El Aglomerado Vitivinícola de California

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5140051451400514514005145140051451401fffd9}}}}}\pard\par\pard\ql \pvpg\phpg\posx
9835\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\sl
240\slmult1 M I C H A E L E . P O R T E R \par\pard\ql \pvpg\phpg\posx1800\pos
y3717\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\nos
upersub\cf7\f8\fs20 En los ltimos treinta aos, California haba emergido de una rela
tiva 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 produc
tor de vino de Estados Unidos y era responsable de ms del 80% del empleo de la in
dustria y del 90% del volumen de la produccin. Segn los expertos vincolas, los vin
os californianos de primera calidad (vinos \u8220?premium\u8221?) haban alcanzado
un nivel de calidad y consistencia igual al de cualquier otro vino del mund
o o superior. Las aproximadamente 740 bodegas que estaban localizadas en
California registraron niveles de ingresos rcord al alcanzar 5.900 millones de dla
res en 1997, lo cual significaba un aumento del 11% respecto de 1996.\ul0\nosupe
rsub\cf8\f9\fs9 1\ul0\nosupersub\cf7\f8\fs20
El retorno promedio sobre el cap
ital antes de impuestos para las bodegas del estado que producan vinos de alta ca
lidad se haba elevado de un 4% en 1991 a un 23% en 1997.\ul0\nosupersub\cf8\f9\fs
9 2\ul0\nosupersub\cf7\f8\fs20
Sin embargo, la enrgica demanda interna que est
aba 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 m
enos 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 proven
iente de competidores emergentes tales como Australia y Chile. \par\pard\ql \pvp
g\phpg\posx1800\posy9466\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 La economa ca
liforniana \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 nive
l de estado, California hubiese sido la sptima economa ms grande del mundo en forma
independiente. Era responsable de casi el 17% de las exportaciones estadouniden
ses (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 softwar
e informtico, haba sido el mayor productor agrcola de Estados Unidos durante ms de c
incuenta aos. Su produccin agrcola alcanz los 26.800 millones de dlares en 1997 y as s
ac fcilmente ventaja y dej en segundo puesto a Texas, cuya produccin era de 15.900 m
illones de dlares. California exportaba anualmente unos 7.000 millones de dlares d
e 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 f
ue 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\posy1360
6\absw8999\sl169\slmult0 \ul0\nosupersub\cf5\f6\fs14 El caso de LACC nmero 705-S1
3 es la versin en espaol del caso de HBS nmero 799124. Los casos de HBS se desarrol
lan 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 defic
iente. \par\pard\ql \pvpg\phpg\posx1800\posy14283\absw9000\sl169\slmult0 Copyrig
ht 2004 President and Fellows of Harvard College. No se permitir la reproduccin, a
lmacenaje, uso en planilla de clculo o transmisin en forma alguna: electrnica, mecni
ca, fotocopiado, grabacin u otro procedimiento, sin permiso de Harvard Business S
chool. \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid1
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
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\phpg\posx1440\posy981 \ul0\nosupersub\cf4\f5\fs15 705-S13\par\pard\pvpg\phpg\po
sx7508\posy981 El aglomerado vitivincola de California\par\pard\qj \pvpg\phpg\pos
x1440\posy1971\absw9001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 Adems de la
agricultura, el procesamiento de alimentos se haba desarrollado como u
na 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 dis
tinguidas empresas que tenan sus oficinas principales en California, u operaban p
rincipalmente all, eran Dole, Campbell Soup, Frito-Lay y la cooperativa procesado
ra 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 p
ersonas. California atraa todos los aos mayor cantidad de turistas que cualquier o
tro estado del pas. \par\pard\ql \pvpg\phpg\posx1440\posy4525\sl240\slmult1 \ul0\
nosupersub\cf9\f10\fs24 Historia del aglomerado vitivincola de California \par\pa
rd\qj \pvpg\phpg\posx1440\posy4995\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f
11\fs20 Los misioneros espaoles, que comenzaron a cultivar uvas para utilizarlas
en vinos sacramentales entre mediados y fines del siglo XVIII, fueron los primer
os en comercializar vinos en California. Los primeros viedos comerciales se est
ablecieron 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 p
lant 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 apro
ximadamente 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 l
a filoxera haba migrado de la zona este de Estados Unidos por barco y que solamen
te las uvas autctonas del pas tenan rizomas resistentes a la plaga. Los europeos, d
esesperados por reanimar sus viedos, comenzaron a injertar sus variedades de uvas
en rizomas estadounidenses. La epidemia de filoxera atraves las Rocallosas y lle
g hasta California a fines de la dcada de 1870, lo que deriv en la creacin del Depar
tamento de Viticultura y Enologa en la sede de Davis de la Universidad de Califor
nia. El uso de injertos contribuy a disminuir el impacto de la filoxera en las va
riedades europeas que se cultivaban en California y permiti que el estado superar

a a Ohio como principal productor de vinos del pas hacia la dcada de 1880.\ul0\nos
upersub\cf8\f9\fs9 3\ul0\nosupersub\cf10\f11\fs20 Si bien los vinos california
nos se vendan principalmente a granel, hacia 1889 haban alcanzado tal nivel de cal
idad que los franceses invitaron a las bodegas estadounidenses a competir en la
Feria Mundial. \par\pard\qj \pvpg\phpg\posx1440\posy9954\absw9001\sl241\slmult0
La prohibicin del alcohol, que dur desde 1920 hasta 1934, prcticamente hizo desapar
ecer el arte de la elaboracin de vinos de calidad en Estados Unidos. Los comercia
ntes de vinos sobrevivieron elaborando jugo de uvas y vinos sacramentales o medi
cinales. La Universidad de California en Davis volc su trabajo de investigacin hac
ia el cultivo de frutas y le dio a su departamento de viticultura el nuevo nombr
e de \u8220?Departmento de Estudios de Frutas\u8221?. En 1934 se fund en San Fr
ancisco el Wine Institute, una asociacin especializada integrada por cuarenta y o
cho bodegas californianas, para contribuir a infundirle nueva energa a la industr
ia vitivincola del estado al cumplir un papel activo como grupo de presin a nivel
estatal y federal. Cuando la prohibicin del alcohol lleg a su fin, la economa estad
ounidense se vio azotada por la depresin. La elaboracin de vinos no recobr su impul
so hasta la Segunda Guerra Mundial, poca en que la mayor parte del pas qued aislada
de fuentes de productos europeos. La demanda de vinos dulces y fuertes de baj
a calidad, tales como el Thunderbird, impuls la produccin californiana a lo largo
de las dcadas de 1940 y 1950. \par\pard\qr \pvpg\phpg\posx1440\posy13038\absw9000
\sl242\slmult0 Al iniciarse la dcada de 1960 surgi un renovado inters en el vino ya
que los jvenes mostraron entusiasmo por la experimentacin y la imagen de los vino
s \u8220?de la tierra\u8221? atraa su atencin.\ul0\nosupersub\cf8\f9\fs9 4\ul0\nos
upersub\cf10\f11\fs20
Entre 1968 y 1972, el consumo de vinos de mesa en Estad
os Unidos practicamente se duplic. La mayora de las bodegas, con E&J Gallo al fren
te en el Valle Central de California, se dedic a la produccin de vinos econmicos, q
ue combinaban mezclas genricas y eran vendidos en envases de gran volumen y \par\
pard\ql \pvpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18
2 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
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nosupersub\cf4\f5\fs15 El aglomerado vitivincola de California\par\pard\pvpg\phpg
\posx10250\posy981 705-S13\par\pard\ql \pvpg\phpg\posx1800\posy1971\absw9002\sl2
42\slmult0 \ul0\nosupersub\cf10\f11\fs20 atraan el paladar estadounidense contemp
orneo. La bodega Robert Mondavi, fundada en 1966, fue ampliamente reconocida como
la primera bodega comercial de \u8220?vinos de alta calidad\u8221? de Estados U
nidos y haba sido la primera bodega en aparecer en el Valle de Napa desde la dcada
de 1930. Otros productores de vinos de gran calidad siguieron los pasos de Mond
avi.\ul0\nosupersub\cf8\f9\fs9 5 \par\pard\qj \pvpg\phpg\posx1800\posy3120\absw9
001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 La ciencia y la tecnologa jugaron
un rol crucial para subsanar la diferencia de calidad existente entre los produ
ctores de vino de Europa y de California. Tradicionalmente, los comerciantes de
vino haban dependido mucho de las sensaciones y de las prcticas ya prob
adas. Los bodegueros californianos de la dcada de 1960 y 1970 comenzaron a ut
ilizar anlisis cuantitativos y nuevas tcnicas para producir vinos de mayor calidad
y consistencia. Rpidamente comenzaron a fluir las innovaciones entre los comerci
antes de vino del estado, en especial en Napa, donde se encontraba la mayora de l
as bodegas importantes, una junto a otra a lo largo de la Carretera Estatal 29
y el \u8220?Silverado Trail\u8221?, su va paralela en el este. Si bien muchas de
las innovaciones tuvieron lugar en las mismas bodegas, la Universidad de Califor
nia en Davis contribuy a la incorporacin de varias tecnologas nuevas, tales como co
secha mecnica, riego por goteo e injertos realizados en el campo. En 1976, los vi
nos californianos adquirieron importancia internacional al ganar un concurso en
Paris muy publicitado y derrotar a algunas de las cosechas ms importantes de Euro
pa. \par\pard\qj \pvpg\phpg\posx1800\posy6204\absw9001\sl242\slmult0 Los aos sete
nta fueron testigos del desarrollo de otras industrias en California que contrib
uyeron a promover el consumo de vino. La fundacin de Alice Waters\u8217? Chez Pan
isse en Berkeley en 1971 marc el comienzo de la \u8220?Alta Cocina de California\
u8221?, un movimiento basado en los alimentos de origen orgnico. El turismo en el
rea vincola del estado tambin se increment con la aparicin de hoteles, hospedajes pa
ra pernoctar y desayunar y restaurantes dirigidos a un pblico sofisticado. Las vi
sitas a bodegas tambin comenzaron a jugar un papel importante en la educacin del c
onsumidor. La publicacin Wine Spectator, creada en San Francisco en 1979
, se convertira en la principal publicacin de vinos del pas y uno de los promo
tores ms importantes del vino californiano. Sus listados anuales de los mejores v
inos del mundo influan notablemente en el paladar del consumidor estadounidense.
