Schedule a call

Ready to scale?

Pick the service you need and book a free Discovery Call.

We've spent millions on Facebook and Google scaling fledgling brands into eCommerce empires. Now it's YOUR turn.

Amazon Advertising - TribeTalk EP 74

Amber Rhodes
Last Updated April 28, 2021


We often talk about the importance of D2C eCommerce here at EmberTribe, but on this episode of TribeTalk we dig into selling on Amazon. We’ve had many clients who were able to generate big wins using Amazon as their primary or secondary store, so even though we’re big on using D2C platforms like Shopify, we’d never turn our nose up at a different channel for sales!

Dan joins us to discuss approaching Amazon advertising efficiently.

Is Selling On Amazon Worth It?

Okay, first things first. If you’re not already selling on Amazon but you’re considering it, you probably want to know the benefits and the drawbacks of selling on a marketplace. 

Pros for Selling on Amazon

  • It can be much easier to get started on Amazon than to hire a team for your new eCommerce store, especially if you’re brand spankin’ new. 
  • A marketplace can be a great space for businesses that have an exclusive and/or unique product that will stand out.
  • Amazon has tremendous reach (we’re talking more than 66,000 orders placed per hour), something most small businesses can only dream of.

Cons for Selling on Amazon

  • Thousands of vendors might be selling the same product as you, and cheaper.
  • You can't easily retarget your own customers because the data isn’t your own.
  • You don't get to build a relationship with customers.
  • If you're not constantly monitoring for perfect management and zero infringement of policies, Amazon will have no trouble pulling the plug on your account. 

Amazon Advertising Costs Can Be Wasteful (But They Don’t Have To Be)

So say you’ve decided that the pros outweigh the cons. We don’t blame you—there’s huge opportunity selling on a marketplace—but now you’re not sure how to keep ad spend at a reasonable level. We’ve been there, done that, and have collected some insights that might help you out.

If the average cost of a sale for your product on Amazon is a little bit too high (or perhaps way too high), you’re probably using wasteful targeting tactics.

You should be intentional with your keyword bidding. Are the keywords you’re spending money on worth the cost? Are you overlooking keywords that are primed for purchases? Keep close watch of how your keyword bidding is impacting your ROAS.

You should consider separating your branded campaigns from your unbranded campaigns to help increase overall ROAS.

Branded campaigns usually perform better than unbranded, and over time having these separated can help level off your costs. If you have everything bundled into the same campaign, it can mean it’s a little harder for you to determine which keywords are actually performing.

You can catch cheap, profitable sales by having low bid automatic campaigns.

For instance, when you're setting up your automatic campaign, Amazon usually suggests a bid of, let's say, 80 cents, a dollar, maybe $2, depending on the category. Our growth specialists will usually bid around 10% of that Amazon bid suggestion (so very, very low) on campaigns with no negative keyword, which can help you catch a few sales that are extremely cheap and profitable, and decrease your overall costs.

Recommended Tools for Amazon Sellers

As mentioned earlier, selling on Amazon can make you feel like you have less control because the data you get just isn't as comprehensive as when you use a D2C platform. However, if Amazon Marketplace is a big conversion-driver for you brand, you definitely don't want to drop it like it's hot.

Snoop gif

For US Amazon Marketplace sellers looking to optimize their Amazon sales, we recommend utilizing 3rd party tools like Sellerly by Semrush, that give you more powerful insights for scaling. 

If you’re interested in learning more about how our growth specialists like Dan apply tactical knowledge to eCommerce ad accounts, let’s talk!

Ready to scale your profits sustainably?

TJ Jones -  CoFounder EmberTribe (1)

T.J. Jones

CoFounder EmberTribe

TJ will help you uncover some of the best growth opportunities for your brand in the First Call.


With over 10 years of experience and 80 million in ad spend under our belts, we know how to guide businesses from fizzle to sizzle.

Seth Bunch-1
"Embertribe has been incredible to work with. Not only are they knowledgeable and the best at their craft but they care about you and your business. Highly recommend!"

Seth Bunch

Founder of Xylem Woodworks

Portrait Lisa FusionBelts
"I tried one company before you guys but you guys are better. And you're all good looking too."

Lisa Vigliorolo

Founder of Fusion Belts

1199958010828334 - Embertribe (Internal Marketing) - 500x500 - SP - 45.01
"EmberTribe has been an incredible ally in our growth strategy. In a short period of time they were able to scale up our ad budget 200%, while decreasing the unit cost for each additional sign up. We see them as an extension of our internal marketing team, which, for a fast growing company, gives us tremendous leverage when building out and scaling new user channels."

Duncan Street

Co-founder, Qeepsake

1199958010828334 - Embertribe (Internal Marketing) - 500x500 - SP - 49.01
“One of the things I love most about working with EmberTribe which has been a standout from working with other companies is that there's a level of ownership that the team has in what we're doing that you really feel like they care."

Cody Barbo

Cofounder, Trust & Will

1199958010828334 - Embertribe (Internal Marketing) - 500x500 - SP - 57.01
"All around great team...The EmberTribe team really answered my technical questions without hesitation...Helped me understand where my business was lacking. It's hard to find companies nowadays that really go above and beyond."

Joey Hettler

Media and Marketing Coordinator at Altis

Grow Faster, Smarter with EmberTribe

If you are stuck on the half a million yearly revenue plateau, you need a growth agency that will get to know your business, audiences, and growth opportunities like the backs of their hands—and let you in on everything they learn. 

No secrets, no bull. Just making sparks fly together.

✅ Focused on revenue

Look elsewhere if you're looking for a new logo or brand identity via 200-page slide decks. Those marketing disciplines have their place, but they're not our focus. We've doubled down on growing sales and injecting our clients with cash flow.

✅ We move fast

The typical agency model moves slowly: endless meetings, thousands of email threads, lots of talk, but little action. EmberTribe is different. We know what it takes to grow fledgling brands into formidable empires: a hell of a lot of execution.

✅ Trusted by the best

We've been recognized by Facebook and Google as one of the top agencies in the world. We're a mentor to startups within Techstars, Y Combinator and regularly consult with programs at MIT and Harvard Business School. Now it's time to add you to our Tribe.

Okay, let's do this!

Book Discovery Call

You May Also Like

These Stories on EmberTribe

You May Also Like

These Stories on EmberTribe