The Build-to-Suit and Sell (BTSS) model is proving to be a powerful tool for unlocking capital for landowners while simultaneously meeting the highly specific requirements of industrial occupiers. Under this model, landowners or developers construct facilities customized to the end-user’s operational needs, ranging from layout and equipment compatibility to sustainability features, and sell the completed asset upon delivery. This approach enables landowners to transition from passive asset holders to active value creators, realizing immediate revenue gains rather than waiting for long-term appreciation or lease-based returns.
Occupiers, on the other hand, benefit from turnkey industrial assets that align precisely with their functional and compliance requirements, while also securing asset ownership for long-term operational continuity. Sectors such as automotive, EV manufacturing, logistics, pharmaceuticals, and precision engineering are increasingly opting for this model to ensure faster go-to-market timelines and control over infrastructure without the uncertainties of leasing. BTSS offers the ideal combination of customization, ownership, and speed, which is essential in competitive, capital-intensive industries.
This dual advantage has made BTSS highly popular in emerging industrial regions such as Aurangabad, Dholera, Hosur, and Sri City, where state-supported infrastructure and policy incentives lower development risk. For institutional investors and developers, it also presents a clear monetization strategy with minimal vacancy exposure and strong exit potential. As India’s industrial landscape evolves, BTSS is emerging as a mutually beneficial bridge between landowner liquidity and occupier readiness, fueling investment, enabling growth, and reshaping industrial development across the country.