\par\pard\pvpg\phpg\posx1799\posy8803\absw9000\sl242\slmult0 La creciente demand
a de vinos en los aos setenta y principios de los aos ochenta atrajo nuevos compet
idores. El 90% de las 140 bodegas existentes en Napa en 1986 se haba fundado lueg
o de la aparicin de Mondavi.\ul0\nosupersub\cf8\f9\fs9 6\ul0\nosupersub\cf10\f11\
fs20
Las grandes empresas, entre ellas Coca-Cola, Pillsbury, Seagram\u8217?s
y Nestl, con la esperanza de fortalecer sus capacidades de mercadeo masi
vo, tambin comenzaron a participar en la industria principalmente a travs
de adquisiciones. (La mayor parte de estas empresas luego abandonara la in
dustria vitivincola hacia mediados de los aos ochenta, con pocas ganancias, en los
casos en los que las hubo, por sus esfuerzos.) Las dcadas de 1970 y 1980 tambin f
ueron testigos de un aumento en la produccin de vinos de mejor calidad, etiquetad
os con el ao de la cosecha y los varietales. Las importaciones siguieron la misma
tendencia ya que creci la oferta de vinos varietales de menor precio, denominado
s \u8220?varietales rivales\u8221?, que provenan de pases como Australia y demostr
aron tener mucha aceptacin entre los consumidores estadounidenses. \par\pard\qj \
pvpg\phpg\posx1799\posy11646\absw9002\sl241\slmult0 El consumo de vinos en Estad
os Unidos, luego de alcanzar su pico en 1986, declin un 20% en los cinco aos sigui
entes. La creciente atencin a la actividad fsica y la salud, sumada a las mayores
preocupaciones por la embriaguez en lugares pblicos y por conducir en estado de e
mbriaguez, deriv en una baja general del consumo de bebidas alcohlicas. No obstant
e, a diferencia de lo que suceda con las bebidas de alto grado alcohlico, el consu
mo de vino en Estados Unidos comenz a recuperarse a principios de los aos noventa,
alentado en parte por lo transmitido en el programa televisivo de noticias 60 M
inutes en noviembre de 1991 con el ttulo de \u8220?La paradoja francesa\u8221?, d
onde se elogiaban los beneficios del vino tinto para la salud.\ul0\nosupersub\cf
8\f9\fs9 7 \par\pard\ql \pvpg\phpg\posx1800\posy13761\absw8999\sl242\slmult0 \ul
0\nosupersub\cf10\f11\fs20 Hacia 1998, los viticultores y las bodegas de Califor
nia apenas podan mantenerse al nivel de la creciente demanda por vinos de alta ca
lidad. La oferta de uvas y los inventarios de vinos se vieron \par\pard\ql \pvpg
\phpg\posx10700\posy14560\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 3 \par\pard\
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sx7508\posy981 El aglomerado vitivincola de California\par\pard\ql \pvpg\phpg\pos
x1440\posy1971\absw9000\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 sometidos a
una gran presin, aunque la vendimia de 1997, que haba sido la mayor cosecha en la
historia del estado, prometa traer algo de alivio. Los problemas por el lado de l
a oferta se vieron agravados por un nuevo tipo de filoxera que haba surgido en Ca
lifornia del Norte a principios de los aos noventa y que haba forzado a implementa
r un proyecto de replantacin masiva que an se encontraba en ejecucin. \par\pard\ql
\pvpg\phpg\posx1440\posy3556\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 El consu
mo de vino en Estados Unidos \par\pard\qj \pvpg\phpg\posx1440\posy4028\absw9001\
sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 Por su volumen, Estados Unidos era e
l tercer mercado vincola ms grande del mundo luego de Francia e Italia (ver Anexo
1). Sin embargo, por su consumo per cpita, Estados Unidos tena uno de los niveles
ms bajos de consumo de vinos que era de alrededor de dos galones por ao. (Los hab
itantes de California consuman tres galones por ao por persona.) En com
paracin, los consumidores estadounidenses beban por ao casi 56 galones de bebidas
sin alcohol y alrededor de 23 galones de cerveza por persona. Las ventas de vino
en el mercado minorista llegaron a 14.000 millones de dlares en 1997, contra 70
.000 millones en el caso de las bebidas sin alcohol, 55.000 millones en el caso
de la cerveza y 34.000 millones en el caso de los licores destilados.\ul0\nosup
ersub\cf8\f9\fs9 8 \par\pard\qj \pvpg\phpg\posx1440\posy6144\absw9002\sl242\slmu
lt0 \ul0\nosupersub\cf10\f11\fs20 Segn el Wine Market Council, una asociacin de la
industria con sede en California, el 11% de las personas adultas de entre 21 y
59 aos beba vino con frecuencia semanal y representaba el 88% del consumo total de
vino en Estados Unidos. El 71% de los adultos que no consuma vino estaba integr
ado por personas que beban otras bebidas alcohlicas (41%) o que no beban alcohol (3
0%). En 1997, el 80% del vino vendido por volumen y casi el 60% del vendido en e
l mercado minorista fueron comprados para consumo hogareo o fuera de los lugares
pblicos destinados a su consumo. El porcentaje restante fue comprado a travs de ho
teles, bares y otros proveedores para su consumo en los lugares destinados a tal
fin.\ul0\nosupersub\cf8\f9\fs9 9 \par\pard\qj \pvpg\phpg\posx1439\posy8259\absw
9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 El vino estaba clasificado de m
anera amplia en tres tipos: (1) vinos de mesa, cuyo grado alcohlico no superaba e
l 14%, (2) vinos fuertes o de postre, con un grado alcohlico superior al 14%, y (
3) vinos espumantes o champaa.
Los vinos de mesa californianos eran lo
s ms aceptados entre los consumidores de Estados Unidos y representaban el 64
% del consumo (ver Anexo 2). No obstante, las importaciones estaban experimentan
do un resurgimiento dado que las bodegas nacionales eran incapaces de satisfacer

la creciente demanda de los consumidores. Para poder atenuar la escasez de la o
ferta, las bodegas estadounidenses haban recurrido a la importacin de vino a grane
l, que luego embotellaban y distribuan dentro del pas. \par\pard\qj \pvpg\phpg\pos
x1439\posy10376\absw9001\sl241\slmult0 El consumo por volumen haba crecido un 2%
por ao desde 1992, mientras que las ventas minoristas se haban elevado a razn de
un 7% anual. Entre los vinos de mesa de California, los ingresos de las bodegas
por la venta de vinos \u8220?de alta calidad\u8221? (por ejemplo, vinos que se v
endan al pblico a ms de tres dlares por botella) haban crecido a un ritmo del 13% anu
al durante el mismo perodo contra un incremento anual del 3% para los vinos genric
os vendidos en envases de gran volumen. El segmento de vinos de ms de veinticinco
dlares por botella, denominados vinos \u8220?de lujo\u8221?, fue el de crecimien
to ms rpido en la categora de alta calidad (ver Anexo 3). Segn los clculos realizad
os, los precios del vino californiano de calidad superior destinado a un pblico s
ofisticado haban sido histricamente entre un 30% y un 50% ms econmicos qu
e los vinos franceses de nivel comparable en el mercado de Estados Unidos. Sin
embargo, la diferencia de precios estaba comenzando a reducirse con el aumento
de los precios de los vinos ms importantes de Estados Unidos. \par\pard\ql \pvpg\
phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 4 \par\pard\se
ct\sectd\pgwsxn12240\pghsxn15840{\shp
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1 \ul0\nosupersub\cf9\f10\fs24 Produccin de uvas \par\pard\qj \pvpg\phpg\posx1800
\posy2438\absw9001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 California fue el
quinto productor de uvas para vinificacin ms grande del mundo a partir de 1996 (v
er Anexo 4). Las uvas, incluidas las variedades para vino y las tradicionalmente
comestibles, constituan el segundo producto agropecuario del estado y representa
ron 2.800 millones de dlares en 1997. Aproximadamente 4.000 productores se dedica
ban al cultivo de uvas para vinificacin en cuarenta y cinco de los cincuenta y oc
ho condados del estado. Los viticultores estaban representados por una de las as
ociaciones del rubro ms influyente del aglomerado: la California Association of
Winegrape Growers (CAWG, por su sigla en ingls). Esta asociacin, fundada en 1974,
representaba tanto a bodegas como a viticultores independientes que en conjunto
eran responsables de la mitad de la produccin de uvas para vinificacin. La asocia
cin jug un papel activo en las actividades de presin a nivel estatal y federal e in
tentaba promover la produccin de uvas de calidad destinadas a la elaboracin de vin
os a travs de actividades tales como la difusin de las mejores prcticas. \par\pard\
qj \pvpg\phpg\posx1800\posy5280\absw9003\sl242\slmult0 Como resultado de las rep
lantaciones y el desarrollo de nuevos viedos, casi el 40% de los 407.000 acres de
vides se haba plantado luego de 1989 y el 20% luego de 1994. Aproximadamente 329
.000 acres tenan la suficiente madurez para producir uvas. La existencia
de variaciones climticas generaba fuertes fluctuaciones en la calidad y la ca
ntidad de las cosechas recogidas cada ao. Luego de las \u8220?escasas\u8221? cos
echas obtenidas desde 1994 hasta 1996 inclusive, la cosecha de 1997 de casi 2
.900.000 toneladas fue la mayor de la historia de California y signific un increm
ento del 33% respecto de la de 1996. Las variedades individuales, en especial l
as uvas de alta calidad, registraron aumentos ms significativos. Por ejemplo, la
variedad Chardonnay, que era la principal variedad cultivada con cosechas de 490
.000 toneladas, haba aumentado un 59% desde 1996. El rendimiento en todo el estad
o, de 8,8 toneladas por acre, tambin fue el ms elevado en al menos diez aos y super
el rendimiento de 7,6 toneladas por acre obtenido en 1993. Las perspectivas para
la prxima cosecha eran inciertas, aunque muchos especialistas pronosticaban que
sera al menos un 15% menor que en 1997. \par\pard\qj \pvpg\phpg\posx1799\posy8605
\absw9001\sl242\slmult0 \ul0\nosupersub\cf12\f13\fs21 Regiones de cultivo\ul0\no
supersub\cf10\f11\fs20
La mayora de los productores de uvas para vinificacin se
ubicaban en tres reas ampliamente definidas: la Costa Norte, el Valle Central y
la Costa Central (ver Figura A). La mayora de los expertos de la industria consid
eraba que la Costa Norte, que inclua los Condados de Napa y Sonoma, presentaba la
mejor combinacin de suelo, clima, sol, topografa y agua (en conjunto conocidos co
mo \u8220?terruo\u8221?) del estado. La Baha de San Francisco permita el paso del f
resco aire ocenico entre las montaas de las cadenas montaosas de la cost
a, lo cual generaba temperaturas ideales para el cultivo. Ms hacia el interior
, el Valle Central, que inclua el Valle de San Joaqun, presentaba temperaturas ms e
levadas y en general era menos ptimo. El terruo de la Costa Central, de tempera
turas menos elevadas, se ubicaba entre las otras dos regiones. Su repu
tacin haba mejorado notablemente desde la dcada de 1980 y, en opinin de algunos expe
rtos, se estaba acercando a la calidad de la Costa Norte con rapidez. \par\pard\
qj \pvpg\phpg\posx1799\posy11468\absw9002\sl242\slmult0 No haba suficiente espaci

o para desarrollar nuevos viedos en la Costa Norte y muy pocos terrenos de tamao c
omercial, de 100 acres o ms, se llegaban a incorporar al mercado. Los precios de
las tierras sin explotar oscilaban, en promedio, entre 28.000 y 42.000 dlares por
acre en Napa (ver Anexo 5). Poco tiempo antes se haba vendido un viedo ubicado
en la Carretera 29 a razn de 100.000 dlares por acre. La mayor parte de la base de
l valle de Napa estaba explotada y las bodegas y los viticultores independientes
estaban comenzando a plantar vides en las laderas del valle. Se comenzaron a ex
plotar, mediante proyectos monumentales, reas que anteriormente no haban sido capa
ces de albergar plantaciones debido a la mala irrigacin y al inadecuado suministr
o de agua. La creciente demanda de viedos tambin comenz a disparar los precios de l
a tierra en la Costa Central y el Valle Central, aunque ambas zonas posean terren
os no explotados aptos para viedos. \par\pard\ql \pvpg\phpg\posx10700\posy14560\s
l240\slmult1 \ul0\nosupersub\cf3\f4\fs18 5 \par\pard\sect\sectd\pgwsxn12240\pghs
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x1440\posy1971\sl240\slmult1 \ul0\nosupersub\cf10\f11\fs20 Figura A Principale
s regiones de cultivo de uvas para vinificacin en California \par\pard\ql \pvpg\p
hpg\posx6682\posy2993\sl240\slmult1 \ul0\nosupersub\cf17\f18\fs18 A. Costa Nort
e \par\pard\ql \pvpg\phpg\posx6682\posy3205\absw1528\sl219\slmult0 B. Costa Cen
tral C. Valle Central \par\pard\pvpg\phpg\posx3320\posy3808 \ul0\nosupersub\cf1

6\f17\fs16 Condado de\par\pard\pvpg\phpg\posx4933\posy3711 \ul0\nosupersub\cf14\
f15\fs22 A\par\pard\ql \pvpg\phpg\posx3320\posy3997\sl240\slmult1 \ul0\nosupersu
b\cf16\f17\fs16 Sonoma \par\pard\ql \pvpg\phpg\posx3536\posy4477\sl240\slmult1 C
ondado de Napa \par\pard\ql \pvpg\phpg\posx5717\posy4591\sl240\slmult1 \ul0\nosu
persub\cf14\f15\fs22 C \par\pard\ql \pvpg\phpg\posx3844\posy4966\sl240\slmult1 \
ul0\nosupersub\cf16\f17\fs16 San Francisco \par\pard\ql \pvpg\phpg\posx5765\posy
5296\sl240\slmult1 \ul0\nosupersub\cf15\f16\fs22 B \par\pard\qj \pvpg\phpg\posx1
439\posy7163\absw9001\sl242\slmult0 \ul0\nosupersub\cf12\f13\fs21 Operaciones en
viedos\ul0\nosupersub\cf10\f11\fs20
La distribucin y la administracin de los vie
dos tenan una gran influencia en la calidad de las uvas y el costo de produccin. L
as vides tardaban entre cuatro y cinco aos en alcanzar su mximo rendimiento y al m
enos diez aos en producir uvas de la mejor calidad; y su ciclo de vida poda ser de
ms de cincuenta aos. A medida que aumentaba la calidad de las uvas, el rendimient
o de los viedos en general descenda. Los productores de uvas de alta calidad eran
ms selectivos y empleaban tcnicas de poda ms agresivas. Adems, las uvas de mayor cal
idad normalmente se cosechaban en forma manual mientras que las de menor calidad
se extraan con mtodos mecnicos. Se deca que el tratamiento ms delicado de las uvas p
roduca mejores vinos. Los viedos de alta calidad tambin empleaban sistemas de irrig
acin y proteccin contra las heladas ms costosos. \par\pard\qj \pvpg\phpg\posx1440\p
osy9784\absw9001\sl241\slmult0 Histricamente, los viticultores californianos haban
plantado las vides en hileras separadas por un espacio de 12 pies y a una dista
ncia de 8 pies entre una vid y otra, lo que daba como resultado una plantacin de
454 vides por acre. La tcnica de separacin denominada \u8220?8x12\u8221?, promovid
a por la Universidad de California en Davis en la dcada de 1930, haba optimizado l
a capacidad productiva al permitir el fcil acceso de tractores y otras m
aquinarias agropecuarias. Al tener que hacer replantaciones como consecuenc
ia de la filoxera y con la esperanza de incrementar la calidad de las uvas, much
os productores de uvas de alta calidad se estaban volcando hacia una menor separ
acin entre vides en la dcada de 1990. Con la reduccin de los espacios entre las vid
es, los nuevos brotes de uvas se vieron forzados a competir de manera ms intensa
entre s, lo que dio como resultado mejores uvas en general. Algunos viticultores
californianos, principalmente en la Costa Norte, haban adoptado el tradicional es
paciado 4x4 (2.723 vides por acre) de los productores franceses de gran calidad.
