The Build-to-Suit and Sell (BTSS) model is rapidly gaining popularity among landowners and industrial developers across India, offering a strategic alternative to traditional leasing or outright land sales. In this model, developers or landowners construct customized industrial facilities based on the end-user’s specifications, but instead of leasing them out, they sell the completed asset to the occupier or an investor upon delivery. This approach combines the benefits of customized infrastructure with immediate capital realization, attracting both mid-sized manufacturers and institutional buyers seeking fully operational assets.
BTSS is particularly appealing in fast-growing industrial corridors and peripheral zones of Tier-I and Tier-II cities, where landowners are actively seeking higher-value monetization strategies for their holdings. By offering a completed, tailored product—equipped with utilities, compliance certifications, and ready-to-operate features—developers can command premium pricing while mitigating the risks of speculative construction. This model also suits businesses that prefer to own rather than lease, especially in sectors like automotive components, precision engineering, logistics, and clean tech, where long-term operational stability and asset control are vital.
Moreover, the BTSS model aligns well with India’s infrastructure-led growth agenda, as seen in initiatives like PM Gati Shakti and state industrial cluster programs, which are rapidly improving connectivity and service access in industrial parks. Institutional investors are also showing interest in acquiring these ready-built assets for long-term returns, further boosting the appeal of the model. As demand grows for custom-built, transaction-ready industrial assets, the Build-to-Suit and Sell model is set to become a mainstream strategy, unlocking value for landowners while meeting the nuanced needs of modern industrial occupiers.
