A buyer’s playbook to normalize Indonesian frozen yellowfin tuna loin quotes to 0% glaze, net-weight pricing—step-by-step math, example scenarios, and a reusable RFQ line-item checklist to eliminate hidden glaze or gross-weight inflation.
We saved a buyer 8.3% in thirty minutes using this exact system. Not by negotiating harder, but by normalizing quotes to net weight, 0% glaze, and apples-to-apples specs. If you’ve ever had three “FOB” offers that looked cheaper on paper yet landed higher, this guide is for you.
We’ll stay laser-focused on frozen yellowfin tuna loins from Indonesia. We won’t cover freight, duties, reefer logistics, landed-cost math, other species, or fresh/chilled products. Just the stuff that moves your FOB number.
The 3 pillars of clean, comparable FOB quotes
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Weight basis clarity. Are you being quoted per kg gross or net? In our experience, credible exporters use net weight as the default for tuna loins. But we still see gross-weight quotes with 10–20% glaze. That can hide 6–25% of the real price once you convert. Always normalize to 0% glaze, net weight for comparisons.
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Spec lock. Trim, size grade, and certification drive real cost. A 95/5 trim spec (very tight bloodline/skin residual) prices differently than 80/20. A 4–6 kg loin usually costs more than 2–4 kg because it yields better steaks and needs less trimming. MSC-certified raw material also carries a premium. Lock these items in your RFQ.
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Port and packing. Bitung vs Benoa FOB has small but real differences tied to local handling and availability. Carton formats and packing method also change cost slightly. Make the port of loading and pack format explicit.
Takeaway. Ask for net-weight pricing and quote the same spec set from every supplier. Then you can negotiate the only number that matters: 0% glaze, net FOB.
Week 1–2: Build and validate your RFQ (use this checklist)
Here’s the line-item template we’ve refined with buyers over the years. Copy it. Use it.
- Product: Frozen Yellowfin tuna loin (Thunnus albacares)
- Trim spec: 95/5, 90/10, or 80/20 stated clearly
- Size grade: 2–4 kg, 4–6 kg, 6–8 kg (confirm tolerance and mixing policy)
- Glaze: 10% protective glaze, tolerance ±2%, sampling method stated
- Price basis: USD/kg, 0% glaze, net weight basis for comparisons
- Packing: IVP/IWP/IQF, polybag details, carton size (e.g., 10 kg net/carton), pallet pattern
- Production: Frozen-at-sea vs shore-frozen in plant, max core temp at freeze
- Color/spec: Target color grade and reject criteria; histamine, TVB-N, moisture parameters
- Documentation: Catch area, vessel info, CoC if MSC, lot traceability, HS code
- Port of loading: Bitung or Benoa (state which). ETD/lead time window
- QC: Pre-shipment inspection rights, photos/video, thaw-and-weigh test protocol
- Terms: FOB named port. State if THC, documentation and VGM are included or line-itemed
If you want a quick sense-check of your draft RFQ or help converting offers to 0% glaze, net weight for decision-making, Contact us on whatsapp. We’ll walk you through the math on your actual quotes.
Week 3–6: Test and measure (the math that prevents costly surprises)
How do I convert a 10–20% glaze quote to a net-weight price per kg?
- If you’re quoted per kg GROSS with X% glaze. Net price = Gross price ÷ (1 − X%).
- Example. USD 6.00/kg gross at 20% glaze. Net price = 6.00 ÷ 0.80 = USD 7.50/kg net.
- Reverse. If you only have a net price and you want the gross equivalent at 10% glaze. Gross price = Net price × (1 − 10%) = Net × 0.90.
Normalize all quotes to 0% glaze, net weight. That’s your true comparison base.
What glaze percentage is acceptable for frozen yellowfin loins in 2025?
We recommend 10% protective glaze with ±2% tolerance and a defined sampling method. It protects the surface without paying for ice. Some buyers accept 15%, but 20% or more often signals overglazing.
Thaw test to verify glaze percentage without lab gear
- Step 1. Randomly select 3–5 pieces per lot from different cartons and layers.
- Step 2. Record gross weight of each piece while fully frozen.
- Step 3. Rinse under cool running water to remove glaze. Pat surface dry. Do not let core thaw.
- Step 4. Re-weigh immediately. That’s the net weight.
- Step 5. Glaze% = (Gross − Net) ÷ Gross × 100.
- Step 6. Average the samples. Compare to the agreed tolerance.
Ask suppliers to film this pre-shipment with a visible scale and timestamps. It’s simple, and it aligns expectations.
Gross vs net weight on paperwork
Your PI, invoice and packing list should explicitly show net weight and carton count. If glaze appears, it should be labelled as protective, non-payable weight. The more precise the paper trail, the fewer disputes later.
