Proven Amazon PPC Class - 2024 Step-by-Step Guide (Part 5) | Sumner Hobart | Skillshare

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Proven Amazon PPC Class - 2024 Step-by-Step Guide (Part 5)

teacher avatar Sumner Hobart, 7-Figure E-Commerce Entrepreneur

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

    • 1.

      WELCOME to the 2023 Proven Amazon PPC Class!


    • 2.

      What Is Amazon PPC & How Does It Work?


    • 3.

      Amazon PPC Terms Simplified


    • 4.

      Amazon PPC Campaign Types


    • 5.

      Do This Before EVEN THINKING About Advertising On Amazon!


    • 6.

      Keyword Match Types Explained


    • 7.

      The RIGHT Amazon PPC Campaign Structure


    • 8.

      What Is Your Goal? (MUST WATCH!)


    • 9.

      Selecting The RIGHT Starting Bid


    • 10.

      Portfolios - Keep Your Campaigns Organized!


    • 11.

      Sponsored Products Ads (SPA) Intro


    • 12.

      Where To Find Everything In The Amazon Advertising Dashboard


    • 13.

      AUTO Campaign Tutorial


    • 14.

      Quickly Find THE BEST Keywords for Amazon PPC


    • 15.

      EXACT Match Campaign Tutorial


    • 16.

      DOMINATE Keyword Ranking & SKYROCKET Profit With This Exact Match Campaign Structure


    • 17.

      2 INSANELY Effective Exact Match Campaigns


    • 18.

      THE MOST Powerful Keywords To Target With Your Amazon PPC


    • 19.

      (Part 1) THESE Are The Keywords To Target With PPC


    • 20.

      (Part 2) THESE Are The Keywords To Target With PPC


    • 21.

      Effortlessly Generate A List of Profitable Keywords (No Tool Required)!


    • 22.

      Get High-Demand, Low-Competition Keywords With Helium 10


    • 23.

      PHRASE Match Campaign Tutorial


    • 24.

      BROAD Match Campaign Tutorial


    • 25.

      ASIN Campaign Tutorial


    • 26.

      Find HUNDREDS of Profitable Product Targets in SECONDS!


    • 27.

      CATEGORY Campaign Tutorial


    • 28.

      3 RIDICULOUSLY Profitable & EASY Amazon PPC Campaigns


    • 29.

      Advertsing Variations With Amazon PPC


    • 30.

      COMPLETE LIST of Amazon PPC SPA Campaigns


    • 31.

      Sponsored Brand Ads (SBA) Intro


    • 32.

      INSANELY Converting Headline Search Ads (HSA) Guide


    • 33.

      Super Powerful Video PPC Ads


    • 34.

      COMPLETE LIST of Amazon PPC SBA Campaigns


    • 35.

      Sponsored Display Ads (SDA) Intro


    • 36.

      SDA Campaign Tutorial (ASIN)


    • 37.

      Get 9% ACOS With These (Secret) Campaigns


    • 38.

      COMPLETE LIST of Amazon PPC SDA Campaigns


    • 39.

      BONUS SECTION: Step-by-Step Amazon PPC Optimization


    • 40.

      5 Step Guide to Lower ACOS AND Increase Sales THIS WEEK


    • 41.

      WALKTHROUGH: Weekly PPC Optimization In Campaign Manager


    • 42.

      How To Optimize AUTO Campaigns


    • 43.

      Save HOURS Optimizing Campaigns With The #1 Amazon PPC Automation Tool


    • 44.

      Amazon Product Launch with PPC


    • 45.

      How to Optimize PPC During A Product Launch


    • 46.

      Increase Ranking With This Little Known PPC Hack FINAL


    • 47.

      Scale Your PPC Campaigns For More Results Using Search Terms


    • 48.

      Find Profitable Keywords You May Be Missing!


    • 49.

      Let Chat GPT Optimize Your Search Term Report


    • 50.

      Let Amazon TELL YOU How To Profitably Scale Your Campaigns


    • 51.

      FREE Amazon Keyword Tool - Search Query Performance (SQP)


    • 52.

      Simple Trick to INSTANTLY Improve The Profitability of Your AUTO Campaigns!


    • 53.

      Effortlessly Add High-Potential Keywords To Existing Campaigns In Just MINUTES


    • 54.

      TOP 5 Amazon PPC Agency List


    • 55.

      LAST STEP!


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About This Class

★★★ Boost Your Amazon Sales, Keyword Ranking & Reviews Starting THIS MONTH With Effective Amazon PPC! ★★★

(This works even if you've tried before and failed or have zero experience with advertising of any kind.)

Did you know that many Amazon Sellers struggle to maintain a profit margin above 20% while the average Amazon PPC ACOS is over 34%?

This means that some Amazon Sellers are spending more on Amazon PPC advertising than they're making in profit!

The problem is that there is so much misinformation out there about Amazon PPC & Amazon advertising!

Amazon PPC “experts” try to make Amazon advertising sound extremely complicated in hopes to get you to buy their expensive services or classes.

Here’s what often happens….

  • You watch hours of outdated or incorrect YouTube videos about Amazon PPC
  • Try implementing these “strategies” with your own products
  • End up with just a few sales and a high ACOS

After weeks or months of high ACOS you think, “I’m not smart enough for Amazon PPC” and end up hiring a “PPC professional” just to find that even they cannot get an ACOS below 30%!

Are you cursed? Is your product a failure? Is it impossible to achieve profitable sales with Amazon PPC?!


All you need is a straightforward Amazon PPC system that works consistently for many fellow Amazon Sellers & products in the same position as you.

Lucky for you, there is such a system!

Let me introduce you to the Proven Amazon PPC Class.

By following the exact step-by-step strategies in this class, you will see significant Amazon advertising results.

Specifically, you are going to learn….

  • What Amazon PPC advertising is and the best way to use it to increase rank, reviews, & ultimately profit in 2024
  • The #1 reason for Amazon PPC failure (Lecture 5)
  • Generate hundreds of profitable keywords in minutes (Lecture 16)
  • Ethically exploit weak competitors for profit even if you have 0 reviews (Lecture 22)
  • Extremely simple, step-by-step tutorials on how to set up every single Amazon PPC campaign from start-to-finish (Lectures 13 - 32)
  • How to use Amazon PPC for your Amazon product launch (Lecture 40)
  • Complete guide to maximize your Sponsored Product Ads (SPA), Sponsored Brand Ads (SBA), and Sponsored Display Ads (SDA) for beginners to advanced
  • Get more sales with a lower ACOS every week with this Amazon PPC bid optimization checklist (Lecture 34)
  • Profitably scale your Amazon PPC campaigns with Search Term reports! (Lectures 41 - 43)
  • Even more tips & tricks not found anywhere else!

