Consorcios de exportacao: instrumento da pequena e media empresa em sua internacionalizacao
The actual pattern of international economics is based on the mobility of small and medium sized companies. Those, however, faced serious difficulties to internationalize their business. It is easy to understand the difficulties that such companies faced when they tried to overcome the challenge of market growth. The small and medium sized companies (SMC) that encountered more difficulties are still which are not technology oriented. Those, specifically, need a higher contribution of venture capital and a better performance of their framework to make a challenge. Brazilian small and medium sized companies presented the same difficulties. The present search addresses the specific problems facing small and medium sized Brazilian companies in seeking to internationalize their business, which include: scale of production and lack of financial, technical and human resource facilities to deal with international trade. There is also analysis of internal and external factors which determine the process of SMC in export consortiums, with a view to their becoming internationalized and taking fuller advantage of their economic potential. Therefore, we searched the process of formation of export consortium, and point out the importance of government and business institutions that provide support in the formation of export consortium. Data about export consortiums were collected by government and business institutions, and by seven international fairs and business rounds. The search dresses the Brazilian experience of export consortiums formation, with a special focus, on a brief background of the more recent experience of Santa Catarina, in particular, the case of textile export consortium of Brusque, and, shoes industry in São João Batista. The results of the search pointed that an export consortium, like in Italy, is an efficient and positive form to start the internationalization of small and medium sized companies, in particular, those activities oriented to export and international trade. However, the success of Italy export consortium depends on many factors, particularly, those related to the management structure of Federexport and support of Minocci Law, that provide public financial resources for export consortiums during the first five years. The financial resources are designated to start up costs and sales promotion of consorted companies. In Brazil, SMC need resources for start up costs and to maintain the activities of export department, specifically, to support sales promotion. The search also pointed out some incentive mechanisms and financing programs available to export companies. Consortiums should take specially into account the following: market study and selection of goal markets, product selection of export consortium related to the market segmentation, export pricing policy, planning and sales forecast, competitive comparison and promotion strategy. International experience showed the importance of associations of small and medium sized companies and support of government and business institutions in the formation of export consortiums.
Advisor:Gérson Tontini; Franck Renand; Ivo Marcos Theis
School:Universidade Regional de Blumenau
Source Type:Master's Thesis
Small and medium companies
Date of Publication:02/29/2000