Purplex Marketing MD, Andrew Scott, reveals a practical framework for sustainable, profitable growth in the glazing and construction sectors, showing how the right strategy turns leads into loyal customers and advocates.
Have you ever wondered why some companies manage consistent, profitable growth year on year while others struggle to make headway? The answer is simpler than you might think, and you don’t need a Harvard business degree to put it into practice.
Years ago, I developed a model that could predict whether a business was likely to thrive. Since then, it has guided hundreds of companies in the glazing and construction sectors to achieve steady, sustainable growth. I call it the Business Growth Model: Attract, Convert, Fulfil – or ACF for short.
At its heart, business success comes down to three simple but essential components:
Attract: This is about generating a steady flow of high-quality leads. Without them, there is no growth. And not all leads are equal; targeting the right ones makes all the difference.
Convert: Turning leads into profitable customers is the next step. Conversion is about finding the right fit and creating value for your business and your clients.
Fulfil: Finally, you need to deliver on your promises. Meeting or exceeding customer expectations leads to repeat business and recommendations, which form the foundation of long-term growth.
The key point is this: the stronger your brand, the more effective each of these components becomes. If your business is growing steadily, all three are working. If it is not, one or more is falling short.
The ACF model shows how a business grows, but it does not replace the need for a focused marketing strategy. Too often, I see companies relying on outdated approaches that no longer cut through the noise.
At Purplex, we use a five-step model that has helped fabricators, installers, and suppliers achieve tangible results. We call it the Five A’s of Marketing:
Audience: Understand your target customer and what matters to them. The better you know your audience, the more effective your marketing will be.
Attention: Grab their attention in ways that cut through the clutter. If your product or service isn’t top-of-mind, opportunities are lost.
Authority: Show your expertise and credibility. Case studies, testimonials, awards and reviews are all ways to reinforce trust and confidence.
Action: Make it easy and compelling for people to act. Whether it is making a purchase, booking a call or registering for a service, clarity and persuasion are essential.
Advocacy: Turn customers into champions who recommend your business and come back.
One final piece often holds companies back: reactive marketing, or what I call the Marketing Wave. It works like this: sales slow down, so the business responds with a marketing push. Sales pick up, marketing is sidelined and the cycle repeats.
The most successful companies market consistently, not reactively. I often hear financial directors worry about “wasting money” when the order book is full. But that is precisely when marketing pays off. When demand exceeds capacity, you can focus on high-value customers and let the high-maintenance, low-margin ones go.
Growth is more than branding, marketing, or lead generation. It is about applying a simple, repeatable formula with discipline and insight. For over two decades, Purplex has helped glazing and construction companies achieve this kind of sustainable, profitable growth.
Understanding and applying the ACF model alongside the 5 A’s framework can transform the way you attract the right customers, convert them into loyal clients, and deliver experiences that turn them into advocates.
If you want to explore how these models could help your business grow, why not consider joining our series of dedicated webinars we’ll be hosting throughout 2026.
