Jul 4, 2024  ·  13 min read

Amazon Profit Margin For Sellers: Secrets To Achieving Healthy Margins

Demian Lazurko – CEO at MyRealProfit
Demian Lazurko
CEO @ MyRealProfit
Amazon sellers profit margin

For Amazon FBA sellers, high profit margins are essential for building a healthy e-commerce business. With the right initial investment and strategies in place, it is possible to achieve healthy and sustainable profits through Amazon FBA.

The Fulfillment by Amazon (FBA) program enables sellers to store their products in Amazon’s warehouses and have them shipped directly to their customers, allowing them to take advantage of the vast customer base and its shipping capabilities to create a profitable business.

Profit Margin is a metric that shows the percent by which your sales revenue exceeds your business costs. So, the higher the margin, the better your Amazon business.

Amazon sellers must concentrate on reaching high revenues and profit margins to maximize profits. Sometimes it makes sense to sacrifice profits to reach a specific goal, such as increasing visibility. However, in the long run, your profit margin should be high enough for your business to grow and make more money.

Below, we’ll look at key indicators of profitability, how to calculate real profits, and efficient ways to boost profit margins for Amazon FBA sellers.

Good Profit Margin For Amazon FBA Sellers

There is no universal “good” margin because different product types have their own average profit margins. Also, startups tend to have lower profit margins due to the expenses associated with launching their business.

A good profit margin for Amazon FBA sellers can vary depending on the product, competition, and other factors. Most Amazon sellers make a profit of 15-20%. This means they keep the money after deducting the total cost from sold items, including Amazon fees, shipping fees, and product-related expenses.

20% or more is a nice profit margin, but if it is less than 5% – it’s not good for Amazon’s business.

Keep in mind that Amazon FBA profit margins can differ depending on the seasonality. You may earn more or less depending on the time of year, market trends, or other factors.

How To Calculate Profit Margins

Profit margin determines the overall health and long-term growth of your business. To gain an accurate understanding of the profitability of a product or business, it is essential to calculate and analyze certain key metrics: gross profit margin and net profit margin.

The gross margin indicates the effectiveness of your business model, while the net profit margin indicates how successfully you implement it.

Gross profit margin on Amazon

Gross profit for Amazon sellers is the amount of revenue left over after deducting the cost of goods. This includes the cost of manufacturing or acquiring the product and shipping costs to Amazon fulfillment centers.

To calculate gross profit margin, sellers must determine their sales. We recommend using total sales (total amount the seller got from customers) from business reports. But there are also cases where sellers use NET sales = Total Sales – Discounts – Refunds

Then, they should subtract the total cost of goods sold (COGS) to obtain the gross profit amount. Finally, the gross profit should be divided by the sales and multiplied by 100 to get the gross profit margin percentage.

The formula to calculate gross profit margin:
Gross Profit Margins = (Sales – COGS / Sales) * 100

The higher the gross margin, the more profitable business is on a per-sale basis. Amazon sellers should aim to maintain a healthy gross profit margin by continually optimizing pricing and sourcing strategies while keeping costs in check.

Net profit margin on Amazon

The net profit margin is the percentage of revenue remaining after all expenses are deducted. For Amazon seller, calculating the net profit margin involves subtracting all direct and indirect costs from total revenue.

Indirect costs include fixed overhead expenses such as rent, salaries, and utilities.

Direct expenses comprise the cost of goods sold, Amazon FBA services, shipping costs, inventory storage fees, marketing costs, and other operating expenses. Once these expenses are deducted, the amount left is the net profit.

To calculate the net profit margin percentage, divide net profit by sales and multiply by 100.

A high net profit margin indicates that the business generates more profit per dollar, a good sign of financial health.

A low-profit margin, on the other hand, may indicate problems with cost management, pricing, or business strategy.

The formula to calculate the net profit margin:
Net Profit Margins = ((Revenue – All expenses) / Revenue)*100

If you constantly monitor these metrics, they help you correctly measure your market position and set the optimal prices for your products, discounts, and advertising expenses.

Each Amazon seller can use tools such as My Real Profit – Profit Dashboard to analyze sales data and monitor amazon profit margins at account and item levels. Understanding profit margins at different levels is crucial for Amazon sellers to make decisions about pricing, marketing investments, product selection, and overall business strategy.

Profit margin and ROI are different

Amazon profit margin and ROI (return on investment) are two different metrics that are both important measures of financial performance.

