<p>Founded in 1864 as the Carlton and Smith Agency, the J. Walter Thompson Company (JWT) grew to become one of the largest advertising agencies in the world and the first to develop a global footprint. Widely considered the flagship American advertising agency for most of the 20th century, JWT was a pioneer and innovator credited with the development and expansion of print, radio and television advertising; an early advocate of trademark and brand management; and famed for its attention to market research and demographic lifestyle trends. JWT's advertisements helped to turn a number of its clients' products into cultural icons: Kodak, Ford, RCA; Oscar Mayer; Kraft; the U.S. Marine Corps and many others.</p>
<p>This site features a timeline of JWT's 150-year history that highlights key personnel; long-standing client relationships; office openings and technical achievements and innovations. It includes a more in-depth overview of materials from the J. Walter Thompson Company Archives housed within the John W. Hartman Center for Sales, Advertising & Marketing History at Duke's Rubenstein Library, along with links and brief descriptions of the agency's collections available for research.</p>
<p><em>Timeline created by Rick Collier.</em></p>
James Walter Thompson was born Oct. 28, 1847 in Pittsfield, Mass. A distant cousin of Theodore Roosevelt, Thompson spent most of his childhood in Fremont, Ohio. Navy records show Thompson enlisting at age 17, in 1864, for two years as a seaman, and then enlisting in the Marine Corps in 1867. He was discharged in 1868 and hired soon after by William J. Carlton as an assistant in his advertising business. Thompson purchased the agency from Carlton in 1878. The following year Thompson married Mary Riggs, daughter of the prominent artist James Bogle. Thompson retired from advertising in 1916, selling his agency to Stanley Resor and a group of partners. An avid sailor and yachtsman, Thompson belonged to the New York Yacht Club from 1886 until his death in 1928, but never officially held the title of "Commodore" as he was fondly called. He was said to be fond of light opera, especially Gilbert & Sullivan, and himself had a fine tenor voice in his church choir. Thompson was inducted into the Advertising Hall of Fame in 1979.
William James Carlton (1838-1902) was born in New Hampshire, raised in New York and New Jersey, and attended the Genessee Wesleyan Seminary (forerunner to Syracuse University). As a young man, Carlton was employed as a clerk by his stepfather, Dr. Thomas Carlton, who was Senior Agent for the Methodist Book Concern. He enlisted in the Union Army and rose to the rank of Captain during the Civil War; upon mustering out of the military in 1864, Dr. Carlton urged William to go into advertising. Carlton and Edmund A. Smith established the Carlton & Smith advertising business in New York, N.Y., primarily placing advertising notices in newspapers and magazines produced by the Methodist Book Concern. The firm initially resided at 171 Broadway before relocating to 39 Park Row in 1870. Little is known of Edmund Smith, who left the firm in 1868 (Carlton renamed the business after himself); Smith was a finance man and presumably a silent partner who left once the business became firmly established.
James Walter Thompson was discharged from the Marine Corps and hired soon after at the William J. Carlton Co., initially as a bookkeeper and general assistant, but soon became a salesman and eventually oversaw all magazine advertising placement.
James Walter Thompson bought the Carlton agency from William Carlton, reportedly for $500.00 for the business and another $800 for the office furniture, and renamed the business after himself. Popular lore relates that Thompson changed his name to J. Walter in order to distinguish himself from another New York businessman also named James Thompson. In an early publication, the"Red Book" published in 1895, Thompson stated his advertising philosophy: "Skilled work, when published, costs no more than the work without skill. So that the best work, such as I give, is the cheapest because it brings better results." It proved to be an enduring philosophy, reiterated nearly a hundred years later with the development of the Thompson Way account management tools in the late 1980s. In the early years JWT maintained offices in New York, Cincinnati, Boston, adding an office in Chicago in 1891.
Pond's was founded by Theron Pond in Utica, N.Y., in 1846 and later relocated to Connecticut to take advantage of the availability of witch hazel, the primary ingredient in Pond's Extract. JWT acquired the account in 1886 and promoted Pond's Extract mainly through newspapers. In 1907 company chemists developed a cleansing cream and vanishing cream, which JWT promoted through a "2 cream" campaign that ran from 1916 to 1923. In the early 1920s Pond's came under intense competition from products that were often more expensive but not necessarily more effective. JWT responded by developing a campaign that gathered testimonials from prominent American and International socialites, celebrities and royalty. The endorsement campaign ran for over 40 years beginning in 1924. JWT also produced advertising for other Pond's products, including Face Powder in the 1930s and a pressed-powder cake ("compress") called Angel Face after World War II. JWT handled the Cutex account upon Pond's acquisition of the brand from Northam Warren in 1963.
The first documented use of a corpoate logo is the Owl and Lamp icon. It appeared in the 1887 edition of the Red Ear publication. An 1897 article in a JWT publication called it "The Emblem of Wisdom and the Lamp of Science" and was seen to exemplify J. Walter Thompson's core advertising philosophy. To mark the agency's 100th anniversary in 1964, JWT adopted a new company-wide monogram. A derivative of the company's newsletter masthead, the logo was meant to convey a "feeling of smartness and modernity." The "JWT" oval monogram, "J. Walter Thompson" signature and color schemes were standardized in 1989 with the introduction of an official corporate blue and grey. As the "personification of J. Walter Thompson agency," a stylized "Commodore" was also introduced. In 1997 JWT hired The Partners, Ltd., a design consulting firm specializing in corporate branding, to reimagine it's exisitng corporate logos with the goal of "disciplined and consistent brand communication" that reflected "pride in our heritage, while unmistakably looking into the future." The blue/gray color scheme was abandonded in favor of a blue and green color combination. The J. Walter Thompson signature, in use since the early 20th century, was also given an updated look. In 2004, when the agency officially changed its name to JWT, the agency's visual identity was again adapted. The font was changed to a classic sans serif coupled with three colors developed specifically for the logo, Juniper, Wheat, and Tobasco.
Charles Raymond (1861-1935) first met James Thompson in 1889 when Raymond was working at the Hubbard Company (most noted for their Lydia Pinkham advertisements). Raymond joined JWT the following year, and on the occasion of the 1891 Exhibition in Chicago, came to Chicago to open an office there. Some of his early accounts involved bicycle manufacturers in the midwest, such as Gormurry & Jeffery (Rambler), Columbia and the Indiana Bicycle Company, convincing them of the value of magazine advertising and also of the added value involved in "position advertising"--buying space in specific positions in a magazine, such as the inside front cover or the back covers of an issue. Raymond was made a Vice President in 1896 and remained with JWT until his retirement in 1920. He is widely respected as a pioneer of advertising in Chicago and the Midwest.
Charles Raymond opened a Chicago branch office of J. Walter Thompson in the Tacoma Building in 1891. The office relocated to the Rookery Building in 1893 where it would remain until moved into the Wrigley Building in 1924. The Wrigely Building would be the home of JWT's Chicago Offices for nearly 40 years when they moved into the John Hancock Building. The Chicago Office grew to become one of the largest of JWT's offices, serving major clients such as Kraft and was the original office for the Ford account before it moved to Detroit. Notable campaigns produced by the Chicago Office include the the Oscar Mayer jingles "I Wish I Was an Oscar Mayer Wiener" and "My bologna has a name," 7-Up's "The Uncola" (1969) and JWT's first slogan for Ford, "There's a Ford in Your Future" (1945). In April 2009 JWT announced the closing of the Chicago office, but later recanted and retained a small staff there.
Dorr Felt (d. 1930) was a machinist who devised a mechanical calculator and entered a partnership with Robert Tarrant in Chicago in 1887 to build and market the machine, named the Comptometer. JWT acquired the account in 1892, through the personal relationship between Chicago Office head Charles Raymond and Felt. The initial advertising budget of $600.00 doubled annually for the next several years until it became a significant account for the Chicago Office. The Comptometer was advertised in newspapers and magazines with copy aimed at business clientele. Felt insisted on approving every advertisement, and by around 1920 the company had taken to producing their own advertising, which reduced JWT's role to that of space buyers to place the advertisements. JWT's Business Extension Department lamented in 1926 that "the situation is a very peculiar, and, from our standpoint, hopeless one. The only reason we retain the account is because of the rather sentimental attachment to it that has developed after a great many years' association."
