ADM’s Inception: Building the Business from the Ground Up
One of the most common reasons a business idea never comes to fruition is doubt: the fear of not being niche enough, or not having anything new to offer the market.
In today’s economic climate, where conditions appear improved yet remain volatile, our Founder and Managing Director, Glenn Bates, shares lessons learned from over 40 years of industry experience — and the story of how he built ADM from the ground up with just a few essential “tools”: determination, technical expertise, and discipline.
The Birth of ADM
ADM began in 1986 with a small team of three, operating from a modest office on Hartnett Drive in Seaford, Victoria.
Glenn recalls that at the time, ADM was the only company offering automation distribution for 24V power supplies — a niche that captured the attention of MEAN WELL, which later became one of ADM’s major supplier partners.
Then, as it is today, building the company requires constant awareness of customer needs and complementary products and services. Through persistence and adaptability, Glenn and his team expanded ADM’s product range beyond power supplies to include load cells, level gauges, magnetic flow meters, angle transmitters, radiation detection instruments, and data recorders.
Alongside product expansion, Glenn firmly believed that delivering quality technical support was just as important as the products themselves.
Navigating Economic Challenges
The late 1980s brought economic slowdown through a recession, presenting challenges for a young business.
During this period, ADM relied on a highly proactive, ‘old-school’ approach to growth — extensive travel for customer visits, direct phone marketing, and the development of in-house technical flyers/datasheets to strengthen brand recognition in a market dominated by multinational companies.
A key differentiator was the team’s technical capability. ADM provided high-level support including testing, measuring, calibrating, and programming of industrial equipment.
A Disciplined Approach to Business
By 1990, Glenn and his then business partner, Ted, reached a significant milestone with the acquisition of ADM’s first owned property on Cumberland Drive, Seaford. From there, ADM continued to pursue opportunities for growth.
Throughout its journey, ADM has followed a proactive business strategy combined with a conservative financial philosophy.
Glenn advises to:
Find ways to continuously grow your reseller and customer base
Avoid property rental where possible
Maintain a positive cash flow
Minimise exposure to high-interest debts
“Avoiding high interest rates from the bank will not only give you more profit, but also flexibility.”
For those young or experienced looking to start or grow a business, Glenn offers this advice:
“Usually, your first decision is best and right. Go for it and follow through.”
Future Plans
Whilst Glenn has retired from day‑to‑day management of ADM, he regularly visits the offices in VIC and QLD and helps out in the warehouses from time to time.
Kristin and Jonathan also discuss future expansion plans for ADM with Glenn and find his decision‑making skills invaluable for helping move the business forward.
These discussions increasingly focus on strengthening ADM’s presence in New South Wales. Although ADM already maintains a low‑footprint operation in NSW, the company is actively seeking to acquire a suitable business in the Sydney metropolitan area — one that aligns with our current service offering and enables the reestablishment of a full physical ADM NSW location.
