On Thursday, 5 November 2026, Trade Minister Budi Santoso spoke at the Bale KITA creative gallery in Mataram, during a Bincang UMKM session with business owners from Nusa Tenggara Barat. The message was simple: local SME products should not stop at the local market, because a wider door opens overseas.
The mechanism is the UMKM Berani Inovasi, Siap Adaptasi Ekspor program, also known as UMKM BISA Ekspor. Businesses can join online business matching with overseas buyers, facilitated through Trade Attache offices and Indonesian Trade Promotion Center in 33 countries. From January to September 2026, it recorded potential transactions of around 361.5 million US dollars, far above the 134.87 million US dollars from January to December 2025.
That is what palm sugar producers in Lombok Barat Regency have been looking for. The regency is one of Indonesia's largest palm sugar centers. In Gunungsari District alone, producers number more than 5,000. In Bukit Tinggi Village, around 75 percent of 1,020 households, or 750 families, depend on palm sugar production. Across Nusa Tenggara Barat, palm plantation area reached about 571.71 hectares with production of 385.98 tons in 2024, according to the NTB Provincial Agriculture and Plantation Office.
Big potential does not automatically mean profit. Palm sugar has a classic problem: quality can differ from batch to batch, legal documentation is often incomplete, and prices fluctuate with the seasons. This article covers three steps producers can take to raise the value of their product. Full statistics are on the official BPS Lombok Barat site.
Tip 1: Keep Palm Sugar Quality So It Still Commands a Good Price
Many palm sugar producers in Lombok Barat have made this production their main income for years. Its distinctive aroma and taste make the product increasingly in demand, even for export markets. This long tradition sets Lombok Barat palm sugar apart from mass-produced palm sugar.
The problem is that quality can differ from one batch to the next. The palm sap, known locally as nira, is tapped from the aren palm at certain hours, then cooked for about three and a half hours. In Sasak communities this thickening stage has its own names, from bolo and kebek to engket, before the sap turns into granules. That inherited knowledge makes the difference.
According to producer Muliawan from Kekait Village, what most determines whether a batch succeeds is the acidity of the sap, or its pH. The best figure sits between 6 and 7, usually during hot weather. In the rainy season, pH can drop below 6, so production often fails. Weather is therefore part of the production calculation, not something you can ignore.
Besides moisture content, one other parameter must be maintained if the product is to enter the export market. Palm sugar for export must come down to around 3 percent moisture, while the local market is fine with around 5 percent. The reference standard is SNI 3743:2021, which sets a maximum moisture limit of 3 percent and a maximum of 1 percent for insoluble soluble solids.
In practice, several things keep palm sugar quality consistent from batch to batch:
- Record the pH of the sap for every batch in the production logbook, not from memory. pH data helps predict the outcome before cooking ends.
- Set one single recipe for all workers: how long to heat, how high the flame, how long to strain, and how long to dry.
- Keep straining tools and containers for raw sap separate from those for finished sugar, avoiding cross-contamination.
- Test moisture content regularly with a simple moisture meter, especially for orders from outside the area.
- Keep a sample from every batch, so if a buyer complains you have proof of its origin.
Clean equipment and good air circulation in the drying room also determine shelf life: palm sugar stored too long with high moisture can smell off or change color, directly affecting its selling price.
Tip 2: Handle Legalities and Permits Before Selling to Large Markets
Many palm sugar producers in Lombok Barat already produce with good quality, but lack complete documents. Research in Guntur Macan Village, Gunung Sari District, Lombok Barat, shows most of them have neither a halal certificate from an LPH nor a P-IRT distribution permit from BPOM. Yet these two are the documents most often asked for by modern retail buyers and exporters.
These are the documents to prepare for palm sugar:
| Document | Issuer | What it is for |
|---|---|---|
| NIB and basic business licence | OSS | Basic business legality |
| P-IRT number | BPOM | Distribution permit for home-scale food businesses |
| Halal certificate | LPH or BPJPH | Requirement for food products entering modern retail |
| SNI 3743:2021 | BSN | Quality reference for palm sugar |
| Trademark registration | Kanwil Kemenkumham | Protects the product name from being copied |
The best order is this. Register the NIB first in the OSS system, then apply for the P-IRT permit at BPOM, then arrange the halal certificate. For trademarks, the Kanwil Kemenkumham NTB with the Mataram City Tourism Office has just facilitated free registration for 30 of its partner MSMEs, so ask about it directly at the local Kemenkumham office.
