I cannot really imagine why would somebody spend money on a hardware wallet that always stays offline / out of reach. But maybe my logic is broken, I don't know.
Ease of use, I guess.
It is much easier for a newbie to plug in a hardware wallet and use it without making a mistake, than it is to set up and airgapped or paper wallet.
With both an airgapped machine and a paper wallet, to set them up properly you need some degree of technical competence. With airgapped wallets, you need to be able to remove the WiFi adapter from the computer, and learn how to set up a watch only wallet and transfer transactions back and forth with QR codes. With paper wallets, you need to be able to produce a secure source of entropy, avoid malware attacks on your computer and printer, and learn about how to properly spend from paper wallets so you don't lose the change. There's no great resource that talks a complete newbie through these steps one by one.
For an airgapped machine you also need, well, a machine. If you don't have an old laptop lying around, then not many people will buy an entire computer just to use as a wallet. Raspberry Pi or similar are an option, but again, the learning curve is much more steep* than with a hardware wallet.
With a Trezor or a Ledger, you can just plug it in and go. They come with an instruction manual and a website with very basic step-by-step instructions to follow. They are relatively difficult to do something catastrophic on, short of not checking your transactions and being a victim of clipboard malware, whereas it is relatively easy to accidentally send your funds from a paper wallet to an address you cannot access, for example.
I use a mobile wallet for day to day spending, a hardware wallet (with several passphrases, obviously) which largely stays at home (or comes with me if I'm going on an trip somewhere) which I transfer in and out of several times a month as needed, and an airgapped machine with full drive encryption for long term cold storage. Appropriate levels of risk for the amount of funds stored on each.
*As an aside, "steep learning curve" is one of the commonly used figures of speech I hate (despite me using it here, shut up
). In the graph of knowledge on the y axis against time on the x axis, a steep curve means that a lot of knowledge is gained in a short amount of time i.e. something is easy to learn. A shallow learning curve is one that takes a lot of time to gain new knowledge. The colloquial usage of "steep learning curve" is the exact opposite of its true meaning.