Tito’s Goa: deciding the growth strategy for India?

Abstract

Learning outcomes

The case study aims to provide students with an understanding of the challenges a business faces when operating in India. In conclusion of this study, students should be able to know why franchising is such a common way of delivering services to end users, describe the “place” decisions of physical channels, and be familiar with the strategic and tactical location considerations and devise a growth strategy to expand the business.

Case overview/synopsis

Situated at Tito’s Lane in North Goa, Tito’s was the discotheque founded by Tito Henry D’Souza in 1971. The company offered restaurant, concert space and nightclub services to music and party lovers from diverse locations. Ricardo D’Souza and David D’Souza (both brothers) spearheaded the business. Ricardo understood the growth of markets and the factors driving the growth in India. The key factors driving the Tito’s and pub, bar, café and lounge business in India were rising disposable incomes among Indians, nightlife parties by young individuals and preference for quality food and alcoholic beverages among the customers. By seeing the opportunities in 2022, Ricardo considered expanding its business across India. How should Ricardo move to expand its business and offerings? What strategies should they devise for the growth of the business?

Complexity academic level

This case study is designed for use in undergraduate programs like Bachelor of Business Administration. It is ideal for strategy and services marketing. Theoretical frameworks like the Ansoff matrix are suitable for analyzing the case study to understand the growth of the business.

Supplementary materials

Teaching notes are available for educators only.

Subject code

CSS 8: Marketing.

Citation

Mehdi, M.M., Kumar, N., Srivastava, M., Akoijam, S.L.S. and Sarma, T.R. (2024), "Tito’s Goa: deciding the growth strategy for India?", , Vol. 14 No. 1. https://doi.org/10.1108/EEMCS-06-2023-0209