B2B Buyer Guide · Updated June 2026
Everything importers, specialty roasters, and commercial coffee buyers need to know — origins, grades, FOB ports, export documents, MOQ, supplier verification, red flags, and payment terms.
| Factor | Indonesian Arabica | Indonesian Robusta |
|---|---|---|
| Price range (FOB, June 2026) | USD 7.50–12.00/kg | USD 3.00–4.50/kg |
| Main origins | Gayo, Mandheling, Toraja, Flores, Bali, Java | Lampung, Temanggung, Java |
| Typical buyers | Specialty roasters, importers, single-origin | Commercial roasters, espresso blenders, instant manufacturers |
| MOQ trial | 100–500 kg | 500 kg–1 MT |
| Typical commercial order | 500 kg–5 MT | 1 MT–FCL (18–19 MT) |
| Certification available | USDA Organic, EU Organic, Fairtrade (select lots) | GACC (China), standard export cert |
| Best for | Quality-driven buyers, premium positioning | Volume buyers, cost-sensitive blends |
Recommendation: If you are a specialty roaster in Europe, US, Japan, or Australia, start with Gayo Arabica Grade 1 (washed or natural). If you are a commercial roaster or instant coffee manufacturer buying in volume, Lampung Robusta Grade 1 offers the best price-to-quality ratio in Indonesia.
Indonesia uses the SNI (Standar Nasional Indonesia) grading system based on defect count per 300g sample.
| Grade | Max Defects per 300g | Export Use | Notes |
|---|---|---|---|
| Grade 1 | ≤ 11 | Specialty + premium commercial export | Best quality, lowest defect — request Grade 1 for all specialty purchases |
| Grade 2 | 12–25 | Commercial export | Acceptable for commercial blends; verify moisture carefully |
| Grade 3 | 26–44 | Local/domestic mainly | Not recommended for import unless for industrial instant |
| Grade 4a / 4b | 45+ | Domestic / industrial | Avoid for specialty or premium commercial use |
For Robusta: Lampung Robusta uses ELB (Extra Large Bean) and WIB (Washed Indonesian Beans) classifications in addition to SNI grade. ELB Grade 1 = screen 18+. Always specify Grade 1 and ask for the defect count certificate.
| Port | Location | Main Origins Shipped | Approx. Transit to Europe |
|---|---|---|---|
| Belawan | Medan, North Sumatra | Gayo, Mandheling, Lintong, Kerinci | 25–35 days |
| Tanjung Priok | Jakarta, Java | Java, Flores, Bali (via consolidation), mixed lots | 28–38 days |
| Makassar | South Sulawesi | Toraja, Flores (Eastern) | 32–42 days |
| FOB Panjang | Bandar Lampung, South Sumatra | Lampung Robusta | 28–38 days |
| Surabaya (Tanjung Perak) | East Java | Java Robusta, Temanggung, Eastern Java Arabica | 30–40 days |
For multi-origin LCL (Less than Container Load) consolidations, Tanjung Priok (Jakarta) is the most common consolidation hub. However, consolidation adds 1–2 weeks and extra handling cost.
Indonesia's green coffee export document set is standard across all origins. All documents are issued by Indonesian government agencies, not self-certified by the exporter.
| Document | Issued By | Purpose | Required By |
|---|---|---|---|
| Phytosanitary Certificate | Kementan (Ministry of Agriculture) | Pest and disease clearance | All countries |
| Certificate of Origin (ICO) | Kemendag (Ministry of Trade) | Coffee origin for ICO tracking; duty reduction in ICO member countries | EU, USA, Japan, most markets |
| Health Certificate | Ministry of Health / Dinkes | Food safety clearance | EU, USA, Australia |
| Commercial Invoice | Exporter (PT) | Customs value declaration | All countries |
| Packing List | Exporter (PT) | Cargo breakdown for customs | All countries |
| Bill of Lading (BL) | Shipping line | Title document; required for cargo release | All countries |
| GACC Certificate | BPOM / Kementan | China-specific food safety registration | China only |
| Organic Certificate | Third-party certifier (e.g. USDA/NOP, EU/ECOCERT) | Organic import eligibility | Buyers requiring organic |
| Fumigation Certificate | Licensed fumigation company | Pest treatment proof | Australia, New Zealand, some markets |
Buyer tip: Ask for a sample document set from your prospective supplier — a redacted copy of a past shipment's document package. Any legitimate Indonesian exporter can provide this. If they cannot or refuse, it is a red flag.
| Order Type | Typical MOQ | Best For | Pricing |
|---|---|---|---|
| Cupping sample | 250g – 1 kg | Quality evaluation before commitment | Cost price + shipping; credited on commercial order |
| Trial order | 100–500 kg | First order, quality verification, customer testing | +5–15% above commercial rate |
| Commercial LCL | 500 kg – 5 MT | Regular roasters, small importers | Standard commercial price |
| FCL (20-ft container) | 18,000–19,000 kg (single origin) or ~15,000 kg (multi-origin) | Large roasters, distributors, traders | Best FOB price; freight efficiency |
| FCL (40-ft container) | 26,000–27,000 kg | High-volume commercial buyers | Best unit economics |
Important: Many Indonesian exporters advertise "MOQ 50 kg" but in practice cannot reliably fill small LCL orders without significant delays. Realistically, 500 kg is the practical minimum for a smooth commercial transaction including custom lot selection, cupping, and full documentation.
