Pull-through

Definition

The chemical volume a placed dispenser generates over its life, against what the placement cost.

Why It Matters

It is the calculation that says whether placing equipment was an investment or a giveaway. A dispenser costs real money and earns nothing on the day it goes up; what it earns is the concentrate the account draws afterwards, for as long as it stays. Where the seller has never measured it, expect a field of placements that includes some accounts that will never repay the hardware. Work it per account, not in aggregate, and treat the weakest tail as a cost and not as revenue.