Don’t take my word for it though.

Just read a few of these raving student testimonials for yourself…

By enrolling in this class, you are going to gain instant & lifetime access to the complete, step-by-step guide showing you how to set up & optimize profitable Amazon PPC campaigns in just minutes even if you’ve tried & failed in the past or have never advertised online before!

BONUS: Students who enroll today will receive 100% FREE access to my personal Amazon PPC bid optimization calculator AND weekly bid optimization criteria template!

You have nothing to lose and so much to gain!

Start making sales easier and more profitably than ever before!

Meet Your Teacher

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Sumner Hobart

7-Figure E-Commerce Entrepreneur


Hello and welcome to my profile!


Im so glad to have you here :)


My name is Sumner. I’m a serial entrepreneur who has generated over $1,000,000.00 in sales of my own products across a wide range of platforms including Amazon FBA, Etsy, Walmart, Pinterest, YouTube and more.


I’ve taken all of the life-changing business, eCommerce, and marketing knowledge that has completely transformed my life from a depressed college graduate to a thrill-seeking digital nomad and business owner in the form of in-depth and affordable classes here on Skillshare.


I’ve been blessed to be one o... See full profile

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1. WELCOME to the 2023 Proven Amazon PPC Class! : Hello and welcome to the proven profitable amazon PBC course. If you don't know me yet, hi, my name is Sumner Hobart and I'm so excited that you're here because this course literally has the ability to change your life. I've spent years and literally six figures of my own money testing all different types of strategies out with Amazon PPC, width success. And I can tell you that most people try to make it seem that Amazon PPC is so complex and you have to be this genius, this expert, or an expensive agency in order to achieve low cost campaigns that generate sales. And I can tell you that is simply not the case. Amazon PBC is very formulaic, meaning that if you just copy and paste the exact strategies and processes laid out in this course, you will see an improvement in your performance, just like hundreds of other students have. The biggest reason for Amazon PBC failure is not improper bid optimization or campaign structure or scaling or any of that. But really it comes down to the product itself being advertised. If you have a product that isn't very good, where you have an Amazon listing that's kind of poor. You're going to get terrible results with any marketing. Do you have a product that people actually want to buy? Is it different from other options? Do you have phenomenal images on your listing that looked like they belong in a magazine. Is your copy funny, emotional, lively. Does it sound like it was written by a human being or just another corporation? It sounds like everybody else have you properly keyword, optimize your listing. If you're not sure on any of these, do this first, then moving forward, all of these strategies are absolutely going to help you just crush it on Amazon. And in this course, you're going to learn what the heck Amazon PPC is and how it actually works. A step-by-step guide to setting up every single profitable campaign that you should be setting up, including sponsored product ads, sponsored brand ads, and sponsored display ads. How to set and optimize the right bids for your campaigns to lower your costs while maximizing sales. Extremely comprehensive and fast keyword and product research to capture as many low-hanging fruit as possible. My own personal three-step Amazon PBC product launch process for brand new products and sellers, learn the right way to scale your campaigns using your search term report every month, how to track and know that your advertising campaigns are actually working. And several other tools and templates that I've created for my own business, which I'm giving you for a 100% free, including my Amazon PBC bid optimizer calculator. You can find all of these in the resources section of this video. And you can adjust the speed of each video as well as the sound in the bottom corner. With the purchase of this course, you are also gaining 100% free access to our VIP student Facebook group where you can connect with dozens of other Amazon sellers, myself included. And lastly, I would greatly appreciate if you could leave your honest review about the course once you have a fuel for the material, because there were literally one hundred, ten hundred dollar courses that don't even cover half of what this program does. An honestly so unbelievably excited for you. Now, let's get to it. 2. What Is Amazon PPC & How Does It Work?: So what exactly is Amazon PBC advertising and how does it work? Well, we're going to cover that exact topic in this video. And keep in mind, we're going to be going into a lot more granular detail that'll make a lot more sense of this as we go on. But I just want to make sure I give you a very solid overview of what Amazon PVC is and how it works. So Amazon PBC literally stands for Amazon pay per click advertising. This is an advertising platform hosted by Amazon for the Amazon search engine to where basically as an Amazon seller, I haven't Amazon listing. And I can tell Amazon, hey, Amazon, I want to take my listing and promote my listening for very specific keywords. And I'm willing to pay to promote my listening to these keywords, to basically push my listing up in the search results. So more people see it and more people are searching for my type of product. They see my product, they're more likely to buy, right? So we're spending money to increase visibility on Amazon of our Amazon listing in order to get more sales on Amazon. And what's great about this advertising model, which I really, really like, and we'll go into a lot more detail about it, is that you only spend money when someone actually clicks on your ad. Now, it's not just when someone buys from you is when someone clicks. So a lot of times clicks won't convert into sales and we'll talk all about that. But pay-per-click literally means you only pay when someone clicks on your ad. And how the advertising works is you have a listing, you tell Amazon here's the keywords I want to rank for. I'm willing to pay for those keywords. Push your listing up in those search results. And ultimately the reason for doing that paying Amazon is that your ultimate generate more sales and more profit than whenever you spent, right? That's the whole point. I'm gonna show you exactly how to do that, okay, so that's the technical definition. I know it may still be a little bit difficult to grasp. So I'll just show you a very simple a couple examples. Okay? So there are two big ways. Big types of Amazon ads, okay? There are ads in a search result page, as well as ads on the product detail page, which I'm gonna show you right now. So let's say that I'm accustomed on Amazon and I'm interested in buying a taco holder. What I'll do is I'll go to or amazon dot ca or whatever other marketplace. Go to the search bar type in taco holder, hit Enter. And as we can see, look at this top search result here, right? This is an ad, okay? And specifically this is a headline search ad, okay? And the reason you know that is because you see the sponsored right here, they look a lot similar to your, you know, your own listing, but they'll have kinda sponsored text there and that signifies that it's an ad. Okay, so this is one example of an ad and guess why? So this sellers pay Amazon to get more visibility for taka holder to ultimately generate more sales for the term taco holder, right? It tells me generate more profit. If we keep scrolling down in the search results, you can see here that all of these are also different types of ads as well. These are sponsored product ads or SPAs. So we see, and we know that because it has sponsored here and all four of these right here, they look almost identical to a listing, right? They have the reviews, the price point, they had the title, right to have the image. Everything's the same except this little sponsored and that's the only difference. Okay. And that's only difference that customer see