For owners who already have an NIB and a halal certificate, the next step is improving product presentation. Research on consumer preferences for palm sugar in Lombok Island shows the attributes buyers weigh most, in order: halal label first, then BPOM label, price, packaging, and size. Packaging therefore decides purchases, not just appearance.
Most consumers choose palm sugar in a standing pouch, 1 kilogram in size, at around Rp15,000 to Rp25,000. If your product matches that packaging and pricing, your chance of being noticed by buyers who usually buy from outside the area is far greater.
| Attribute | Position | Note |
|---|---|---|
| Halal label | First | Weighed most by buyers |
| BPOM label | Second | Requirement for food products in the modern market |
| Price | Third | Choice range of Rp15,000 to Rp25,000 |
| Packaging | Fourth | Standing pouch is the favourite |
| Size | Fifth | 1 kilogram is the main choice |
This data is not just an academic note: it means your packaging decides whether buyers keep looking at your product. A halal label fixed neatly on the package becomes the reason a buyer chooses one product over another that tastes almost the same.
Tip 3: Pick the Sales Channel That Matches the Stage of Your Business
The palm sugar market in Lombok Barat has two sides. Local demand is large, yet many farmers sell raw sap straight to buyers because the money comes faster. A neatly processed product has room to capture higher value from that same route.
For a business still run from home, you can start from three directions:
- Sell directly to local buyers and restaurantsSouvenir shops, restaurants, and coffee shops in Lombok and Sumbawa are the easiest to reach. Research shows consumers tend to buy at the production site, twice a month.
- Open online channelsOnline stores and marketplaces are now the route many palm sugar producers use to reach consumers outside Lombok and Sumbawa. To get in, complete labelling remains the main requirement.
- Contact exporters and overseas buyersOn 5 November 2026, Trade Minister Budi Santoso opened access to business matching with international buyers via a network in 33 countries. Businesses can join the UMKM BISA Ekspor program for that.
One more point on price: at farmer level, palm sugar sits between Rp7,000 and Rp8,000 per cake normally, and can spike to Rp15,000 on big religious days such as the month of maulid. Selling the finished product with proper packaging lets you sell above the guide price.
| Channel | Who the buyer is | Main need |
|---|---|---|
| Direct selling | Souvenir shops, restaurants, coffee shops | Neat packaging and clear pricing |
| Online stores and marketplaces | Consumers outside Lombok and Sumbawa | Complete labels and clear product photos |
| Exporters and overseas buyers | Buyers from overseas | Legalities, SNI quality, 3 percent moisture content |
| UMKM BISA Ekspor program | Prospective buyers in 33 countries | Business profile and product catalogue |
This order can be adjusted. For those just starting out, direct selling is the fastest way to keep cash flow moving. For those with complete legalities, online channels and the exporter route open a much wider market.
FAQ: Questions About Lombok Barat Palm Sugar SMEs
Can Lombok Barat palm sugar already be exported?
Yes. Palm sugar from Lombok Barat has already been shipped outside the region and even to export markets. Export requires complete legality, quality meeting SNI 3743:2021, and packaging with around 3 percent moisture content. How to find overseas buyers is covered in our article on export tips for regional SMEs.
Do all palm sugar products need a halal certificate and a P-IRT permit?
Not all of them, but both are strongly recommended. The halal label comes first in consumer preference research on palm sugar in Lombok Island, and the P-IRT permit from BPOM is required for food products sold to the modern market. Without these two, your product will struggle to reach store shelves and marketplaces. Full details are in our article on halal certification for SMEs.
Why does the pH of the sap matter for palm sugar quality?
Because pH determines whether the sap can crystallise properly. Producers in Kekait Village find the best pH is between 6 and 7, usually during hot weather. In the rainy season, pH can drop below 6 and production often fails. That is why recording pH per batch is a cheap habit that makes a real difference.
How much capital is needed to start palm sugar production?
The answer depends on scale. What matters is not the capital figure, but how many batches you produce per month and how old the aren palms you harvest are. Starting from zero, you need production equipment, packaging, and permits. Cash on hand to cover the gap between buying raw materials and receiving payment also needs to be calculated.
