Amazon is one of the most competitive marketplaces in the world. Many sellers enjoy rapid growth, but sudden drops in sales are also very common. You may be working hard on your listings, advertising, and customer service, yet still face declining revenue.
If you are wondering why sales are down on Amazon, the truth is that multiple factors can cause this issue. Some reasons are technical, such as suppressed listings or Buy Box loss, while others are market-driven, such as seasonality or stronger competition.
In this guide, you will learn every major reason behind falling Amazon sales and how to fix them. From listing errors to policy violations, from inventory shortages to declining ad performance, we cover it all. By the end, you will know how to identify the root cause of your sales slump and what steps to take to restore growth.
Listing Yanking and Suppressed Listings
One of the most common reasons why sales are down on Amazon is listing removal. If your product disappears from search results, customers cannot buy it. There are two main forms: yanked listings and suppressed listings.
Yanked Listings
A yanked listing is completely removed from Amazon. This usually happens due to serious violations.
Possible causes include:
- Policy violations such as selling restricted products.
- Non-compliant UPC codes.
- Counterfeit claims or intellectual property disputes.
- Detail page removed by Amazon due to major errors.
How to identify:
- Your product vanishes from search results.
- You see notifications in Seller Central about listing removal.
Fixes:
- Check performance notifications in your account.
- Resolve the compliance issue, such as replacing a non-compliant UPC.
- Submit a plan of action to Amazon for reinstatement.
Suppressed Listings
Suppressed listings are hidden but not completely removed. They still exist in your inventory, yet they are inactive in search.
Common causes include:
- Missing bullet points or descriptions.
- Non-compliant images without a white background.
- Incomplete product information such as missing PPU (price per unit).
Fixes:
- Go to “Fix Your Products” in Seller Central.
- Update missing details, images, and attributes.
- Review Amazon’s style guides to stay compliant.
Proactive tip: Audit your catalog weekly to avoid sudden suppression.
Category Errors and Best Seller Rank Decline
Another major reason why sales decline is poor categorization and changes in Best Seller Rank (BSR).
Misclassified Products
If your product is placed in the wrong category, it will not appear in the right searches. Customers looking for your product may never find it.
How to fix:
- Compare your category with competitor listings.
- Request a category change through Seller Central support.
- Align keywords and attributes with the correct category.
Best Seller Rank Decline
BSR reflects how well your product sells in its category. A decline means less visibility.
Common causes:
- Stockouts or inventory shortages.
- Rising competition.
- Seasonality fluctuations.
Fixes:
- Improve images, titles, and product detail pages to boost conversions.
- Run time-limited discounts or deals to regain momentum.
- Monitor BSR regularly to detect early signs of decline.
PPC Campaign Problems
If your ads stop, your sales will drop immediately. Amazon pay-per-click campaigns drive traffic and keep listings visible.
Possible issues:
- PPC campaigns stopped due to budget exhaustion.
- Ad bids reduced too much.
- Budget reductions in ads.
- Sudden targeting changes.
Fixes:
- Review campaign budgets daily.
- Maintain competitive bids to keep impressions.
- Use both auto and manual targeting for balance.
- Track conversions and restore budgets when necessary.
Brand Registry Issues
Brand Registry is a powerful tool for sellers. Losing it can cause confusion and revenue loss.
Problems caused by revoked Brand Registry:
- Broken brand links.
- External branding confusion.
- Competitor ads replacing your branded searches.
- Limited access to A+ Content and Sponsored Brands.
How to fix:
- Check if your trademark and branding meet Amazon requirements.
- Provide updated product images with permanent branding.
- Submit an appeal to Amazon with proof of compliance.
Stockouts and Stranded Inventory
Inventory management is one of the biggest challenges for sellers.
Stockouts
When products go out of stock, sales stop immediately. Even worse, your ranking drops.
Impact of stockouts:
- Competitors capture your customers.
- Organic ranking declines.
- Recovery takes time and higher ad spend.
Prevention:
- Use demand forecasting tools.
- Keep buffer stock, especially in peak seasons.
- Reorder in advance based on sales velocity.
Stranded Inventory
Stranded inventory is stuck in warehouses but unavailable for sale.
Common causes:
- Listing errors.
- Policy violations.
- Inactive detail pages.
Fixes:
- Go to “Stranded Inventory” in Seller Central.