Profit margin measures a business’s profitability by calculating the percentage of sales revenue remaining after all expenses have been subtracted.

Amazon ROI measures the effectiveness of an investment by comparing the amount of return generated to the amount of resources invested (Cost of Goods for e-commerce). Although they are different measures, they are interrelated.

The formula to calculate the net Amazon ROI:
ROI = (Cost of Goods / Revenue)*100

Being an Amazon seller the only cost you pay upfront is your inventory. All other costs are deducted directly from your Amazon account after the sale has been made. So when you sell products for $100, after Amazon fees, you will get about 30% – 50% of it. And that is when Return on Investment (ROI) becomes extremely crucial. This metric can tell you how much money you make in percentage from your initial investment.

The use case for ROI is when you want to understand what products are the best in terms of boosting your capital and make you most of cash. Growing your business exponentially without external funding is possible with a healthy ROI.

It’s critical to maintain healthy ROI when sellers start building their Amazon businesses. Sellers who use both metrics, ROI and margins can better understand how efficiently their business uses its resources to generate profit and grow over time.

Steps to Increase Profit Margin on Amazon

To improve your profit margin on Amazon, you need to use different strategies that can help you minimize your expenses. It is important to have accurate revenue and expense data for each product and the product list as a whole to optimize costs.

Making hasty decisions to cut or increase specific expenses can harm even successful businesses. In this section, we will discuss some effective and practical ways to lower your costs and boost your margins.

Steps to Increase Profit Margin on Amazon

Perform market research

The first and most important step to increasing your profit margin is conducting thorough market research. Use market trends, customer preferences, competitors’ pricing, and other factors to analyze data and make informed decisions about pricing, listing content, and which products you should offer.

This approach will help you find a balance between meeting customer needs and making a profit. Furthermore, conducting market research can also help you identify niches and spaces in the marketplace. This can enable you to create unique products with high perceived value and command higher profit margins.

Analyze break-even points

The break-even point is the point at which all costs related to selling a product are equal to the revenue generated by it. At this point, the seller has neither incurred profit nor loss.

Amazon sellers can analyze these metrics to understand their break-even ACoS/ROAS/TACoS and find opportunities to increase profits by adjusting marketing costs or raising prices while maintaining profit margins.

Sellers can calculate the per-unit profit margin by dividing the sales revenue by the number of units sold. Profit per unit gives you a better understanding of how much money you can invest into marketing in order to make a sale. Your profit per unit equals your break-even CPA.

Find the right price

Another way to increase your profit margin on Amazon is to review and adjust your pricing strategy. Prices can fluctuate based on market conditions and other factors, so it’s important to be aware of current trends and competitor pricing.

Implementing dynamic pricing strategies using repricing software can help you automatically adjust prices based on competitor pricing and market demand. You can experiment with different pricing strategies to find the optimal pricing approach, then keep monitoring pricing trends and adjusting strategies accordingly to ensure competitiveness.

But, as you adjust prices, it’s imperative that you avoid price wars. Instead, focus on building a strong value proposition through superior quality products and customer service so shoppers can see the value in your prices.

Small coupons can also be a good idea to increase your pricing visibility and differentiate from the competition.

Reduce business costs

Reducing business costs is an effective way to increase profit margins. Start by researching the fees associated with your Amazon seller account. Many sellers go into Amazon FBA completely blind to all the fees associated with selling on Amazon. So analyze whether changing your product sizes or using alternative delivery methods can help you save money.

If your FBA fees significantly reduce your profits, cross-check your records even if you trust Amazon’s calculations. Many sellers make mistakes of relying solely on Amazon’s fee calculations.

To gain insight into your spending and overall sales on Amazon, utilize My Real Profit analytical software. This software is tailored for Amazon sellers and provides profit analytics in real time. You can easily identify which products are profitable and which are not and gain other important data.

Buy inventory on time

The most common mistake Amazon sellers often make is not keeping enough inventory of their best-selling items. This is important because as your sell items on Amazon, you create a cycle of advertising, pricing, and organic reach called the Amazon flywheel. If your products run out of stock, you may have to start over by relaunching the items and ramping up again.

Amazon product growth flywheel

Looking at your past performance data with My Real Profit analytical tools can help you predict demand and optimize your inventory levels. This will help you minimize overstocking and reduce your storage fees.

Additionally, creating a long-term relationship with your supplier can help you negotiate better prices. Better supplier prices mean better profit margins for you.