JWT managed Swift advertising for four product categories--pork products, institutional publicity, Sunbright cleanser, and fertilizers--out of the Chicago Office. Prior to its association with JWT, Swift mainly had run small advertisements in Chicago-area newspapers, but Louis Swift wanted to become the first nationally brand of ham and bacon products. JWT began placing advertising in monthly magazines and publications aimed at women who as homemakers controlled most household buying decisions. Institutional advertising initially had to contend with public opinion of slaughterhouses in the wake of tainted meat scandals and works such as Upton Sinclair's "Jungle." Beginning in 1918, JWT produced a series of editorial-style public relations advertisements with titles such as "Why Is the Price of Meat So High?" to help explain the meat-packing business to consumers. During the 1920s the campaign expanded to include a historical series on the history of the packing industry. JWT initiated the practice of putting ruler marks on packages of lard to show consumers where to cut the block to obtain a tablespoon or a cupful of the product; this feature became common practice for nearly all brands of butter, margarine and block lard. For Swift's line of fertilizer, JWT's innovation was the creation of "Authorized Swift Agents," product-line expert dealers who sold Swift fertilizers exclusively. JWT also oversaw the launch in 1924 of Vigaro, an odor-free fertilizer marketed to home gardeners, and Swift's line of fresh meats, the first brand to be advertised and marketed nationally, in 1929. Beginning in 1956, Swift's new advertising Manager, Ray Weber, began moving Swift product lines away from JWT, who eventually resigned from the account in 1958.
JWT held the Cream of Wheat account from 1895-1907, and then from 1922-1938. In 1895 a representative from JWT visited the North Dakota Milling Company and obtained an order to place advertisements in the Ladies Home Journal. The original advertising budget was $1200. The original Cream of Wheat spokes-character was a cartoon caricature of an African American. JWT recommended changing it to look like a real human being, and eventually an employee at Kohlsaat's restaurant in Chicago (widely believed to be Frank L. White, 1867-1938) served as the model for Rastus the Chef. Sales rapidly increased until they peaked around 1906. The renamed Cream of Wheat Company pulled the account from JWT and it bounced from agency to agency for several years without improving sales. The account returned to JWT in 1922. JWT wished to eliminate the Rastus trade character, but the company resisted due to a sentimental attachment. Campaigns through the 1920s featured a mixture of Rastus and "reason why" advertisements, and became celebrated for the use of prominent artists, including Montgomery Flagg. Edward Brewer, and N.C. Wyeth.
JWT acquired the advertising account for Libby's canned meats and fruit products in 1897, and added a separate account for canned milk in 1918. Up to 1916, advertisements ran on the third cover page of major magazines; beginning in 1916, full-page color advertisements in women's magazines such as Ladies' Home Journal. The first ever recipe to be included in advertising copy occurred in the December, 1916 edition of Ladies' Home Journal. By the mid-1920s, advertisements routinely featured product descriptions, recipes, cookbook offers, and a write-in column hosted by spokescharacter Mary Hale Martin (pseudonym of Dorothy Knight, head of Libby's Domestic Science Department). The evaporated milk campaign created the slogan "Milk that Good Cooks Use" and featured recipes by prominent chefs and other "good cooks" that called for Libby milk. Libby moved its canned meats account to Tatham-Laird in 1951 over concerns of a conflict with JWT's work for Oscar Mayer.
JWT acquired the Chicago, Burlington & Quincy Railroad account in 1899, shortly after the formation of the Interstate Commerce Commission and the regulation of rail rates and interstate traffic. Initially, JWT placed advertisements encouraging tourism in newspapers that were "off-line," that is in cities not served by the railroad. Beginning in 1923, JWT added "on-line" advertising in localities along the rail route. The Burlington line was jointly owned by Northern Pacific and Great Northern railroads, and the three lines participated in a joint campaign that ran from around 1922 through 1926. The campaign had two main themes: to encourage tourism in the western U.S., especially to the great national parks such as Yellowstone, and to use the three rail lines to do it. There was also a joint campaign to encourage travel and development, as well as to educate readers about the people, culture and resources of the Pacific Northwest.
J. Walter Thompson became what is believed to be the first international advertising agency with the opening of the London branch office in 1899. The office initially provided limited services to client operations in Europe. Tom Rayfield, in his unofficial history "50 in 40" described operations as a "sales broker for the American offices who hoped to get business from European clients who wanted to sell in the States." A full-service, fully staffed office was opened in 1916, but closed the following year due to the war. It reopened in 1919. The office was originally located at 33 Bedford Street; it later moved to the Bush House in 1924 and then to 40 Berkeley Square in 1945.
Horlick's was one of the main producers of packaged malted products. JWT was the first agency employed by the company, placing the first advertisements in 1900. Early campaigns ran in magazines and "ladies' papers" and featured historical themes. Around 1910, advertising shifted to newspaper "small space" advertisements of one or two column inches, using the slogan "Insist on Horlick's--The Original." By 1924 larger advertisements, up to a full page, were used, but around 1926 advertising reverted to smaller formats.
Thompson acquired the Lever Brothers (later Unilever) advertising account for Lifebuoy soap in 1902 and kept it until 1920 when the agency resigned over a conflict with the Woodbury account. JWT was assigned the account for Lux Flakes in 1916. Lux Flakes was originally introduced in England where it was marketed primarily for washing woolens. Helen Lansdowne Resor saw a larger market in the U.S. for washing finer fabrics such as stockings, which became a new point of emphasis in the advertisements. Sales rose rapidly, from 10,000 cases sold in 1915 to over a million by 1919. JWT oversaw the launch and marketing of a number of Lever products, including Lux soap (1925), Lux liquid (1953), Stripe toothpaste (1956), Handy Andy (1961), Mrs. Butterworth syrup (1961) and Lever 2000 soap (1999). During WWII JWT created a series of ads for Lux Toilet Soap featuring film stars Rita Hayworth and Marlene Dietrich. For Mrs. Butterworth, JWT Copy Group Head Helen Klintrup devised the name which emphasized butter added to the syrup recipe as well as a distinctive bottle shaped like a matronly woman. The Lux Radio Theatre (1934-on) was one of the most popular programs of its time. The agency still retains a portion of Unilever advertising, making it the second oldest and longest continuing advertising relationship in the industry, surpassed only by Lowe + Partners' relationship, also with Unilever which dates from 1899.
Humphrey O'Sullivan invented the rubber shoe heel. JWT was the first agency he employed, and the first challenge was to create a wholly new market, and to show the benefits of rubber heels over the more traditional leather heels. Initial campaign copy sought to introduce a new product and to educate the public as to the heels' advantages and economy. In 1913, a new campaign was based around the theme of "fatigue" to show how the shock absorption qualities of rubber heels could ease the stress of modern life by protecting people from the strain of walking on hard floors and pavement. Sales were helped by the leather shortage during World War I. One interesting campaign anecdote arose from O'Sullivan's experience in Great Britain. There, the campaign stressed economy but the "fatigue" theme was not employed, the effect of which was to identify rubber soles there with the lower classes, while the upper classes continued to prefer leather heels.
Howard Kohl (1891-1993) is best known as Stanley Resor's closest advisor and all-around corporate troubleshooter, and the person with the longest tenure in JWT history. His 58-year career began when James Walter Thompson hired the 15-year old youth as an errand boy. Following stints in the Mechanical Production, Traffic, Art and Copy departments, Kohl was named Company Secretary in 1926. He served as Trustee of the Profit-Sharing Plan (1942-); member of the Finance Committee (1946-); Director (1950-); Vice President (1954-); and Executive Vice President (1961-). He retired in 1964.
Stanley Burnet Resor (1879-1962), a salesman at Procter & Gamble's house agency Procter & Collier, was hired along with his brother Walter to open a Cincinnati Office of JWT and served as manager. In 1916 Resor and a group of investors bought the agency from Mr. Thompson, and managed the agency as president and chairman until his retirement in 1961. Resor's legacy to JWT included a commitment to a scientific approach to advertising and the importance of research; and a strong sense of professional ethics and a policy of refusing to produce speculative work for prospective clients. Resor was also instrumental in the formation of the American Association of advertising Agencies and the Audit Bureau of Circulation.
Helen Lansdowne Resor (1886-1964) left the Procter & Collier agency along with Stanley Resor to establish JWT's Cincinnati Office. She worked there as a copywriter until 1911 when she moved to the New York office. Helen and Stanley Resor married in 1917. She is credited as a pioneer in the idea of believable copy and of emotional appeals in advertising, and an early advocate of women in the advertising profession. She worked at JWT until 1958. Ms. Resor was involved in the launch of several important brands: Crisco, Lux Flakes, Yuban coffee, and Cutex. She was also an active advocate for women's suffrage and Planned Parenthood.
JWT placed the first advertisements for Irving Trust, a commercial bank founded in 1851 and named for then-popular author Washington Irving, in 1909. Through the 1920s advertising was limited to newspapers and trade publications. In 1958 JWT produced the first television campaign for the bank as the bank began to build up its presence in the consumer or personal banking business. Notable campaigns include pop art executions in the 1960s with work from contemporary artists such as Jacqui Morgan; whimsical treatments of banking such as the "Personal Banker" series in the late 1970s. In 1988 Irving Trust was acquired by the Bank of New York. thus ending JWT's association.
