This text explores the critical distinction between raw installation numbers and the actual expansion of a company's installed base. The author argues that high sales figures often mask a high churn replacement rate, where new customers merely fill the holes left by departing ones. In contrast, businesses with low churn achieve superior health because their new accounts lead to compounding growth and increased route density. By focusing on net-new sites rather than total installs, operators can better gauge their long-term financial stability and service revenue potential. Ultimately, the source highlights that true business value is found in retaining customers to build a solid, growing foundation.
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