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Why My Amazon Sales are going Down : Quick Handbook to Refer.

Writer's picture: Aditya SAditya S

Updated: Jan 20

Why my Amazon Sales are going down ?
Why Amazon Sales are Going Down

If you find yourself stuck in a low-sales phase, constantly checking your listings and wondering why they are not attracting clicks—despite adjusting prices and adding more images—the problem may go beyond just the listing itself. Factors such as product categorization, delayed shipping, and a drop in organic ranking often play a significant role.

The good news is that these challenges can be addressed. Here’s how you can resolve low sales on Amazon by tackling the underlying issues and ensuring your product gets the visibility it deserves.

 

TL/DR: Why Your Amazon Sales Are Down.

Your Amazon sales can be down for any of these reasons: 


  1. Incorrect Product Category

  2. Pricing Effects

  3. Best Seller Ranks on Amazon

  4. Listing hijacking

  5. Late Shipping

  6. Falling organic rank for relevant keywords


 

1.   The Relationship Between Product Category and Sales on Amazon

On Amazon, the product category significantly influences a seller’s success by affecting visibility, sales, and overall performance. Choosing the right category ensures better search rankings, as Amazon’s algorithm prioritizes relevance.

Additionally, different categories attract distinct customer behaviours, meaning sellers must tailor their listings to meet shopper expectations. Competition also varies—some categories are highly saturated, making it harder to stand out, while niche categories offer lower competition but require targeted marketing strategies. Striking the right balance in category selection is key to maximizing sales.



2.   The Impact of Pricing on Sales in E-Commerce :

Pricing is a critical factor in online shopping, as customers can easily compare similar products across multiple sellers. Even a small price difference can impact sales, especially in competitive marketplaces like Amazon.

For private label products, a lower-priced competitor with similar ratings can attract more buyers, leading to a decline in sales. In the Wholesale and Arbitrage space, competition is even more intense, with multiple sellers vying for the Buy Box. Here, even a slight price variation can determine whether a seller secures the Buy Box or loses potential sales.



3.    Understanding Best Sellers Rank (BSR) on Amazon :

Best Sellers Rank (BSR) is a crucial metric on Amazon that indicates how well a product is selling compared to others in its category. If you're unfamiliar with BSR or want to explore it further, refer to this guide on Amazon Best Sellers Rank for a detailed breakdown. Here are the key points to know:


  • What Is BSR?

    BSR ranks products within their category, with a lower BSR (e.g., 1 or 10) signifying higher sales frequency, while a higher BSR indicates slower sales.


  • BSR Measures Sales Velocity, Not Total Sales

    BSR reflects how quickly a product is selling rather than the total number of units sold. It can fluctuate due to short-term factors like promotions or seasonal trends.


  • BSR Impacts Product Visibility

    Products with a lower BSR tend to rank higher in search results, increasing their visibility and sales potential. In contrast, items with a higher BSR receive less exposure.

Best Seller Rank on Amazon
Amazon BSR Ranking are important for increasing visibility

   

4.  Dealing with a Hijacked Listing

As a private label seller, you typically don’t face direct competition on your own listings. However, if your sales have dropped and you notice an "Other Sellers on Amazon" section appearing near the Buy Box of your private label product, it may indicate that your listing has been hijacked. These unauthorized sellers could be diverting a significant portion of your sales.


How to Address this Issue

  • Report the Hijacking – The first step is to immediately report the issue to Amazon.

  • Adjust Your Pricing – Temporarily lower your price to discourage potential buyers from purchasing from unauthorized sellers.

  • Send a Cease and Desist Letter – Issue a formal notice to the hijacker, warning them to remove their listing.

  • Implement Preventive Measures – To protect your brand in the long run, enroll in Amazon Brand Registry, register your trademark, and strengthen your branding efforts to deter future hijackings.



  1. The Consequences of Late Shipments

    Late order deliveries can significantly harm customer loyalty, as shoppers are less likely to return after a delayed purchase. Additionally, late shipments often result in negative reviews, which can deter potential buyers and further reduce sales.

    For Fulfilled by Merchant (FBM) or Merchant Fulfilled Network (MFN) sellers, adhering to Amazon’s shipping policies is crucial. Orders overdue by three or more days are considered late, and a late shipment rate of 4% or higher may lead to account suspension. To maintain strong sales and avoid penalties, timely order fulfilment should be a top priority.



  2. Losing Organic Ranking of Relevant Keywords

    For established private label products that no longer rely on PPC but experience a sudden drop in sales, a decline in organic ranking could be a key factor. A strong position on Amazon’s search results page (SERP) is essential for maintaining steady sales, and losing those top rankings can significantly impact visibility and conversions. To assess your product’s organic ranking, search for it using relevant keywords as a customer would. If it no longer appears on the first page or above the fold, it may indicate poor SEO performance, which could be contributing to the decline in sales.

    Solution

    You may need to overhaul and re-optimize your listing to gain the lost ground on the organic horizon. You may need to revise your content, incorporate new keywords, and replace images to boost the organic ranking of your listing. 

    Sellology does use tools like below to keep a close watch on the competitive landscape for important keywords in a way understanding how various brands are pushing their growth on these important keywords.


    UK Brands Market Size for the keyword "Pet Food".


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