, impressions, spend, sales, and ROAS. Analyzing these metrics regularly will help you understand how your ads are performing and identify any issues that need to be addressed.
  • Adjust your bids accordingly. ROAS is directly impacted by your bids. If your ads are not performing well, it may be because your bids are too high or too low. To maximize your ROAS, you need to find the sweet spot where your bids are high enough to get clicks and conversions, but not so high that you’re overspending. Start by adjusting your bids by small increments and monitor the impact on your ROAS.
  • Optimize your ad content. Your ad content plays a significant role in driving conversions and maximizing ROAS. Make sure that your ad titles, images, and descriptions are compelling and accurately represent your product. Use high-quality images, descriptive titles, and engaging copy that speaks to your target audience. Continuously testing and optimizing your ad content will help you improve your ROAS over time.

Monitoring and adjusting your ROAS is an ongoing process that requires patience, time, and dedication. By keeping a close eye on your metrics and making adjustments as needed, you can achieve a good ROAS and maximize your profitability on Amazon.

Industry Good ROAS Range
Beauty and personal care 5:1 – 8:1
Fashion and apparel 7:1 – 10:1
Electronics 4:1 – 6:1
Home and garden 3:1 – 5:1

It’s essential to note that these industry ROAS ranges are not set in stone and can vary depending on factors like competition, seasonality, and ad campaign strategy. Continuously monitoring and adjusting your ROAS can help you find the sweet spot for your business and achieve maximum profitability.

ROAS vs ROI: Which One Should Sellers Prioritize?

As an Amazon seller, you want to achieve the highest possible return on your advertising investment. However, measuring your performance can be challenging. You need to consider both your ROAS (Return on Ad Spend) and ROI (Return on Investment) metrics to determine the effectiveness of your campaigns, but the question remains, which one should you prioritize?


  • ROAS focuses on the revenue generated from your advertising campaigns, while ROI measures the profit generated by your advertising efforts.
  • ROAS is calculated by dividing the revenue generated by your advertising spend, while ROI is calculated by dividing the profit generated by your advertising investment.
  • ROAS is traditionally used for short-term advertising success, while ROI is used to measure long-term profitability and sustainability.

The Importance of ROAS

ROAS is an important metric for Amazon sellers because it helps identify which advertising campaigns are generating the most revenue. Achieving a high ROAS means that your campaigns are driving profitable sales and helps you to determine how to allocate resources for future campaigns.

For instance, if your ROAS is below your target range, you can analyze your campaigns to determine if there are any issues with targeting, ad placement, or creative elements. You can then adjust these elements to improve your ROAS and maximize the return on your advertising spend.

The Benefits of ROI

While ROAS is an important metric, ROI is equally important, especially for long-term success. ROI takes into account all the factors that contribute to your campaign’s profitability, including the cost of goods sold, overhead, and other expenses. Maximizing your ROI means improving your bottom line and achieving long-term profitability.

With ROI, you can identify which advertising campaigns are generating the most profit, which products are the most profitable, and which advertising channels are most effective. By focusing on these metrics, you can make better decisions about how to grow your business while also ensuring that you are achieving sustainable profits.


Focuses on revenue generated Focuses on profit generated
Measures short-term advertising success Measures long-term profitability and sustainability

ROAS and ROI are both important metrics that Amazon sellers need to consider when measuring the effectiveness of their advertising campaigns. While achieving a high ROAS can help drive profitable sales, maximizing your ROI is key to achieving long-term profitability. Ultimately, the best strategy is to focus on both metrics in tandem, ensuring that you are driving profitable sales while also growing your business sustainably.

ROAS for Different Amazon Ad Formats (Sponsored Products, Sponsored Brands, Sponsored Display)

Return on Ad Spend (ROAS) is a metric used to measure the profitability of a specific advertising campaign on Amazon. A higher ROAS means that your advertising campaign is generating more revenue than the cost of the campaign. When it comes to different Amazon ad formats, ROAS can vary depending on the ad type and the bidding strategy used. Let’s take a closer look at the ROAS for Sponsored Products, Sponsored Brands, and Sponsored Display.

  • Sponsored Products – ROAS for Sponsored Products is typically higher than other ad formats due to the fact that these ads appear in search results alongside organic search listings. The ad appears with a product image, title, and price, making it more likely for a customer to click and purchase the product. With auto-targeting campaigns, ROAS can range from 2:1 to 6:1, while manual campaigns generally offer ROAS between 6:1 to 9:1.
  • Sponsored Brands – ROAS for Sponsored Brands can vary depending on whether the campaign is focused on brand visibility or product sales. For campaigns focused on brand visibility, ROAS can range from 2:1 to 3:1, while campaigns focused on product sales can range from 4:1 to 6:1.
  • Sponsored Display – ROAS for Sponsored Display can be lower than other ad formats due to the fact that these ads target customers on and off Amazon. ROAS for Sponsored Display can range from 2:1 to 4:1, with higher ROAS for retargeting campaigns.

Understanding the ROAS for different Amazon ad formats can help you optimize your advertising campaigns and ensure that you’re getting the most bang for your buck. Keep in mind that ROAS is just one metric to consider when analyzing the performance of your ad campaigns. Other factors such as ACoS and conversion rates should also be taken into account.

ROAS Benchmarks by Industry or Product Category on Amazon

Return On Ad Spend (ROAS) is a crucial metric that reflects the performance of your advertising campaign investment. Different industries or product categories on Amazon have their unique ROAS benchmarks. Knowing these benchmarks can help you evaluate your ad campaign performance and optimize your advertising investment.

  • The Apparel industry has an average ROAS of 7.26.
  • The Arts and Crafts industry has an average ROAS of 6.27.
  • The Automotive industry has an average ROAS of 4.56.

Other industries and product categories have their own unique ROAS benchmarks. However, these benchmarks are not set in stone and can vary depending on factors such as seasonality, competition, and product quality.

Table 1 displays the average ROAS benchmarks of some industries and product categories on Amazon.

Industry or Product Category Average ROAS
Apparel 7.26
Arts and Crafts 6.27
Automotive 4.56

Knowing the ROAS benchmarks of your industry or product category on Amazon is vital information for optimizing your advertising investment. Keep in mind that these benchmarks are not set in stone and can still vary based on a few factors. Nevertheless, they provide a benchmark to measure your success against and to track progress.

Wrap Up and Happy Selling!

Well, folks, now you know what a good ROAS is for Amazon and how to measure it. Remember, don’t get too bogged down in the numbers, as long as you are seeing a return on your investment, you’re on the right track. Thanks for reading, and I hope this article has been helpful. If you need any further assistance, be sure to check back in with us for more helpful tips and insights. Happy selling!