on Amazon when they look at the sponsored products are the ads versus the organic listings. Okay, so that's one example. This is in, this is the example of ads that appear in the search engines page. We can see when someone types in a certain keyword into the search engine. And here's the result. These ads that are being shown are on the search results page. But your ads can also appear on product detail pages. And what do I mean by that? Well, let's scroll up. So let's say just continuing on with his example, I typed in taco holder because I'm interested in buying a taco holder. Okay. I looked through the search results and I see something that really appeals to me, okay, I see an option, so I click on that option and it takes me to the product detail page with the title, The reviews, the bullet points, all of that, right? And what we can do, and if you do this for yourself in and look at this for yourself, is if we scroll down, k was keep scrolling down. I have lot of plug-ins and things like that is we get to the section says products related to this item. And if we see the first option here, this is sponsored, okay? So this is, this is an, another example of an ad, but it's not on the search engine page or the search results page, I should say it's on the product detail page. If we keep scrolling down, here's another sponsored ad. And if we keep scrolling down a little bit more, OK, we get to the products related to this item section. Again here more sponsored ads as well. So basically, and I will show you how to target different product detail pages, the different types of advertising, all of that. But this is just kind of an overview of what Amazon PPC is, what it looks like and just the overall how it works, which is really straightforward. You're paying Amazon to promote your listing to get more visibility for very specific keywords as well as certain product detail pages which we'll talk about more. So hopefully this makes a little bit more sense. Keep bearing with me because I know it'll get easier and easier and more clear as we go on. So but hopefully this was helpful if you have any questions about this or anything else at all, then of course, let me know in the Q and a section and I'll get back with you soon as I can. Hopefully it's helped and go ahead and get into the next video. 3. Amazon PPC Terms Simplified: As you continue on your Amazon PVC journey, you're likely going to come across a set of terms that seem very, very confusing or even scary, but in reality are very simple and also are very, very important to understand. So in this video, I'm going to cover as efficiently as I can some of the most important and common Amazon PVC terminology and simply define it for you so you understand it and can reference back to this video if you ever need a refresher. So I'm just gonna be kinda defining some common Amazon PBC terms in this video and in the future, I'll be showing you kind of why these terms are important and what to do with the data relating to these terms. So we'll make a little bit more sense and I'll show you what to do later. But right now just what they are. And specifically we're gonna be covering bid budget impressions, CTR, CPC, a cost or a COS, and then Rohe's. Okay, so we'll go ahead and begin with bid. So bid is the maximum amount of money you're willing to spend per-click and bid. It is also known as max bid and Amazon PBC. So this is the maximum amount you're willing to spend for every click that you get on your ads. So someone sees your ad, they click with Amazon PVC advertising, that's how you get charged. You charge every time someone clicks. So if your maximum bid or your bid is $1, that means you're willing to spend up to, not necessarily right at $1, but up to $1 every time someone clicks. And we'll go into more about setting your initial max bid in terms of how to optimize your bidding, which is very, very, very important to Amazon PVC on other digital advertising platforms as well. And a lot more detail later, but that's your bid is. Next. Budget. Budget is the maximum amount you're willing to spend period. So there's daily budget, which is the maximum amount you're willing to spend per day in total advertising. But basically, how much do you want to spend on Amazon PVC every day? That's your daily budget, okay, so that's the difference between budgets and bids. Budget is the total amount that you're willing to spend bids or what you're willing to spend per-click. And again, this is up to OK, just because you set, and this is where a lot of people get tripped up. If you set a daily budget, for example, to $10 per day and your Amazon campaign manager account. That does not mean that you will spend $10 every single day. It means you're willing to spend up to $10 a day and maybe certain days he spent $10. But other days you may spend eight or five or even $1. So just keep that in mind, both for your bids in your budgets. These are really, you can think of them as max bids and Max budget, the maximum you're willing to spend forbids it's per-click for budget, it's per period. So per day, you can have a monthly budget that you allocate per month, annual budget, a campaign budget. So this is how much you're willing to spend on this campaign versus another campaign. That's all it is, just the total amount you're willing to spend. Honestly, really, really simple when you get down to it. Next, we have impressions. This trips a lot of people up, but it's very simple. Impressions are views. So if your ad in Amazon PBGC has 1000 impressions, that means it was seen or it was viewed 100 times. This does not mean that a 1000 people saw your ad. It means that you're addressing 1000 times. In theory, there could be one person who just loves your product and looking at your product so much. And one person could be clicking on your ad, or sorry, not clicking on your ad, but viewing your ad and seeing your AD 1000 times. That would be basically a reach of one and impressions of 10000. But again, that usually isn't the case. That's just kind of theoretical because keep in mind that I'm saving with kinda YouTube views. Views are the number or the number of impressions with the number of times, for example, a video see on YouTube, it's not the number of people who see. So hopefully that makes sense. So that's what impressions are. Next is CTR. This is your click through rate. And specifically what is click-through rate? So click-through rate by definition is air. The formula is your clicks divided by impressions, okay? So how many total clicks that you get divided by the number of impressions. So for example, let's say that our ad received ten clicks with 1000 impressions. So we're gonna go back to the formula that's ten clicks divided by 1000 impressions, like we see here. We get a click through rate of 1%. That means 1% of impressions turned into cliques. And generally though this isn't always the case, but generally a higher click-through rate is better than a lower click-through rate, right? So imagine a click through rate of 100%. That means if we had a 1000 impressions, a 1000 people, 1000 clicks, that's every single time we get an impression, we get a click which is, I've never seen that happen in the real world, especially when there's a large dataset. But ultimately that would be amazing, right? That every time or add a scene, someone clicks on it, right where the opposite, if we have 1000 impressions and 0 clicks, we have a click-through rate of 0%. So compare clickthrough rate of a 100% to 0% rate. That means 0, no one is clicking on our ad. So that's not, generally not good, right? So generally higher click-through and is better than lower. But I'm gonna kinda show you different ways of analyzing this metric. And actually, you know, basically instead of just a what Michelle, you what to do with it later in future videos. Ok. Next we have CPC, so they get their CTR and CPC, a lot of the PPC, CPC CTR, right? A lot of words have gotta get mumbled, but, um, just think about it logically. Ctr, click through rate, just think about those kinda letters. What they stand for, CPC is cost-per-click. So PPC is, is pay per click, right? Because it shows that you pay every time someone clicks on your ad. That's all that PDC means. Cpc. And I know there's a lot of overlap is