Tom Doctoroff

Tom Doctoroff

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Tom, born and bred in America’s Detroit and educated in Chicago, somehow took a detour to Hong Kong in 1994 and never quite made it back to the States. In the meantime, he has become one of Asia’s most respected advertising minds. His unique combination of pan-Asian work, plus more than a decade based in China, has made him a leading expert in the cross-border management of brand architecture and brand building.

He has appeared regularly on CNBC, NBC’s The Today Show, Bloomberg and National Public Radio and is frequently featured in publications ranging from the Financial Times and Business Week to the Wall Street Journal and the New York Times. Furthermore, he is a sought after keynote speaker for events such as the International Advertising Association’s global symposium, University of Chicago’s Global Management Conference, the China Luxury Summit and the JPMorgan Asia Pacific Equities conference.

Tom started his advertising career at Leo Burnett in Chicago but jumped ship to JWT (Chicago). In 1994, he moved to Hong Kong as Regional Business Director for clients such as Pepsi, Philip Morris/Kraft and Citibank. In 1998, he landed in China as the Managing Director of JWT Shanghai. In 2002, he was appointed Northeast Asia Area Director (China, Taiwan, Hong Kong and Korea) and Greater China CEO. Through diversification into customer relationship marketing (CRM) and trade marketing, promotion network management and brand identity/design, JWT Northeast Asia has emerged as one the most synergistically integrated, creatively dynamic communications networks. Some of JWT China’s key clients include: Unilever, DeBeers, HSBC, InBev, Ford, B&Q, Perfetti and Nestle as well as several leading local enterprises such as Lenovo, China Unicom, Yili dairy and Anta shoes.

Tom is the recipient of the “Magnolia Government Award (白玉兰政府纪念奖),” the highest honor given by the Shanghai municipal government to expatriates and was selected to be an Official Torchbearer for the Beijing 2008 Olympics. He is also the author of the best-selling book "Billions: Selling to the New Chinese Consumer."

Tom completed his undergraduate studies at Northwestern University (Evanston, IL) and his MBA at the University of Chicago.

Blog Entries by Tom Doctoroff

Terror Squads and Smile Brigades: Can China Lighten Up?

Posted July 24, 2008 | 03:15 AM (EST)


Here's a bold prediction: the 2008 Olympics will not be an Orwellian creep show or Fellini film gone bad.

In the end, the people of Beijing will relax and have fun.

High Anxiety. Granted, the signs to date have not been good. In fact, they point to failure....

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The China Code: From Robotic Depersonalization to Epic Ambition

5 Comments | Posted July 17, 2008 | 08:57 PM (EST)


When 500,000 foreign visitors descend on Beijing during the Olympics, they will roam about a land that both inspires and frustrates. Their emotions will likely swing from admiration and awe to rage and then back again. They will experience a kaleidoscope of contrasts -- some maddening, others glorious -- that...

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Obama's Brand in China: Newly Launched, Building Equity

7 Comments | Posted June 6, 2008 | 09:16 PM (EST)


China has long been Clinton Country. Bill, during his presidency, was seen as handsome, charismatic and virile. His efforts to build a "strategic partnership" with the PRC were embraced by a population aching for acceptance as global player. He was able to articulate an American world view -- a moral...

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My Olympic Torch Run: Planning, Propaganda and Passion

Posted May 29, 2008 | 11:16 AM (EST)



Read more HuffPost coverage of China and the 2008 Beijing Olympic Games

Lenovo, a Top Olympic Sponsor and one of JWT's clients, graciously invited me to be a torch bearer for the 2008 Beijing games. A few days ago, I ran 100 meters in Minghan, an outlying...

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China's Earthquake: Unleashing A New Civil Spirit?

Posted May 19, 2008 | 04:48 AM (EST)


2008, China's "glory year," has not been kind. The news has been chockablock with train wrecks, bus explosions and mining disasters. Freak snowstorms paralyzed half the country, stranding millions in dingy, dank train stations. And, last week's earthquake in Sichuan province, the largest natural disaster to strike the mainland in...

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The Mind of Chinese Men: the Anxiety of Disorientation

Posted May 3, 2008 | 11:11 PM (EST)


The Chinese character for "man" (男) depicts "power in the field." Angular and bold, the pictogram celebrates testosterone-fueled masculinity; it also suggests that men, while ruling the roost, are fully responsible for the material well being of the clan. Confucianism, the Middle Kingdom's cultural blueprint, is rooted in double-edged patriarchy;...

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Selling Out? A Defense of Commercial Engagement in China

Posted April 23, 2008 | 02:15 PM (EST)


After a recent posting in which I argued against an Olympic boycott, the anti-China blogosphere let out a primal scream, accusing me, and other expatriates within the China-based business community, of "coddling dictators" and "selling out to totalitarianism." One hot-tempered netizen went so far as to suggest we were "worse...

