**Placing a bulk gaharu order from Indonesia starts with a signed grade specification, a paid sample, and clear Incoterms. Expect minimum order quantities from roughly 5-50 kg for chips, 30/70 TT or an irrevocable letter of credit for payment, and 30-60 day lead times, because every legal export needs a CITES permit and a BKSDA recommendation.**
Gaharu (agarwood) is one of the highest-value forest products on earth, which is exactly why bulk buyers get burned when they treat it like a commodity spot purchase. Grade uncertainty, weak paperwork, and vague payment terms sink more deals than price ever does. This guide walks a first-time importer through the mechanics of a bulk order the way an experienced desk actually structures one.
What is the minimum order quantity for bulk gaharu?
There is no single MOQ, because “bulk” scales with grade and product form. Low-to-mid chips move in tens of kilograms; distilled oud oil moves in grams, since a single kilogram of oil can cost more than a house. A serious supplier sets the MOQ against a written specification, not a marketing word like “premium”.
| Product form | Typical bulk MOQ | Indicative band (as of 2026) |
|---|---|---|
| Kemedangan / low-grade chips | 25-50 kg | USD 500-1,500/kg |
| Mid-grade sinking chips | 10-25 kg | USD 1,500-4,000/kg |
| High-grade / super chips | 5-10 kg | USD 4,000-7,000/kg |
| Oud / agarwood oil | 100-500 g | USD 30,000-80,000/kg |
These figures are indicative and grade-dependent; a final quote confirms grade and scope. The brand-wide reference band we quote site-wide is plantation gaharu chips at USD 500-7,000/kg and oud oil at USD 30,000-80,000/kg. A credible Indonesia gaharu exporter should be willing to lock those numbers to a sample and a written grade sheet before you wire a cent, rather than adjusting the price after your deposit clears.
How does sampling and grade verification work?
Never buy bulk gaharu on photos alone. Reputable desks send a paid, couriered sample so you can verify the three properties that set the price: resin content (how much dark oleoresin saturates the wood), sinking behaviour (high grades sink in water), and aroma on heating. Local trade terms matter here — gubal is the dense resinous heartwood, kemedangan is the lighter transitional grade, and prices between them can differ tenfold.
A clean sampling process looks like this:
- You send a signed grade specification and target volume.
- The seller ships a numbered sample (10-50 g typical) against a small, credited fee.
- You verify sink, resin, and scent, then approve that exact lot number.
- The bulk lot is sealed and photographed against the approved sample.
Insist that the shipped bulk references the approved sample’s lot number. That single step prevents the most common bulk dispute: “the sample was gorgeous, the container was firewood.”
Which Incoterms should a bulk gaharu buyer choose?
Incoterms decide who arranges and pays for freight, insurance, and customs at each leg. For a high-value, permit-controlled good like gaharu, the safe middle ground for most first orders is FOB from an Indonesian port, because it keeps the Indonesian-side export clearance and CITES handling with the party who actually holds the permits.
| Incoterm | Freight & risk transfer | Best for |
|---|---|---|
| EXW (ex-works) | Buyer handles everything from the warehouse | Experienced buyers with an Indonesian forwarder |
| FOB (e.g. Surabaya, Jakarta) | Seller clears export; risk passes at the ship’s rail | Most first-time bulk buyers |
| CIF | Seller pays freight and insurance to your port | Buyers who want a landed-cost quote |
| DDP | Seller delivers duty-paid to your door | Rarely offered for CITES goods; expect a premium |
Ask for the quote in two forms — FOB and CIF — so you can see exactly what the freight and insurance add. If a seller only quotes “delivered” with no breakdown, that opacity usually hides margin.
LC or TT: which payment term protects a bulk order?
Two instruments dominate: a bank telegraphic transfer (TT) and a documentary letter of credit (LC). TT is fast and cheap but front-loads your risk; an irrevocable LC costs bank fees and paperwork but pays the seller only when they present compliant shipping and CITES documents.
| Term | How it works | Trade-off |
|---|---|---|
| 30/70 TT | 30% deposit, 70% before shipment | Fast, low fee; buyer carries more risk |
| 50/50 TT | Half down, half on documents | Common for repeat relationships |
| Irrevocable LC | Bank pays against compliant docs | Safest for large first orders; bank fees apply |
For a first six-figure order, an irrevocable LC that releases only against a valid CITES export permit is the strongest protection you have. Financing cost matters too: Bank Indonesia cut its policy rate to 5.25% in July 2025, which feeds into the working-capital cost of holding an LC, so factor current rates into your landed math.
How long are gaharu bulk order lead times?
Lead time is dominated by paperwork, not by packing. Because Aquilaria is a CITES Appendix II species, the export permit is the critical-path item, and processing can run up to about 60 days for some destinations.
| Stage | Indicative duration (2026) |
|---|---|
| Sample dispatch and buyer approval | 5-10 days |
| Legal-origin verification and BKSDA recommendation | 1-3 weeks |
| CITES export permit issuance | up to ~60 days |
| Packing, inspection, and vessel booking | 1-2 weeks |
A CITES export permit is typically valid for up to about six months once issued, so a well-run supplier batches permit applications ahead of demand. Indonesia’s documented supply regions — Kalimantan, Papua around Jayapura and Merauke, Ambon, and Sumbawa — sit far from the export hubs, so allow inland transit time as well. Bali, for the record, is a trading hub, not a production origin. Note also that planted Aquilaria matures over roughly 7-15 years, so genuine plantation supply is finite and worth booking early.
What documents must accompany a legal bulk shipment?
Legal export requires a CITES permit and a BKSDA recommendation; you should confirm current requirements with the CITES Management Authority (Indonesia) and your own import country before committing. A compliant bulk shipment generally carries:
- A CITES export permit proving legal origin (cultivated versus wild)
- A BKSDA (Balai Konservasi Sumber Daya Alam) recommendation for the source
- KLHK documentation of legal origin
- Evidence the exporter holds ASGARIN association membership
- Commercial invoice, packing list, and phytosanitary certificate
Treat this site as a sourcing and information hub, not a permit authority — no legitimate desk sells “permit certainty” or a customs guarantee, and plantation-sourced material is always the safer, legal path. If a counterparty promises to skip the CITES process or guarantees clearance, walk away.
Frequently Asked Questions
Can I combine several gaharu grades in one bulk shipment?
Yes. Most bulk buyers mix grades — for example mid-grade sinking chips plus a smaller high-grade lot — inside one consolidated shipment to balance cost and quality. Each grade needs its own approved sample and line on the invoice, and the combined weight must match what the CITES export permit and packing list declare, since customs reconciles documents against the physical lots.
What deposit is normal for a first-time bulk gaharu order?
A 30% deposit with 70% due before shipment is the common structure for a first TT order, though many buyers negotiate 50/50 or an irrevocable letter of credit for larger volumes. As of 2026 these terms are indicative and negotiable; never pay 100% upfront to an unverified counterparty, and tie any deposit to an approved lot number and a written grade specification.
Does the exporter or the buyer apply for the CITES permit?
The Indonesian exporter applies for the CITES export permit, because it must be tied to a domestic party who can prove legal origin through KLHK and a BKSDA recommendation. As the importer, you are usually responsible for any CITES import permit or clearance your own country requires. Confirm both sides early, since import rules vary widely by destination and can add weeks to the timeline.