JWT opened an office in Detroit in 1909, placing advertisements for a number of bicycle and automobile manufacturers, including Ford from 1910-1912. The office closed in 1920, but after JWT was awarded the domestic advertising account for Ford, the office reopened in 1944. Initially the office served as merely the point of contact with Ford, but in 1948 the office began to offer a full range of advertising services. Also in 1948, Norman Strouse arrived to head the office. Around 1958 Detroit offered the agency's first sales promotion and merchandising group. The Car Care Council was formed in 1968 to promote the automotive aftermarket industry. The JWT Performance Group was established in 1983 to help companies establish a presence in the auto racing world. JWT Detroit also created the largest local spot buying program in the United States. Other clients served by the Detroit Office include Stroh Brewing, Champion Spark Plug, Bosch, Domino's Pizza, White Castle, International Banana Association, Shell and Siemens. The Detroit Office was instrumental, along with Henry Ford II and heads of other Detroit automakers, in the creation of the United Foundation, which grew to become one of the largest Community Chest organizations in the U.S. Detroit has been active in a number of other public service organizations, including the Detroit Symphony, Multiple Sclerosis Society and Oakland Family Services.
The original Aunt Jemima was Mrs. Nancy Green, a former slave hired by the Davis Milling Company as a living trademark to promote their self-rising pancake mix. The Aunt Jemima name is said to have come from a character in a vaudeville song. JWT acquired the account in 1909, mainly placing advertisements in newspapers and producing out-of-home items such as bus cards and painted signs. JWT convinced Davis to change the company name to Aunt Jemima Mills in 1914 in order to strengthen the brand identity. Around this time JWT started placing advertisements in women's and family-oriented magazines. In 1916 the illustrator Arthur Burdett Frost was commissioned to produce a painting of Green as Aunt Jemima and the image helped elevate the brand to iconic status. JWT's P.C. Harper in his case history of Aunt Jemima noted that the brand identity was "accomplished through the dramatization of the story of the Aunt Jemima recipe and Aunt Jemima herself. It was by adopting the appeal that we were able to draw upon the full resources of romance and association which lay back of the product: the appeal and glamour of the old south." The brand was acquired by the Quaker Oats Company in 1925, and the advertising focused on convenience of use, and was one of the first campaigns to utilize photography for added realism.
J. Walter Thompson was an avid yachtsman and a member of the New York Yacht Club. In 1910, he commissioned noted maritime painter James Gale Tyler (d. 1931) to create a portrait of Thompson in his Commodore's uniform. The striking image has long served as a symbol of the agency, frequently displayed and sometimes serving as a gently humorous backdrop for JWT's clients.
The Andrew Jergens Company purchased the rights to the Woodbury soap brand in 1901, and awarded the advertising account to JWT in 1910 and was handled by the Cincinatti Office. Early advertisements emphasized benefits from use and positioned the soap as a big seller. Around 1914 advertising switched to emphasize sentimentality, through the Helen Lansdowne-created "A Skin You Love to Touch" frequently cited as the first use of emotional appeal in advertising. James Webb Young later related that the phrase originally appeared within the text of some copy written by Ms. Lansdowne before she transferred to the New York Office in 1911. Young wrote that he thought it should become the theme of all advertising efforts and it became a standard feature of Woodbury Soap promotions in advertisements, packaging and printed booklets. a Business Extension Department report praised the campaign for "selling masculine admiration and feminine envy as much as the product." Subsequent campaigns through the 1920s included group testimonials, promotional prints of artwork used in advertisements, and a "National Beauty Survey" contest where photo submissions were judged by a celebrity panel that included John Barrymore, F. Scott Fitzgerald and Cornelius Vanderbilt Jr. JWT also won the Woodbury Cold Cream account in 1920 but lost it in 1927 over a conflict with the account for Pond's creams. Jergens Hand Lotion began as Jergens Benzoin and Almond Lotion Compound in 1900. JWT produced the lotion's first national magazine campaign in 1922; research the following year revealed that nearly 3 out of 4 consumers used the lotion for their hands, which prompted the name change and refocused the advertising to emphasize Jergens as a hand lotion. During the 1930s Jergens sponsored Walter Winchell's radio show, which signed off "with lotions of love." A movie star testimonial campaign ran until the end of the 1930s.
James Webb Young (1886-1973) began his career with J. Walter Thompson as a copywriter in the Cincinnati Office. His 1919 copy for an Odorono print advertisement, "Within the Curve of a Woman's Arm," is considered a pioneering use of the fear of social ostracism to promote product use. Young is credited as a key figure in JWT's international expansion during the 1920s. He retired twice from JWT (1928 and 1964) and served much of the period in between retirements as a consultant to the agency. His influential book "A Technique for Producing Ideas" was published in 1940, and remains in print today.
Odorono was initially invented by a Cincinnati doctor, A.D. Murphey, for use by area surgeons concerned about perspiring during operations. Murphey's daughter Edna tried to sell the product through drug stores, and when she failed, opened a business in her home. Originally Edna produced her own advertisements, but as sales slowly increased she sought the help of JWT, who acquired the account in 1914 and managed it through the Cincinnati Office with and initial budget of $14,000. The main marketing challenge lay in proving to women that the product was not only safe but necessary. JWT investigation revealed that 59% of women polled used no type of deodorant, and 47% felt they did not need any. The strategy evolved to try to make women suspect they might be offending others by not using deodorant, and culminated in James Webb Young's copy, "Within the Curve of a Woman's Arm," which came to be considered one of the finest advertisements of the 20th century. Later campaigns featured the fictitious character Ruth Miller. Sales of Odorono grew nearly tenfold in the first ten years JWT held the account, from $42,850 in 1914 to nearly $400,000 by 1924.
Thompson established what is thought to be the first research department in the advertising industry. JWT had published Population and Its Distribution, a landmark analysis of the 1910 U.S. Census, in 1912, and followed with a study of urban and rural markets, Retail Shopping Areas, in 1924 under the direction of Paul Cherington. JWT long held a reputation for its market research and consumer psychology, from canvassing neighborhoods and department stores to analyzing census data, a reputation later immortalized in a New Yorker cartoon. Research remained a central focus at JWT, which employed a number of influential and respected academics and industry market researchers, including John B. Watson, Ernest Dichter, Vergil Reed, Alvin Achenbaum and Rena Bartos.
Ruth Waldo (1886-1975) was the first woman to serve as Vice President at JWT. She joined JWT in 1915 as a copywriter. She transferred to the London Office in 1922 as head of the Copy Department there. She served as head of the Women's Editorial Group in 1930 and as Vice President 1944-1960. In 1962, Waldo was honored by Adelphi College, her alma mater, which named a dormitory, Waldo Hall. Widely respected for her leadership skills, she was also noted as a copywriter, producing the slogan "She's Lovely! She's Engaged! She Uses Pond's!" for Chesebrough-Pond's long-running testimonial campaign.
J. Walter Thompson retired from advertising and sold the company for $500,000 to a group of investors headed by Stanley Resor. The agency retained the Thompson name with Stanley Resor as the new President.
A campaign for Libby that ran in Ladies Home Journal is said to be the first use of recipes in print advertisements for food products. JWT opened the first of two test kitchens in 1918, in part to develop recipes for use in advertising.
Northam Warren (d. 1962) gave the brand name "Cutex" to a liquid cuticle remover commonly used by foot specialists and marketed it as a home-use product. JWT was the first agency employed by Warren, whose marketing idea was that hand and foot grooming should not be limited to upper-class women, but should be enjoyed at home by all women. Early on, Warren marketed only the cuticle remover, but later extended the product line to include nail polish, rouge and other manicuring items. Initial advertising strategy focused on educating women on grooming and a better way to manicure nails. JWT designed distinctive black and pink packaging, thought to be the first use of black in product packaging for popular consumer goods. Later campaigns sought to encourage manicuring through a science-based "reason why" approach, as well as exemplar-based copy featuring actresses, celdebrities and a fictional character, Dr. Murray. JWT briefly lost the account in 1923 but regained it the following year.
A hallmark of JWT advertising practice has been its systematic approach to account planning and management. Beginning around 1916, JWT developed a simple mnemonic called the T-Square, a printed or metal draftsman's t-square that bore five key questions to guide all efforts toward designing and executing an account strategy: "What are we selling? To whom are we selling? Where are we selling? When are we Selling? How are we selling?" In the 1920s, account planning was further systematized with the Plan and Data Form, which spelled out the market situation, consumer base and advertising strategy. These two procedures guided account management for half a century, until the London Office developed what came to be known as the T-Plan. The T-Plan began with an intensive situation analysis that took into account not only the position of the product in the market, but also that of competing products, and undertook a much finer-grained analysis of the consumer base. This information drove actions by two different parties within JWT: the Target Planning Team working on the account, and the Strategy Review Board, a management oversight committee who reviewed and made recommendations of how a campaign should progress. The turbulent years of the mid-1980s saw the development of the Thompson Way, launched in 1987, a set of account management tools intended to reinforce JWT's core mission "to deliver greater value from their advertising than any other agency." In 1996, a new version, called Thompson Total Branding, emerged, that incorporated market assessments, product positioning, target audience and brand vision into a comprehensive and integrated brand communications strategy. Thompson Total Branding also sought to reposition the entire agency, "to transform the world's first advertising agency into...the world's first global brand communications agency" as an early internal presentation put it. The following year, 1997, JWT launched Thompson Total Targeting, which integrated brand communications with marketing database analysis.