Si bien se produjo un aumento del rendimiento, las plantaciones de alta densida
d podan llegar a elevar los costos operativos hasta un 50% o 60% en un viedo debid
o a los mayores costos de mano de obra y materiales. \par\pard\qr \pvpg\phpg\pos
x1440\posy13352\absw9001\sl241\slmult0 En California, los salarios de los emplea
dos de los viedos, incluido el personal contratado para el desarrollo del viedo, l
legaban a un total de 1.200 millones de dlares anuales. En el ao 1996 trabajaban
en promedio 36.500 personas para la produccin de todos los tipos de uvas de Cali
fornia, \par\pard\ql \pvpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub
\cf3\f4\fs18 6 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
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supersub\cf4\f5\fs15 El aglomerado vitivincola de California\par\pard\pvpg\phpg\p
osx10250\posy981 705-S13\par\pard\ql \pvpg\phpg\posx1800\posy1971\absw9001\sl242
\slmult0 \ul0\nosupersub\cf10\f11\fs20 con un pico de 60.600 en septiembre
, mes cumbre para la cosecha anual. Muchos de estos trabajadores eran
peones migrantes que iban rotando en todo el territorio de California
y recolectaban varias cosechas durante el ao. Los operadores de los viedos en ge
neral buscaban volver a contratar a los mismos trabajadores migrantes cada ao a f
in de minimizar los costos de capacitacin. Un trabajador vitcola promedio ganaba 6

,80 dlares por hora, pero las escalas salariales variaban segn la regin y el
tipo de uvas cosechadas. En la Costa Norte, por ejemplo, los trabajado
res tenan en general ms aptitudes y ganaban 8,40 dlares por hora.\ul0\nosupersub\cf
8\f9\fs9 10\ul0\nosupersub\cf10\f11\fs20
Un recolector de uvas poda llegar a c
osechar manualmente hasta dos toneladas de uvas por da. \par\pard\ql \pvpg\phpg\p
osx1800\posy4282\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 Produccin de vino \pa
r\pard\qj \pvpg\phpg\posx1799\posy4754\absw9002\sl242\slmult0 \ul0\nosupersub\cf
10\f11\fs20 California representaba ms del 90% de la produccin de vino de Estados
Unidos, seguida por Nueva York (5%) y Washington (1%). Los 420 millones de ga
lones producidos en total en 1997 colocaron a California en el cuarto puesto mu
ndial detrs de Francia, Italia y Espaa. La produccin de vino del estado haba aumenta
do a un ritmo constante desde 1994, mientras que las existencias haban cado a sus
niveles ms bajos desde los aos setenta. Segn el Wine Institute, haba unas 740 bodega
s en California y casi la mitad de ellas venda un poco menos de 5.000 cajas por ao
.\ul0\nosupersub\cf5\f6\fs14 \u8224?\ul0\nosupersub\cf10\f11\fs20 Las diez bod
egas ms grandes del estado eran responsables de ms del 80% del volumen producido.
(Aunque sean menos confiables, los datos disponibles suponen una concentracin sim
ilar segn lo recaudado.) La bodega E&J Gallo, ubicada en la Costa Central, era la
bodega ms grande del mundo y en 1997 despachaba casi sesenta millones de cajas d
e vino. \par\pard\qj \pvpg\phpg\posx1799\posy7358\absw9001\sl241\slmult0 La dist
incin tradicional entre los productores de vinos genricos \u8220?en jarra\u8221? (
por ejemplo, Gallo) y los productores de vinos de calidad (por ejemplo, Mondavi)
segua existiendo, aunque los primeros estaban volcndose de manera impetuosa hacia
los segmentos de vinos de calidad con marcas que haban desarrollado o adquirido.
\ul0\nosupersub\cf8\f9\fs9 11\ul0\nosupersub\cf10\f11\fs20
Atrados por la mayo
r demanda de vinos californianos por parte del consumidor, varios productores de
vino internacionales y empresas de bebidas multinacionales haban iniciado una nu
eva ronda de inversiones en California tambin. \par\pard\qj \pvpg\phpg\posx1799\p
osy8990\absw9001\sl241\slmult0 Desde su fundacin en los aos treinta, el Wine Insti
tute haba crecido para transformarse en una impresionante asociacin de 450 bodegas
. Su misin como grupo de apoyo y promocin de polticas pblicas para las bodegas calif
ornianas haba permanecido prcticamente intacta. Hasta hace poco, este instituto ha
ba brindado su apoyo para investigar los beneficios que el vino aporta a la salud
y promova proyectos para posicionar al vino como \u8220?bebida consagrada de la
vida civilizada\u8221? en la mente de los consumidores y de los encargados de re
glamentar la industria.\ul0\nosupersub\cf8\f9\fs9 12\ul0\nosupersub\cf10\f11\fs2
0
La discrepancia entre los productores de vinos de calidad y genricos haba ase
diado al instituto. En la dcada de 1990 Mondavi y unas 50 bodegas pequeas elaborad
oras de vinos de calidad haban dejado de pertenecer a la asociacin alegando que lo
s productores de vinos genricos dominaban la conduccin del instituto. Los arancele
s pagados al instituto se basaban en una medicin de las ventas o el volumen de pr
oduccin y, segn lo rumoreado, slo Gallo aportaba el 30% del presupuesto anual de l
a entidad. \par\pard\qr \pvpg\phpg\posx1800\posy12073\absw9001\sl242\slmult0 \ul
0\nosupersub\cf12\f13\fs21 Compra de uvas\ul0\nosupersub\cf10\f11\fs20
Las uv
as representaban entre el 40% y el 60% del costo total de la produccin vincola. Un
a tonelada de uvas produca aproximadamente entre 60 y 70 cajas de vino terminado,
y el rendimiento en funcin de cajas obtenidas disminua con el aumento de la calid
ad del vino. Si bien las bodegas californianas en general eran propietarias de a
lgunas superficies cultivadas con vides, los viticultores independientes del est
ado producan en 1997 casi el 85% de las uvas para vino del \par\pard\ql \pvpg\p
hpg\posx1800\posy14072\sl240\slmult1 \ul0\nosupersub\cf5\f6\fs14 \u8224? \par\pa
rd\ql \pvpg\phpg\posx1909\posy14113\sl240\slmult1 \ul0\nosupersub\cf4\f5\fs15 La
caja estndar de la industria contena doce botellas de 750 ml o 2,4 galones de v
ino. \par\pard\ql \pvpg\phpg\posx10700\posy14560\sl240\slmult1 \ul0\nosupersub\c
f3\f4\fs18 7 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid7

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x1440\posy1971\absw9000\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 estado.\ul0\
nosupersub\cf8\f9\fs9 13\ul0\nosupersub\cf10\f11\fs20
En general, una bodega
utilizaba sus viedos propios para el aprovisionamiento de uvas destinadas a la el
aboracin de sus vinos de mayor calidad. \par\pard\qj \pvpg\phpg\posx1440\posy2635
\absw9004\sl242\slmult0 Los productores de vinos genricos \u8220?de jarra\u8221?
a menudo estuvieron dispuestos a aceptar contratos de vigencia anual con los vit
icultores, pero celebraban acuerdos de plazo ms largo si los trminos resultaban at
ractivos. Para asegurarse una calidad de uva uniforme, los productores de vinos
de alta calidad en general intentaban celebrar contratos de largo plazo por entr
e tres y siete aos. Tambin podan efectuarse compras en el mercado al contado para c
ompensar el dficit en la oferta. Los precios de las uvas eran bastante transparen
tes. La ley exiga que se informara al gobierno del estado los precios, la cantida
d de toneladas y el contenido de azcar (una medida de la calidad) en el momento
de la compra. El estado publicaba en forma anual los resultados de cada cepa por
distrito de cultivo de California sin identificar ni a los compradores ni a los
proveedores. En un informe separado, basado en los datos suministrados voluntar
iamente por los viticultores, se inclua la superficie cultivada en acres por v
ariedad y distrito de cultivo. \par\pard\qj \pvpg\phpg\posx1440\posy5478\absw900
0\sl241\slmult0 La limitada oferta de uvas de buena calidad de mediados de la dca
da de 1990, en combinacin con el brote de filoxera, estaba obligando a los produc
tores de vinos de alta calidad a buscar fuentes alternativas de uvas. Las bodega
s californianas estaban importando mayor cantidad de uvas y vino a granel del ex
terior y varios productores haban iniciado emprendimientos conjuntos con bodeguer
os y viticultores internacionales. La importacin total de vino a granel se haba el
evado de 600.000 galones en 1995 a ms de 20.000.000 de galones en 1997.\ul0\nosu
persub\cf8\f9\fs9 14\ul0\nosupersub\cf10\f11\fs20
Las bodegas tambin estaban b
uscando incrementar la cantidad de viedos que posean. Beringer Wine Estates, uno d
e los principales productores de uvas de calidad de California, calculaba que el
costo promedio por tonelada para producir uvas Chardonnay en sus viedos de Santa
Brbara era de 825 dlares en 1996 comparado con un precio promedio de mercado de 1
.450 dlares para uvas de tipo similar.\ul0\nosupersub\cf8\f9\fs9 15 \par\pard\qj
\pvpg\phpg\posx1440\posy8075\absw9001\sl242\slmult0 \ul0\nosupersub\cf12\f13\fs2
1 Molienda, fermentacin y crianza\ul0\nosupersub\cf10\f11\fs20
Aunque la elabo
racin de vinos tintos y vinos blancos supona pasos un tanto distintos que req
ueran lneas de produccin separadas, el proceso de elaboracin era similar para a
mbos tipos. Luego de la vendimia, todas las uvas se trasladaban inmediatamente a
la bodega en camiones para su molienda. El jugo resultante de la prensa o \u822
0?mosto\u8221? se bombeaba o se haca correr por efecto de la gravedad hacia grand
es tanques de cemento, acero o roble, con temperatura controlada, para su fermen
tacin, etapa durante la cual el azcar de las uvas se metabolizaba y transformaba,
por accin de las levaduras naturales y/o agregadas, en etanol y dixido de carbono.