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How MNCs Fail in China: Six Common Mistakes

Posted April 3, 2008 | 06:42 PM (EST)


All the strategic insight in the world is useless if multinational corporations (MNCs) fail to understand the operational realities and business potential in China. So, when we assess the viability of long-term partnerships with MNCs, we force ourselves to ask six handy questions:

Has the China volume potential been overstated?...

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Tibet, Beijing and Olympic Sponsors: To Boycott or Not

150 Comments | Posted March 28, 2008 | 01:19 PM (EST)


I have been working in Shanghai as an ad man since 1998. I have also been privileged to enjoy a courtside seat as China gears up its infrastructure and emotions for the Beijing 2008 Olympics. I am also a "official" torch bearer, slated to carry the Olympic flame 200 meters...

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Chinese Godzillas? The Phantom Threat of PRC Brands

Posted March 23, 2008 | 09:11 PM (EST)


A New Threat

Western multinationals have long approached the Chinese landscape tinged with both fear and titillation. The perceived upside of aggressive investment is simple and has remained the same for a decade -- the promise of dominating the world's largest market of the future. The risks, however, are many...

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Chinese Youth and Their Internet: Deep Love

Posted January 31, 2008 | 10:11 AM (EST)


Even the savviest marketers are amazed at how deeply China's new generation is engaged with the internet. Americans tend to have a relatively "functional" relationship with the web -- finding cheap flights, researching medical conditions, day trading and so on. On the other hand, Chinese netizens, particularly logged-on youth, are...

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Chinese Culture and Corporate Power Plays

Posted January 10, 2008 | 10:51 AM (EST)


Here's how two quintessentially Chinese behavioral traits, hierarchical regimentation and nervous self-protection, impact Chinese cultural and business mores. If appreciated in the context of the Middle Kingdom's timeless world view, a Western manager can leverage empathy to win big.

First, Hierarchical Regimentation

It is no secret that China...

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Brands in China: Incremental Progress in 2007

Posted December 10, 2007 | 07:07 PM (EST)


China is now the world's third largest luxury goods market, but even for companies with mid-level products to sell, the opportunities are enormous, particularly in the climate created by this year's Beijing Olympics.

Three decades of economic restructuring - 2008 marks the 30th anniversary of Deng Xiaoping's Special Economic...

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Across the Divide

Posted October 29, 2007 | 11:23 AM (EST)


China's leaders are not the only ones struggling to reconcile the needs of the urban elite and the masses. Marketers are too. The most pressing challenge marketers face is how to position brands for lower-tier and rural consumers. Any successful product must have both high margins and broad scale, lest...

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Chinese Culture and the Chinese Language

Posted August 20, 2007 | 06:12 PM (EST)


In order to "succeed" in China on both personal and professional levels, the Chinese worldview and Chinese behaviors must be explored with archeological rigor and a ruthlessly open mind.

What is ChineseCulture?

What is this so-called Chinese "world view." Everything that distinguishes China from any other country -...

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China Rising? Yes. Chinese Century? No.

Posted August 11, 2007 | 10:08 PM (EST)


China experts generally fall into two polarized camps: starry-eyed optimists and self-righteous pessimists. The former are convinced that China will become a peaceful superpower and a pillar of the global economy. The latter survey the PRC's unproductive industry and morally ambiguous commercial terrain with premonition of disaster. Oligarchic dictatorships and...

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The Chinese & Food

Posted August 6, 2007 | 09:31 PM (EST)


The Chinese are not into snap, crackle and pop. Food consumption reflects a Taoist worldview in which the universe is divided into masculine ("heating") and feminine ("cooling") forces, and everything needs to be balanced accordingly. As a result, chocolate is eaten only as an occasional indulgence, not a daily reward....

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China's Booming Luxury Market: Goldmine or Landmine?

Posted July 24, 2007 | 04:33 PM (EST)


The largest luxury manufacturers are salivating at the prospect of striking it rich in the world's fastest-growing market. Trend lines dazzle. China is now the third largest consumer of luxury items; the PRC boasts more millionaires than Japan; diamond engagement ring penetration now exceeds 70% in Beijing, Shanghai and Guangzhou;...

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Opportunity and Challenge in the China Market

Posted July 17, 2007 | 11:43 AM (EST)


China's cityscape and business environment have improved dramatically over the past 10 years, but its commercial topography is not yet familiar terrain.

The country still has few if any institutions designed to guarantee--even protect--the basic interests of individuals and shareholders, directly affecting both macro and micro commercial environments. The...

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"Chindia": A Match Made in Heaven?

Posted July 5, 2007 | 01:46 PM (EST)


Thomas Friedman, the esteemed New York Times columnist, says the world is flat. Every day, it seems, we are losing manufacturing, and now service, jobs to the emerging giants in the East. Is there a new Godzilla ready to tear its teeth into our economic fabric? China and India represent...

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