While not the first agency to employ photography in advertising, JWT was an early adopter of the medium and put it to innovative use with some of the most prominent photographers of their time, including Lejaren Hiller, Louise Dahl-Wolf, Edward Steichen and Richard Avedon. The London Office especially was involved in sorting out problems with photographic layout, lighting and view angles that were unique to advertising. George Butler in his memoir "Bush House, Berlin and Berkeley Square" relates the challenges involved in getting overhead shots (never undertaken before) of foods, and working out lighting issues so that images could be reproduced in newspapers. He wrote: "Shaw Wildman saw that nobody in photography outside the firm grasped what advertising needed or what the newspapers could print. And so he bought a camera and in a very short time, without any formal relationship with Thompsons, he'd set up a studio in Gordon Square and was doing most of our photographs. He'd perfected a type of lighting which was 80 percent light tones with just some dark accents, which no other photographer had bothered to sort out, so that it wouldn't collect too much ink and it would print as well as possible in the newspaper." Some of JWT's innovative uses of photography in advertising included added realism (such as for Swift in the 1910s and Jergens around 1925); dramatic effect, as featured in advertisements for Corning's Conaphore automobile lights beginning in 1917; photojournalistic montages like the execution for Maxwell House in 1927; photomicrographs showing the chemical action of baking powder beginning in 1930; and for product demonstration sequences for Ponds in 1932.
JWT held the account for Victrola (acquired by RCA in 1929) 1917-1918. The Radio Corporation of America (RCA) was established as a subsidiary of General Electric in 1919 and became an independent company in 1930. JWT was awarded the RCA account in 1943, lost it in 1953 and regained the account in 1960. JWT managed RCA's corporate advertising, the RCA Record Club direct marketing campaign (1963-on) and in 1964 launched a massive retail newspaper campaign featuring a multi-page Sunday Supplement entitled "RCA Victor Week." The campaign ran in over 200 newspapers and reached some 53 million consumers with 11,000 retail dealers named. Up to 75 consumer products were included in the 4-color supplements.
Stanley Resor was instrumental in the formation of the leading advertising industry professional organization and served as one of the first principal officers. Resor was the author of a booklet published in 1918 that stated the organization's standards of ethics and practice.
John Reber (1893-1955) was one of the first advertising executives to see the possibilities of radio and television as media of communications. Variety once called Reber "the Ziegfeld of Radio" for his efforts to promote the medium. He joined JWT in 1917, but soon left for service during World War I. After the war, Reber managed the London Office for three years before returning to the United States to head the new Radio Department. Later Reber would head the Television Department. He was promoted to Vice President in 1929, and elected to the Board of Directors in 1933. In 1958 Reber was inducted into the Broadcast Pioneers Hall of Fame.
By the 1920s Penick & Ford had become one of the largest sugar processors in the world. JWT managed advertising campaigns primarily for two products in the Brer Rabbit brand line: molasses and cane syrup. Molasses was popular mainly in northern states where it saw specialized use as a spread for children and as an ingredient in baked goods like gingerbread. JWT's campaign in that region emphasized advertisementditional used for molasses in cooking. In the southern states, by contrast, cane syrup was more popular, but there it was a household staple with many uses. JWT's southern campaign focused on positioning the Brer Rabbit brand as the better choice.
JWT won the Fleischmann's Yeast account in 1920. At that time, Fleischmann had been searching for alternative uses for baker's yeast, having noted a general decline in home baking, a victim of modern urban lifestyles and the availability of commercial baked goods. The company had tried to promote yeast as a health supplement with mixed results, partly due to the growing popularity of vitamin supplements. Initially, JWT continued the two-prong "yeast for health/yeast for bread" strategy that addressed both the general benefits of yeast but also the role of yeast in treating specific ailments and skin conditions. During the mid-1920s Fleischmann began also marketing yeast as a supplement for farm animals, and positioned yeast as an ally in the contemporary colon health fad. Campaigns also featured health contests, recipe books and testimonials from ordinary consumers whose photographs eventually became featured in the print advertisements. Fleischmann was additionally an early sponsor of radio, including the popular program with Rudy Vallee as host. In 1937 the Fleischmann program became the first commercial radio program sent by shortwave to the United States when it was broadcast for two weeks from London. In 1955 JWT undertook a Consumer Panel study for Fleischmann, the first ever national survey of baked goods purchases.
The agency was also a pioneer in seeking top academics to work for the agency. A graduate of the University of Pennsylvania (BS 1902, MA 1908), Cherington was one of the original faculty of the Harvard Graduate School of Business Administration, and later the first president of the American Marketing Association. He directed research at JWT from 1922-1931.
Kraft Foods has evolved through nearly 150 years of name changes: Phenix Cheese Company (to 1929), Kraft-Phenix Cheese (1929-1940), Kraft Cheese (1940-1945) and Kraft Foods since 1945. In 1922 JWT won the Phenix Cheese account, producing advertising for the firm's two main product lines, Philadelphia Cream Cheese and Phenix Club cheeses. The Kraft account was transferred to the Chicago Office in 1929, the same year that Kraft's first radio program, "Woman's Magazine of the Air" appeared. JWT won the account for Velveeta, first introduced in Canada in 1925, in 1930. JWT helped launch Miracle Whip, originally intended as a salad dressing, in 1933. Also in 1933, a new radio show, The Kraft Program, debuted. Its name changed to Kraft Music Hall in 1934.
A campaign for Pond's facial creams designed by Helen Landsdowne Resor reached a new level of sophistication for testimonial advertising. Endorsements were obtained from European royalty, socialites, and debutants, photographed by some of the most prominent photographers of the day, including Edward Steichen, Cecil Beaton and Richard Avedon. The campaign ran for nearly 40 years.
The Eveready Hour, considered to be the first fully sponsored radio broadcast series, was produced and aired by JWT in 1923. It featured Rudy Vallee as emcee and was sponsored by Standard Brands (Chase & Sanborn, Fleischmann's Yeast, Tenderleaf Tea, Royal Baking Powder and Gelatin). In 1934 JWT opened an office in Hollywood which became the first agency radio production facility, responsible for creating a number of programs including the Chase & Sanborn Coffee Hour, Lux Radio Theatre and Kraft Music Hall.
JWT acquired the magazine advertising account for Royal Baking Powder in 1923. The campaign grew to include not only advertisements but also coupons and cookbooks. Campaign themes included baking biscuits for dinner, testimonials from dieticians and other medical professionals, and the superiority of cream of tartar over alum or phosphate-based baking powders. Later, JWT added the accounts for Royal's line of gelatin and pudding desserts. Royal Baking Powder and the Fleischmann companies merged in 1929 to form Standard Brands, and JWT continued representing products from both predecessor firms. Innovations in advertising included the first use of photomicrography to depict the leavening action of baking powder. advertising during the Depression emphasized class appeal and home economies. Royal Baking Powder sponsored several radio programs, including the Ida Bailey Allen Program (1928-1930) and the Martha Deane Participation (1936-1937). In 1974 JWT helped launch Egg Beaters, a cholesterol-free egg substitute. In 1980 the advertising account for Pinata Foods was awarded to JWT subsidiary Lansdowne Advertising.
French's version of yellow mustard debuted in 1904 but was not advertised until the 1920s. The company expanded over time to produce a wide range of condiments, sauces, spices and prepared foods. JWT represented several French's product lines which occasionally came in conflict with similar lines produced by Kraft, the flagship client of the Chicago Office.
Samuel William Meek (1895-1981), a Yale graduate and decorated World War I veteran, joined JWT in 1925 as manager of the London Office. Meek was instrumental in expanding JWT into a global corporation, after the acquisition of General Motors' export account in 1927. Under Meek's supervision, JWT opened offices across the world, at first to service General Motors, but most offices succeeded in establishing themselves as full-service branches of JWT, and made JWT the first global advertising agency.
JWT first acquired an advertising account for Scott Paper in 1927, to produce national campaigns for ScotTissue and Waldorf brand toilet tissue. Norman Strouse remarked about a "changing of habits" of American consumers in the early 20th century with the adoption and growing popularity of "sanitary papers" as toilet tissue was initially called. Consumer fondness for disposable paper products continued to grow over the years. JWT helped launch a number of products for Scott: ScotTowels paper towels (1931), Scotties facial tissue (1945), Cut-Rite wax paper (1945), Scotkins table napkins (1953), Scott Family Napkins (1957), Cut-Rite plastic wrap and aluminum foil (1962) as well as Scott's line of placemats and paper cups (1964). JWT lost the Scott account in 1989 but in 1994 was awarded the account for Scott's bath and facial tissue. In 1995 JWT established "Scott Central" at the New York Office to coordinate global communications.