La fermentacin normalmente duraba entre una y cinco semanas. La produccin de vino
s de mejor calidad en general era menos automatizada, se realizaba en volmenes me
nores y el enlogo adoptaba un papel ms \u8220?artstico\u8221?. Los vinos d
e calidad inferior se elaboraban en volmenes ms grandes y se basaban en \u82
20?frmulas\u8221?. Los productores de vinos destinados a un pblico sofisticado pre
staban especial atencin para conservar las uvas provenientes de distintos viticul
tores en tanques de fermentacin separados con el fin de respetar el control de ca
lidad. Los productores de vinos genricos normalmente usaban grandes cubas comunes
para las uvas recibidas de varios viticultores. \par\pard\qr \pvpg\phpg\posx143
9\posy11907\absw9001\sl241\slmult0 Despus de la fermentacin, los vinos de alta cal
idad se traspasaban a tanques o barricas de roble americano para su crianza dura
nte ocho a doce meses. La crianza para los vinos de calidad superior en general
se realizaba en pequeas (60 galones) barricas de roble francs durante un perodo de
hasta dos aos.\ul0\nosupersub\cf8\f9\fs9 16\ul0\nosupersub\cf10\f11\fs20 Durante
la crianza o aejamiento, tena lugar un segundo proceso de destilacin llamado ferme
ntacin malolctica que confera al vino un sabor ms suave. El roble aportaba \u8220?un
a combinacin de aromas y sabores que se unan al vino para otorgarle dimensin y comp
lejidad adicionales\u8221?\ul0\nosupersub\cf8\f9\fs9 17\ul0\nosupersub\cf10\f11\
fs20
Despus de las uvas, la crianza en barricas era el principal factor para d
eterminar el costo y la calidad del vino producido. Los mrgenes brutos de gananci
a en el caso del vino genrico \u8220?de jarra\u8221? se calculaba en un 30%, mien
tras que en el caso de los vinos de alta calidad los mrgenes \par\pard\ql \pvpg\p
hpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 8 \par\pard\sec
t\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid8

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51451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400
51451400514514005145140051451400514514005145140051451400514514005145140051451400
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42\slmult0 \ul0\nosupersub\cf10\f11\fs20 eran en general ms elevados y llegaban a
alrededor del 40% en los vinos de alta calidad de nivel promedio y populares y
al 50% en los vinos de calidad extremadamente alta (ver Anexo 6 y 7). \par\pard\
qr \pvpg\phpg\posx1800\posy2635\absw9002\sl242\slmult0 Las barricas de roble se
utilizaban tan slo una vez para los vinos de calidad ms elevada y hasta diez aos en
el caso de los vinos de alta calidad populares. Las barricas de roble americano
, que provenan principalmente de toneleras de Kentucky y Missouri, costaban alrede
dor de 300 dlares por unidad. Las barricas francesas de calidad superior podan lle
gar hasta los 600 dlares cada una. Mondavi, que produca 6.700.000 cajas de vino en
1997, gastaba casi 5.000.000 de dlares por ao en barricas nuevas y contaba con un
inventario de ms de 100.000 barricas de roble americano y francs. \par\pard\qj \p
vpg\phpg\posx1799\posy4265\absw9003\sl242\slmult0 \ul0\nosupersub\cf12\f13\fs21
Embotellado y embalaje\ul0\nosupersub\cf10\f11\fs20
Los pasos finales en la
produccin de vino eran el filtrado, el embotellado y el etiquetado (o embolsado
y luego la colocacin en cajas en el caso de algunos vinos genricos \u8220?de jarra
\u8221?). Los vinos de alta calidad tambin podan pasar por un proceso de \u8220?aej
amiento en botella\u8221? hasta un ao ms. Para los vinos de calidad superior se ut
ilizaban botellas ms pesadas y ms costosas. Los costos de las botellas para vino e
staban subiendo debido a la consolidacin de la industria del vidrio. Los ingresos
totales por ventas de vidrio para botellas de vino obtenidos por los proveedore
s de vidrio de California superaban los 1.000 millones de dlares por ao.
Owens
Illinois y Ball-Foster Glass, dos grandes empresas de vidrio que realizan mltiple
s actividades en California, eran los principales proveedores de botellas para v
ino de las bodegas del estado. Ambas compaas tambin eran los principales provee
dores de contenedores de vidrio para otras industrias de alimentos proce
sados de California. \par\pard\qj \pvpg\phpg\posx1799\posy7129\absw9001\sl242\sl
mult0 El corcho natural era el tapn que siempre haban preferido los productores de
vinos de alta calidad para las botellas de vino desde el siglo XVII. Para los v
inos genricos \u8220?de jarra\u8221? en general se utilizaban tapas a rosca metlic
as o plsticas ms econmicas. Los beneficios aportados por el corcho eran sutiles, au
nque algunas personas pensaban que las pequesimas cantidades de aire que el corcho
permita que entrasen mejoraban el proceso de aejamiento en botella. Se haban desar
rollado corchos artificiales, pero los productores de vinos de alta calidad segua
n en general prefiriendo los naturales. Portugal dominaba casi el 80% de las exp
ortaciones de corcho a nivel mundial, seguido por Espaa (7%) e Italia (4%). El co
sto del corcho oscilaba entre aproximadamente siete centavos de dlar cada uno en
el caso de los corchos artificiales y veinticinco centavos cada uno en el caso d
e los naturales de la mejor calidad. En California haba varios distribuidores de
corcho. El total de corchos, cpsulas y tapas a rosca vendido por proveedores loca
lizados en California llegaba a cerca de 175.000.000 de dlares por ao. Las venta
s de etiquetas representaban otros 100.000.000 de dlares anuales. \par\pard\qj \p
vpg\phpg\posx1799\posy10455\absw9001\sl241\slmult0 La forma y el etiquetado
de las botellas influan mucho en la percepcin de calidad del consumidor
. En general se utilizaban etiquetas y diseos ms llamativos para los vinos genricos
\u8220?de jarra\u8221? y los de calidad menor para intentar diferenciarlos de l
as marcas que con un crecimiento sin precedentes inundaban las gndolas de los com
ercios. Los envases de los vinos destinados a un pblico ms sofisticado eran de carc
ter conservador para dar una imagen refinada. \par\pard\pvpg\phpg\posx1799\posy1
1843\absw9001\sl242\slmult0 \ul0\nosupersub\cf12\f13\fs21 Requerimientos para el
etiquetado\ul0\nosupersub\cf10\f11\fs20
Como la calidad de un vino dependa en
gran parte del origen de las uvas, el ao de su cosecha y la variedad, a las bode
gas nacionales y extranjeras se les exiga respetar varias pautas federales al eti
quetar los vinos para su distribucin dentro del territorio de Estados Unidos. La
Oficina de Alcohol, Tabaco y Armas de Fuego (ATF, por su sigla en ingls), un ente
regulatorio de orden federal, dictaminaba todos los requerimientos para el etiq
uetado dentro del territorio de Estados Unidos. La designacin de las zonas geogrfi
cas se realizaba mediante la incorporacin de una \u8220?Denominacin de Origen\
u8221? aprobada por la ATF en la etiqueta. Las denominaciones tenan disti
ntos niveles de especificacin, desde su origen en distintos estados (por ejemplo,
Washington/Oregon) hasta una \u8220?zona vitivincola\u8221? particular (p
or ejemplo, Valle de Napa).\ul0\nosupersub\cf8\f9\fs9 18\ul0\nosupersub\cf10\
f11\fs20
Para que un vino tuviese denominacin de \u8220?California\u8221?, el
100% de las uvas usadas en su \par\pard\ql \pvpg\phpg\posx10700\posy14560\sl240\
slmult1 \ul0\nosupersub\cf3\f4\fs18 9 \par\pard\sect\sectd\pgwsxn12240\pghsxn158
40{\shp
z-10000\shplid9

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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
sx7508\posy981 El aglomerado vitivincola de California\par\pard\pvpg\phpg\posx144
0\posy1971\absw9001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 elaboracin deban p
rovenir del estado. El umbral utilizado para las denominaciones de otros estados
era del 75%. Los viticultores californianos haban logrado presionar para que se
impusiera el umbral ms alto. Para que una zona fuese designada como zona vitivinco
la se exiga que al menos el 85% de las uvas proviniesen de esa zona.\ul0\nosupers
ub\cf8\f9\fs9 19\ul0\nosupersub\cf10\f11\fs20 Se poda incorporar la fecha de cos
echa a un vino si este posea una denominacin y al menos el 95% de las uvas usadas
en su elaboracin haban sido cosechadas en el mismo ao. Un vino varietal contena las
uvas indicadas en la etiqueta de la botella en al menos un 75%. La mayora de los
vinos de calidad eran varietales con denominaciones limitadas y fechas de cosech
a, mientras que los vinos genricos \u8220?de jarra\u8221? eran generalmen
te mezclas de diversos varietales. \par\pard\ql \pvpg\phpg\posx1440\posy4525\
sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 Distribucin \par\pard\qj \pvpg\phpg\po
sx1440\posy4995\absw9000\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 Existan estr
ictas normas para la distribucin de bebidas alcohlicas en Estados Unidos. La 21va
enmienda de la Constitucin de Estados Unidos, que derog la prohibicin de fabricacin,
venta y distribucin de alcohol en los aos treinta, le otorg a los estados el derec
ho de reglamentar el consumo, la produccin, la importacin, la distribucin y
la venta al pblico de toda bebida alcohlica. Los ejecutivos de las bodegas
a menudo comentaron que la distribucin de vinos en Estados Unidos era como \u8220
?vender a cincuenta pases diferentes\u8221?. En la mayora de los estados estaba pr
ohibido que los productores de bebidas alcohlicas enviaran productos a
revendedores o consumidores de otros estados a menos que tuvieran presencia fsic
a en ellos (en general destileras o bodegas).\ul0\nosupersub\cf8\f9\fs9 20\ul0\no
supersub\cf10\f11\fs20
Esta situacin haba creado un sistema de \u8220?tres nive
les\u8221? legalmente obligatorio (es decir, productor a mayorista a minorista)
a travs del cual se canalizaba todo el alcohol. \par\pard\qj \pvpg\phpg\posx1440\
posy7596\absw9001\sl242\slmult0 Se consideraba que casi todos los estados eran \
u8220?abiertos\u8221? ya que toda la distribucin de vinos y licores estaba en man
os del sector privado. Cinco estados funcionaban como estados \u8220?controlador
es\u8221?: en ellos el estado operaba como mayorista exclusivo y a menudo provee
dor minorista de vinos de mesa.\ul0\nosupersub\cf8\f9\fs9 21\ul0\nosupersub\cf10
\f11\fs20 La Ley Federal de Administracin del Alcohol prohiba a los productores y
proveedores mayoristas ser propietarios directos de comercios de venta al pblico
y tambin prohiba otros acuerdos de tipo \u8220?tied-house\u8221? (puntos de venta
minoristas vinculados a un proveedor exclusivo), tales como la provisin gratuita
de equipamiento o publicidad. En varios estados, las bodegas estaban sujetas a
normas de franquicia que no les permitan dejar de utilizar a un proveedor
mayorista particular y cambiar a otro. Adems, la ATF impona a los productores un i
mpuesto al consumo o \u8220?al pecado\u8221? de 1,07 dlares por galn (0,21 centavo
s por botella de 750 ml) para los vinos de mesa. Los impuestos al consumo de ord
en estatal variaban sustancialmente, pero podan llegar a 0,45 centavos de dlar por
botella en el caso de los vinos de mesa. El impuesto al consumo cobrado en Cali
fornia para los vinos de mesa era de 0,04 centavos de dlar por botella. \par\pard
\qj \pvpg\phpg\posx1439\posy10922\absw9001\sl241\slmult0 La tpica participacin
en dlares en las ventas minoristas realizadas fuera de los lugares dest
inados al consumo era de 50% para la bodega, 16% para el mayorista y 33% para el
vendedor minorista. Los restaurantes y dems distribuidores que vendan para su con
sumo en el lugar en general cobraban entre dos y dos veces y media ms que el prec
io de un vino similar vendido al pblico en un comercio donde la bebida no se cons
