1. INTERNATIONALIZATION OF ENTERPRISES IN
INDUSTRIAL CLUSTERS: AN APPROACH TO MULTIPLE
CASES IN BRAZIL
Gustavo Barbieri Lima – FEARP – USP - Brazil
Lara Bartocci Liboni – FEARP – USP - Brazil
Dirceu Tornavoi de Carvalho – FEARP – USP - Brazil
Sheila Faria Alves Garcia – UNESP - Brazil
May/ 2013

2. Central Objective

Investigate in depth the strategic actions that have been
implemented by the sectors winery, medical-dentistry
equipment,
textiles
in
Brazil,
aiming
at
internationalization of companies comprising of
industrial clusters.

3. Literature Review
Inter-organizational Networks
Objectives:
 (a) combine skills and use
know-how from other
companies;
(b) share the burden of conducting research technological
development and sharing the knowledge acquired;
(c) share risks and costs of exploiting new opportunities,
experimenting together;
(d) offer a line of top quality products and diversity;
(e) a greater pressure on the market, increasing the
competitive strength for the benefit of the client;
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4. Literature Review
Industrial Clusters
"Clusters are
geographic concentrations of
interconnected companies and institutions
in a particular field. Clusters involve a set of
linked industries and other entities important
to competition. They include, for example,
suppliers of specialized inputs such as
components, machinery and services and
providers of specialized infrastructure.”
Fonte: Porter, 1998, p. 78
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5. Methodology
Emphirical Investigation
The present article is characterized as qualitative,
exploratory in nature.

A literature review about the themes was conducted:
*Inter-organizational Networks and Local
Productive Arrangements (LPAs) or Industrial
clusters (Cooper, Schindler, 2003).

The research method used was the multi-case study
(CAMPOMAR, 1991, Yin, 2001, Eisenhardt, 2001).
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6. Methodology
Emphirical Investigation
— Semi-structured interviews with:
— (a) Commercial Manager of PSI Wines from Brazil - Sector Winery
(region of Bento Gonçalves - RS),
— (b) Management Coordinator of SEBRAE-SP, responsible for
monitoring the micro and small companies of the APL Equipment
Medical Dental Hospital-the region of Ribeirão Preto - SP, and
— (c) Administrative Coordinator APL (Tex Tec Pole) Textile Sector in
the Region of Americana - SP
— Documentary analysis (reports, catalogs) in the case of Project Wines
from Brazil, as well as on APL - EMHO the Ribeirão Preto region, in
addition to research on the following web sites:
http://www.polotectex.com.br/ and http://www.winesofbrasil.com
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7. Results
Wines from Brazil (Cluster)
—Started its commercial promotion of exports in 2002, consisting of 6 wineries
(Aurora, Lovara, Fluting, Salton, Vit. Piccoli and Santa Maria) in the region of
Bento Gonçalves – RS - Brazil.
—Entities involved: FIERGS (Federation of Industries of the State of Rio Grande
do Sul), Uvibra (Brazilian Union of Wine), APROVALE (Association of Wine
Producers of the Valley of the Vineyards), IBRAVIN (Brazilian Wine
Institute), SEBRAE / RS (Service Support for Micro and Small Enterprises),
among others. The project is managed by the Brazilian Wine Institute
(IBRAVIN).
—The PSI has financial support from Export Promotion Agency (APEX-Brazil),
managing entity. In phase consortium, the duration was 12 months (2002),
and in phase PSI would be 24 months (October 2004 to September 2006).
—Due to the success of the program, it is in the activity until today.