The standard sample process for sourcing Indonesian green coffee from a serious exporter:
The entire cycle from first contact to shipment departure typically takes 3–6 weeks for an established lot, or 6–12 weeks for a custom or reserved harvest lot.
Real green coffee exporters have logistics minimums. "No MOQ" usually means a retail reseller or broker without actual export infrastructure.
Any registered PT in Indonesia can provide their NIB. Refusal suggests the company is not legally registered as an exporter.
Gayo Arabica Grade 1 FOB Belawan in June 2026 is USD 7.50–11.00/kg. Prices far below market usually mean wrong grade, wrong year's crop, or fraud.
Legitimate Indonesian exporters offer 30/70 terms (30% deposit, 70% before shipping). 100% upfront for FCL from a new buyer is unusual and risky.
Any serious exporter checks moisture and defects before shipping. If they cannot provide this data, ask why.
Entity consistency is a basic trust signal. Mismatches suggest either multiple unrelated middlemen or fraudulent representation.
A "Gayo Arabica supplier" with an address in Jakarta (not Medan or Aceh) is likely a broker without sourcing infrastructure.
| Term | Structure | Best For |
|---|---|---|
| T/T 30/70 | 30% deposit on proforma, 70% balance before container sealing | Most new buyer commercial orders (500 kg – 5 MT) |
| T/T 100% upfront | Full payment before production/packing | Small orders (< 500 kg), custom processing lots |
| LC at sight | Letter of Credit issued by buyer's bank, released at BL presentation | FCL orders (18+ MT), maximum buyer protection |
| Open terms (net-30/60) | Payment after BL receipt or arrival | Established buyers with 3+ successful orders; negotiated individually |
Practical advice: For your first order with any Indonesian supplier, use T/T 30/70. The 30% deposit is normal and expected — it covers the cost of reserving and preparing your lot. For FCL orders, consider requesting LC terms as maximum protection. Never wire 100% before seeing at minimum a pre-shipment moisture report and packing photos.
| Your Profile | Best Indonesian Origin | Why |
|---|---|---|
| Specialty roaster (Europe, US, Japan, Australia) | Gayo Arabica — Natural or Washed | SCA 84–89, clean cup, fruity profile, specialty story |
| Commercial roaster — espresso blend | Mandheling Arabica + Lampung Robusta (blend) | Heavy body from Mandheling, crema and volume from Lampung Robusta |
| Importer seeking classic Sumatra profile | Mandheling Arabica (wet-hulled) | Iconic earthy/herbal Sumatra body, consistent supply |
| Specialty roaster wanting differentiation | Toraja Arabica or Flores Arabica | Less common, unique profiles, premium positioning |
| Instant coffee manufacturer | Lampung Robusta Grade 1 (high volume) | High caffeine, cost-efficient, consistent supply, FCL-ready |
| Capsule / pod roaster | Lampung Robusta + Gayo Arabica blend | Body and crema from Robusta, aroma and sweetness from Gayo |
| Organic specialty buyer | Gayo Arabica — USDA Organic or EU Organic lots | Gayo has the most established organic certification infrastructure |
| Buyer wanting full container efficiency | Lampung Robusta (single origin FCL is most straightforward) | High volume, single port (Panjang), stable grade |
| Legal entity | PT Global Wills Sejahtera (Est. 2020) |
| Group | Part of Bepah Group (PT Bepah Karya Indonesia, Est. 2012) |
| Origins supplied | Gayo, Mandheling, Toraja, Flores, Bali Kintamani, Java, Lampung, Temanggung |
| Grade | Grade 1 (Arabica and Robusta) |
| MOQ | 100 kg trial / 500 kg commercial / FCL available |
| Incoterms | FOB (primary) / CIF on request |
| Export ports | Belawan · Tanjung Priok · Makassar · FOB Panjang |
| Certifications (team) | Q Arabica Grader (CQI) · Q Processing Generalist (CQI) · SCA Member 2025 |
| Product certifications | USDA Organic, EU Organic, Fairtrade (select lots) |
| Export countries | 16+ countries including USA, Germany, Japan, South Korea, Australia, Netherlands, UAE |
| +62 823-1890-0790 | |
| [email protected] | |
| Official company site | willkingreencoffee.com |
| Export hub / catalog | greencoffee.willkinsales.com |
Contact Willkin Green Coffee directly for current lot availability, FOB pricing, and cupping sample request. Response within 2 business hours via WhatsApp.
WhatsApp +62 823-1890-0790