Shaun White's Business is Red Hot

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Photograph by Martin Schoeller

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Photograph by Martin Schoeller

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Inside the White House

His instinct for pushing sponsors into new ideas and new territory is becoming part of White's value. He worked with Oakley to create its first signature goggle, which quickly became a best seller, and today, the company's top athletes all have goggle and sunglass models. Similarly, when HP decided it wanted to connect to the youth market, it saw White as a logical choice to star in the first of what it hoped would be a series of commercials. "This first ad was very difficult because we had to explain what this thing was going to be," says HP marketing VP David Roman, describing what became the "Hands" campaign. "We were saying, 'We're going to show who you are by what's on your computer and have all these graphics and animations, and you're just going to stand there and move your hands and it will all come together.' It was an act of faith. Shaun got it immediately."

The campaign eventually featured Jerry Seinfeld, Serena Williams, Jay-Z, and Pharrell Williams. "We've done 10 of those commercials and Shaun White got the biggest pickup of all," says Roman. When asked about the experience, White just laughs. "They had this hand stunt double for me in case I couldn't do it," says the first person to pull a 1260 (three-and-a-half rotations) at the Winter X Games. "It was hilarious."

As a mogul in training, the White mantra is to keep it light. But as his medals pile up -- and as his various ventures post big numbers -- getting him to sign on has become an increasingly high-stakes moment for his pursuers. In the run-up to NBC's new Winter Dew Tour last December, for example, the mood at 30 Rock was tense. "It was really important to get a commitment from Shaun," says Kevin Monaghan, a senior vice president at NBC Sports. "I remember telling Dick Ebersol [NBC Sports' legendary chairman] when White had signed on and was going to appear. Dick said, 'He has to appear. It can't be called the best winter tour if you don't have the best athlete.' "

But the easiest way to calculate White's commercial draw may be to listen to video-game maker Ubisoft. "We wanted to move our portfolio to include sports and create a snowboarding product," says Tony Key, SVP of sales and marketing. "Our only condition was to get Shaun White attached to the project. If he signed on, our plan was to build a billion-dollar franchise. If not, we wouldn't pursue it."

During our long lunch, Jesse and Shaun finish each other's sentences and follow random thoughts to illogical conclusions. Blood wicking evolves into an imaginary album title and often ends their sentences as a kind of exclamation point. "I would not have gotten where I am if it wasn't for Jesse," says Shaun in a serious moment. "There are so many people who want to pull you in the wrong direction. Jesse keeps me straight."

The red neon sign of Hollywood's Roosevelt Hotel casts a monochrome glow over a rooftop party after the X Games last August. Mark Ervin, White's agent, is wearing jeans and a dress shirt, tails out, and sipping a Budweiser. Even though his client didn't win the vert skateboarding competition earlier that day, he's in a fine mood. He should be.

Seven years ago, while primarily representing skiers at IMG, Ervin was advising Target on how to gain access to the action-sports world. His recommendation was simple: sponsor Shaun White. On this night, that part of White's life is coming full circle and expanding in a widening gyre. Throughout the packed crowd of attractive Southern California skate groupies, pieces from the Shaun White 4 Target collection can be seen on various members of the White inner circle. "When Shaun and his mom approached me to represent him, my only hesitation was whether I could devote the time it would take to do it properly," Ervin recalls. "Even back then, I believed what was possible for him."

The two met for lunch at an Italian restaurant on Pacific Coast Highway to discuss working together. Was it weird to be a 31-year-old man talking to a kid about managing his career? "Shaun makes that part of the equation easier," he responds. "He's spent so much time with adults that he was more articulate than half the people my age." Ervin was surprised to find a 15-year-old who could make him laugh. He also saw how driven White is. "I knew Shaun well enough and what his expectations were going to be. He was the perfect storm: a prodigy in two sports, plus a magnetic personality in front of the camera. I also knew that he would hold up his word." Bemused at how easily it all went down, Ervin laughs, "He and I shook hands, and I never looked back."

There's a calm about Ervin that must appeal to White. He's no Ari Gold. And he refuses to slag any of the proposals he has received for Shaun, including the Flying Tomato routine from Heinz: "Look, it's fun to see corporate America embrace a kid like Shaun, and I appreciate that these people are willing to step up, even if the idea is totally wrong for him.