The cost of a salon towel

A quoted price per piece is the end of a chain of decisions. If the price is higher than expected, one of these six variables is usually responsible — and it is worth knowing which one before asking for a discount that has to come out of quality.

1. Basis weight

The heaviest single cost driver, because it is material. Raising basis weight buys absorbency and durability; lowering it buys price and softness. There is no free direction here, only a trade.

2. Fibre blend

Polyester, viscose and cotton move independently of each other in price, and they behave differently: polyester holds strength when wet, viscose and cotton absorb faster and feel softer. A blend change at the same basis weight can shift cost and performance at the same time.

3. Cut size

Smaller pieces use less material, but only if the cut still fits the job. A towel that is too short for a turban wrap gets used two at a time, which costs more than the larger size would have.

4. Surface treatment

Embossing and perforation add converting steps. Perforation also removes material, so a perforated towel at the same nominal weight is a slightly lighter towel.

5. Fold

Folding is machine time, and machine time is cost. An unusual fold that suits a specific dispenser is usually worth paying for once; an unusual fold chosen by accident is paid for on every carton.

6. Pack format and print

Film, print colours, plate or cylinder cost, and packing speed all sit in this line. Print tooling is a one-off, so its cost per piece falls with volume — which is why a larger first order can be cheaper per piece than a smaller one with the same artwork.

How to use this list

Decide which two variables the customer will actually notice — usually absorbency and hand-feel — protect those, and negotiate on the rest. A supplier who will not tell you which variable your price is coming from is not giving you a quotation, only a number.