uma. Los proveedores mayoristas de bebidas alcohlicas eran los que obtenan los mayo
res mrgenes y ganancias de la industria de la venta mayorista. Los comercios dedi
cados a la venta de bebidas alcohlicas, en cambio, estaban entre las empresas de
venta minorista que eran menos rentables. \par\pard\qr \pvpg\phpg\posx1439\posy1
3038\absw9001\sl242\slmult0 Los mayoristas en general tenan decenas y hasta un ce
ntenar de marcas individuales de vinos, as como bebidas de alto grado alcohlico, c
erveza y bebidas sin alcohol. Generalmente tenan el derecho de vender una marc
a dentro de una zona geogrfica especfica y normalmente empleaban vendedor
es que atendan todo tipo de canales de venta minorista.\ul0\nosupersub\cf8\f9\fs9
22\ul0\nosupersub\cf10\f11\fs20 Se crea que las empresas de vinos y bebidas alc
ohlicas que posean carteras de marcas ms amplias y grandes volmenes de venta \par\pa
rd\ql \pvpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 10
\par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid10

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41\slmult0 \ul0\nosupersub\cf10\f11\fs20 ejercan mayor presin sobre los distribuid
ores. Las grandes bodegas a menudo creaban sus propias compaas de venta mayorista
en los estados en los que estaba permitido. Gallo, por ejemplo, operaba empresas
de venta mayorista en doce estados, incluida California. \par\pard\qj \pvpg\php
g\posx1800\posy2877\absw9002\sl241\slmult0 Con el desarrollo de Internet, e
l envo directo se haba transformado en un tema muy controvertido dentro d
e la industria. Los gobiernos de los estados, preocupados porque las bodegas ven
deran directamente a menores de edad y evitaran pagar impuestos al consumo, comenz
aron a ser ms exigentes con el cumplimiento de las normas existentes. Veinte esta
dos prohibieron las ventas directas y algunos, como Georgia y Florida, determina
ron que el envo directo constitua un delito grave. (A las personas condenadas por
haber cometido el delito se les prohiba obtener una licencia federal para la elab
oracin de bebidas alcohlicas.) Otros dieciocho estados impusieron normas estrictas
para los envos directos. Doce estados permitieron los envos directos de pequeas ca
ntidades de vino hacia estados que establecan un tratamiento similar. La industri
a vitivincola haba ejercido mucha presin para que se redujeran las restricciones ar
gumentando que los derechos de los estados de controlar la distribucin de alcohol
entraban en conflicto directo con la proteccin federal para el envo de productos
entre los estados. \par\pard\pvpg\phpg\posx1800\posy5961\absw9001\sl242\slmult0
La concentracin de los canales de distribucin se estaba acrecentando a raz de las f
usiones. Por ejemplo, la distribucin al por mayor en California, Florida y Texas
estaba dominada por tres, dos y una firma respectivamente. Tanto Mondavi como Be
ringer dependan de un distribuidor --Southern Wine & Spirits (SWS)\u8212?para el
30% de sus ventas. Se calculaba que los ingresos de SWS eran de 2.500 millones d
e dlares y tan slo su filial de California generaba ms de 1.000 millones. Por el la
do de la venta minorista, los supermercados tambin estaban en un proceso de conso
lidacin mediante la creacin de una menor cantidad de cadenas pero de mayores dimen
siones. Los comercios de venta a precios diferenciados para los asociados (p
or ejemplo, los Sam\u8217?s Club de Wal Mart) estaban dominados por tan
slo unos pocos participantes. Adems, las grandes cadenas de restaurantes y hoteles
estaban centralizando las compras de vino cada vez ms.\ul0\nosupersub\cf8\f9\fs9
23 \par\pard\qj \pvpg\phpg\posx1800\posy8562\absw9001\sl242\slmult0 \ul0\nosupe
rsub\cf10\f11\fs20 Los vinos californianos representaban el 90% del valor total
de las exportaciones de vinos de Estados Unidos. Aproximadamente el 8% de la pro
duccin de vino de California era enviado al exterior, y casi todo ese volumen pas
aba por el Puerto de Oakland ubicado al este de San Francisco. La mayora de las b
odegas empleaba una fuerza de ventas internacional relativamente pequea y dependa
mucho de los importadores nacionales y regionales para el desarrollo y la comerc
ializacin de las marcas. Unas pocas bodegas haban constituido empresas de distribu
cin en el extranjero. Si bien el valor de las exportaciones de Estados Unidos se
haba incrementado un 25% por ao desde 1985 hasta 1997, los vinos estadouniden
ses tenan reducidas participaciones en muchos de los mayores mercados vinco
las del mundo, especialmente en los principales pases productores de vino como Fr
ancia e Italia (ver Anexo 8). \par\pard\qj \pvpg\phpg\posx1800\posy11161\absw900
2\sl242\slmult0 Las bodegas californianas en general deban pagar mayores arancele
s e impuestos sobre las ventas al por menor en el exterior que sus rivales extra
njeros al vender en Estados Unidos. Los derechos arancelarios eran de aproximada
mente 0,75 centavos de dlar por botella en Japn, de 0,15 centavos en la Unin Europe
a y de 0,05 centavos en Estados Unidos. Los impuestos al consumo oscilaban entre
montos insignificantes en Francia e Italia y 1,85 dlares por botella en el Reino
Unido. Las tasas del impuesto sobre las ventas o impuesto al valor agregado en
general tambin eran mayores, las cuales oscilaban en la Unin Europea entre 5% y 25
%. \par\pard\qr \pvpg\phpg\posx1800\posy13035\absw9001\sl242\slmult0 El Congreso
de Estados Unidos haba reformado recientemente los subsidios otorgados para la p
romocin de las exportaciones de las bodegas estadounidenses, asignando mayor cant
idad de dinero para los proyectos de mercadeo colectivo que manejaba el Wine Ins
titute en lugar de hacerlo para los de las bodegas individuales. El presupuesto
total de subsidios a las exportaciones era de 4.500.000 dlares por ao, de los cual
es el 75% iba hacia el Wine Institute. El 25% restante era \par\pard\ql \pvpg\
phpg\posx10600\posy14560\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 11 \par\pard\
sect\sectd\pgwsxn12240\pghsxn15840{\shp
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x1440\posy1971\absw9000\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 asignado a b
odegas medianas y pequeas (menos de 500 empleados) que tambin gastaban iguales can
tidades de fondos propios. Los gastos destinados a las promociones de exportacio
nes en general estaban relacionados con eventos del rubro y publicidad en los me
rcados objetivo.\ul0\nosupersub\cf8\f9\fs9 24 \par\pard\ql \pvpg\phpg\posx1440\p
osy3073\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 Ventas y mercadeo \par\pard\q
j \pvpg\phpg\posx1440\posy3543\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\f
s20 Los costos de las ventas y mercadeo presentaban una amplia variacin. Las bode
gas \u8220?boutique\u8221? ya establecidas eran capaces de vender una cosecha en
tera simplemente con el sistema de boca en boca. Las grandes bodegas de vinos ge
nricos \u8220?de jarra\u8221? y de alta calidad populares se enfrentaban a una ma
yor competencia en las gndolas de los comercios y necesitaban invertir sumas ms gr
andes en publicidad y promociones. \par\pard\qj \pvpg\phpg\posx1439\posy4934\abs

w9001\sl241\slmult0 Los productores de grandes volmenes de vino, que contaban con
un centenar de personas dentro de su fuerza de ventas, dependan mucho del mercad
eo masivo basado en el uso exhaustivo de los medios impresos y de radiodifusin y
no recurran mucho a las visitas a bodegas y las degustaciones. El gasto total por
publicidad alcanz la cima en la dcada de 1980 debido en gran parte a la promocin
de los vinos refrescantes (\u8220?wine coolers\u8221?) tales como la marca Bartl
es & Jaymes de la bodega Gallo. Esa dcada tambin fue testigo del intento de varios
productores de vinos genricos \u8220?de jarra\u8221?, especialmente Gallo, por r
eposicionarse como fabricantes de vinos ms sofisticados. Una de las campaas ms famo
sas fue la creada para la marca lder de vinos genricos Paul Masson en donde el act
or Orson Welles declaraba que Paul Masson no \u8220?vendera vino antes de tiempo\
u8221?. La cada del consumo deriv en un descenso general de las inversiones en pub
licidad a fines de los aos ochenta y principios de los noventa. A fines de la dcad
a de 1990, los gastos por publicidad haban comenzado a recuperarse. El lanzamient
o de nuevas marcas de vino de alta calidad por parte de productores tradicionale
s de vinos \u8220?de jarra\u8221? fue la causa de gran parte de ese aumento. Gal
lo, la empresa tradicionalmente lder por sus gastos en publicidad en la industria
, representaba ms de un cuarto de los 101.000.000 de dlares que en total la indust
ria inverta en publicidad en 1997.\ul0\nosupersub\cf8\f9\fs9 25\ul0\nosupersub\cf
10\f11\fs20
Las bodegas utilizaban mayormente las empresas de publicidad loca
lizadas en San Francisco. \par\pard\qj \pvpg\phpg\posx1440\posy8985\absw9000\sl2
42\slmult0 Hasta fines de los aos noventa, la industria de los vinos de calidad h
aba concentrado sus proyectos de mercadeo principalmente en los distribuidores. L
as fuerzas de venta brindaban a los mayoristas y comercios minoristas una varied
ad de programas de promocin. Los distribuidores participaban de manera activa en
el desarrollo de las marcas de vinos. En general mostraban mejor predisposicin pa
ra el lanzamiento de una marca totalmente nueva que hacia un nuevo varietal o am
pliacin de otras marcas. En los lugares destinados al consumo de alcohol, el ofre
cimiento de vino por copa y cenas patrocinadas por las bodegas constituan importa
ntes herramientas de mercadeo. El mercadeo directo por lo general se limitaba a
visitas a bodegas, degustaciones y publicidades en revistas dirigidas a un pblico
sofisticado tales como Wine Spectator. Cada ao ocho millones de personas visitab
an las regiones vitivincolas de California y gastaban alrededor de 300.000.000 de
dlares en restaurantes, hoteles y otros establecimientos de venta al pblico. \par
\pard\qj \pvpg\phpg\posx1440\posy11828\absw9001\sl242\slmult0 La publicidad y el
mercadeo dirigidos directamente a los consumidores se haban convertido a fines d
e los aos noventa en algo primordial para las bodegas de vinos de alta calidad y
las dedicadas a la venta de grandes volmenes. El Wine Market Council, cuyas ofici
nas centrales se encontraban cerca de San Francisco,
se cre en 1995 par
a reunir a participantes de diversos sectores del aglomerado, incluyendo
viticultores, bodegas, vendedores mayoristas, comercios minoristas y res
taurantes como parte de un esfuerzo de mercadeo cooperativo. Este consejo tena 25
0 miembros aunque algunas compaas importantes, tales como Gallo, haban optado por n
o incorporarse a l. El consejo planific lanzar una campaa de publicidad genrica a pa
rtir de 1999 que promoviera el vino como bebida de consumo general. Las bodegas
de vinos de alta calidad tambin incrementaron sus actividades publicitarias inclu
yendo anuncios tanto en la televisin como en la radio. \par\pard\ql \pvpg\phpg\po
sx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 12 \par\pard\sect\sec
td\pgwsxn12240\pghsxn15840{\shp
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\posx10250\posy981 705-S13\par\pard\ql \pvpg\phpg\posx1800\posy1966\sl240\slmult
1 \ul0\nosupersub\cf9\f10\fs24 Desarrollo tecnolgico \par\pard\qj \pvpg\phpg\posx
1800\posy2438\absw9001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 Varios viticu
ltores y enlogos de California se haban graduado en el Departamento de Viticultura
y Enologa de la Universidad de California en Davis, una institucin administrada p
or el estado y una de las principales entidades de investigacin vincola del mundo.