8. RESULTS
Wines from Brazil (Cluster)

9. RESULTS
Wines from Brazil (Cluster)

10. RESULTS
LPA – Medical-Dentry Industry
Ribeirão Preto – S.P. (manager), City Hall of Ribeirão Preto,
— Institutions: SEBRAE-SP, FIPASE
Senai, CIESP FIESP, ABIMO, ABDI and SEBRAE.
—
— Since 2008 SEBRAE-SP Agency (Ribeirão Preto) is running along with the
entities mentioned above, a project aiming to strengthen an industry
group of 20 micro and small enterprises sector belonging to the pole in
the region of Ribeirão Preto and has obtained great success in their
activities.
—
— It would be very interesting for the 53 companies in local productive
arrangement involvement of this group of 20 micro and small
companies with medium and large located in the region who already
have their export departments structured and who perform their
international sales alone.
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11. RESULTS
LPA – Medical-Dentry Industry
Ribeirão Preto –by the group for the year 2009 of the APL was
 One of the goals set S.P.
precisely the presence at the International Fair Hospitalar

 Alt, Martec, Medpej, Midetronic, Sigmed and XDent are example of
the gains that are achieved through partnerships.

 Besides these six companies that share the same space, other
companies in the APL project EMHO Ribeirão Preto to participate
in the Hospitalar Fair are Dentscler and Microem. The company
Helse also participating in the project, will be present at the booth
of Fipase.
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12. RESULTS
Pólo Tec Tex
 The technological pole of the textile industry of comprised by the
ciites: Santa Barbara D'Oeste, Nova Odessa, Hortolandia and
Americana, in the State of São Paulo - Brazil, was created in 2002
with the aim of bringing together and representing all production
chain of the textile and clothing sector in the region.

 The main focus is the development and strengthening of the market,
using the synergistic union of complementary areas.

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13. RESULTS
Pólo Tec Tex
 The objectives of the pole are:

 • Contribute to the economic and technological progress in the sector;
• Identify and defend the general interests of the textile industry; •
Maintain partnerships with centers of research and teaching; •
Promote exchanges with national and foreign entities, aimed at
raising the technical standards and management; • Disseminate
information of interest to the professional development of its
members; • Represent the industry sector to the Federal
government, state or local, municipal corporations, mixed and other
entities of interest; etc
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14. RESULTS
Pólo Tec Tex
 It is conducted continuously researches and studies related to the
international market.

 There are partnerships developed with Texbrasil where members have
the opportunity to present their products at fairs and international
events are held, often training activities regarding trade (exporting
their products, the necessary adaptations, as should be done
throughout the process, etc.) and the development of partnerships
with companies and banks that can assist member companies in
their internationalization process.

 The Pole Tex Tec has competitiveness programs in the areas of
innovation, design, fashion and quality.

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15. RESULTS
Pólo Tec Tex market:
Actions to expand the
I) Market Research
II) Pólo Tec Tex Institutional Web site (Portal)
III) Business Development in Brazil and Abroad
IV) Road Show
V) Show room
VI) Business Sessions
VII) Training
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16. CONCLUSION

 The PSI/ Clusters/ Wines from Brazil began the project in 2002 (phase
consortium) with six wineries in 2008 and had grown to 33 wineries,
the volume of export of Brazilian and sparkling wines have
increased significantly.

 The APL EMHO Ribeirão Preto aims to focus efforts to train, qualify
and strengthen the sector EMHO Ribeirão Preto, seeking
sustainable economic development of the municipality;

 Since 2008 SEBRAE-SP Agency (Ribeirão Preto) is running along with
others involved, a project aiming to strengthen an industry group of
20 micro and small enterprises sector belonging to the pole of the
region and has achieved great success in their activities.

17. CONCLUSION
 The region comprising the Pole Tec Tex, is the region of Brazil with the
largest number of companies listed in TEXBRASIL (The TexBrasil,
Export Program of the Brazilian Fashion Industry), was established
in 2000 by ABIT - Brazilian Association of Textile and Clothing ) in
partnership with APEX-Brazil;

 The number of exporting firms in the Pole Tec Tex, despite the
"overvalued exchange rate" and the "Brazil cost", has increased in
the last five years, despite the value of exports has declined.

 Urges governmental and private sectors to work together towards the
institutionalization of local productive arrangements, outlining
strategic plans to further explore international markets.
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18. Sheila Garcia e Roberto Louzada
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19. Comparative analysis
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