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\pvpg\phpg\posx9835\posy1885\sl240\slmult1 \ul0\nosupersub\cf1\f2\fs21 705- S 1 3 \par\pard\ql \pvpg\phpg\posx8629\posy2195\sl240\slmult1 \ul0\nosupersub\cf2\f3\fs12 R E V . : 1 7 D E M A R Z O D E 2 0 0 4 \par\pard\ql \pvpg\phpg\posx1800\posy3457\sl240\slmult1 M I C H A E L E . P O R T E R \par\pard\ql \pvpg\phpg\posx1800\posy3717\sl240\slmult1 G R E G O R Y C . B O N D \par\pard\ql \pvpg\phpg\posx1800\posy4088\sl240\slmult1 \ul0\nosupersub\cf6\f7\fs38 El aglomerado vitivincola de California \par\pard\pvpg\phpg\posx1799\posy4976\absw9005\sl242\slmult0 \ul0\nosupersub\cf7\f8\fs20 En los ltimos treinta aos, California haba emergido de una relativa oscuridad para posicionarse como un participante importante en la industria global del vino, desafiando as largos siglos de predominio de Francia, Italia y otros pases europeos establecidos. California era el principal productor de vino de Estados Unidos y era responsable de ms del 80% del empleo de la industria y del 90% del volumen de la produccin. Segn los expertos vincolas, los vinos californianos de primera calidad (vinos \u8220?premium\u8221?) haban alcanzado un nivel de calidad y consistencia igual al de cualquier otro vino del mundo o superior. Las aproximadamente 740 bodegas que estaban localizadas en California registraron niveles de ingresos rcord al alcanzar 5.900 millones de dlares en 1997, lo cual significaba un aumento del 11% respecto de 1996.\ul0\nosupersub\cf8\f9\fs9 1\ul0\nosupersub\cf7\f8\fs20 El retorno promedio sobre el capital antes de impuestos para las bodegas del estado que producan vinos de alta calidad se haba elevado de un 4% en 1991 a un 23% en 1997.\ul0\nosupersub\cf8\f9\fs9 2\ul0\nosupersub\cf7\f8\fs20 Sin embargo, la enrgica demanda interna que estaba impulsando este mejor desempeo (sumada a la aparicin de una plaga que destrua las vias conocida con el nombre de filoxera) haba derivado en una terrible escasez de uvas en California. Adems, los productores californianos, que representaban menos del 3% de las exportaciones de vino mundiales desde el punto de vista de su valor, estaban buscando la forma de mejorar su posicin internacional, y al mismo tiempo haciendo frente a una creciente competencia en el mercado interno proveniente de competidores emergentes tales como Australia y Chile. \par\pard\ql \pvpg\phpg\posx1800\posy9466\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 La economa californiana \par\pard\qj \pvpg\phpg\posx1799\posy9937\absw9001\sl242\slmult0 \ul0\nosupersub\cf7\f8\fs20 Con un producto interno bruto de un billn de dlares a nivel de estado, California hubiese sido la sptima economa ms grande del mundo en forma independiente. Era responsable de casi el 17% de las exportaciones estadounidenses (o 109.500 millones de dlares). Si bien el estado era ms conocido por estar a la vanguardia en cuestiones aeroespaciales, biotecnolgicas y hardware y software informtico, haba sido el mayor productor agrcola de Estados Unidos durante ms de cincuenta aos. Su produccin agrcola alcanz los 26.800 millones de dlares en 1997 y as sac fcilmente ventaja y dej en segundo puesto a Texas, cuya produccin era de 15.900 millones de dlares. California exportaba anualmente unos 7.000 millones de dlares de su produccin agrcola. El Valle de San Joaqun ubicado en California, que albergaba alrededor del 50% de la fuerza de trabajo agrcola del estado, podra decirse que fue la principal zona de cultivo del mundo. En total, la agricultura representaba casi el 10% del empleo de California. \par\pard\ql \pvpg\phpg\posx1800\posy13606\absw8999\sl169\slmult0 \ul0\nosupersub\cf5\f6\fs14 El caso de LACC nmero 705-S13 es la versin en espaol del caso de HBS nmero 799124. Los casos de HBS se desarrollan nicamente para su discusin en clase. No es el objetivo de los casos servir de avales, fuentes de datos primarios, o ejemplos de una administracin buena o deficiente. \par\pard\ql \pvpg\phpg\posx1800\posy14283\absw9000\sl169\slmult0 Copyright 2004 President and Fellows of Harvard College. No se permitir la reproduccin, almacenaje, uso en planilla de clculo o transmisin en forma alguna: electrnica, mecnica, fotocopiado, grabacin u otro procedimiento, sin permiso de Harvard Business School. \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp{\*\shpinst\shpleft0\shptop0\shpright12240\shpbottom15840\shpwr3\shpfblwtxt0\shpz-10000\shplid1{\sp{\sn shapeType}{\sv 75}}{\sp{\sn fBehindDocument}{\sv 1}}{\sp{\sn pib}{\sv 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\ul0\nosupersub\cf4\f5\fs15 705-S13\par\pard\pvpg\phpg\posx7508\posy981 El aglomerado vitivincola de California\par\pard\qj \pvpg\phpg\posx1440\posy1971\absw9001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 Adems de la agricultura, el procesamiento de alimentos se haba desarrollado como una industria de importancia. California representaba el 11% del empleo total de Estados Unidos en el rubro procesamiento de alimentos, o aproximadamente 180.000 personas, lo que constitua el mayor porcentaje de todos los estados. Algunas distinguidas empresas que tenan sus oficinas principales en California, u operaban principalmente all, eran Dole, Campbell Soup, Frito-Lay y la cooperativa procesadora Sun Maid Raisins. California tambin haba logrado buena reputacin por sus restaurantes y comidas tipo gourmet. El turismo, otro sector de importancia, generaba unos 60.000 millones de dlares en ventas anuales y empleaba a 670.000 personas. California atraa todos los aos mayor cantidad de turistas que cualquier otro estado del pas. \par\pard\ql \pvpg\phpg\posx1440\posy4525\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 Historia del aglomerado vitivincola de California \par\pard\qj \pvpg\phpg\posx1440\posy4995\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 Los misioneros espaoles, que comenzaron a cultivar uvas para utilizarlas en vinos sacramentales entre mediados y fines del siglo XVIII, fueron los primeros en comercializar vinos en California. Los primeros viedos comerciales se establecieron a medida que los colonizadores fueron llegando al estado en las dcadas de 1830 y 1840 en busca de oro y tierras econmicas. El explorador George Yount plant el primer viedo del Valle de Napa en 1838. El general espaol Mariano Vallejo, que plant ms de 70.000 vides y contrat a un comerciante de vinos francs para supervisar la produccin, estableci el primer viedo comercial de Sonoma aproximadamente en la misma poca. \par\pard\qj \pvpg\phpg\posx1440\posy6870\absw9002\sl241\slmult0 En 1860, la filoxera, un insecto que se alimentaba de las races de las vides, comenz a azotar la mayor parte de los viedos europeos. Se descubri que la filoxera haba migrado de la zona este de Estados Unidos por barco y que solamente las uvas autctonas del pas tenan rizomas resistentes a la plaga. Los europeos, desesperados por reanimar sus viedos, comenzaron a injertar sus variedades de uvas en rizomas estadounidenses. La epidemia de filoxera atraves las