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Pull your Walmart search-term report, exclude zero-order queries as negative keywords, and redirect that spend to terms that convert.
22 percent
drop in cost-per-acquisition within 30 days
$500
monthly Walmart ad budget that excludes
15-20
waste terms in the first month often reallocates
$75-$100
toward higher-intent queries without increasing total spend
Walmart Connect announced negative keyword functionality for sponsored-products campaigns, according to Digiday — a feature Amazon Ads has offered since 2020. The move lets advertisers exclude specific search terms so their ads do not appear in irrelevant searches. For a small brand selling stainless steel water bottles, that means stopping the ad from firing on searches like "plastic water bottle" or "glass water bottle" and saving the budget for "insulated bottle" or "steel bottle 32oz".
The mechanic is simple: the advertiser compiles a list of terms where the ad should not run, uploads the list to the campaign dashboard, and Walmart's algorithm suppresses ad delivery for those queries. Walmart provided no public data on early adoption, but the structure mirrors Amazon's negative-exact, negative-phrase, and negative-broad match types. An advertiser running a campaign for "dog treats" can exclude "dog food" in broad match to avoid any query containing those two words, or exclude it as exact match to suppress only that precise two-word string.
It worked at Amazon because the platform charges per click, not per impression. Every irrelevant click — someone searching "cheap" when your product sells at premium, or "replacement parts" when you sell finished goods — costs the same as a high-intent click. Negative keywords let the advertiser firewall the budget. A brand selling premium ceramic cookware that excluded "nonstick" and "budget" in early tests reported a 22 percent drop in cost-per-acquisition within 30 days, according to a Perpetua case study published in 2021. The savings came from stopping clicks that never converted.
The steal for a small physical-product brand is mechanical. First, run the Walmart sponsored-products campaign for two weeks with no negative keywords and export the search-term report from the dashboard. Second, sort by spend and filter for terms with zero orders or orders below your target return-on-ad-spend threshold. Third, categorize those terms: competitor names, adjacent categories, deal-seekers ("cheap," "discount," "knockoff"), wrong size or color if you sell a specific variant. Fourth, upload the list as negative keywords — start with exact match to avoid over-suppression, then expand to phrase match once you confirm the exclusions do not block legitimate traffic. Fifth, monitor weekly: pull the report again, add new waste terms, and measure whether cost-per-click and conversion rate improve. A $500 monthly Walmart ad budget that excludes 15-20 waste terms in the first month often reallocates $75-$100 toward higher-intent queries without increasing total spend.
The broader pattern is margin recovery through query hygiene. Sponsored-products campaigns on any retail-media platform begin broad because the algorithm needs signal, but they accumulate waste as the platform serves ads to every semantically adjacent search. Negative keywords turn the campaign from a wide net into a targeted list. The brand that runs this cadence — launch broad, harvest data, exclude waste, repeat monthly — compounds the efficiency gain because each cycle removes another layer of low-intent spend and the algorithm learns to favor the remaining high-intent terms.
Run two weeks live, export search terms, exclude the bottom 20 percent by spend with zero orders, repeat monthly to reclaim wasted budget.
For the operator
Layer negative-exact for competitor ASINs, negative-phrase for deal terms, then A/B test broad-match exclusions against a control to measure incremental ROAS lift.
For the house
Require your agency or internal team to deliver a negative-keyword audit monthly with documented cost-per-order change, or you are paying for unqualified clicks at scale.
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