The Science of Choosing Products on Amazon



Promoting on Amazon is a figure game. You devote capital to a specific solution, then strive to regain that funds over time — such as another yield in addition to this to make the entire effort worth your while.

To be able to pinpoint your merchandise choice, it’s vital to be more numbers-driven and employ high-quality sustainability analysis throughout the study period. You would like to correctly model the possibility of candidate merchandise prior to making decisions about the best way best to allocate your funds. Among the greatest methods to acquire this understanding is via unit economics investigation.

This type of analysis does not really take much effort, and it’ll provide you that extra edge over competitors (as well as when using the Helium 10 Amazon Seller tool with the Helium 10 discount code) because most sellers do not ever bother to correctly mimic profitability ahead of time.

Here are the actions involved in executing a thorough unit economics evaluation, such as a free Google Sheet that will assist you in getting started.

Establishing your own unit economics version

If you are familiar with Excel or even Google Sheets, then you are able to simulate your unit out economics at a spreadsheet. Following is a Google Sheet that includes the menu under.

You may either copy the document and just replicate it with your data, or produce your own customized made dictionary employing this you as a benchmark.

An alternate is my institution’s program Sellerscale, which unites an online unit economics instrument with information in the Amazon API.

This specific unit economics version includes three segments: assumptions, expenses, and sustainability.


Your premises are basically inputs you’ll have the ability to play in order to simulate distinct fertility scenarios as part of your investigation.

As an example, you can fix your sales cost and see how to gain margin fluctuations in reaction. Or play the ACoS (marketing cost of revenue) metric and find out the way that it pushes your ROI. Or determine what happens to adulthood in case you give two units every day in a 30 percent reduction.


Your prices are in which you aggregate all of the factor, direct costs associated with each item.

Including your device landed price (manufacturing, transport, and preparation), all the Amazon charges (FBA and referral charges, storage expenses, etc), along with your per-unit PPC expenses.

Be aware that fixed prices like merchandise photography, or even indirect costs including monthly applications programs, aren’t from the device economics version. Together with unit economics, we just consider direct prices that scale straight with sales quantity. You need to account for some other prices individually.


At length, the sustainability section comprises your gain gross profit, ROI, payback period (time necessary to recover your initial investment), and overall annual earnings.

Here is the part you’ll be considering to evaluate the last effect of any alterations on your input premises.

Calculating baseline elevation

Before you dive into the study, you will want to study the related costs and plug them into your model to ascertain baseline projected maturity. Following are a few of the metrics you will have to locate.

Unit acquired price

This is the overall price per unit of producing and bringing the merchandise to an Amazon satisfaction center. Including packaging, package inserts, tariffs, etc. To put it differently, this can be fully accountable for creating and delivering a unit of merchandise to the store.

If your provider offered you an amount of 2k to generate 1k components of merchandise (like all packaging, advertising brochures, etc), along with your cargo forwarder lent you an additional $1k to send this batch in the provider all the way into an Amazon FBA warehouse, and after which your device landed price will be.

FBA charge

Here is the fee which Amazon will cost you to meet one unit of merchandise into a client. You’re able to gauge FBA charges using Amazon’s earnings calculator or compute them straight by choosing Amazon’s formulation and operating through it together with your own product’s measurements and merchandise class.


This metric reflects your anticipated advertising performance level. It signifies how much you will want to spend on PPC advertisements to be able to earn $1 in advertising sales. As an instance, if you invest 30cents to make $1 of PPC earnings, then your ACoS is 30 percent.

ACoS is not possible to accurately forecast beforehand, but normally, a proven product could find an ACoS of approximately 30-70 percent. Therefore, you are able to use 50 percent as your research ACoS, then play this amount to realize how rewarding your merchandise may be at distinct ACoS levels.

Again, do not forget that your aim here is not to figure the specific ACoS of any product. It is to mimic product profitability employing a selection of ACoS worth, and also approximate the typical anticipated salary of each item you are assessing.

Additionally, it’s very important to realize that advertising spend does not simply generate advertising sales. Additionally, it impacts your natural position, and consequently — your natural earnings. Consequently, marketing ought to be considered as an investment that raises product visibility and creates an “indirect” economic yield in addition to PPC-attributed earnings.

PPC talk of earnings

This is the percentage of revenue that is created through PPC marketing. Should you sell 100 units and 30 of these came through PPC advertisements, your PPC share of earnings will be 30 percent, along with your organic earnings will be 70 percent.

Obviously, organic earnings are a great deal more rewarding than PPC-generated earnings. But that does not mean that you wish to minimize advertising sales because they can

  • Create incremental gain, also
  • Raise the search position of your ASIN, raising its natural earnings

Very similar to ACoS, this data line is quite tough to predict ahead of time. However, for a normal solution, a continuous PPC share of earnings might be everywhere in the 10-50 percent array.

Therefore, you are able to use 30 percent as a baseline if calling the sustainability of future new goods, then play with the amounts to simulate a variety of situations.

Daily unit earnings

Here is the range of components you expect to market daily, normally.

Take earnings quotes with a grain of salt and ensure the unit economics you are considering are strong.

You essentially need to make certain the item market you are getting into has sufficient need but does not have excess supply (rivalry) already consuming that need. Therefore, in case you’ve got a high-demand, low-supply, then high-margin merchandise — you have found a winner.

You are able to estimate sales volume working with a Chrome extension like Jungle Scout or even Helium 10, or even simply by taking a look at the amount of competing and reviews listings for any specific product you are taking a look at.

But bear in mind that revenue quotes are just that — estimates. Take these with a grain of salt and be sure regardless of projected sales amounts, the device economics you are considering are strong.


