The Build-to-Suit and Sell (BTSS) trend is gaining rapid momentum in India’s logistics and e-commerce sectors, as demand for highly customized, ready-to-operate infrastructure intensifies. Driven by the need for faster fulfillment cycles, automation, and optimized space utilization, companies are increasingly opting for facilities tailored to their exact operational specifications. Instead of leasing, many are now acquiring these purpose-built assets post-construction, giving rise to the BTSS model, which provides ownership flexibility and long-term operational control.
For e-commerce and 3PL players, BTSS offers significant advantages: strategically located, pre-approved industrial plots are developed into warehouses or distribution centers that include high ceilings, dock doors, mezzanine floors, cold storage, and digital inventory systems—all based on the tenant’s input. Once complete, the asset is sold to the end-user or a fund, enabling developers and landowners to monetize immediately without the long-term lock-in of lease revenue. This model is particularly active in logistics hubs along expressways and freight corridors in Maharashtra, Haryana, Karnataka, and Tamil Nadu.
Institutional investors and REITs are also backing this trend by acquiring completed BTSS assets for long-term yield portfolios, further accelerating capital inflow into logistics infrastructure. As e-commerce growth continues and same-day delivery becomes the norm, BTSS is emerging as the ideal model to align real estate supply with operational precision and strategic ownership, transforming how industrial assets are developed, sold, and occupied in India’s logistics economy.