JWT acquired the advertising account for the General Motors Export Corporation and over the next few years opened offices throughout the world--wherever General Motors had a presence--to service the account. The expansion led to JWT becoming the first global advertising agency. Sam Meek was instrumental in much of the expansion. In his memoir London copy writer George Butler wrote that "around Christmas time  we heard that [Sam Meeks] and others in New York had landed the General Motors account. All over the world, wherever there was a major General Motors operation, there was to be a JWT office, and this was a great opportunity for Thompsons to found a world-wide network of branches and make them pay from the start.. It was an amazing, and, looking back, a pretty risky thing to do." In 1973 international billings surpassed U.S. billings for the first time. Currently JWT operates from "over 200 offices in over 90 countries" according to its website.
Stouffer was originally a chain of family-style restaurants founded in 1924 in Cleveland, eventually growing to become the third largest restaurant chain in the U.S.. JWT represented the account beginnning in 1929, mainly through newspaper advertisements in the areas served by the restaurants. Around 1954 Stouffer began to produce a line of frozen foods based on their restaurant menus. advertising for "Stouffer Meal-Planned Foods" commenced in Sunday newspapers in November 1958. Marketing strategy revolved around the them of "educate the housewife" on the incorporation of frozen foods in family meals, through product demonstrations, suggested menus, and restaurant tie-in promotions. Strategic difference between Stouffer and JWT led to the termination of the account.
Chase & Sanborn coffee was acquired by Royal Baking Powder in 1929, just prior to the merger with Fleischmann that created Standard Brands. JWT represented Chase & Sanborn from 1929-1949 before losing the account, but regained it in 1959. JWT is credited with creating the concept of "dated coffee" to gain a marketing edge, which led to the general practice of stressing freshness in coffee products. Chase & Sanborn was active in broadcast media, sponsoring a number of radio (Chase & Sanborn Hour, 1929-1937; Chase & Sanborn Radio Show, 1937-1940s) and television (Chase & Sanborn Television Show, beginning in 1946) programs. JWT helped launch Instant Chase & Sanborn in 1946, and an electric-perk version in 1968. In 1960 the designer and artist Saul Bass (who produced the graphics for the movies "Vertigo" and "The Man with the Golden Arm") produced a series of commercials for the coffee brand. With the merger of Standard Brands and Nabisco in 1981, the Chase & Sanborn brand was sold to General Coffee.
A commonly encountered claim states that the grilled cheese sandwich was invented by JWT Chicago staff for its client Kraft around 1930. But did that really happen? It is hard to say for certain. JWT acquired the Phenix Cheese account in 1922; at that time Phenix and Kraft were competitors. Kraft and Phenix merged in 1929 and JWT assumed advertising responsibilities for the combined companies. As for the grilled cheese sandwich, rarebits and other toasted cheese and bread combinations had been around for centuries. The grilled ham-and-cheese croquet monsieur debuted in 1910. At least as far back as 1921, Kraft featured a toasted cheese sandwich in its cookbooks. The earliest use of the word "grilled" in a Kraft advertisement that the Hartman Center has been able to find appears in a trade advertisement from 1931, promoting the "ever popular grilled cheese sandwich" (as if it already existed in common practice) in a tie-in with the Griswold griddles marketed to restaurants. The earliest description of a "grilled" sandwich in Hartman Center collections seems to be from a 1935 cookbook for Pabst-ett, a processed cheese brand similar to Velveeta which Kraft acquired after legal wrangling during Prohibition. At that time, Pabst-ett was represented by the Needham agency. Thus, while it may be questionable whether JWT actually invented the term and practice of the grilled cheese sandwich, the agency through its long association with Kraft played a large role in popularizing toasted cheese sandwiches and in developing their association as a quintessentially American food.
The "Corner curl" logo was developed by JWT in 1942 and remained in use until 1972. Wartime advertisements included "Send Snapshots to Servicemen" (1943). In 1963 the campaign for Kodak's Instamatic camera became the first simultaneous global launch of a consumer product. JWT also participated in the launch of Kodak's Brownie Movie Camera (1957), Super-8 sound-capable home movie systems (1974), office copier systems (1976), and Disc Camera (1982). Notable campaigns include "Would You Risk This Moment on Anything Less than Kodak Film?" by Granger Tripp (1973); the Clio-winning "Memories" commercials (1974); and "Times of Your Life" with lyrics by JWT copywriter Bill Lane, which won a RIAA Gold Record when recorded as a single by Paul Anka.
In 1930, JWT produced the first commercial television broadcast, a variety show sponsored by Libby, McNeil & Libby that aired on WMAQ in Chicago. Television programming remained intermittent until after World War II. JWT also created commercials to run in motion picture theaters beginning in 1937. In 1946, JWT produced two of the regularly scheduled weekly programs, the variety show Hour Glass (for Standard Brands) and the dramatic series Kraft Television Theatre, for which JWT produced the first live commercials in 1953. JWT established its Television Workshop in 1953 and added color capability in 1955. JWT produced and aired the first color-taped television commercial, for Lux soap, in 1958. The late 1960s saw JWT develop a spot-buying network. JWT was active in investigating cable television throughout the 1970s, in advance of media deregulation and the cable boom of the 1980s.
JWT originally managed the Shell account through its San Francisco office. In 1930 the Shell Petroleum account was won by the Chicago Office, and the following year the New York Office acquired the Shell Eastern account. Notable campaigns include "Dry Gas" (1928) referring to Shell's fomulation that produced less residue than other brands; testimonials from chauffeurs (1929-); an "Anti-Knock" campaign to launch Super-Shell Ethyl gasoline; "3-Energy Gasoline"; "Quick-Starting" (1933); "Super-Charged" (1934). Beginning in 1935, JWT coined the term "stop and go" to reflect research that showed 80% of all U.S. driving occurred within 25 miles of home, and th subsequent campaign featured cartoons from notable artists such as William Steig and J. Carver Pusey. During the late 1930s, Shell advertising took on the style of news features and a futuristic "City of Tomorrow" campaign with Norman Bel Geddes. In 1960, Shell moved its petroleum products advertising to Ogilvy & Mather, while JWT retained the account for Shell Chemical.
JWT represented Parker Pen off and on for over 50 years: in 1931; from 1941-1955; and from 1968 into the 1980s. Product launches include the Quink (Quick-drying ink pen) in 1931; the Parker 51, 1941-1942; the Superchrome, 1947; Systemark pen line, 1975; and a limited edition, numbered Bicentennial Pen that contained a wood chip from Independence Hall. In 1980 domestic advertising responsibilities were transferred to Stephan & Brady agency while JWT retained the international advertising account.
Dr. West's toothbrushes were introduced in 1921 and featured several innovations that later became the basic template for all modern toothbrushes: plastic handles, synthetic bristles that were tapered, a small curved brush head. JWT advertising and promotion emphasized these innovations and helped position Dr. West as the leading brand of toothbrush, commanding a nearly 50% market share by the 1950s. JWT was also active in the design of packaging and point of sale displays (store windows, sales counters and cabinets), creation of a line of toothbrushes for children, development of what is considered to be the first sales quota system in the drug business, and co-sponsorship with the American Dental Association of the first nationwide survey on toothbrush use. A Business Extenstion Department report called JWT's work on the account a "unique example of a long and close client-agency relationship...examples of actual agency participation at the planning and policy level."
Early campaigns included the slogan "distribution without waste" and a publication, the Safeway Farm Reporter, which ran from the 1930s to 1950. JWT also produced advertising for several Safeway brands: Brown Derby Beer, Lucerne Milk, Brentwood Eggs, and Manor House poultry products.
JWT and Schlitz were associated off and on for nearly 50 years. The association goes back to 1934, but from 1935-1955 JWT represented Ballantine. JWT regained the Schlitz account in 1956 and kept it until 1961 when the account transferred to Leo Burnett, which lost the account back to JWT in 1978. Notable campaigns include "Move Up to Quality--Move Up to Schlitz" (1958); "Beer Makes It Good--Schlitz Makes It Great"; "Go For It!" (1979). A 1979 joint sweepstakes promotion with the National Bowling Council, entitled "Strike It Rich," won widespread acclaim, and JWT's efforts in 1980-1981, including a live beer taste test that ran during the NFL playoff season, won advertising Age's award for Best Overall Media Plan. When Stroh Brewing acquired the Schlitz brand in 1982 and demanded an agency review, JWT resigned in protest.
JWT's Cincinnati Office had sought the USPCC account beginning in 1916, but negotiations faltered over JWT's refusal to produce speculative work, a position that formed the basis of Stanley Resor's business philosophy and ethic. Correspondence resumed in 1927 and continued for seven years before JWT was awarded the account toward the end of 1934. The Cincinnati Office managed the account until 1937 when it was transferred to the New York Office. Campaigns included promotion of the game of Pinochle (1935), specific promotions of Congress and Bicycle brand cards, and a series to help civil defense teams spot enemy aircraft during World War II. As television became more popular in the 1950s, advertising to re-emphasize card-playing as an enjoyable social activity.