ALSO READ: Scientific Research on Mobile Communication Devices and Health


Performing the device economics investigation

You can now begin playing the premises in the design (cost, ACoS, PPC Share, unit acquired price), celebrating the way they push profitability, and during that slowly construct a deeper comprehension of the sustainability possible of every individual item.

Just after having completed such sensitivity evaluation (also called “what if” analysis) would you then devote to particular goods. This due diligence process may considerably boost your chances of becoming profitable later on.

Listed below are a couple of examples of significant questions you can reply to with sensitivity analysis:

How effectively does my advertisements must be to create a suitable ROI?

You most likely don’t wish to become involved with something which could only create a nice margin if you’re to be exceptionally effective with advertisements or even exceeding competitors on pricing. Sure, a product such as that may nonetheless be workable given that a higher sales volume and considerable tools to ramp this up, but it would definitely be quite high-risk.

To test, place the sales cost on your version to a degree very similar to your opponents. Aso, place your ACoS to 50 percent and PPC talk of earnings to 30 percent (baseline premises). Which are your consequent allowance and ROI?

If your gross income is 20% or ROI is 50%, then you most likely wish to keep trying to find a different item. This amount of profitability might not be enough to cancel the several dangers of promoting on Amazon.

What’s my breakeven ACoS?

This is actually the ACoS where your gross income is approximately zero. To put it differently, you are going to begin losing money on each sold unit the moment your real ACoS surpasses your breakeven ACoS.

In case your breakeven ACoS is significantly less than 30-40%, then it means you’ll need to be quite efficient with your advertisements to be able to create a gain. Not a fantastic thing. Attempt to locate a product wherever your breakeven ACoS is 70-80%, although the purchase cost is based on competitors.

How can PPC share of earnings drive earnings?

Research how rewarding each item could be when ALL of its earnings were natural (i.e. PPC share of earnings = 0 percent).

Finally, your aim is to start a fantastic item. One which clients will love purchasing and Amazon will rank highly.

How about 50/50? Compare numerous potential product candidates under the very exact requirements, and determine which ones come out at the top concerning their anticipated unit economics.

Generally, during the first couple of weeks, once you launching a new solution, nearly all of its earnings will likely probably soon be ad-generated, not organic. Since Amazon’s algorithm begins seeing that customers go to your goods list, convert at a decent pace, then leave positive testimonials — it will begin ranking your merchandise greater and higher over the search engine results page, so upping your percent of organic earnings as time passes.

Finally, your aim is to establish fantastic merchandise. One which clients will love purchasing and Amazon will rank tremendously — creating significant organic earnings as an outcome.

What can my ROI and payback time be at different price points, ACoS degrees, and earnings velocities?

ROI (return on investment) is essentially your earnings divided by your primary investment. Therefore, if you spent $1k on a heap of merchandise, then got a profit of $500 from this heap, then your ROI will be 50 percent.

ROI is just about the only most significant fertility metric — it reveals how effectively you are utilizing capital to yield a financial return. And just how much money you are linking up in this item. Your gross profit could be fantastic, but in the event, the item is quite pricey, you will want to tie up a great deal of money inside — money that may be spent on different goods.

Similarly, your payback period is an important metric that reveals how quickly you may regain the money you’ve spent on a specific batch. The payback period is dependent upon the magnitude of your stack, the rate where you can market through it, and also the maturity level of the goods.

When assessing numerous goods, you would like to compare their own ROI and payback periods under identical problems. Which merchandise seems better if we cost like rivals? Think about if we cost somewhat lower or higher compared to that? What about distinct ACoS degrees, in addition to distinct revenue velocities (daily unit earnings)?

Which are my breakeven cost and ACoS under various problems?

If your breakeven cost comes out considerably greater than the costs of similar goods on Amazon, then you’ll be under a great deal of stress. That would indicate that simply to break even, you’d need to market at a greater cost than replacement (competitor) merchandise. You ought to avoid this at any cost.

In the same way, if your breakeven ACoS is overly non, it implies you will have to be quite effective with advertisements to create a profit — that is inherently hard.

You would like to locate a product at which breakeven cost is reduced than competitor costs, and breakeven ACoS is 70-80 percent. By using this as an added criterion through your merchandise choice due diligence, you’ll be a lot more considerate and scientific regarding your own strategy than the vast majority of vendors.

Just how could a $1 decrease in device price affect ROI and other KPIs?

Among those choices you will want to make when starting a brand new product is order amount.

Model the effects of each $1 decrease in device acquired price and use it to create smarter decisions concerning purchase amounts.

The bigger your purchase, the lower your provider will be eager to go concerning price per unit. Offering your stock to Amazon is also cheaper per unit because the batch size rises.

Therefore, you wish to mimic the effects of each $1 decrease in device landed price in your own sustainability, and apply that research to make smarter decisions regarding first-order amounts.

If you can earn $1 in savings for each device by simply purchasing marginally more stock, and this decrease in device landed cost increases your ROI out of 40% to 60 percent, it is a no-brainer — you need to purchase the bigger batch.

Start Looking for the Maximum profit possible

Profitability is an extremely energetic thing — it can change daily according to quite a few factors. In the event you do not know which factors drive maturity, you may basically be flying blind — imagining vs. relying upon hard information.

So before committing any funds to brand new SKUs, it is critical you model their unit out economics and spend some time playing profitability drivers and analyzing how they associate with perimeter, ROI, and revival period — and finally make considerate, numbers-driven managerial conclusions.

Do your homework, version outside the device economics of their possible new products you are considering starting, and simulate unique situations to finally select products that show the greatest potential profitability below a wide assortment of situations.