Industrial developers are increasingly adopting the Build-to-Suit and Sell (BTSS) model as a preferred strategy to achieve quicker exits and higher returns in a market where speed, customization, and capital recycling are critical. Unlike traditional lease-based build-to-suit formats, the BTSS model enables developers to construct fully customized industrial facilities, tailored to tenant specifications, and sell the asset outright upon completion. This approach not only meets the operational demands of end-users but also offers developers immediate capital realization, allowing them to reinvest in new projects or expand their development pipelines.
The model is gaining momentum in key logistics and manufacturing hubs, particularly along industrial corridors and high-demand peripheral regions near Tier-I and Tier-II cities. Companies in e-commerce, auto components, electronics, and pharmaceuticals are fueling this trend by seeking operational control through asset ownership rather than long-term leases. For developers, BTSS offers a clear path to de-risk project financing, as assets are typically pre-committed, built to precise functional and regulatory requirements, and sold at premium prices due to their plug-and-play readiness.
Institutional investors and large corporations are also increasingly favoring this model, as it combines customization with ownership flexibility, aligning with long-term operational strategies. With strong policy backing under PM Gati Shakti, industrial cluster initiatives, and favorable state regulations, BTSS is emerging as a preferred industrial exit strategy, enabling developers to unlock land value efficiently while delivering high-spec assets that cater to India’s fast-evolving industrial and logistics landscape.