JWT was responsible for advertising, publicity and public relations for U.S. Lines. advertising challenges were similar to those for Pan American Air Lines, in that both passenger travel and cargo services needed to be emphasized. U.S. Lines operated what were considered the flagships of the American merchant fleet during the 1940s and 1950s, the S.S. America, and United States, luxury liners with the latest in technology and amenities. JWT managed one of the longest testimonial campaigns for the carrier, which lasted from 1950 well into the 1960s, and oversaw the account during the switch to container cargo ships and the decline of ocean travel as air travel became more popular and affordable. JWT lost the account to Newmark Posner & Mitchell in 1969.
Absorbine Jr. was introduced in 1903 as a multi-use liniment useful for both muscle aches and athlete's foot. JWT's New York Office handled advertising in the U.S. while the Montreal Office serviced the Canadian market. During JWT's tenure on the account, Young also introduced Absorbine Veternary Liniment, formulated primarily for horses, and Hooflex, a hoof conditioner and dressing. A 1977 campaign featured dancer and actor Donald O'Connor.
JWT was active in the formation of the AAPCM, a trade group of major playing card producers. Original membership included Arreo Playing Card Company, Brown & Bigelow, E.E. Fairchild, the United States Playing Card Company, and the Western Playing Card Company. While the initial intent was for competing card manufacturers to band together to promote card playing activities, the group also undertook some card player advocacy. The group sponsored a survey of bridge players that ultimately forced the American Contract Bridge League to standardize their playing rules. It also undertook the first national survey of card playing in the United States, in 1941. In 1940 the organization helped create the National Intercollegiate Bridge Tournament which grew to include 6,000 participants from 180 colleges by 1959.
Association of American Playing Card Manufacturers
The Kellogg Company grew out of nutritional concerns that preoccupied the Kellogg brothers while they were working at Battle Creek Sanitarium. Requests for cereals from former patients prompted W.K. Kellogg to form his own business. First called Sanitas, then The Battle Creek Toasted Corn Flake Company, the company began manufacturing corn flakes and later other cereal varieties under the Kellogg's brand.
The Institute of Life Insurance was formed in 1938 after a resolution adopted at the annual meeting of the National Association of Life Underwriters to form a central source for information and public relations for the life insurance industry. JWT Vice-Chairman Henry Flower was instrumental in its creation. Initially, there were 76 members; membership grew to 160 by 1949 and eventually to include 90% of the life insurance businesses operating in the United States and Canada. JWT acquired the account in 1939; the first advertisements appeared in 1941. Early advertisements featured the Institute's president in a series of informal "Hindsight and Foresight" talks. During World War II, campaigns discussed wellness, inflation and family welfare. In the 1950s and 1960s, advertisement copy emphasized the importance of life insurance for heads of families, the general benefits of life insurance, and efforts to improve the image of insurance agents. The Institute also co-sponsored public-interest television programming during the 1960s. In 1975 the account was transferred to Grey Advertising.
Established in 1939 under the direction of Arno Johnson, then Director of Research, the Consumer Panel was a monthly report on U.S. consumer purchases. Originally the panel consisted of 400 non-farming families, but the scope was expanded to 2,000 families during its second year and grew to 5,000. Participants kept records of their household purchases and reported them to JWT's Research Department. The Panel was designed to provide an accurate depiction of middle-income consumer buying. Original criteria for Panel constitution included white, non-farming families, excluding the poorest 22% and the richest 3% of Americans, the result intending to represent what Johnson described as "the 75% of the population which buys 85% of all consumer goods." Data collected--price paid, brand, size, quantity purchased--was cross-checked against manufacturers' actual sales records in order to verify accuracy. Beginning in 1960 the Consumer Panel was transferred to the Marketing Research Corporation of America; also in that year, a Television Panel was instituted, in which 1,100 families kept a diary of their viewing history.
JWT handled advertising for J.B. Williams' products 'Lectric Shave, Aqua Velva aftershave, and Kreml shampoo. In 1956, JWT research led to a re-formulation of Aqua Velva with a new color and scent, and the "Ice Blue" redesigned packaging won Gold Medal and Best in Show awards from the Package Design Council.
The U.S. Brewers Association, a trade group, formed in 1862, and renamed as the U.S. Brewers Foundation in 1944, and continued under that name until its demise in 1986. JWT campaigns focused on the health benefits of beer, a"Good for You" slogan that remained in use 1945-1960, and encouragements to include beer with meals and socializing: "Beer Belongs" (1945-1958) and "Beer and Ale Belong with Daily Meals" (1964). A 1952 campaign described beer as "America's Beverage of Moderation."
Pan Am was begun in 1927 by a group of Word War I veteran pilots, originally flying routes in the Caribbean. They developed national routes in the 1930s, and turned to JWT in 1942 to promote their passenger and cargo services. JWT coined for the airline the slogan "The World's Most Experienced Airline" which remained in use for many years. Notable campaigns emphasized "around the world" air service, the "Jet Clipper" concept, computer reservation systems, and the launch of the Boeing 747 airplane. In 1967 JWT Account Supervisor Robert Weikart called the Pan Am account "the truest, bluest, all-woolest, 18-karat, international account at Thompson. They are truly global." Financial difficulties with the airline caused JWT to lose the cargo portion of the account in 1970, and the passenger account in 1978.
7-Up was invented by Charles Grigg in 1929 as a lemon-lime flavored patent medicine containing the mood enhancer lithium Citrate. Over time the recipe changed to the popular soft drink formula. JWT was initally awarded the advertising account in 1942 and held it until 1978, when the agency was dismissed in the wake of 7-Up's acquisition by Philip Morris. JWT's Chicago Office produced a number of notable campaigns for 7-UP, including "Fresh UP" (1950s), "Wet 'n' Wild" (1960s), the Uncola (1967) and Un Do It (1977). JWT also participated in the launch of Diet 7-Up and the rollout of disposable liter and half-liter bottles, the first in the U.S. soft drink industry. 7-Up had a significant presence at the 1964 World's Fair, constructing the 7-Up pavilion complete with 110-foot clock tower and the "International Sandwich Garden." JWT's "Uncola" campaign has been recognized as one of the most memorable in American advertising history; the longevity and appeal of the campaign is borne out by N.W. Ayer, JWT's successor agency at the brand, resurrecting the Uncola campaign in the 1990s.
Mentholatum's "Deep Heat" Rub was developed in 1953 and nationally distributed by late 1954. Originally serviced by the New York Office, in 1972 the account transferred to the Chicago Office. Mentholatum moved its advertising account to Jordan Case & McGrath in 1981 over a conflict with JWT's Absorbine Jr. account with W.F. Young.
JWT serviced the Garrett corporation through several modes of corporate organization over a relationship that lasted nearly 50 years. The Signal Gasoline company was established in 1922 and served the U.S. west coast markets. Beginning in 1942, JWT produced corporate advertising for Garrett, mainly out of the Los Angeles Office. JWT maintained the relationship when Garrett merged with Signal in 1964 to become Signal Oil and Gas. Garrett was a subsidiary of Signal Companies (SCI) in 1977 when JWT was awarded the corporate advertising account for all of SCI. In 1985 the Allied Corporation merged with SCI to form Allied-signal and retained the services of JWT through 1989.
JWT was instrumental in the creation and continuation of the Ad Council. Beginning in 1939, James Webb Young began making contacts and organizing meetings to organize the advertising industry to handle public relations campaigns aimed at generating support for humanitarian and other activities associated with the war in Europe. In April 1941 Stanley B. Resor, then president of the J. Walter Thompson Company (JWT), outlined the advertising industry's role in the coming conflict. In an article published in New York City Sunday newspapers, he spoke of advertising agencies' two goals: to keep consumers purchasing goods in order to help offset war expenses, and to relate the "truths" behind the government's policies and programs. These activities led to the establishment of the War Advertising Council in 1942. Advertising campaigns that supported the war effort were designed by the War Advertising Council and approved by appropriate U.S. government agencies during World War II. Actual advertisements were in turn sponsored by various businesses that would often add their company name to the advertisements. With the support of clients such as Kraft, Chesebrough-Pond's and the U.S. Brewers Associaion, JWT also blended product advertisements with national homefront messages. JWT was also responsible for recruitment material for the U.S. Marine Corps Women's Reserve (USMCWR) and efforts to recruit women into war production industries. After the end of World War II, The War Advertising Council continued to produce public service campaigns. The name changed to the Advertising Council, more popularly known as the Ad Council.
The Ford Dealer Association (FDA) formed in 1933 to translate corporate marketing strategies to the realities of local and regional markets. The FDA was organized into regional districts and metropolitan area committees, and a Ford Dealer Advertising Fund was established to create advertisements that would create a middle ground between the factory and individual dealerships. After JWT won the Ford account in 1943, the agency began to approach the FDA beginning in 1944. JWT signed the Atlanta area committee in August, 1944, and quickly added other localities and metropolitan areas. local and regional campaigns include "Ford Fever," "Texas, Ford and You," "Test-Drive It Today at Your Ford Dealer's," and seasonal and model-year-end clearance promotions. JWT developed a Regional Advertising Group, and currently represents 85% of Ford's dealer network.