Week 7–12: Scale and optimize
- Size-grade strategy. If your line cuts steaks, trial 4–6 kg loins. We consistently see better yield and less labor. If you’re dicing or grinding, 2–4 kg can be more economical.
- Trim spec by application. For raw/sashimi-leaning applications, 95/5 is cleaner. For cooked use, 90/10 or even 80/20 can deliver better economics without hurting the finished product.
- Port optimization. Bitung has strong raw material access. Benoa can offer schedule advantages and capacity. We’ve seen small handling differences. Quote both where possible.
- Certification choice. If your channel values it, MSC can lift sell-through and price. If not, don’t pay for certification you won’t monetize.
- Related formats. If parts of your program need other cuts, align on the same spec logic. For example, pair loins with Yellowfin Steak for retail or Yellowfin Saku (Sushi Grade) for sushi programs. Trimmings can flow into Yellowfin Cube (IQF) or Yellowfin Ground Meat (IQF).
The 5 cost drivers that move 2025 FOB price
- Trim spec. 95/5 commands a premium over 80/20. The gap varies by lot but think in the range of USD 0.40–1.00/kg depending on color and defect removal.
- Size grade. 4–6 kg typically prices higher than 2–4 kg. We commonly see USD 0.20–0.60/kg differential, sometimes more when larger fish are tight.
- Certification. MSC yellowfin loins often carry a 5–10% premium vs non-MSC, provided the chain of custody is intact.
- Port of loading. Bitung vs Benoa differences are usually modest, but we do factor small variations in handling and availability. Don’t assume parity. Ask for the named port on every quote.
- Pack format. 10 kg cartons, IVP/IWP, and poly spec can swing cost by a few cents per kilo. It’s minor, but on full containers it adds up.
2025 price snapshot: What’s realistic for 0% glaze, net-weight loins?
Based on our current Indonesian offers and recent bookings, these ranges are realistic guideposts for Q1–Q2 2025 on standard quality, export-ready product. Your exact lot will depend on color, seasonality, and availability.
- Yellowfin loin 2–4 kg, 90/10 trim. USD 6.90–8.10/kg net, 0% glaze.
- Yellowfin loin 4–6 kg, 90/10 trim. USD 7.20–8.50/kg net, 0% glaze.
- 95/5 trim premium. Add roughly USD 0.40–0.90/kg to the above bands.
- 80/20 trim discount. Subtract roughly USD 0.30–0.70/kg.
- MSC premium. Add 5–10% vs the non-MSC equivalent.
We see tighter supply spikes push the top end higher. Color and yield always matter. Treat these as directional for budgeting, then price the exact spec.
Quick answers to what buyers ask us most
Are Indonesian FOB quotes for yellowfin loins based on gross or net weight?
Most reputable exporters quote net weight for tuna loins. But some will present gross with 10–20% glaze. Ask explicitly and convert to 0% glaze, net for comparisons.
How do I convert a 10–20% glaze quote to a net-weight price per kg?
Use Net price = Gross price ÷ (1 − glaze%). Example. USD 6.00/kg gross at 20% glaze becomes USD 7.50/kg net.
What glaze percentage is acceptable for 2025?
10% protective glaze with ±2% tolerance and a clear sampling method. Anything materially above that should be justified or renegotiated.
Which specs change FOB price most: glaze, trim, size, or MSC?
Glaze is math, not value. Trim and size move price the most for yield. MSC is a meaningful percentage uplift. Lock these in your RFQ.
How can I verify glaze on arrival without lab equipment?
Do a simple thaw-and-weigh test on random pieces. We outlined the steps above. Document with photos and timestamps.
Do suppliers include packing and THC in FOB price or list them separately?
FOB should include costs up to loading on board at the named port. In practice, some Indonesian offers line-item THC, documentation, or VGM. Insist on clarity in the quote and PI.
Are Bitung and Benoa FOB identical?
Not always. Differences are usually modest but can affect availability, schedule, and handling cost. Quote with the port named.
Resources and next steps
If you’re building a multi-format program, align spec logic across cuts. Loins plus Yellowfin Steak for retail or Yellowfin Saku (Sushi Grade) for sushi can share the same trim, size, and glaze rules, which simplifies QC and pricing.
When you’re ready, send your RFQ using the checklist above and ask for 0% glaze, net-weight pricing. If you want us to benchmark your offers or share a sample PI that bakes in the glaze tolerance and thaw-test protocol, View our products and tell us which cuts you’re targeting. We’ll help you map the spec and the math to your exact application.
One last opinion from years of doing this. The cheapest quote isn’t always the cheapest shipment. The cheapest shipment is the one that matches your yield, your spec, your paperwork, and your glaze math. That’s the playbook to bookmark.