- Check the stranded reason and resolve accordingly.
- Remove or relabel products if necessary.
Seasonality Fluctuations
Some products naturally experience seasonal dips.
Examples:
- Mosquito repellents peak in summer.
- Holiday gifts peak in December.
Fixes:
- Plan inventory based on seasonal demand.
- Run promotions in low-demand months to maintain visibility.
- Adjust PPC strategy around shopping holidays.
Losing the Buy Box
The Buy Box is critical. Without it, your offer becomes nearly invisible.
Factors affecting Buy Box eligibility:
- Pricing mismatches with competitors.
- Fulfillment method (FBA usually preferred over FBM).
- Negative product reviews.
- Fulfillment delays or poor seller metrics.
Fixes:
- Stay competitive in pricing.
- Choose FBA when possible for better fulfillment scores.
- Monitor account health metrics.
Negative Reviews and Conversion Drops
Negative reviews reduce trust and damage conversion rates.
Impact:
- Even a single 1-star review can lower sales velocity.
- Conversion rate drop leads to poor ranking.
Fixes:
- Respond politely to customers.
- Improve product images and descriptions.
- Encourage happy customers to leave positive feedback.
Other Hidden Causes of Sales Decline
Beyond the major factors above, smaller technical issues can also impact sales:
- Non-compliant images.
- Broken links in your product detail page.
- Missing bullet points or incomplete descriptions.
- Competitor competition overtaking your listings.
- Sudden changes in visibility in search results.
Regular audits and optimization can prevent these issues from snowballing.
Step-by-Step Checklist to Fix Declining Amazon Sales
- Check for suppressed listings in Seller Central.
- Review policy violations or yanked listings.
- Verify product category and monitor BSR.
- Review PPC campaigns, budgets, and bids.
- Confirm Brand Registry is active.
- Check inventory for stockouts or stranded items.
- Evaluate Buy Box eligibility.
- Monitor seasonality and adjust strategy.
- Review recent negative reviews and customer feedback.
- Optimize product information, images, and bullet points.
FAQs About Why Sales Are Down on Amazon
Sudden drops are often caused by suppressed listings, Buy Box loss, or stockouts. Always check Seller Central notifications first.
Yes. If ads stop running or bids are cut too much, visibility drops and sales decline.
A lower BSR improves visibility and increases sales. A higher BSR means fewer customers are finding your product.
Stay competitive with pricing, use FBA, and maintain strong seller performance metrics.
Yes. A single negative review can reduce conversions significantly, especially if your product had few reviews.
A suppressed listing means your product is still in your inventory but hidden from search results due to missing or non-compliant details. Fixing images, titles, or bullet points usually restores visibility.
Yes. If your product is in the wrong category, it will not show up for the right buyers. Always compare your category with competitors and request a category change if necessary.
Stockouts make your product unavailable, causing a drop in sales velocity. Amazon’s algorithm lowers ranking, and recovery can take weeks even after restocking.
Stranded inventory refers to products stored in Amazon warehouses that are unsellable due to listing errors or policy issues. This leads to storage costs without sales until fixed.
The Buy Box considers pricing, fulfillment method, seller performance, and external pricing. Losing the Buy Box means fewer buyers see your offer, leading to lower sales.
This happens when ads are paused, budgets are reduced, or bids are too low. Review campaign settings and make sure you are bidding competitively.
Yes. Negative reviews lower conversion rates, which reduces sales velocity. Since BSR is tied to sales performance, bad reviews can indirectly push your ranking down.
Products tied to specific seasons or holidays experience dips in off-peak months. For example, winter jackets will sell less in summer. Planning for seasonality prevents unexpected drops.
Revoked Brand Registry leads to broken brand links, loss of A+ content, and competitor ads targeting your brand name. Restoring it quickly is important for long-term sales.
Yes. Missing bullet points, poor descriptions, or non-compliant images reduce customer trust and make your listing less attractive. Amazon may also suppress incomplete listings.
Final Thoughts
If you are asking why sales are down on Amazon, the answer is rarely one single cause. It is usually a mix of listing compliance issues, inventory problems, ad performance, and competition. The good news is that every problem has a fix.
By regularly auditing your listings, monitoring account health, and keeping track of inventory, you can minimize risks. Stay proactive, adapt to changes in the marketplace, and always put the customer first. This approach will not only restore your sales but also help you scale sustainably.