Relations between Ford and JWT go back to the early 1900s; JWT held the Ford advertising account briefly around 1910-1911 and over the years several former JWT staffers took positions at Ford. In August, 1916, Stanley Resor wrote to C.A. Brownell, former executive at JWT who was then working at Ford, to announce Mr. Thompson's retirement and to congratulate Ford on their new car, describing it as "one of the most conspicuous recognitions on the part of a big manufacturer, of the value of beauty in commercial life." In 1942 John Thompson of the Ford News Bureau (and a former JWT executive) sought to set up a meeting between the automaker and JWT. Correspondence continued through 1943. In November 1943 Bob Collier of Ford wrote Danny Danker at JWT Hollywood: "Neil Ryan and Henry Stanton (both of JWT) are due here tomorrow. Out of this conference, many interesting things may transpire." JWT had actually been courting Chrysler when Ford indicated their interest. JWT acquired the Ford account in December 1943, and opened with a campaign slogan "There's a Ford in Your Future" which appeared in 1945. The account was originally serviced by the Chicago office, and moved to New York in 1945 before transferring to Detroit, where it remains today. JWT would help Ford launch the 1949 Ford (the first complete redesign of an automobile in the postwar era), Thunderbird, Mustang, Taurus, Explorer, Ranger and Escort, among others. The Mustang launch marked the first ever advertising "roadblock" when JWT bought media time on all three broadcast networks to announce the new car. Notable campaigns include "Better Idea," "Have You Driven a Ford Lately?" and "No Boundaries." Ford campaigns have featured prominent artists including Charles Schultz and Howard Scott. In 1999, JWT executed the first global advertising roadblock with their "Global Anthem" campaign. Currently JWT participates in Team Detroit, a multi-agency global communications collaboration. The success of Ford's brand and marketing strategies allowed Ford to be the only one of the Big Three U.S. automakers to refuse bailout funding after the economic downturn of 2008.
JWT acquired the Reader's Digest account in 1945. In 1957, a booklet entitled "Lasting Ideas," a collection of quotations from prominent people that was intended for limited release through trade magazines and national newspapers, turned into an unexpected public relations success when overwhelming calls for reprints forced a second printing. JWT began the magazine's first television campaign in 1959, which developed into a series of teasers that featured dramatizations of articles appearing in the latest edition of "The Digest" and prompted readers to newsstands. The advertising campaign was cited in 1959 by the International Advertising Association for its contribution to international publishing. By the 1960s Reader's Digest boasted an international audience of 65 million readers across 125 countries and 13 languages, and had the largest television advertising budget of any publication. Upon co-founder Lila Wallace's death in 1984, management changes at the magazine led to the termination of its association with JWT.
In 1945 75 of 84 Blue Cross Association's regional plans voted to assign local newspaper responsibilities to JWT. JWT produced Blue Cross's national campaign beginning in 1955, but resigned in 1965 while retaining regional advertising duties. The national account returned to JWT in the 1970s. Blue Cross and the Blue Shield Medical Care Plans merged in 1982 to become Blue Cross/Blue Shield.
JWT represented Douglas Aircraft from 1946 until its merger with McDonnell Aircraft to form McDonnell Douglas in 1967. JWT produced corporate advertising in print and television as well as public relations services. During JWT's tenure, McDonnell Douglas produced a number of iconic commercial and military aircraft, including the Vietnam-era F-4 Phantom, the Saturn rocket, DC9 and DC10 commercial jets, the Tomahawk Cruise Missile, and the F-15 Eagle which was one of the most publicized aircraft of the Gulf War. JWT successfully repositioned the DC10 for positive consumer perception after the plane was grounded in 1979 for a series of crashes and equipment failures. JWT's 1982 campaign "A Missile for All Seasons" changed perceptions over concerns about the limitations of then-new cruise missiles. JWT won the advertising and public relations account for the A-12 tactical plane in 1986 and the LHX helicopter in 1988. In 1989, after McDonnell Douglas had won the contract for NASA's Space Station, JWT's public relations campaign was instrumental in boosting public support for continued government funding. The late 1980s and early 1990s saw increased competition among commercial aircraft builders and a decline in military spending, especially after the conclusion of Gulf War activities. After several years of struggling finances, McDonnell Douglas put its advertising accounts into review in 1995, eventually awarding them to McCann-Erickson. Two years later, in 1997, McDonnell Douglas merged with Boeing.
The Hour Glass was the first sponsored televised variety show, for Standard Brands and broadcast by NBC. Some episodes featured ventrloquist and comedian Edgar Bergen, one of the first radio personalities to make the transition to television. In 1947 the first dramatic television series, the Kraft Television Theatre, appeared, also by a JWT client.
A 100 million dollar agency
JWT became the first advertising agency to record $100 million in billings.
Edward Bohde (Ted) Wilson (1920-) joined JWT in 1947. He served as Managing Director of the Chicago Office (1971-), President and Chief Operating Officer (1974-) and Chairman (1975-) before retiring in 1977.
JWT's association with the Marine Corps in some ways is as old as the agency itself. James Walter Thompson served in the Marines during the Civil War, and many JWT staff over the years have been former Marines. In 1941 the Marine Corps commissioned JWT to conduct a survey of urban and rural youth to gauge attitudes toward the Corps. JWT was awarded the Marine Corps advertising account in 1947, initially for "counseling services" and later on for advertising and public relations, and has maintained the relationship since. In 2012 Tobei Arai, group account director at JWT said that the "relationship between JWT and the Marine Corps endures because of a cultural understanding between the two organizations." JWT has produced campaigns for the Marine Corps that centered around iconic slogans, such as "A Few Good Men" (1970s) that achieved over 90% recognition and recall rates in research surveys, and "The Few, the Proud, the Marines" in the 1980s.
JWT was awarded the account for North American advertising in 1948 and for worldwide advertising responsibilities in 1966. During the late 1960s, a "limerick" campaign for New Holland farm equipment bucked an industry-wide trend of advertising and marketing agricultural machinery like industrial products by using memorable humor to connect with farmers as consumers. A bicentennial-period campaign (1974-1976) included a poem "A Farmer's Creed" that generated widespread outpouring of public praise, unsolicited letters and requests for reprints.
Northwestern Mutual was founded in 1857 in Wisconsin. JWT's developed a "Faces of Destiny" campaign for the company, a testimonial series featuring prominent businessmen photographed by noted photographers such as Yousuf Karsh. The campaign ran for nearly 20 years. Northwestern Mutual's first television campaign was as a sponsor of the 1972 Summer Olympics, and marked the beginning of the insurance company's focus on the sports-viewing demographic, where a long-running campaign positioned the firm as the "Quiet Company." "We're a Tough Act to Follow," a campaign theme that began in 1980, ran in print, radio and television, including spots during the Super Bowl in 1984. In 1989, advertising leading up to the 1990 Super Bowl included headlines "Don't Watch the Super Bowl" and "Super Bowl Party Kit."
Northwestern Mutual Life Insurance Company account
JWT was initially awarded the international account for Champion in 1949, as Champion's domestic agency, McManus, lacked sufficient international operations capability. JWT won the domestic account in 1955. In 1961 the Detroit Office was asked to take over Canadian advertising responsibilities.
Don Johnston (1927-) began working at JWT as a trainee in the mail room. He became a manager at several international offices and served as President and Chief Executive Officer (1974-) and Chairman (1978-) before retiring in 1987.
Quaker pulled the Aunt Jemima account from JWT in 1935, but reassigned it to the agency in 1953 after a period of steadily declining sales. By the 1950s, pancakes had been stigmatized as old fashioned and high-caloried, which ran counter to prevailing fashions for modern convenience and diet-consciousness. JWT campaigns during the 1950s and 1960s resurrected the "Aunt Jemima legend," which had been abandoned in advertising since the 1930s, while promoting innovations such as the "shaker" method of preparing pancake mix along with frozen varieties of pancakes and waffles. During the 1970s and 1980s, JWT added responsibilities for other Quaker acquisitions, such as Ken-L-Ration pet foods and Fisher Price toys.
Dan Seymour (1914-1982) moved from Young & Rubicam to become the head of JWT's Radio-Television Department in 1955. Previously he had worked in radio, and was the radio announcer on Orson Wells' original "War of the Worlds" broadcast. He served as President (1964-), Chief Executive Officer (1967-) and Chairman (1972-1974).
Stephen King (1931-2006) was one of JWT's great theorists and visionaries responsible for JWT and in particular the London Office to enjoy its longstanding reputation as the "University of Advertising." He joined the London Office in 1957 in the Marketing Department and created and headed several groundbreaking departments: Advertising Research Unit (1964); New Product Development Unit (1966); Account Planning Department (1968). His ideas, expressed through speeches and numerous published writings, helped JWT develop innovative account planning tools, from the T-Plan to the Thompson Way. King served as head of the Development Unit (1976-), Director of Research and Development (circa 1983); and Chairman of Market Research Bureau, International (MRBI). He was elected to the Board of Directors in 1986. After his retirement in 1988, King served four years on the Board of Directors at WPP.
