Business News
The Hidden History of Horsepower
Most Brilliant Sales Pitch in Marketing History
Written by: Paul Bloodsworth
Novermber 12, 2025
[5 minute read]
INTRODUCTION
Horsepower is a word we throw into conversations without a second thought—boasting about a car's '600 horsepower' engine with excitement. But stop and reflect: Why do we call it, 'horsepower'? Not something like 'tiger strength' or 'bear force'? It's peculiar, isn't it?
Allow me to guide you through a fascinating historical detour, as this isn't merely an odd way to quantify energy; it's a brilliant sales strategy that offers valuable insights into persuading others on tough ideas. In these pages, we'll explore where horsepower came from, its role in fueling industrial progress, and its enduring wisdom on effective messaging—particularly useful for professionals in finance.
Watch the video: It'll make you think...
You've got amps, newton, kelvin, volt, hertz, ohm, watt, joule, faraday, and even pascal... All named after the scientists.
But why do we call this one "horsepower?"
The 18th Century Mines
Envision the setting: Late 1700s Scotland, with coal pits shrouded in gloom and despair, much like a foggy dawn. Horses—robust and dependable creatures—served as the primary force, dragging loads of coal from deep underground. Operators valued them highly, yet the maintenance was burdensome: constant feeding, sheltering, and those unexpected health costs that could strain finances severely.
Enter the steam engine, a promising breakthrough. However, initial models were flawed—wasteful and awkward, akin to a kettle attempting to drive heavy machinery.
Designs such as Thomas Newcomen's functioned by pumping steam into a chamber and cooling it with water sprays to form a vacuum, drawing the piston downward. The drawback?
Every operation chilled the whole chamber, squandering vast amounts of heat just to warm it up again. It got the job done, but at a steep price in fuel—devouring coal reserves at an alarming rate.
Thomas Newcomen steam engine model
Image - Linda Hall Library
Watt's steam engine added a separate condenser
James Watt: The Engineer's Epiphany
Step forward James Watt, a clever Scottish inventor whose intellect was as keen as a blade. During the 1760s, as he fixed a Newcomen model, Watt experienced a breakthrough realization. He pinpointed the waste from repeated temperature swings. His fix? An independent cooling unit—a dedicated space for steam to condense away from the primary chamber.
This adjustment transformed everything. Maintaining warmth in the cylinder and chill in the condenser meant Watt's version consumed roughly two-thirds less coal for equivalent—or greater—output. It revolutionized sectors dependent on draining flooded mines. Yet innovation by itself rarely closes deals; Watt had to persuade wary operators to adopt his novel device.
The Birth of 'Horsepower': Speaking Their Language
The challenge: How to sway these tough mine bosses to abandon their trusted horses in favor of a noisy, vapor-spewing gadget?
Their mindset revolved around horses—it was their standard for capability. Watt, astute as ever, knew he had to communicate in terms they understood. Thus, he coined 'horsepower.'
Observing equine labor, he calculated and defined it: One unit of horsepower means raising 33,000 pounds by one foot within a single minute—essentially matching a solid horse's steady performance, without pauses for rest or feed. Brilliant move!
He could now declare, 'Sirs, this machine matches the effort of ten horses!' Gone were the hassles of cleaning stalls or dealing with animal illnesses. The bosses immediately connected, feeling the appeal deep down.
A Psychological Sleight of Hand
Watt's inventions sold rapidly, and before long, horsepower became the universal standard. It persists today, from vintage locomotives to high-end vehicles. At its core, though, it's less about calculations and more about recasting the unknown in everyday terms. A clever mental trick that converts doubt into enthusiasm.
Absent this approachable measure, Watt could have been mired in discussions of heat dynamics and pressure voids—concepts likely to bore even the most attentive listeners.
Applying the Horsepower Principle to Financial Services
There it is—horsepower as a savvy promotional tactic from centuries past. This narrative offers a tasty analogy for the realm of financial advising.
Why overwhelm prospects with technical lingo such as ROI forecasts, compounding percentages, withdrawal penalties, income levels, or portfolio balancing metrics? That's akin to hawking a steam machine by listing furnace details! Instead, build trust boldly, position yourself as the dependable navigator.
Phrase it like: 'It's my job to obtain and understand the complexities of portfolio management and tax efficiency; It's your job to trust me to be the expert. If that's your aim, count on me to deliver.' This embodies the horsepower approach: Render it accessible, render it compelling.
Conclusion
These obscure anecdotes are delightful—they spark reflection, right? Horsepower's origins illustrate how groundbreaking ideas frequently require compelling narratives to gain traction.
Be it an inventor like Watt or a modern financial expert tackling volatile economies, the essence lies in linking intricate details to straightforward understanding. Craving additional accounts of cleverness? Check out the video and share the story, and stop complicating the sales process.