cost-per-click. This is how much it costs you every time you get a click. So for example, maybe you're willing to spend $1 per click, ok, that's what you're willing to spend, that's your bid, okay? But your cost-per-click is $0.50. So you are willing to spend a dollar. But on average, let's say that you spent $0.50 every time someone clicks. Okay, so that's kinda how you can think about it or how it makes sense. It's kind of related to bid. But again, CBC stands for cost per click, and the formula is Ad Spend divided by clicks on your ad. So for example, let's say we spend $10 in advertising and that $10 generates 20 clicks, okay, then what is our cost per click? It's $0.50, okay? Because we have $10 that got us 20 clicks. For example, if $10 got his ten clicks, That'll be a dollar per click, right? Because you spend a dollar for every click here we spent $0.50 for every click, 56 times 20, that's $10. Okay, so again, you can go back to this for reference. It'll make more sense in future videos when we actually apply some of these metrics and learnings. But this just kind of as an overview that you can refer back to. So that's CPC or cost-per-click. And we're almost done. There's only two more. So next we have a cost, which you'll also hear people on YouTube or other places referring to this as a COS. There's not really a right or wrong way. Both are the same and it stands for advertising cost of sale. Apologize that I'm covering that up here, but let me just move myself out of the way. So they go advertising cost of sale, OK. Just to show that. And this is how much it costs to generate a sale. So specificly to kind of simplify this a little bit more, a cost formula is ad spend divided by the sales that you generated from the ad, okay? Because the reality is think about it. You can spend money on advertising just in theory, someone sees your ad, but they don't buy right away. But maybe they tell their friends about this Kuulab they saw and their friend buys a gun just in theory. So you kinda gotta sale from that ad, but it's not really trackable in this case, right? For your a cost, it's your ad spend divided by the sales directly from your ad that you know came from your adds. That makes sense. So to make it a little bit more clear, let's say that we spent $20 on Amazon PPC advertising, and that $20 generated $100 in revenue from advertising, right? So $100 in advertising and sales from advertising, okay? So then would be 20 divided by 100, right? That's $20 divided by 100 or 20 divided by 100, which would come to 20%. And it's expressed in the form of a percentage. And just for reference. So number one, a cos is a very important metric in my view and what I use to optimize and what a lot of other Amazon PVC experts that I'm connected with use for their clients accounts. And generally from what I've seen, kinda industry wide, basically a cost is a great metric to kind of to target, right? So, so everything else is kinda built around. You're a cost or a lot of your decisions are going to be built around you're a cost, it's a key metric to focus on is basically what I'm saying. And in terms of what is a good a cos from industry wise, what I've seen, number one, it depends on your objectives. But even with that being said, I've seen that it's around ten to 30% for my wife and I in our Amazon business, our target Amazon PDCA cost is 30%. That's our goal where I have a client where her goal is 10%. So I'm again, ten to 30% is usually a fairly good range, though it depends completely on your goal. And we'll get more into that in future videos, but just kinda wanted to make that clear and we'll go into a lot more detail about ACO sites. Want to highlight that it's important and just a little bit more information about it. So hopefully telephone, sorry, I know it's over the place a little bit. And then lastly we have rho as or ROS. This is your return on ad spend. Ok. This is basically like, it's, this is a new kind of metric that are newer metric that Amazon is introduced to the Amazon PVC platform used to be a cost was kind of the holy grail is kind of like the most commonly kinda referred to term or one of the most commonly refered two terms in the Amazon PVC community. But recently Amazon's kind of really kind of pushed the ROS metric into our campaign managers, which again, we're gonna talk about more of that sounds complicated. It's really not, it's really simple. So that's why I'm kind of going to touch on it. However, I still like to focus on ACO S. I like that metric better. However, they're very, very similar to each other. A cost and rho as and you'll see why right here. So as we saw before, and let's just go back really quick. 2a cos. A cos is Ad Spend divided by sales from advertising, okay? Ro, As is ad sales divided by ad spend times 100%. Okay? So for example, going back to the same example, right? We spend $20 in advertising and Amazon PPC ads, and it generates $100 in revenue, okay? And then we multiply that by a 100%. So that would be again 100 divided by 20 multiplied by a 100%. That's five times 100%, which comes to 500%. Okay? So a row as a 500% is the same as at a cost of 20% is the same way, just a different kind of metric, a different way of analyzing. And you can kind of utilize whichever metric makes the most sense for you. Again, they're in a way, kind of the same thing, just different ways of portraying the same outcome. Just a different way. But like I said, I prefer ASUS. It's what's been kind of one of the key metrics used by Amazon PBC experts for years now. But this is a new metric. Amazon's kinda introduces a new way of displaying data. So wanted to touch on that. We will cover this in all of these other metrics in a lot more detail and show you exactly what to do with them in future videos. But hopefully this provides some clarity. Of course, if you have any questions about any of these terms or anything else throughout the course, definitely let me know in the Q and a section and I'll get back with you soon as I can. And without further ado, let's go ahead and get into the next video. 4. Amazon PPC Campaign Types: In this video, we're going to briefly touch on the three different campaign types in Amazon PPC advertising, okay? So when you go to your Amazon advertising dashboard and your sellers actual account and you click on create new ad, you're gonna get to a section that looks something like this and it may look a little bit confusing and you don't really know where to go. And we're gonna go to get a lot more detail in future videos. But I want to kind of briefly highlight because I'm sure a lot of you will have questions about this now. So we have, as you can see here, three different campaign types. First we have sponsored products, followed by sponsored brands, and then sponsored display. Because these are the three different ad types that you can set up as of right now within Amazon PBC. But let me kind of explain. So number one, sponsored products, also known as SPA, if you ever visit turned SPA that sponsored product ads or SP is sponsored products. Okay? So sponsored product ads, this is where the bulk of your advertising is likely going to come from. Sponsored product advertising or advertising type is available to every single Amazon seller, or almost every single Amazon seller that has a professional account. Now if you have certain products that maybe are in the adult category, alcohol-related, et cetera, then you may not have access to Amazon advertising period, just something to keep in mind. But aside from those kind of specific instances, or for example, CBD, those type of products, you may not have access. However, other than that, you should, if you have a professional Amazon Seller Central account, then you should have access to sponsored products. Okay, so I get, and we're gonna have a whole section on each of these different campaign type. So first, we have a full module on sponsored product ads, and that's our first module. Next, we're going to be talking about sponsored brands and then finally sponsored display. Now what's unique about sponsored brain and sponsored display or how it's different from sponsored products, is that in order to access sponsored brand ads, also known as SBA and in sponsored display ads known as SDA. You have to