El departamento ofreca programas de investigacin oficiales y cursos de estudio es
pecializados en tcnicas de produccin de vino con significativos aportes de discipl
inas cientficas como la qumica, la biologa y la gentica. Otras tres universidades es
tatales -la Universidad de California en Berkeley, la Universidad de California
en Riverside y Fresno State\u8212?tambin brindaban programas altamente reconocid
os. Las bodegas tenan amplios programas de aprendizaje propios con los cuales se
capacitaban a los nuevos enlogos en todos los aspectos del proceso de elaboracin d
el vino. \par\pard\qj \pvpg\phpg\posx1800\posy4796\absw9002\sl241\slmult0 A much
os investigadores acadmicos de California les preocupaba la insuficiente financia
cin privada y pblica -que en total no llegaba a los 4.000.000 de dlares anuales\u82
12?para las actividades de investigacin y desarrollo que se llevaban a cabo en el

mbito universitario. El presupuesto para los programas de la Universidad de Cali
fornia en Davis descendi un 18% entre 1990 y 1995. Y para sumar ms tensiones a las
relaciones entre la industria y la universidad, la mencionada universidad haba e
ntrado en la lnea de fuego tras recomendar el rizoma AXR-1 que result ser suscepti
ble a la filoxera, lo que llev a la necesidad de realizar replantaciones masivas
en la dcada de 1990. Las bodegas de mayor envergadura haban incorporado personal d
e investigacin propio que trabajaba internamente en laboratorios con tecnologa de
punta. \par\pard\pvpg\phpg\posx1800\posy7154\absw9002\sl242\slmult0 La American
Society for Enology and Viticulture (ASEV, por sus siglas en ingls),
una organizacin fundada en 1950 por investigadores y enlogos de la Universidad de
California cuyas oficinas centrales se encontraban en la sede de la universidad
en Davis, era la principal asociacin de investigacin y desarrollo para la industri
a vincola de Estados Unidos. En 1978 ASEV fund la American Vineyard Foundation (A
VF, por sus siglas en ingls) para que canalizara el financiamiento otorgado por l
a industria para la investigacin acadmica. Las sedes de Davis, Berkeley, Riverside
y Fresno fueron las principales beneficiarias del financiamiento ofrecid
o por AVF. En 1996, el financiamiento privado de las actividades de investig
acin y desarrollo lleg a ser de 1.200.000 dlares o aproximadamente 0,3 centavos
por galn de vino producido en California. El financiamiento privado en o
tros estados era mucho ms elevado en dlares por galn: Nueva York (0,7 centavos),
Washington (1 centavo) y Oregon (11 centavos). California haba eliminado los apor
tes obligatorios de viticultores y bodegas para la investigacin en universidades
en la dcada de 1980. En los aos noventa, todo el financiamiento fue totalmente vol
untario.\ul0\nosupersub\cf8\f9\fs9 26 \par\pard\ql \pvpg\phpg\posx1800\posy10675
\sl240\slmult1 \ul0\nosupersub\cf9\f10\fs24 Financiamiento \par\pard\qj \pvpg\ph
pg\posx1800\posy11146\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 La ma
yora de los viedos y las bodegas financiaban sus operaciones permanentes a travs de
prstamos bancarios, muchos de los cuales eran otorgados por bancos ubicados en S
an Francisco o en zonas productoras de vino. Algunas instituciones financieras,
tales como el Bank of America, haban diseado planes de financiamiento especializad
os para viticultores y productores de vino, entre ellos prstamos a largo plazo co
ndicionados al tiempo necesario para establecer un viedo capaz de ser cosechado o
para aejar las existencias de vino. Para tales prstamos, las propiedades o el vin
o a menudo servan de garanta. Las bodegas tambin estaban comenzando a conseguir cap
ital a travs de los mercados pblicos. Mondavi (1993), Beringer (1997) y el proveed
or de uvas y vino de calidad a granel Golden State Vintners (1998) haban comenzad
o a cotizar en la bolsa de valores en la dcada de 1990. \par\pard\ql \pvpg\phpg\p
osx1800\posy13747\absw9001\sl241\slmult0 En promedio, una bodega recin creada tar
daba al menos cinco aos en ser rentable. Por ejemplo, una bodega relativamente pe
quea, de 30.000 cajas anuales, que apuntaba a un precio minorista de \par\pard\ql
\pvpg\phpg\posx10600\posy14560\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 13 \pa
r\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
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sx7508\posy981 El aglomerado vitivincola de California\par\pard\pvpg\phpg\posx144
0\posy1971\absw9004\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 catorce dlares po
r botella necesitaba una inversin total de aproximadamente 8.000.000 de dlares dur
ante un perodo de diez aos para alcanzar su nivel pleno de ventas.\ul0\nosupersub\
cf8\f9\fs9 27\ul0\nosupersub\cf10\f11\fs20 Los costos, suponiendo que se compra
ran todas las uvas a viticultores independientes, comprendan 3.500.000 dlares para
la tierra y las instalaciones de procesamiento, 3.500.000 en existencias
y financiamiento por casi 1.000.000 de dlares para cubrir las prdidas operati
vas. Si se incorporaban viedos, la inversin total poda incrementarse entre 5.000.0
00 y 8.000.000 de dlares. En el dcimo ao, cuando la bodega alcanzara un nivel de v
entas de 30.000 cajas, se calculaba que los mrgenes netos por ingresos seran apena
s superiores al 8%. \par\pard\ql \pvpg\phpg\posx1440\posy4282\sl240\slmult1 \ul0
\nosupersub\cf9\f10\fs24 Competencia \par\pard\qj \pvpg\phpg\posx1440\posy4754\a
bsw9001\sl241\slmult0 \ul0\nosupersub\cf10\f11\fs20 A fines de la dcada de 1990,
Francia e Italia continuaban siendo lderes en el mercado mundial de vinos en trm
inos de produccin, consumo y exportaciones. Durante la dcada pasada, los
productores de vinos del \u8220?nuevo mundo\u8221?, entre ellos California, Aus
tralia y Chile, haban hecho grandes progresos para desarrollar sus aglomerados de
l vino, pero en conjunto representaban menos del 10% de las exportaciones mundia
les. Al igual que California, Australia y Chile contaban con ventajas topogrficas
y climticas que les ofrecan condiciones ideales para el cultivo de uvas. Alg
unos expertos consideraban que los terruos de los pases del nuevo mundo eran super
iores o al menos ms estables que los de del viejo mundo. Tambin se espe
raba que otras regiones, especialmente Amrica Latina, Europa Oriental y
China, pasaran a ser productoras de mayor preponderancia en la industria m
undial del vino. Estas regiones siempre haban tenido el terruo necesario para el
cultivo de uvas para vinificacin pero no haban desarrollado aglomerados
competitivos. \par\pard\qj \pvpg\phpg\posx1439\posy7837\absw9003\sl242\slmult0
\ul0\nosupersub\cf12\f13\fs21 Francia\ul0\nosupersub\cf10\f11\fs20
El consumo
per cpita en Francia, que era el mayor del mundo con ms de 16 galones de vino con
sumidos en 1996, haba cado 2,5% por ao desde 1980. Sin embargo, al igual que en la
mayora de los pases europeos, el vino continuaba siendo una bebida consumida habit
ualmente. Alrededor del 30% de los consumidores franceses beban vino en forma hab
itual, mientras que el 39% inclua personas que beban vino en forma espordica, princ
ipalmente durante las comidas con amigos o en restaurantes.\ul0\nosupersub\cf8\f
9\fs9 28\ul0\nosupersub\cf10\f11\fs20 Los franceses prestaban cada vez ms atencin
a la calidad y gastaban ms dinero por botella que en muchas otras naciones. Las
importaciones, que representaban casi el 15% del consumo, eran principalmente de
vinos de mesa a granel que en general se mezclaban con los vinos nacionales. Se
esperaba que las importaciones de vinos provenientes de los pases en desarrollo
o del \u8220?tercer mundo\u8221? aumentasen en Francia y la Unin Europea en los ao
s siguientes gracias a la reduccin de los precios mnimos o \u8220?de referencia\u8
221? que impona la Unin Europea para los vinos importados. \par\pard\pvpg\phpg\pos
x1439\posy10941\absw9001\sl242\slmult0 En 1996 Francia ocupaba el segundo
lugar en el mundo por su produccin de uvas para vinificacin y el primer l
ugar por su produccin de vino. Aproximadamente 75.000 viticultores y casi el 60%
de la superficie de 2.200.000 acres ocupada por cultivos de uvas estaban dedic
ados a la produccin de uvas para vinos de \u8220?calidad\u8221? o VQPRD, por su s
igla en francs (Vinos de calidad producidos en las regiones determinadas).\ul0\no
supersub\cf8\f9\fs9 29\ul0\nosupersub\cf10\f11\fs20 Ms de 105.000 viticultores p
roducan uvas para vinos de \u8220?mesa\u8221? franceses, que eran prcticamente equ
ivalentes a los vinos genricos \u8220?de jarra\u8221? o populares de alta calidad
de Estados Unidos. Muchos viticultores producan uvas para ambos tipos de vinos (
y otros cultivos tambin) de manera que la cantidad total de viticultores no llega
ba a 180.000. Se calculaba que unos 58.000 producan uvas para vinificacin exclusi
vamente y controlaban el 90% de la superficie destinada a vinos VQPRD y el 70% d
e la superficie destinada a vinos de mesa. En Burdeos, el mayor productor de vin
os VQPRD de Francia y una de las regiones vincolas ms renombradas del pas, haba
tan slo cerca de 14.000 viticultores que explotaban un rea \par\pard\ql \p
vpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 14 \par\pa
rd\sect\sectd\pgwsxn12240\pghsxn15840{\shp
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42\slmult0 \ul0\nosupersub\cf10\f11\fs20 aproximadamente equivalente al 70% de l
a superficie total que California destinaba al cultivo de uvas para vinificacin.
\par\pard\qj \pvpg\phpg\posx1799\posy2635\absw9001\sl242\slmult0 En Francia la p
roduccin de vino era uno de los productos de origen agrcola de mayor volumen y sig
nificaba el 14% de la produccin agrcola final del pas en 1996, la cual era solament
e aventajada por su produccin de granos. Los vinos franceses de mejor calidad era
n considerados unos de los mejores del mundo, y las distintas regiones del pas se
enorgullecan por sus variedades de uvas y tipos de vinos de carcter nico. La mayora
de los vinos franceses, incluidos los de calidad superior, en general combina
ban distintos varietales. Predominaban las denominaciones de origen como
Borgoa o Burdeos, aunque estaba pasando a ser ms comn el etiquetado de varietales.
