The PPC Den: Amazon PPC Advertising Mastery podcast

How to Find Your Amazon Cross-Sales and True Organic Sales

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Today Mike is joined again by Steve Patenaude the closest thing this show has to a PPC detective to open a case that starts with a boring question and ends somewhere much more interesting: which of your products is actually earning the sale?

Amazon has retired the old sponsored product reports. The drag-and-drop builder that replaced them looks like extra homework, and it is but it also hands you two columns the old reports kept apart: the ASIN that was advertised, and the ASIN that was purchased. Put those side by side and the account stops looking like a list of products and starts looking like a set of relationships.

Steve found it while doing something ordinary. He was tightening up CM1, CM2 and CM3 to set targets product by product, and the numbers refused to sit still - cross-sales were everywhere, in an account with no parent-child variations at all. In the episode he and Mike build two reports out of that: one that shows what share of each ASIN's ad revenue was really a cross-sale (one product in the sample: 94%), and one that lands on a number almost nobody calculates correctly - true organic sales, business report revenue minus same-ASIN ad sales minus the sales that product picked up as somebody else's halo.

You'll also hear why total ACoS per product is usually wrong in both directions, what a 0% same-ASIN product is telling you, the loss-leader SKU trick that pulls shoppers onto a listing, and the stock-out that tanked a hero product's sales - except the hero product was never the one doing the work.

We'll see you in The PPC Den!

🦡 Highlights

  • 00:00 – Intro with Steve Patenaude
  • 02:50 – The end of the old sponsored product reports
  • 03:43 – The new drag-and-drop report builder
  • 04:29 – A client mystery: per-product profit targets
  • 06:52 – One report for sponsored products, brands and display
  • 07:22 – Advertised product ID vs converted product ID
  • 07:59 – The most common total ACoS miscalculation
  • 09:01 – The size of the halo without parent-child variations
  • 09:31 – The non-hero ASIN driving the traffic
  • 12:39 – A lookback window longer than 60 days
  • 13:04 – Report 1: cross-sale share by advertised ASIN
  • 14:42 – The reasons behind click A, buy B
  • 15:48 – The cross-sale engineered on purpose
  • 17:38 – The meaning of a 0% same-ASIN product
  • 19:52 – The wrong way to read total ACoS per product
  • 22:19 – Report 2: the true organic sales formula
  • 23:16 – The share of product B's sales that PPC earned
  • 27:04 – A rank drop misdiagnosed after a stock-out
  • 28:26 – 100% organic vs 10% organic: the levers
  • 30:09 – Three dashboards from the new reporting tool

🦡 Resources & Links

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Host and Executive Producer: Michael Erickson Facchin
Guest Co-Host: Steve Patenaude
Senior Producer: Nancy Lili Gonzalez
Podcast Coordinator & Graphic Designer: Sofiia Podash
Video and Audio Editor: Pedro Moreno

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