Optimize your Amazon ad campaigns

Appearing at the top of search results is crucial for the visibility of your product. But there are also rest of search and product detail pages that can be much cheaper than top-of-search.

Make sure to review your keyword and search terms reports regularly to understand where amazon is showing your product. This will help you understand where your product is being displayed. By doing so, you can avoid losing significant amounts of money due to irrelevant keywords.

Many new sellers reduce their marketing expenses when they notice low profit margins. However, the right marketing strategy can increase your margins and attract more customers.

Increase your Average Order Value

To improve profit margins consider increasing your average order value (AOV). Increasing your AOV can higher profit for your Amazon business without doubling your shipping and overhead costs.

Another way to increase your AOV is to bundle your profitable product with one lower profit margin. Additionally, you can offer incentives such as deals and coupons with a certain cart value without increasing expenses too much.

Expand portfolio

Expanding your seller portfolio is another important step towards increasing profit margins on Amazon. This involves identifying new products or categories to sell that align with your brand and existing customer base.

Find profitable products on Amazon and use other market research tools. Focus on products that align with your brand’s strengths and capabilities to maintain a consistent brand image.

Having more products in one parent ASIN is not always the best option. It doesn’t increase the number of placements you take for search results. However, offering items in different sizes or colors can help retain more customers.

In addition to expanding your portfolio, remember to also optimize your listings incorporating relevant keywords into titles, descriptions, and bullet points. Use high-quality images to showcase your products from multiple angles, and the product in use.

Build Brand Reputation and Customer Loyalty

Prioritizing customer loyalty and building a reputable brand can help you improve profit margins. Satisfied customers turn into loyal customers, and loyal customers are willing to pay more for quality products. Additionally, a satisfied customer base is a key ingredient for a reputable brand.

Positive reviews are one of Amazon’s metrics for customer satisfaction. Acquiring positive reviews involves encouraging satisfied customers to leave reviews through follow-up emails and reminders. Using Amazon Vine or the Early Reviewer Program can help get initial reviews for new products. Remember, you have to sell high-quality products to get positive reviews. If you have negative reviews, addressing them promptly and professionally demonstrates a commitment to customer satisfaction.

To build a strong brand presence, you need to invest in brand-building activities such as content marketing, social media engagement, and influencer partnerships. Create a consistent brand identity across all touchpoints, and use the Amazon Brand Registry to protect your brand and access enhanced marketing tools.

Advanced Strategies for Profit Margin Improvement On Amazon

Let’s look at some advanced strategies you can use to improve your profit margins on Amazon.

Data-Driven Decision Making

Utilize My Real Profit software suite to dig deeper than Seller Central data. This will help you uncover hidden correlations between factors impacting your margins, such as customer demographics, product variations, and specific marketing channels.

Besides your current data, you can leverage past data to make better future forecasts on demand ,pricing, and customer behavior. This allows you to proactively adjust inventory levels, optimize pricing strategies for seasonal fluctuations, and tailor marketing campaigns to reach the right audience at the right time.

Scaling and Diversification

While complementary products are valuable, consider strategic diversification. Look for opportunities in related product categories that leverage your existing brand expertise and customer base. This can attract new customers and increase overall market and profit margins.

Additionally, consider your business model on Amazon. Are you selling wholesale or private labeling? Weigh the pros and cons of each and assess which model has the potential for maximum profitability. Private label gives you greater control over branding and margins, but requires a bigger investment. Wholesaling offers quicker entry but limits control and potentially reduces margins.

Lastly, incorporate customer feedback into your scaling and diversification strategy. Evaluate your customer reviews to identify unmet needs and product gaps that you can improve on to increase profit margins.


FBA sellers must consistently work on lowering expenses and increasing profits to have a healthy profit margin. It is a delicate balance between profit and cost.

Make sure to include all expenses, even small ones, when calculating the margins for your products. To make your brand stand out from other Amazon businesses and be highly profitable, use effective strategies for all stages of your e-business growth and promptly respond to market changes.

If you are having trouble keeping track of all the products you sell, the money coming in, and the money going out, My Real Profit is a software that can help. It makes it easy to keep track of everything. Use a 14-day free trial to get more sale metrics in one window. All the key figures will be accounted for to create a profitable strategy. These metrics tell you what is happening to your brand and show why.

Read tips on How to increase sales on Amazon FBA in 2024: Simple tips for more revenue.

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