\par\pard\qj \pvpg\phpg\posx1799\posy4509\absw9001\sl241\slmult0 Histricamente,
la mayor parte de las bodegas y cooperativas viticultoras de Francia
eran demasiado pequeas para embotellar y almacenar sus propios vinos. Rauzan, po
r ejemplo, una cooperativa de 300 viticultores que controlaba 5.250 acres, era e
l mayor productor de vinos VQPRD de Francia y produca 4.000.000 de galones por ao,
de los cuales casi el 70% era vendido a granel.\ul0\nosupersub\cf8\f9\fs9 30 \u
l0\nosupersub\cf10\f11\fs20 Los negociants cumplan una funcin de intermediarios: c
ompraban vinos a granel en el mercado libre y luego se encargaban de su combinac
in, embotellado y comercializacin. Si bien estaba teniendo lugar una mayor integra
cin de las bodegas a fines de la dcada de 1990, los negociants continuaban siendo
los participantes ms importantes en el aglomerado vitivincola francs y representaba
n a 56 de las 58 compaas de vino de Francia, con ingresos superiores a los 25.000.
000 de dlares.\ul0\nosupersub\cf8\f9\fs9 31 \par\pard\qj \pvpg\phpg\posx1800\posy
6867\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 Al igual que en Califo
rnia, los precios y los costos de produccin variaban segn la regin y la calidad del
vino. Los ingresos promedio de las bodegas por vinos espumantes VQPRD eran en 1
997 de 3,10 dlares por botella en el caso de los blancos y de 3,40 dlares en el ca
so de los tintos. El precio promedio para los vinos de mesa era de aproximadamen
te 1,05 dlares por botella para ambos tipos de vino. Los precios de los vinos a g
ranel eran entre un 40% y un 50% ms bajos que los vinos embotellados. La botella
de un modesto Chateaux en Burdeos consegua venderse por unos cuatro dlares a fines
de los aos noventa, mientras que los vinos franceses de mejor calidad podan llega
r a venderse en promedio entre veinte y treinta dlares por botella. En general se
consideraba que los costos de la mano de obra en Francia eran superiores a los
de California. En Languedoc-Roussillon, una regin conocida principalmente por los
vinos de mesa, los precios de la tierra oscilaban entre 4.000 y 8.000 dlares por
acre en el caso de tierras sin explotar y entre 10.000 y 20.000 dlares por acre
en el caso de un viedo que estaba produciendo. Los costos de explotacin podan llega
r a 9.000 dlares por acre. En Burdeos era comn encontrar precios que llegaban a 15
0.000 y hasta 200.000 dlares por acre en el caso de viedos de calidad superior. AX
A, una gran compaa de seguros francesa, haca poco tiempo haba invertido 200.000.000
de dlares en siete propiedades de Burdeos y esperaba obtener un retorno a largo p
lazo sobre el capital del 15%, cifra que estaba en congruencia con los resultado
s obtenidos por otros inversores de la regin.\ul0\nosupersub\cf8\f9\fs9 32 \par\p
ard\qr \pvpg\phpg\posx1800\posy11161\absw9001\sl242\slmult0 \ul0\nosupersub\cf10
\f11\fs20 Francia era el mayor exportador de vinos del mundo y alcanza
ba a tener el 40% de las exportaciones mundiales por sus valores. Tambin pr
esentaba los precios unitarios ms elevados gracias a la percepcin de gran calidad
y la amplia proporcin de envos de vino espumante. Otros miembros de la Unin Europea
constituan los mayores mercados de los vinos franceses, entre los cuales se enco
ntraban Alemania y el Reino Unido que en 1997 representaban el 22% y el 20% de l
as exportaciones totales respectivamente. Estados Unidos constitua el quinto merc
ado ms grande de Francia, en donde tena una participacin del 9%. Los productores de
vinos de mesa de la Unin Europea contaban con la ventaja de los precios internac
ionales del vino y de los reembolsos por exportaciones que compensaban las difer
encias entre los precios nacionales, para los cuales la Unin Europea haba establec
ido niveles mnimos. En 1997 el total de reembolsos por exportaciones en la Unin Eu
ropea lleg a 60.500.000 dlares, de los cuales cerca de 6.500.000 fueron asignados
a Francia. \par\pard\ql \pvpg\phpg\posx10600\posy14560\sl240\slmult1 \ul0\nosupe
rsub\cf3\f4\fs18 15 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
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x1440\posy1971\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 Los gastos p
or promocin de las exportaciones de Francia llegaron a un total de 24.000.000 de
dlares en 1997. \par\pard\pvpg\phpg\posx1440\posy2635\absw9002\sl242\slmult0 Fran
cia contaba con programas de aprendizaje de larga data en los viedos individuales
y en los establecimientos de elaboracin de vino. Los franceses aborrecan
los mtodos \u8220?mecnicos\u8221? y excesivamente cientficos que segn ellos se uti
lizaban en la produccin de vinos californianos, ya que consideraban que la discip
lina era ms bien un arte transmitido de una generacin a la otra. A pesar de ello,
los franceses posean una red de investigacin bien establecida y una slida base de c
ientficos capacitados. El National Institute of Agronomic Research era conocido p
or su trabajo tanto en el rubro de la viticultura como en el de la enologa. \par\
pard\qj \pvpg\phpg\posx1440\posy4509\absw9001\sl242\slmult0 Al igual que la mayo
ra de los pases europeos, Francia padeca de sobreproduccin crnica. La Unin Europea, co
nforme a la Poltica Agrcola Comn adoptada para el vino, haba tomado varias medidas p
ara reducir la produccin de vino en sus estados miembro a travs de una serie de su
bsidios que en 1997 llegaron a casi 1.000 millones de dlares. En Francia solament
e los subsidios superaban los 85.000.000 de dlares. La plantacin de nuevos viedos p
ara vinos de mesa qued prohibida y la replantacin de viedos existentes slo se permita
cada ocho aos. La mayor parte de la asistencia otorgada por la Unin Europea iba a
subsidios para la \u8220?erradicacin\u8221? de viedos de calidad inferior, con lo
cual ms de 1.200.000 acres haban dejado de producir en forma permanente hacia med
iados de 1998. Como resultado de ello, la superficie global destinada a cultivos
de uvas en Francia y otros pases europeos estaba declinando aunque las zonas ded
icadas a vinos VQPRD estaban en aumento. Adems, la destilacin obligatoria y volunt
aria, que transformaba el vino en alcohol para consumo humano o combustible, hiz
o que el vino desapareciera del mercado libre. En Francia, ms del 20% de la prod
uccin de vino era destinado a la destilacin o procesamiento ulterior. Entre otros
instrumentos de asistencia y reduccin de la produccin se encontraban el almacenami
ento obligatorio del vino por un lapso de hasta nueve meses a la espera del proc
eso de destilacin y para contribuir a la transformacin del mosto en jugo de uva pa

ra consumo humano y animal. Algunos expertos consideraban que el estricto contro
l que ejerca la Unin Europea sobre los rendimientos y la produccin de vino evitaba
o al menos reduca los incentivos para experimentar con nuevos varietales y tipos
de vino. \par\pard\qj \pvpg\phpg\posx1439\posy9288\absw9002\sl242\slmult0 El gob
ierno francs adopt un papel activo en la industria vitivincola, que era considerada
un \u8220?tesoro nacional\u8221?. Cumpli una funcin fundamental en la determinacin
de normas de calidad y la proteccin de las denominaciones o grados de calidad qu
e tradicionalmente usaban los franceses y correspondan a distintas zonas geogrfica
s. Estas asignaciones se basaban en factores histricos y prcticamente no haban camb
iado en ms de 200 aos. El gobierno protega en forma extrema el etiquetado y las nom
enclaturas que se usaban en Francia, y estaba a favor de acciones legales contun
dentes para proteger el uso de, por ejemplo, el nombre \u8220?Champagne\u8221? (
que solamente se deba utilizar para un proceso de produccin especficamente definido
). Las estrictas reglamentaciones del gobierno francs (para algunos demasiado est
rictas) comprendan la determinacin de zonas y usos de las tierras destinadas a vied
os. \par\pard\qr \pvpg\phpg\posx1439\posy11885\absw9001\sl242\slmult0 \ul0\nosup
ersub\cf12\f13\fs21 Italia\ul0\nosupersub\cf10\f11\fs20
El consumo per cpita e
n Italia, que era de 15 galones por persona en 1996, se encontraba en segundo lu
gar a nivel mundial, despus de Francia. Los italianos en general consuman vinos de
menor calidad y menos costosos. Al igual que en Francia, el consumo general est
aba declinando. Las importaciones tenan un impacto muy pequeo en el mercado italia
no y significaban menos del 1% del consumo. En 1996 el vino representaba el 9,8%
de los productos agrcolas finales de Italia. Entre 1990 y 1995, la produccin de v
inos italianos superaba la de los franceses en volumen pero generaba menos de la
mitad del valor. Las vides para vinos VQPRD representaban menos del 30% de los
viedos italianos. Haba ms de 700.000 viticultores para vinos de mesa, un cuarto de
los cuales \par\pard\ql \pvpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosuper
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42\slmult0 \ul0\nosupersub\cf10\f11\fs20 cultivaban uvas para vinificacin exclusi
vamente, y 134.000 viticultores para vinos VQPRD. En general, la calidad de los
vinos italianos se estaba elevando. \par\pard\qj \pvpg\phpg\posx1799\posy2635\a
bsw9001\sl242\slmult0 El aglomerado tena el orgullo de contar con la organizacin n
acional de productores de vino ms antigua y ms grande del mundo, a la cual pertene
ca el 90% de los 3.500 productores de vino de Italia. La industria vitivincola en
el pas se estaba polarizando cada vez ms entre los productores de vino que respeta
ban el enfoque tradicional en los mercados locales y aquellos que apuntaban al mb
ito global. El ltimo grupo estaba creciendo con la incorporacin de expe
rtos, entre ellos consultores de California, que estaban trayendo productores
como Antinori de Toscana, a fin de modernizar sus instalaciones y procesos y as s
atisfacer mejor las necesidades de los mercados internacionales. Alemania, Franc
ia, Estados Unidos y Suiza eran los principales destinos de las exportaciones it
alianas. Casi todas las exportaciones hacia Francia eran de vinos a granel, mien
tras que las destinadas a Estados Unidos consistan principalmente en vinos embote
llados. Al igual que en Francia, el gobierno italiano estableca normas estrictas
que regan el etiquetado para garantizar el origen, la calidad y la cosecha. El go
bierno tambin otorgaba subsidios por alrededor de 6.000.000 de dlares por ao para p
romover las exportaciones . \par\pard\qj \pvpg\phpg\posx1800\posy5960\absw9001\s
l242\slmult0 \ul0\nosupersub\cf12\f13\fs21 Australia\ul0\nosupersub\cf10\f11\fs2
0
Con su consumo de vino per cpita de 4,8 galones, Australia se ubicaba en 199
6 entre los primeros 20 pases del mundo. Era uno de los pocos pases productores de
vino en donde el consumo per cpita estaba en aumento. Al igual que en Estados Un
idos, predominaban los vinos de mesa nacionales (utilizando aqu la definicin de Es
tados Unidos en lugar de la usada en la Unin Europea), los cuales representaban e
l 78% del consumo en 1997. Las importaciones representaban aproximadamente el 4%
de las ventas por volumen. \par\pard\qj \pvpg\phpg\posx1799\posy7612\absw9001\s
l242\slmult0 Las primeras vias de uvas para vinificacin se introdujeron en Austral
ia a finales del siglo XVIII, pero no fue sino hasta mediados del siglo XIX que
tuvo lugar una produccin significativa de vino. A mediados de la dcada de 1960, se
cultivaron pocas variedades de uvas de calidad y el pas produjo fundamentalmente
vinos a granel. A medida que los europeos comenzaron a migrar hacia el pas y la
prosperidad general de los australianos mejor, el consumo y la produccin de vino e
mpez a elevarse. Al igual que en Estados Unidos, la demanda de vinos de menor cal
idad impuls la produccin nacional. El consumo per cpita se duplic y pas de tan slo un
galn a principios de los aos sesenta a dos galones a principios de la dcada de 1970
. Hacia 1969, la produccin de vinos de mesa superaba el volumen de los vinos fuer
tes.\ul0\nosupersub\cf8\f9\fs9 33\ul0\nosupersub\cf10\f11\fs20
La produccin de
vinos continu expandindose de manera rpida en los aos subsiguientes, al aumentar lo
s 50.000.000 producidos diez aos antes para alcanzar un nivel de 100.000.000 de g
alones en 1977. Hacia 1979 el consumo haba superado los cuatro galones per cpita.