be brain registered, which means you need to have an active trademark and then be enrolled in the Amazon Brand Registry program in order to have access to these specific ad types. So if you're not brand registered, it's okay. You still have access to sponsored products and that's again where the bulk of the advertising is going to come from anyway. But if you do have Brand Registry, then you definitely want to be utilizing sponsored brand ads and sponsored display ads. And for those of you who are brain registered, or maybe for those of you who you are in the process of becoming brain registered. Again, we have full modules on sponsored brand ads and sponsor display ads, really breaking down exactly kind of, you know, the different ad types available within these kind of campaigns. And just kinda simplified just couple of things to keep in mind is we sponsored brands. What you can do basically is you have the ability to create ads that have images and video, ok, and in sponsored display. There's a lot of kind of in the works here, but you're able to kind of re-target customers who visit your Amazon product outside of Amazon on some of their kind of partner websites. And you're also able to target very specific ASNs and actually show up right above or right next to their buybacks. Which again, we're gonna go into more detail, but really, really powerful. And get all advertising is powerful if you have access to all the new, definitely wanna be utilizing all. It'll show you exactly how to do that. But hopefully, just have a general overview of kind of when you get into your Amazon Seller Central account and you see all these options, which one do you want to get started with? An inn where everything is. So hopefully this clarifies some things for you. Of course, if you have any questions, let me know and we'll go ahead and get into the next video. 5. Do This Before EVEN THINKING About Advertising On Amazon!: This may be the most important video, the entire course. So be sure to pay attention. Marketing and advertising is an amplifier. And this goes for Amazon PBC as well as anything else. You d okay, but that means is advertising. Marketing doesn't magically change or fix your product. It's not some mystical process. Ah, lot of new sellers. They throw their listing up on Amazon and they put money into PBC. And they're like, Oh, why am I not getting phenomenal on great results? Why is my, you know, my costs so high? Why are my ads so unprofitable? Why, right in so many times I look at their listing and their listing says it all. Okay, if you have a crappy Amazon listing, you will get equally crappy results. The better your listing, the better your results are. And that's why this is very, very important. So to show you a real world example, instead of just talking about it and writing about it, I'm gonna show you. OK, so let me know your thoughts, Okay? You just kind of think this in your in your own head. But look at this product. Okay, so it's a black and green silicone ring. Right? They have four out of five. Well, let's check this right here. Actually, so they have 4.1 out of five star rating. They have 12 reviews. The price points $10 Right around $10. Um, they they have, you know, nothing convincing me to buy over here. And they only have three images. They're pretty much I mean the exact same. I don't understand the difference. Like how this influences me to buy. OK, this is an example of an extremely crappy listing. And hopefully you do better if you if you if you haven't already taken, I have an entire course talking about how toe build out your listing and SDO having beautiful images without breaking the bank. All that kind of stuff. Not trying to push the course. I'm saying, if you don't already know how to do this if you don't have a beautiful listing, just letting you know about that. But this is an example of a very crappy listening. Okay, So what do you think happens when this product goes up and competes with this product? Very, very, very similar. Right? Green and black silicone ring. Look at this right for 4.4 out of five stars compared to four stars, they have 1400 reviews opposed to 12. A better rating. They have more reviews. They have mawr images. And honestly, I would definitely These aren't the best images in the world, to be honest, but they're definitely better, as you can see, then the other even shows this very nice kind of beautiful packaging, more options available as well. But really the reviews on then they're $12 toe $20 versus the $10 price. Points are really not a big difference. And the reality is, guys, it does. The price point doesn't matter as much. If you have a much better product, you should be charging more than your competitors. So so what do think happens when this product goes up against the other in Amazon advertising with Amazon PBC. Okay, this person, I'm gonna you. If they both took my course, I can guarantee you if it's person didn't watch the video, they had come to say, Sumner, your advertising strategies don't work. I'm not getting as good results as I hoped for. Well, that's because you're listing is crappy. That's that. That's you know, I hate to say it, but that's what it is. Okay, where this cellar is gonna get, I can guarantee, get are not guaranteed, but much, much, much, much higher likelihood of getting exponentially better results than the previous seller. Okay, so the exact So they both have, you know, let's just assume they both of my course, they're both using the exact same tactics than both bidding the exact same amount of money they're targeting. The same keywords, the same products, all of that. This cellar is gonna be the other one by far is gonna be so much more profitable. So with all this being said, what does that mean for you, Gautier? After this video, go to your listing right now. Look at your and do an audit. And be honest with yourself. Play devil's Advocate and tell yourself, Could this be improved in any way? Can you improve your images? And it for in this case that they can absolutely prove their images if they're already there like, I would assume that their advertising on the Amazon platform if they are, I guarantee that get better results by, um by improving their images, So can you improve your images? Do you have enough reviews? Just keep in mind, right? What goal you have. If your goal is to use some of the strategies that I laid out to kind of generate some initial sales to generate some initial reviews, and you have zero reviews to start off our only very few just keep in mind. If you only have a few reviews, it's gonna be more expensive. But think about it as you get more reviews over time. Generally again, it depends on other factors, like competition, but generally you can get better results over and over time as you refine and optimize your campaigns. As you get more reviews, you get more sales history and Amazon's algorithm. You'll tend to get better results over time. At least that's what I've experienced. And so it's not something huge to worry about, and it depends on your goals. So you have zero reviews on crafty images and all that. Don't expect great results, right? But if you have, if you have a decent amount of reviews, even like five or 10 you know 4.525 star reviews you know you're identifying you need You have beautiful images. You have really well written. You know, something more like this versus, you know, bullet points that Look, if your bullet points like that, you know that's a problem. They look more like this much, much better, right? Benefits based. All that kind of stuff I have a whole course about That's all. I'm good into too much detail. But your you know, your results are much more likely to be better, right? Very, very simple, very straightforward. But doing on it right now with your own listing, can you prove the images? Can you improve your potentially your reviews first, before you want. Start Amazon PBC on if you if you want to get be more profitable than I recommend getting some more reviews first. But if you're trying to use that PBC to get reviews, you can also do that. That's actually one of the strategies that I'm using. Just keep in mind. You'll start off in a higher price point. It won't met. Maybe even be profitable to start off with. But over and over time, it should become more and more profitable. Okay? Or it can become more and more profitable. Okay, So as I'm saying, images text, all that audit do this first before anything about advertising, cause. Like I said, guys, are you gonna be the one that comes to me to Sumner your results? It's not getting results for my product. We're gonna be this this guy, that's like, somebody. This is awesome. This is This is super profitable, right? Hopefully, that's that's the ultimate goal, Which it has been for me. Very profitable. And I don't have nearly as many reviews. Um, so so, yeah, so do you have right now. Hope this was helpful. Very, very important on what you do that we'll go ahead and get into the next video. 