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Developer’s Playbook: The Art of Delivering Quality with Scale

We hosted Mr. Vikas Oberoi, Chairman and Managing Director at Oberoi Realty (OBER), as part of our CEO track session at AGIC 2026. Here are the key takeaways of the session

Scale and quality can coexist

OBER aims to remain among the top players in existing micro-markets while simultaneously pursuing growth opportunities in NCR. The company is following a hub-and-spoke model, allowing it to leverage its established brand, execution capabilities, and market knowledge while expanding into new regions/micromarkets. While scaling up, the company aims to continue delivering premium quality across developments in NCR, supported by strong internal controls and systems that are already in place. The strong response in NCR, with INR81b of pre-sales within a few days of launch, exceeds the annual performance historically closed in MMR. This has been mainly led by the company’s brand recall and its longstanding track record of delivering high-quality developments, which is now translating into scale with ease

Premium quality and product differentiation are the key focus areas

OBER continues to prioritize premium construction quality and product differentiation across its developments. Management highlighted that the quality of construction across its projects in Goregaon, Borivali, and Thane developments is comparable to that of Three Sixty West, which further reinforces the company’s premium positioning. The appointment of quality contractors provides the benefit of an experienced execution partner. The company also undertakes extensive design refinement before finalizing its residential products, with management highlighting that there can be multiple iterations for a 1,500 sq ft apartment. This reflects the company’s focus on optimizing layouts, design, and customer experience rather than simply maximizing development density.

Profitability and BS discipline to remain focus areas along with growth

OBER has set internal targets for capital allocation toward scaling its residential, commercial, and hospitality businesses, indicating a balanced approach toward both development and annuity-led growth. With strong pre-sales, the Gurgaon project is expected to be largely cash positive, supporting the company’s ability to generate strong project-level cash flows from a very nascent stage. The company remains focused on maintaining balance sheet strength and prioritizing profitability vis-à-vis cash flows. Accordingly, in addition to targeting higher profitability across its residential projects, OBER intends to retain ownership of its annuity assets rather than exploring a REIT structure to maintain recurring stream of cash flows. Higher profitability remains a core focus of the company, rather than prioritizing growth.

AI to be an enabler for annuity growth

The company believes AI can make processes efficient and enable India to evolve as a global GCC hub in the coming years. Accordingly, demand for office spaces remains healthy, with AI potentially generating demand rather than posing a threat to office spaces. Overall, developments around AI are expected to be an important enabler for OBER’s annuity business and could help enhance the profitability of its recurring-income assets over time.

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