Can palm sugar products be sold overseas on your own?
Yes, but it is usually easier through an exporter with experience and a buyer network. The UMKM BISA Ekspor program introduced by the Trade Minister on 5 November 2026 opens business matching with buyers from 33 countries, and businesses can access it directly. The preparation is the same: legality, quality, and packaging.
Business and Finance Tips for Palm Sugar Producers in Lombok Barat
Separate business cash from household cash from the first day
Many family losses happen because business money is spent on household needs. Separate them from the start: one cash pool for the business, one for the house. Recording Cash In/Cash Out in Qasir shows exactly how much comes in from sales and how much goes out for raw materials, packaging, and shipping. The practical steps are in our article on how to start recording business income and expenses.
Calculate the break-even point before increasing production
A business with sales data can see which product sells best and how much margin each carries. For palm sugar, that means knowing where you make a profit and where the margin is thin. The full break-even calculation is in our article on how to calculate profit correctly.
Set aside an emergency fund and review debts regularly
The rainy season is the hardest period for palm sugar producers: the pH of the sap drops and production often fails. An emergency fund built during good months keeps cash flow stable, so you are not forced to sell below cost. Save part of sales regularly, then withdraw it when needed.
Monitor stock turnover so no sugar sits idle
Palm sugar stored too long loses its aroma and can smell off. Qasir's stock feature shows products that have not sold for long, so they can be prioritised for sale or have production reduced.
Conclusion
The Bincang UMKM session with Trade Minister Budi Santoso in Mataram on 5 November 2026 showed one thing that applies to every producing region: overseas markets no longer have to wait for large producers. The UMKM BISA Ekspor program opens access to a trading network in 33 countries, and what is needed most is a legal, high-quality, properly packaged product.
Lombok Barat Regency has a very strong base for that: more than 5,000 palm sugar producers in Gunungsari District, hundreds of families in Bukit Tinggi Village whose living depends on palm sugar production, and a craft process run through generations with terms like bolo, kebek, and engket. That tradition is the authenticity buyers look for.
In short, there are six things palm sugar businesses in Lombok Barat need to do:
- Record the pH of the sap and moisture content for every batch, and set one recipe for all workers
- Prepare the NIB, the P-IRT permit from BPOM, and the halal certificate before selling to the modern market
- Match packaging and price to buyer preferences, especially the 1 kilogram pack in the Rp15,000 to Rp25,000 range
- Start with local buyers, then open online channels and the exporter route to reach overseas buyers
- Separate business cash from household cash, and calculate the break-even point before increasing production
- Monitor stock turnover so palm sugar does not sit idle and lose its aroma
All those steps need one thing: tidy records. That is what lets you calculate profit and maintain quality from batch to batch.
Manage Lombok Barat Palm Sugar Sales More Easily with Qasir Features
Managing a palm sugar business has many parts to record: stock not yet sold, raw materials used, prices for bulk buyers, and customer records. All of it runs from one digital cashier app, without separate notebooks.
Digital cashier for transactions at the stall and at bazaars
When you sell directly to buyers or take orders on the spot, transactions are often written in a notebook or kept in your head. A digital cashier app records every sale automatically, with a receipt for the customer.
Inventory management for sap, palm sugar, and packaging
Inventory management helps reduce the risk of running out of raw materials unnoticed, and points out products sitting idle on the shelf.
Wholesale pricing for buyers who order in bulk
Restaurants, coffee shops, and souvenir shops usually buy in bulk at a lower price per unit. In Qasir, wholesale pricing is set directly on the product, so the team does not recalculate prices on every big order.
Product variations for different packaging sizes
Palm sugar can be sold in 250 gram, 500 gram, up to 1 kilogram packs. Product variations keep every option in one item, so the cashier does not pick the wrong variant while serving a customer.
Sales and profit reports to see which product is actually profitable
Sales and profit reports show which product sells best and how much margin each carries. How to read them is covered in our article on checking sales data to find the best-selling product.
Customer data to keep buyers who have already shopped
Buyers who have tasted your palm sugar tend to come back. The customer feature in Qasir stores purchase history, so you know what sells often and when to offer a new one.
Download Qasir for free on the Play Store or App Store, and start tidying up your palm sugar sales records today.