6. Keyword Match Types Explained: In this video, we're going to cover the various forms of Amazon PBC match types. Ok, so just as a kind of brief refresher, right, with Amazon PPC, you have the ability to basically tell Amazon, hey, Amazon, I want you to promote my listing and here's how much I'm willing to spend per bid. Here's how much I'm willing to spend with my budget, okay? For these specific keywords, okay, so you basically say, hey, Amazon, when someone types in these keywords into your search engine, right? To look, looking to buy, I want to promote my listening for those specific keywords. So when they type those keywords in my listing or my ad shows up and then ultimately get clicks and get sales and increase my overall profitability, right? That's just to kind of briefly recap. And if you have questions about that, let me know. But hopefully that's very, very clear. When a lot of sellers don't know is that keywords have different match types, right? There's basically different types of keywords that you can target. So what most people think is that with Amazon PVC, when you target, for example, you're selling a taco holder and you tell Amazon Pam's on, I want to target talk, talk a holder. Keywords, which mean anyone, anytime someone types in a holder and Amazon, then my listing is eligible to show up and get seen, to get clicks and ultimately hopefully sales and all that, right? That's what most people think. And that's not a 100% true. Okay, and here's the reason why. So like I said, there are different types of keywords and these are called match types or keyword match types. And we're going to cover five different keyword match types here. Number one we have exact match. Number two is phrase match. Three is broad match, f4 is negative exact match, and five is negative phrase match. So the first three are, are kind of the most important that I want to cover. So we'll go ahead and get started with that. So exact match, easiest to understand. What this means is when you target a keyword with your Amazon PPC advertising inexact match. That means what? That someone on Amazon has to type in that exact keyword that you're targeting in order for your listing to be eligible to appear in the search results. Okay, so very simple, right? You tell Amazon I want to target taco holders. That means someone has to type in the term taco holder for your listing to even appear or be eligible to appear does. By the way, just because you target a keyword doesn't mean that you'll show up for that keyword. Because for example, let's say that you set a $0.01 bid, meaning like hams on, I'm willing to spend $0.01 per bit. We are, competitors are willing to spend $1 per, per bid. What Amazon's gives a, hey, they're willing to spend a dollar per click where you're only willing to spend $0.01 per click. So we're gonna give priority to them. So usually whoever, whoever's willing to bid higher gets the, gets the sale. And this is something we're gonna cover in a lot more detail later. So don't let that trip you up, but I just want to make very clear now that just because he targeted keyword doesn't mean you're, you're guaranteed to appear in search results for that keyword, it means you're eligible to appear, right? There's a good likelihood that you will. There's different placements and all that, but I just want to make that clear. So again, with that aside, you target toggle holder, your listings eligible to appear only for the term taco holder. Next we have phrase match. So how's the phrase match different. Okay, so let's say you target toggle holder in phrase match in Amazon, not exact match or phrase match. What that means is that you're eligible to show up for every single term that has taco holder in that phrase. So anytime someone on Amazon types in a phrase that contains the words taco holder, then you're eligible to appear for that. So example. Here would be you target, target holder and phrase match. You're eligible to appear for the term plastic talk a holder when someone types that in Amazon, maybe read toggle holder or maybe talk a holder for kitchen, talk a holder, Mexican flag. These are all different keywords because they're all phrases that have the word taco holder in them. Ok, so the benefit of phrase match is that basically you're able to appear for more, more searches. Okay? So you kinda, It's like casting a net. Your net is a little bit broader and you can basically get seen from more keywords, the negative side to phrase match, or the downside of phrase match is that you have less control with exact match. You have a lot more control, but you are also a lot more limited because of your control. And the reality is with exact phrase and broad match specifically your you want to utilize all three mesh types and I'm gonna show you exempt campaigns, specifically honing in on each different match type. So I'm gonna show you all that. But just to keep in mind, you know, which match type is the best there, all the best, because they're all going to be able to get really great results in a very unique and special way. I'm gonna show you how to do that. Okay? So that's exact match, that's phrase match, then moving down we have broad match. And you can kinda tell broad, it's getting more and more kind of broad. You know, your net is getting wider. So with broad match, what happens is, again, going back to the example of Taco holder, if you target the term taco holder or the keyword in broad match, that means that amaz, your, you're eligible to show up for loosely related words to talk a holder. So that does not mean, you know, very similar to the kind of loose. So for example, taco stand. It could be burrito holder on a little bit more broad terms. So again, the benefit is with broad match, you're able to basically identify and find these additional profitable keywords. You're able to get more visibility. But the downside is it's even less controlled and phrase match, it's the, it's the match type where you have the least control, where exact match you have the most control. But on the other side, exact match you have, it's the most restricted and you have the least kind of reach or kind of visibility. That's not really the right word, but you get what I'm saying. The least kind of exposure with broad match, you can have a maximum exposure. So that's kind of how it works. And again, working on a spectrum you have exact, then phrase them broad, kinda working that way. So you can kind of think of it that way as, as kind of exact being more narrow, broad, being broader, and phrases kind of somewhere in the middle. It's kinda like an in-between, between broad and exact. So I know this can be a little bit confusing, so let me know if you have questions. But with that being said, hopefully understand that we're actually going to move to negative, exact and negative phrase, which we can kinda see right here. So since we already covered exact and phrase match, negative exactly negative phrase should be relatively easy to understand. So with exact phrase and broad match, different match types where you can target certain keywords on Amazon. Negative match means you don't want to target certain keywords on Amazon is the opposite. So you kind of think of it as the opposite. So negative exact is the opposite of exact match. Negative phrase is the opposite of phrase match. Was that mean? Ok. So let's say that you added word taco holder as negative exact to one-year campaigns. And I'll show you. And you should also be utilizing negative exactly negative phrase in very, very specific ways. I'm gonna show you the