Commercial Leases in the Retail Sector are Evolving Fast


The retail sector in India has grown hugely, now placed at $1.2 trillion, fueled by rising consumer spending, swift urbanization, and a burgeoning middle class that’s youthful by world comparison. In an effort to meet growing demand, homegrown as well as foreign brands are scaling up their operations and physical presence. With prominent single and multi-brand retailers such as Apple, Reliance Retail, Tata’s Trent, Shoppers’ Stop, and others all vying to fulfill fast-growing urban demand, India saw record-high leasing of space by retailers in 2023. While the phenomenon of ‘ghost malls’ does exist, we also saw renovations of shopping malls and hypermarkets that were struggling to retain footfalls, especially after the COVID pandemic.

The Shift in Leasing Dynamics

The landscape of commercial leases in the retail sector is undergoing a significant transformation. This shift is driven by several key factors:

1. *Flexible Leasing Terms*

Traditional long-term leases are giving way to more flexible leasing terms. Retailers now prefer shorter lease durations, typically ranging from three to five years, compared to the earlier norm of nine to twelve years. This change is driven by the need to adapt quickly to market trends and consumer preferences. Retailers seek the agility to relocate or resize their stores without being tied down by lengthy commitments.

2. *Revenue-Sharing Models*

A notable trend in the evolving retail lease landscape is the adoption of revenue-sharing models. Under these agreements, tenants pay a base rent along with a percentage of their sales revenue. This model aligns the interests of landlords and tenants, encouraging landlords to invest in property improvements and marketing efforts to drive footfall. It also reduces the financial burden on retailers during periods of low sales, fostering a more sustainable business environment.

3. *Co-Retailing and Pop-Up Spaces*

The rise of co-retailing and pop-up spaces is reshaping the retail leasing market. Co-retailing involves multiple brands sharing a single retail space, allowing them to benefit from shared foot traffic and reduced rental costs. Pop-up stores, on the other hand, provide temporary retail spaces for brands to test new markets, launch products, or create unique shopping experiences. These models offer flexibility and cost-effectiveness, making them attractive options for both emerging and established brands.

4. *Increased Focus on Mixed-Use Developments*

Mixed-use developments, combining retail, residential, office, and entertainment spaces, are becoming increasingly popular. Retailers are drawn to these developments due to the built-in customer base and the diverse range of activities that attract footfall. Mixed-use properties create vibrant, community-oriented environments that enhance the shopping experience and increase dwell time, benefiting both tenants and landlords.

Impact of E-Commerce and Omni-Channel Retailing

The growth of e-commerce and the shift towards omni-channel retailing have profound implications for commercial leases in the retail sector. Retailers are adopting a hybrid approach, integrating online and offline channels to provide a seamless shopping experience. This trend is influencing how physical retail spaces are utilized and leased.

1. *Smaller Store Formats*

With a significant portion of sales occurring online, retailers are rethinking their physical store formats. Smaller, more strategically located stores are becoming the norm. These stores serve as showrooms, fulfillment centers, and customer service hubs, supporting the online shopping experience. As a result, the demand for smaller retail spaces in prime locations is on the rise, leading to changes in leasing strategies.

2. *Experience-Driven Retail*

To compete with the convenience of online shopping, brick-and-mortar retailers are focusing on creating unique and immersive shopping experiences. Experience-driven retail spaces, featuring interactive displays, product demonstrations, and personalized services, are gaining traction. Landlords are increasingly investing in property enhancements and amenities to attract experience-oriented retailers, leading to a shift in leasing terms and conditions.

Post-Pandemic Adaptations

The COVID-19 pandemic accelerated several trends in the retail leasing market, prompting both landlords and tenants to adapt quickly to the new normal.

1. *Flexible Workspaces and Hybrid Models*

The pandemic underscored the importance of flexibility in the retail sector. Retailers are now exploring hybrid models that combine physical stores with flexible workspaces. This approach allows employees to work remotely while maintaining a physical presence for customer engagement and fulfillment. Landlords are accommodating these needs by offering flexible lease terms and shared workspace options within retail properties.

2. *Health and Safety Considerations*

Health and safety have become paramount in the post-pandemic era. Retailers and landlords are prioritizing measures such as improved ventilation, sanitation protocols, and contactless technologies. Lease agreements now often include clauses related to health and safety standards, ensuring that both parties adhere to guidelines that protect employees and customers.

3. *Digital Integration and Data Analytics*

The integration of digital technologies and data analytics is transforming the retail leasing landscape. Retailers are leveraging data to understand customer behavior, optimize store layouts, and enhance inventory management. Landlords are investing in smart building technologies that provide real-time data on foot traffic, energy usage, and tenant satisfaction. These innovations are influencing lease negotiations, with data-driven insights shaping the terms and conditions of agreements.

Challenges and Opportunities

1. *Adapting to Changing Consumer Preferences*

Retailers and landlords must stay attuned to evolving consumer preferences to remain competitive. The rise of experiential retail, sustainable practices, and personalized shopping experiences requires continuous innovation. Lease agreements need to be flexible enough to accommodate these changes, allowing retailers to adapt their spaces to meet customer demands.

2. *Navigating Economic Uncertainty*

Economic uncertainty poses challenges for both retailers and landlords. Fluctuating market conditions, inflation, and supply chain disruptions can impact business operations and rental income. Lease agreements with flexible terms, revenue-sharing models, and provisions for economic contingencies can help mitigate these risks and provide stability in uncertain times.

3. *Sustainability and ESG Considerations*

Environmental, social, and governance (ESG) considerations are increasingly influencing leasing decisions. Retailers and landlords are prioritizing sustainability initiatives, such as energy-efficient buildings, waste reduction, and ethical sourcing. Lease agreements now often include clauses related to ESG commitments, reflecting the growing importance of responsible business practices.

The retail sector in India is experiencing a dynamic transformation, driven by changing consumer behaviors, technological advancements, and post-pandemic adaptations. The evolution of commercial leases is a crucial aspect of this transformation, with flexible terms, revenue-sharing models, and innovative retail formats becoming the new norm. As retailers and landlords navigate this evolving landscape, collaboration and adaptability will be key to creating resilient and thriving retail environments. By embracing these changes, the retail sector can continue to grow and meet the demands of a rapidly changing market, ensuring long-term success and sustainability.

Disclaimer: The thoughts and opinions stated in this article are solely those of the author and do not necessarily reflect the views or positions of any entities represented and we recommend referring to more recent and reliable sources for up-to-date information.