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 beenimplemented 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 useknow-how from othercompanies; (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;3 4. Literature Review Industrial Clusters "Clusters aregeographic 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 4 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).5 6. Methodology Emphirical Investigation Semi-structured interviews with: (a) Commercial Manager of PSI Wines from Brazil - Sector Winery (region of Bento Gonalves - 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 Ribeiro 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 Ribeiro Preto region, in addition to research on the following web sites: http://www.polotectex.com.br/ and http://www.winesofbrasil.com6 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 Gonalves 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 Ribeiro Preto S.P. (manager), City Hall of Ribeiro Preto, Institutions: SEBRAE-SP, FIPASE Senai, CIESP FIESP, ABIMO, ABDI and SEBRAE. Since 2008 SEBRAE-SP Agency (Ribeiro Preto) is running along with theentities 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 Ribeiro Preto and has obtained great success in their activities. It would be very interesting for the 53 companies in local productivearrangement 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.10 11. RESULTS LPA Medical-Dentry Industry Ribeiro 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 ofthe gains that are achieved through partnerships. Besides these six companies that share the same space, othercompanies in the APL project EMHO Ribeiro 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.11 12. RESULTS Plo Tec Tex The technological pole of the textile industry of comprised by theciites: Santa Barbara D'Oeste, Nova Odessa, Hortolandia and Americana, in the State of So 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.12 13. RESULTS Plo 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; etc13 14. RESULTS Plo Tec Tex It is conducted continuously researches and studies related to theinternational market. There are partnerships developed with Texbrasil where members havethe 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 ofinnovation, design, fashion and quality.14 15. RESULTS Plo Tec Tex market: Actions to expand the I) Market Research II) Plo Tec Tex Institutional Web site (Portal) III) Business Development in Brazil and Abroad IV) Road Show V) Show room VI) Business Sessions VII) Training15 16. CONCLUSION The PSI/ Clusters/ Wines from Brazil began the project in 2002 (phaseconsortium) 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 Ribeiro Preto aims to focus efforts to train, qualifyand strengthen the sector EMHO Ribeiro Preto, seeking sustainable economic development of the municipality; Since 2008 SEBRAE-SP Agency (Ribeiro Preto) is running along withothers 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 thelargest 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 theinstitutionalization of local productive arrangements, outlining strategic plans to further explore international markets.17 18. Sheila Garcia e Roberto Louzada18 19. Comparative analysis19