proper way of doing this, because a lot of people do it incorrectly. I get it. We're gonna go into more detail about how to utilize this. But right now I just want to understand. So when negative exact, if you add the word taco holder to one of your campaigns. That means that, that campaign that you will not appear for the word taco holder specifically on Amazon. So if someone types in taco holder into Amazon, your ad is not gonna get shown because you've added this as negative exact. You're telling Amazon Amazon do not show me for Taco holder or the opposite of just regular exact match means Amazon. I want to show for just this specific keyword, okay, so negative, exactly the opposite. It means you don't want to appear for this specific exact keyword. Negative phrase match is you don't want to appear for any phrase that contains a specific keyword. So going back to the talk of Holder example, if you add taco holders negative phrase, that means any phrase that contains the word taco holder in the phrase that your ad will not show up for for that specific campaign. So so yeah, pretty straightforward. So if someone types in, you know, plastic talk a holder, you're not going to be eligible to appear. If someone types in red talk a holder, you're not going to be eligible to appear because they have taco holder in the phrase where for example, with the negative exact match. If someone types in red talk a holder and you have toggle holders negative exact, you can still show up for red taka holder because red talk a holder is not the same as taco holder. There, there are different there are different exact phrases. So if you don't want to show it for red toggle holder, you need to either add talk a holder is negative phrase or you would need to add written, read talk a holders negative exact if that makes sense. Hopefully I'm not over-communicating anything. And we'll dive into a little bit more detail later and show you exactly how to utilize these. You may be wondering like, okay, Sumner, what's the point of negative? I understand exact phrase and broad but what's the point of the negative exactly negative phrase like, how's that beneficial? So number one is just as a random example, let's say you're selling waterproof shoes. Or sorry, you're selling shoes that are not waterproof. That means if someone types in waterproof shoes are waterproof, anything into Amazon, you probably don't want your ads to show up because the reality is there's a lot of times where someone will type in, for example, waterproof shoe and Amazon find your shoes and they think that it's waterproof. So they click on your ad, they buy your product just thinking it's waterproof. And there's a decent percentage of consumers who do this. It gets shipped out. They realize that it's not waterproof and they return the item, they leave a negative review, right? So it's ultimately bad. It's it's the term waterproof for your shoes. It's not relevant. So you wanna make sure, for example, that waterproof is that you're not bidding on any terms with the word waterproof in it. So this would be an example of you could either add waterproof shoe as exact negative exact match, or you can add the term waterproof as negative phrase match because you're telling Amazon when it's negative phrase, hey Amazon, I don't wanna show for any term that contains waterproof because my shoes aren't waterproof. So that's just one specific example and that's usually kinda how it works. So it's irrelevant terms. That's where negative exactly negative phrase can come into play. And also to make sure that you're not bidding on the same keyword twice. So for example, if you're into more detail about that's all always covered that when it comes to it. But hopefully this makes a little bit of sense. This is probably the most complicated things that I find new Amazon sellers and people who are new to digital advertising kinda have. So if you have questions, definitely let me know and I'll be more than happy to kind of reach out and clarify anything that's needed. But hopefully this helps you kind of demystifies this little bit. And that being said, we'll go ahead and get into the next video. 7. The RIGHT Amazon PPC Campaign Structure: So I've received a lot of questions and I've found that there's a lot of misinformation on this very simple topic of your Amazon PPC campaign structure. And we're gonna get into a lot more detail. And I'll actually show you step-by-step what buttons to click where to go to. Actually, you know, physically and tactically set up your campaigns. But this is just a really brief overview. So you kind of know it had the diagram that you can then go and set up campaigns correctly. So I'm gonna show you the proper Amazon PPC campaign structure to set up for maximal profitability and best organization as well. So this is the structure, very, very simple. Ok, so we have our campaign. Each campaign should have almost always, sometimes there's certain cases where it may make sense for this structure to not take place, but in general, follow the structure. It'll, it'll work really, really well for you. So we have the Campaign. For every campaign we have one ad group, and for every ad group we have one add. Okay, so your campaign, that's kind of your overall objective and your budget, okay? So for example, your daily budget for your campaign is $10, you say, okay, for this campaign, I want to spend a maximum of $10 every day for this campaign. Okay, that's the campaign, the ad group side. This is your targeting, so you can target certain keywords, certain lessons on Amazon, or potentially other targeting in the future as well. So this is really your targeting section. This is where you enter in your bit information on and then your ad section. This is actually where, you know, for, especially for sponsored products, to keep things simple. And this is just your Amazon listing, right? Your product listing, that's going to act as your ad, okay? So really it's the bulkier is with the ad group, that's where the bulk of the work is. But what a lot of people do, or a lot of people think is they'll have, for one of their campaigns, they'll have, let's say three different ad groups. Okay, so they have campaign number one, they have ad group 123 and, and of course an ad with each ad group. Okay? And I don't recommend that. The reason I recommend one ad group PR campaign, that's kind of a key here, that key takeaway one ad group PR campaign. The reason for that is when you have multiple ad groups PR campaign, one ad group could be more aggressive than others and basically eat up all of your budget. And two, where the other ad groups don't have any room to be able to perform. So basically one kind of one dominates one ad group could dominate the other ad groups. And ultimately only one of the groups is getting results where if you break them out to where instead of having one campaign with three ad groups, you have three campaigns and each of those campaigns has one ad group. So again, you still have the three ad groups, but they're broken out into separate campaign. So Campaign number one ad group number one campaign to add group to campaign number three, add group three versus campaign one has ad group 123. And the benefit of breaking them out and having one ad group PR campaign is this gives you more control. And it allows, for example, if one ad group, it might be profitable, but it may not be very aggressive in terms of its spend. And if that was lumped in with a much more aggressive ad group, that it basically would get overshadowed. The stronger the more aggressive ad group would eat up all the daily budget from the campaign. And the little kind of seed would have no room to shine and grow, right? When you break them out and kinda give them all their own budget, all their own kind of I don't know, a room to play basically is the best way he kinda describe it. And like I said, it'll make more sense when we actually dive in, in, in and go through it. But there's just something good to know. And I've received a lot of questions about this. So I want to make a video specifically about the correct campaign structure. Really simple, best in terms of reporting and gives you the most control. And then ultimately, what does that do? Ultimately improves your profitability or should improve, greatly increase your, your ability to run profitable campaigns. So hopefully, that makes sense. And we'll get it a lot more detail later. But if you have questions, let me know and let's go ahead and get into the next video. 