According to the Wisconsin Historical Society, JWT ran a jingle contest in 1962 which was won by Richard Trentlage of Adver/Sonic Productions in Chicago. Commercials featuring "I Wish I Was An Oscar Mayer Weiner" began running the following year, and continued well into the 1960s. The "Weiner Song" became a radio hit and a staple of high school marching bands. Another jingle campaign appeared in 1974, featuring then-4 year old Andy Lambros singing the song "My Bologna Has a First Name, It's O-S-C-A-R" penned by Mike Williams. The bologna campaign ran through the 1970s in various forms. In 1973 a series about food and health won an Award for Excellence in television from the Society for Nutrition Education and Family Health Magazine. JWT produced advertising for a number of other Oscar Mayer products, including Claussen Pickles, Stuffin' Burgers, and Lunchables. The Oscar Mayer brand was acquired by Kraft Foods in 1989; the account was reassigned in 2007 during a restructuring of brand strategy by Kraft.
Henry Schachte (1913-1991) joined JWT in 1963, coming from Lever Brothers where he had served as Advertising Vice President. Schachte served as Executive Chairman of the Review Board (1963); Board of Directors (1964); Manager of the New York Office; Chairman of the Executive Committee (1969-); President and Chief Operating Officer (1972-1973) before his retirement at the end of 1973. He is credited with reinforcing a sense of market discipline and pragmatism from his experience in packaged goods marketing. He was quoted in his New York Times obituary as saying in 1971, just prior to his ascendence to President: "We are rapidly developing a new breed of futurists who peer into the future and come up with visions that vary from apocalyptic to paradisaical."
Wayne Fickinger (1927-) joined JWT Chicago as an Account Supervisor, a position he had previously held at McCann Marschalk. He served as Vice President (1965), Executive Vice President (1972), Managing Director of the Chicago Office (1973), Board of Directors (1973) and President of JWT New York (1978) before being named President and Chief Operating Officer of JWT in 1979. He retired in 1982, and became Vice Chairman of Bozell & Jacobs in 1984. A specialist in packaged consumer goods, Fickinger worked on accounts for Alberto-Culver, Simoniz, Parker Pen and Gillette while at JWT.
Rena Bartos left McCann-Erickson and joined JWT in 1966 as head of Creative Research. She was promoted to Senior Vice President in 1977. Her 1982 publication "The Moving Target," was a groundbreaking study of women as consumers that paved the way for numerous other studies of ethnic, gender, lifestyle and age-group consumer groups. Bartos retired from JWT in 1987 to form the Rena Bartos Company, a research firm. The same year, Bartos was inducted into the Market Research Hall of Fame. A follow-up book, "Marketing to Women Around the World," was published in 1988.
The American Gas Association is an interest and advocacy group formed in 1918 to promote natural gas and represent the collective interests of natural gas utility companies. Public relations work was handled by JWT subsidiary Brouillard Communications and was their largest client during the 1980s.
Burton Manning joined the JWT Chicago Office in 1968 as a copywriter, and rose to head that office before becoming head of JWT USA in 1980. He resigned in 1986, but was rehired the following year after the acquisition of the agency by WPP. Manning served as Chairman and CEO of JWT Worldwide from 1987 until his retirement in 1997, the first former Creative Director to head the agency. He was elected to the Advertising Hall of Fame in 1998.
Charlotte Beers joined JWT's Chicago Office in 1969. She was promoted to Senior Vice President in 1973, becoming the first woman to hold that position and the highest ranking woman at JWT to that date. Beers was named Director of Client Services in 1974 and remained until she resigned in 1979 to become Managing Partner at Tatham Laird Kudner. She was named "Ad Woman of the Year" in 1975 by the Women's Ad Club. Beers would go on to become CEO of Ogilvy & Mather before returning to JWT as Chairman in 1999. She served as Undersecretary of State for Public Diplomacy 2001-2003 and was inducted into the Advertising Hall of Fame in 2009.
Peter Schweitzer joined JWT in 1975 as Management Supervisor on the Warner-Lambert account at JWT New York, but is best remembered for his long service and devotion to the Ford account and the Detroit Office. Elected to the Board of Directors in 1986, Schweitzer became President, Chief Operating Officer (COO) and Worldwide Head of the Ford account in 1993, but relinquished the title of COO the following year to stay in Detroit and manage Ford's global advertising. Upon the retirement of Chris Jones, Schweitzer took over as CEO of JWT in 2001. He was named Chairman of JWT in 2004 but announced his retirement at the end of the same year. He became Chairman Emeritus in 2005.
Burger King was a fast-service limited-menu restaurant subsidiary of the Pillsbury Company when JWT acquired the account in 1976. Early campaigns highlighted key attributes of the Burger Kink experience such as food quality, specialty sandwiches, a variety of menu options, fun and friendly atmosphere, prompt service, and value for your money. Notable slogans included "Make It Special" which highlighted a family friendly atmosphere. JWT also launched several cross-promotional campaings including one for Star Wars in 1978. In 1981 JWT planned a new campaign coined in a 1981 memo as "Battle of the Burgers." A pioneering campaign, the "Battle of the Burgers" centered around direct comparisons of various aspects of Burger King's food and service model versus those of their competitors. Subjects of the test were asked to compare taste, size, appearance, juiciness, flavor of the bun, broiling versus frying, and participate in a blind taste test. The campaign and response from Burger King's competitors became a cultural phenomenon commonly referred to as the "Burger Wars." Although JWT lost the account in 1986, Burger King's average store sales grew %145 during that time.
Joseph O'Donnell (1942-) began work with JWT as an account representative in the New York Office. He managed the Detroit and Chicago offices before being elected Chairman and Chief Executive Officer in 1986. He was fired in 1987 during a period of internal turmoil and later served as CEO and Chairman of the Campbell Mithun Esty agency.
Stockholders approved the creation of a holding company, JWT Group, consisting of the J. Walter Thompson Company, Hill & Knowlton and Lord Geller Federico & Einstein. JWT Group was listed on the London Stock Exchange in 1983 and the Pacific Stock Exchange in 1985.
A joint project between JWT and Adams-Russell, the Cable Shop was an interactive shopping information service whereby cable subscribers called a Personal User Number to request specific advertising messages that lasted 3-7 minutes.
Christopher Jones (1956-) joined JWT in 1984 and was named co-President and Chief Executive Officer of JWT Worldwide in 1996, the youngest ever to head the agency and the first non-American CEO there. Jones retired in 2001 due to illness and returned to England. In 2002 he joined Motion Equity Partners and was named to the Board of Directors of Forbes in 2010.
In 1995 JWT launched an interactive website under the theme "It's a World." The ambitious site was largely the work of the San Francisco Office and was intended to highlight the media and technical abilities of JWT operations, rather than to merely display a gallery of the agency's current work. The website featured online games, client information, links to JWT offices (the corporate site was intended as a hub to which each office's site would link to form a corporate network), and information about the agency and its history. JWT was also an early adopter of the Intranet to facilitate internal communications. JWT's digital media expertise dates as well to the early 1990s. The agency's e-branding and communications capabilities has continually expanded: in 2000 JWT acquired and combined digital experts Coolfire Interactive and Imaginet; Imaginet, ThompsonConnect, digital@jwt, and other operations were melded to form the Relationship Marketing Group, or RMG Connect in 2005; RMG Connect relocated to JWT's Minneapolis Office in 2009; JWT acquired San Diego-based Digitaria in 2010 and rebranded the Minneapolis Office as Digitaria Minneapolis in 2012. Ex-Republic Family CEO David Eastman became JWT's first Worldwide Digital Director in 2008.
Bob Jeffrey joined JWT as President of the New York Office in 1998, coming from Lowe & Partners where he had been Executive Vice President and Managing Director. He served as President of JWT USA (2001-) before being named Worldwide CEO in 2003. He announced his retirement in November 2013, naming Gustavo Martinez, former President of McCann Worldwide, as his successor.
Adweek magazine credits Bob Jeffrey with coining the phrase "billion dollar startup" around 2003 to emphasize a new direction at JWT: an attempt to develop the kind of entrepreneurial spirit that animated smaller agencies. In 2004 JWT hired Rosemarie Ryan as President and Ty Montague as Co-President and Chief Creative Officer of the New York Office in an effort to revitalize the agency's creative direction (the two were later promoted to co-head JWT North America). The agency formally changed its name from The J. Walter Thompson Company to JWT in 2005 and issued an agency-wide program called the "Creative Partnership Contract" outlining a set of principles intended to focus creative efforts. It was the first agency-wide doctrine articulated at the agency since "Thompson Total Branding" (TTB) in 1996, but where TTB maintained the agency's traditional account management orientation, the Creative Partnership emphasized the creative side of advertising.