Napkins for the hospitality industry: differences between Tissue, Airlaid and Novotela. Which one to offer each customer.

Choosing the right naplets for the hospitality industry is no small matter. In the HORECA channel, this product directly influences the perception of quality, profitability per service, and the establishment’s positioning.

For a distributor, it also represents more than just a sale: it involves defining margin, turnover, portfolio segmentation, and value proposition compared to other competitors in the market.

Tissue, Airlaid and Novotela are not competitors: they respond to different needs and different business models. Understanding their differences allows you to better advise each establishment and transform a product sale into a consultative sale.

In this guide, we analyze the main types of napkins for restaurants, what each material offers, and when to recommend each option within a professional portfolio.

Types of Napkins for the Hospitality Industry: How They Are Classified

Before analyzing each material, it’s important to understand that professional napkins can be differentiated by:

• Manufacturing Material (Tissue, non-woven fabrics such as Airlaid and Novotela)
• Weight and Number of Plies
• Format and Size (20×20, 30×30, 40×40, corner-to-corner, etc.)
• Placement on the Table (functional, classic premium, premium distinction)

The right choice depends not only on price, but also on the type of establishment, its average transaction value, and the experience it wants to offer.

1️⃣ Tissue napkins for the hospitality industry: functionality and high turnover

BASIC PAPER NAPKINS  LA PAJARITA | MAPELOR

Tissue napkins are the most widespread choice for the hospitality industry in restaurants and catering establishments.

What is Tissue?

Tissue paper made from pressed and dried cellulose fibers. Available in one, two, or three ply, in multiple sizes and colors.

When to recommend Tissue napkins?

• Bars and cafes
• Casual dining
• Fast food
• Catering establishments
• Businesses with high turnover

Advantages for the distributor

• High turnover
• Competitive price
• Wide variety of sizes (20×20, 30×30, 40×40, corner-to-corner…)
• Ideal for recurring sales

👉 Tissue napkins for the hospitality industry

Professional conclusion:
Tissue is the optimal solution when the customer prioritizes cost per service and volume.

2️⃣ Airlaid Napkins for the Hospitality Industry: Premium Image Without Laundry

AIRLAID BASIC NAPKINS LA PAJARITA | MAPELOR

Airlaid napkins for the hospitality industry represent the premium segment of paper products.

What is Airlaid?

A material manufactured using air technology that distributes the fibers without a wet process. The result is a product with a feel, body, and drape similar to cloth.

When to recommend Airlaid napkins?

• Mid-to-high-end restaurants
• Hotels
• Catering and events
• Establishments looking to elevate their image

Strategic advantages

• High absorbency
• Excellent wet strength
• Elegant image
• Cost-effective alternative to cloth (no washing, replacement, or management costs)
• Customization options available

👉 Airlaid napkins for restaurants and events

3️⃣ Novotela Napkins for the Hospitality Industry: Textile Feel and Premium Differentiation

NOVOTELA SAHARA NAPKINS LA PAJARITA | MAPELOR

Novotela napkins for the hospitality industry represent a premium solution within the non-woven material category.

Novotela is a high-strength non-woven material that offers a superior visual and tactile experience compared to conventional paper, with a softer texture and a more natural drape on the table.

Key Features::

• Very similar to fabric feel
• Greater body and consistency
• Excellent dry and wet strength
• Good absorbency
• Elegant and distinctive image

When to recommend Novotela napkins?

• Mid-to-high-end restaurants
• Modern culinary concepts
• Establishments that want to project a more refined image
• Businesses seeking a premium alternative to Airlaid

Commercial Argument for the Distributor

Novotela allows businesses to elevate their positioning and differentiate their catalog.

It doesn’t compete on price: it competes on experience.

👉 Novotel napkins for the hospitality industry

Differences between Tissue, Airlaid and Novotela: a professional comparison

How to Use This Information to Strengthen Your Value Proposition

For a professional distributor, the key is not selling a single type of napkin, but building a balanced and segmented portfolio.

Practical Recommendations:

1. Segment your customer base by positioning.
2. Associate each material with a business model.
3. Avoid competing solely on price.
4. Use the argument of experience and perception.
5. Train your sales team in technical criteria, not just pricing.

When the distributor advises, they build loyalty.

When they only sell on price, they reduce margins.

Frequently Asked Questions about Napkins for the Hospitality Industry

What type of napkin is best for a restaurant?

It depends on the establishment’s positioning. Tissue is ideal for high volume, Airlaid for a classic premium image, and Novotela for modern differentiation.

What is the difference between Airlaid and Novotela?

Both are premium materials with a fabric-like feel, but Novotela offers a distinctive texture and drape among nonwovens, while Airlaid is more established as a direct alternative to textiles.

Do Airlaid napkins replace fabric?

In many cases, yes, as they eliminate laundry and management costs while maintaining a high-quality image.

Which hospitality napkins should you add to your catalog?

The most profitable strategy isn’t to choose just one option, but to build a balanced portfolio:

• Tissue → high volume and turnover
• Airlaid → classic premium positioning
• Novotela → innovation and differentiated sustainability

If you want to expand your catalog with solutions tailored to each segment of the Horeca channel, we can help you define the optimal range for your market and customer profile.

👉 Discover all our hospitality napkins
👉 Contact our team for professional advice