8. What Is Your Goal? (MUST WATCH!): So before we spent any money whatsoever on Amazon, PPC or any other advertising or marketing for that matter, we need to be crystal clear on what our goals are. So Amazon PBC IS a marketing or advertising tool that can be used in a variety of ways. And in order to kinda know, people ask me all the time, it's summer washing my target a cos b, which in my bids b is, do my numbers look good? All of these questions, and I always go back to, it depends on your goal. What's your goal? Okay, so we're going to cover that and hopefully I'm going to help you determine what your goal is with your Amazon PPC advertising and provide some perspective that you may have never thought about before. So let's go ahead and get to it. So I'm going to list three common goals that I see for Amazon sellers and myself included that you can consider being kind of your main objective for your Amazon PVC advertising campaigns. And keep in mind that this can change as time goes on as well. So goal number one, increase rank, and this could also be increasing reviews as well. So let's say you have a brand new product on Amazon. You're trying to increase visibility, sales, increased keyword ranking, and ultimately also gets some reviews to improve your conversion rate. So during this phase, right, if this is your choice, you may be willing to spend more on Amazon PPC and maybe even be unprofitable during this period. Just skip that. The initial sales in rank, right? So, so during this phase, right, if it's something you choose, should keep in mind that, you know, maybe you're willing to not be profitable for certain period of time with your Amazon PBC, maybe you're more worried about rank and getting sales over your profitability. So just kinda keep that in mind that that might be kinda your goal. And for us, that's usually our goal and we launch new products, we want to be either at or a little bit maybe above breakeven Akos, which means basically, you know, every product that we sell on Amazon has a certain margin, right? Maybe usually around 30%. That's kind of a pretty standard a margin for fiscal products on Amazon. So for us, if we launch a new product, 30% profit margin then usually were willing for our ACO sets or Amazon advertising cost of sale to be at or maybe a little bit above, are a cost in order to get rank, you know, sales and all of that because there's so many considered it. No right answer. It's up to you ultimately. So that's kinda one. Goal. Number two is maximizing advertising profit. So this is one of the most common that people think. And what people usually come to me with and say, Hey something or how can I get a 20% advertising costs of sale, 10% advertising costs of sale, 5% advertising costs the sale, which is definitely possible and in a lot of cases, um, but all kinda share one more goal with you that might change your perspective a little bit. But basically with this objective, you're trying to make your advertising as profitable as possible. So years want profit for us. You're really cares much. You maybe want a few additional sales every month. But we want to make sure that those additional sales are very, very, very profitable. Okay? So there's kind of focusing on the campaign manager side of things that your campaign manager ACO S is maybe as low as possible or very, very low. And the last objective, which by the way is my wife and I's personal objective with their own businesses. For most of our clients as well, is to maximize total profit. That is my goal. I want more money, period. That's all I care about. Right? Well, not all I care about, but in regards to Amazon PPC and my Amazon business, that's a very, very, very important, right? So what I mean by that is I have kind of a graph to demonstrate. And let me just kinda move my head out of the way a little bit here. Okay, is so in the first column we have PPC spend middle column we have our kind of advertising cost of sale from our Amazon PBC. And the final column we have our total Amazon profit or total profit from our Amazon products. Just hypothetical. However, this demonstrates an actual study that my wife and I did. Looking back at the past 365 days, we looked back at our revenue and profit numbers as well as or Amazon PPC spend. And what we found basically with something very similar to this, which, which we'll cover. So think about this. What would you choose? All right, and this is, an exercise is going to help you determine your goals. So you have two options, either row one or row two here, okay, so row one we have, you could either spend $1000 on PBC with 20% a cost, which ultimately in the end generates through all your advertising and marketing efforts and everything, you generate $5 thousand, maybe within this 30 day period from in profit on Amazon. Okay, so that's option number one. You spend a $1000 in Amazon PVC with a 20% a cost and $5 thousand in total Amazon profit, not from your advertising, just total profit, okay? In option number two, you could spend $2 thousand and Amazon PPC with a 30% ASUS, which let's say that if your profit margins 30%, your advertising cost of sales, so your costs us 30%. That means you basically your advertising, you didn't make any money or lose any money on your advertising. But you look at your total profit and find that you generate $6 thousand and total profit. So basically at the end of the day, you're, you're kinda the question. My mind personally is, would I rather have $5 thousand in profit or $6 thousand in profit? Personally, I run out of $6 thousand in profit. And sometimes, and like I said, when my wife and I found, is that with our Amazon PBC advertising, when we were getting, when are a cost was closer to break-even, meaning basically, when we were closer to 30% instead of 20%, we're actually generating more total profit from our Amazon product sales than when it was lower because we are able to spend more money. That basically spending more money getting more clicks, relatively more sales. What that does is you can actually increase keyword ranking for very specific keywords when he get more sales right? That can translate into more reviews. That's more people that have your product that might rave about your product on social media. You know, if you get to the hand has been influenced or they can blog about it, make YouTube video about it more, more kind of organic reach as well. So basically, basically, at the end of the day, the more money that we're spending on advertising, the more our total profit was increasing. And know, getting closer to breakeven. Okay, so it's not like going crazy, just spending a 100% in cost, right? But getting closer to break even. And that's what we found. And I would encourage you to do the same exercise. So basically, look, go back through your Amazon sales history and look at your own with my face back here. But look at your Amazon PPC spend per month compared to your total profit for that month, as well as your a cost. And it's kinda compare month by month as well as looking at the past year and just kind of see where we're months where you had to hire a costs are spending more on advertising, more profitable or less profitable. And this is an exercise that you need to do for yourself. I'm not just saying that this is going to be the case all the time that the more you spend on advertising, the more profit you'll make. But it's definitely exercise that you should go through. Again, this is my personal overall goal. Now, it might change, like I said in the beginning when I'm kind of launching a brand new product, trying to establish rank in sales, I might be willing to go above breakeven, so maybe go above 30%, maybe 40% or something like that. But however, in the end and after the first month of rank of launching or and so on, right then I'm my goal is to try to get as close to break-even Akos as possible. So my goal is to get as close to 30% where a lot of sellers, their goal is to get down to 10% or is close to 20% as possible to be profitable. So that c