Los productores de vinos australianos y los formuladores de polticas atribuan gran
parte del xito obtenido por la industria vitivincola a las grandes inversiones re
alizadas y la confianza depositada en innovaciones tecnolgicas para la viticultur
a y la elaboracin del vino. La escasez de recursos de agua estimulaba gran parte
de esta actividad. \par\pard\qj \pvpg\phpg\posx1800\posy11422\absw9003\sl242\slm
ult0 Hacia los aos noventa, Australia se haba establecido como productor de vinos
de alta calidad a precios competitivos y contaba con 3.000 viticultores y 1.000
bodegas. Algunos consideraban que sus viedos se encontraban prcticamente a la
vanguardia del desarrollo tecnolgico mundial y presentaban rendimientos ig
uales o superiores a los de California. El pas contaba con una red de investigacin
muy respetada y enlogos y tcnicos australianos trabajaban en la mayora de los pases
productores de vino del mundo. Las variedades de alta calidad represe
ntaban el 60% de las vendimias anuales. En el estado de Australia del Sur se
cultivaban casi la mitad de las uvas del pas y se produca ms de la mitad del vino.
Si bien la mayora de las bodegas eran pequeas, las cuatro empresas ms grandes d
el pas representaban el 60% del volumen producido. Doce empresas product
oras de vino cotizaban en la bolsa de valores de Australia. \par\pard\ql \pvpg\p
hpg\posx10600\posy14560\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 17 \par\pard\s
ect\sectd\pgwsxn12240\pghsxn15840{\shp
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x1440\posy1971\absw9001\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 En comparacin
con California, en Australia los costos de la mano de obra eran mayores. Sin em
bargo, los precios de las tierras eran en general menores, los cuales oscilaban
entre alrededor de 3.000 dlares por acre en el caso de zonas de viedos no explotad
os y 7.500 dlares por acre en el caso de tierras que ya contaban con vides. Se ca
lculaba que los costos de explotacin llegaban a casi 10.000 dlares por acre y los
gastos operativos permanentes eran de alrededor de 2.500 por acre por ao.\ul0\nos
upersub\cf8\f9\fs9 34 \par\pard\qj \pvpg\phpg\posx1439\posy3361\absw9001\sl242\s
lmult0 \ul0\nosupersub\cf10\f11\fs20 El crecimiento de Australia en el mercado m
undial de exportaciones haba sido verdaderamente asombroso (ver Anexo 9). Las exp
ortaciones del pas en trminos de valor haban crecido un 36% por ao desde 1985 hasta
1997. El valor de exportacin por galn de Australia durante gran parte de ese mismo
perodo haba superado el de Estados Unidos y Chile (ver Anexo 10). El Reino Unido
(45%), Estados Unidos (22%) y Nueva Zelanda (6%) representaban casi el 75% de
l valor exportado de Australia. Si bien no otorgaba subsidios a las exportacione
s, el gobierno australiano histricamente haba suministrado fondos para la promocin
de las exportaciones por 4.000.000 de dlares anuales que en general se gastaban e
n degustaciones de vinos en los mercados objetivo. Como estaba programado el fin
del otorgamiento de fondos gubernamentales, la industria vitivincola respald la c
reacin de un impuesto a las exportaciones de 0,25% sobre los primeros 7.000.000 d
e dlares que se obtuvieran por ventas de exportacin, de 0,15% sobre los siguientes
30.000.000 y de 0,05% de all en adelante para mantener el financiamiento. Austra
lia tambin haba creado Oficinas Vincolas en varios pases, incluidos el Reino Unido,
Estados Unidos y Alemania, para coordinar actividades de promocin. \par\pard\qj \
pvpg\phpg\posx1439\posy6930\absw9001\sl241\slmult0 Los australianos, bajo los au
spicios de la Australian Wine Foundation creada con fondos privados, haban desarr
ollado un plan estratgico de 30 aos denominado Estrategia 2025. Para el ao 2025,
la industria deseaba \u8220?llegar a los [3.500] millones de dlares en ventas an
uales al convertirse en el proveedor ms influyente y rentable del mundo de vinos
de marca y promover el vino como la primera eleccin a nivel universal en bebidas
que marcan un estilo de vida\u8221?. El plan supona que Australia poda aumentar
sus ingresos por exportaciones a 1.500 millones de dlares para el ao 2025, increme
ntar sus ventas en el mercado interno en 660.000.000 de dlares y expandir el turi
smo elevando las ventas de menos de 300.000.000 de dlares a ms de 800.000.000. Sera
necesario hacer inversiones por unos 3.900 millones de dlares, de los cuales 6
30 millones seran aportados por viticultores independientes, 1.100 millones corre
sponderan a ganancias retenidas de las empresas y 2.200 millones a prstamos para e
l financiamiento de capital y deuda. El plan estaba dividido en tres segmentos:
Crecimiento en volumen (1996-2002), Crecimiento en valor (2002-2015) y Preeminen
cia (2015-2025). Hacia 1998, la fase de Crecimiento en volumen del plan se encon
traba muy avanzada en comparacin con lo programado tras haberse plantado nuevas v
ides en casi 65.000 acres del total de 100.000 que contemplaba el plan. \par\par
d\pvpg\phpg\posx1439\posy10740\absw9002\sl241\slmult0 El gobierno federal iguala
ba cada uno de los dlares que las bodegas australianas destinaban a gastos de inv
estigacin y desarrollo hasta un 0,5% del valor bruto de su produccin de vino. Se c
analizaban fondos pblicos adicionales para actividades de investigacin y desarroll
o a travs de una variada serie de organizaciones australianas. La Grape and Wine
Research and Development Corporation, una entidad reguladora establecida po
r ley en 1991, financiaba proyectos de investigacin y desarrollo aportando c
asi 2.000.000 de dlares anuales. El presupuesto de esta entidad estaba dividido e
n partes iguales entre impuestos gubernamentales y de la industria. El gobierno
australiano tambin financiaba el Cooperative Research Center for Viticulture apor
tando alrededor de 1.500.000 anuales. \par\pard\qr \pvpg\phpg\posx1439\posy13096
\absw9001\sl242\slmult0 \ul0\nosupersub\cf12\f13\fs21 Chile\ul0\nosupersub\cf10\
f11\fs20
Chile, una de las economas ms dinmicas de Amrica Latina, tena un consumo
de vino nacional de 4,2 galones per cpita, apenas por debajo del consumo de Austr
alia. Los consumidores chilenos histricamente preferan vinos de elevada acidez y e
conmicos envasados en general en \par\pard\ql \pvpg\phpg\posx1440\posy14581\sl240
\slmult1 \ul0\nosupersub\cf3\f4\fs18 18 \par\pard\sect\sectd\pgwsxn12240\pghsxn1
5840{\shp
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42\slmult0 \ul0\nosupersub\cf10\f11\fs20 envases tetrapack o cajas. Aunque los a
ranceles eran bajos, los vinos importados representaban menos del 1% del consumo
. \par\pard\qj \pvpg\phpg\posx1800\posy2635\absw9003\sl242\slmult0 Chile tena una
larga trayectoria en la elaboracin de vinos que se remontaba al siglo XVI, poca e
n que los conquistadores espaoles plantaron uvas misin o criollas para elaborar vi
nos a granel. No obstante, no fue sino hasta mediados del siglo XIX que las vari
edades francesas se plantaron por primera vez. El pas presentaba tres regiones de
cultivo: el Aconcagua, el Valle Central y la regin del sur. Todas ellas gozaban
de la natural proteccin del Ocano Pacfico, los campos helados de la Patagonia y la
Cordillera de los Andes. Cuando la filoxera azot Francia y California a fines del
siglo XIX, las vias chilenas resultaron ser inmunes y fueron las nicas
variedades francesas que continuaron cultivndose en sus rizomas originales en
la dcada de 1990. \par\pard\qj \pvpg\phpg\posx1799\posy4752\absw9002\sl241\slmult
0 La desregulacin de la industria vitivincola en 1974, durante el gobierno de Pino
chet, estimul el rpido crecimiento y las mejoras. De la mano conductora del empres
ario espaol Miguel Torres, las bodegas comenzaron a volcarse hacia una prod
uccin de vino de mejor calidad utilizando tecnologas importadas y especia
listas provenientes de Estados Unidos y Europa. Se inici la replantacin d
e los viedos de menor calidad con variedades de calidad. Hacia fines de los aos oc
henta, Chile comenz a efectuar importantes exportaciones hacia los mercados mundi
ales. A fines de los aos noventa, la industria dedicada a la elaboracin de
vinos en Chile presentaba tres participantes lderes, que representaban el 80
% de la produccin de la industria. En 1994, Via Concha y Toro, la bodega ms grande
de Chile, se convirti en la primera del mundo en cotizar en la Bolsa de Valores
de Nueva York. Tambin haban empezado a surgir las bodegas boutique. Estas firmas,
generalmente de menor tamao, se enfocaban en las exportaciones y en los nichos de
altos ingresos dentro del mercado interno. En 1995 exportaban alrededor de 15.0
00.000 de dlares. \par\pard\qj \pvpg\phpg\posx1799\posy7836\absw9002\sl241\slmult
0 Aproximadamente la mitad de la produccin total de Chile se destinaba a los merc
ados internos y comprenda fundamentalmente vinos elaborados con uvas de me
nor calidad pero de gran rendimiento. La uva misin o criolla segua siendo la v
ariedad ms comn cosechada en Chile. Los vinos nacionales en general se envasaban e
n envases tetrapack y cajas. Los vinos destinados a la exportacin no se encontrab
an con facilidad en Chile, salvo en los restaurantes y hoteles ms importan
tes.\ul0\nosupersub\cf8\f9\fs9 35\ul0\nosupersub\cf10\f11\fs20 Recin hace poco t
iempo haban comenzado a aparecer en el pas los comercios de venta de vinos de alta
calidad al pblico, denominados Vineras. \par\pard\pvpg\phpg\posx1800\posy9709\abs
w9005\sl242\slmult0 Las exportaciones haban crecido un 36% por ao desde 1985 hasta
1997, mientras que la cantidad de bodegas que exportaban desde Chile se haba ele
vado de 14 en 1990 a casi 100 en 1996. Chile exportaba tanto vinos a granel como
vinos embotellados hacia ms de 100 pases. Estados Unidos y el Reino Unido eran lo
s mayores mercados para los vinos embotellados de Chile, mientras que Canad era
el mayor importador de vinos chilenos a granel. En 1997, Estados Unido
s representaba aproximadamente el 44% del total de las exportaciones chilenas y
el resto se divida entre Europa (34%), Amrica Latina (16%) y Asia (4%). \par\pard
\qj \pvpg\phpg\posx1800\posy11583\absw9001\sl242\slmult0 Las empresas francesas,

espaolas, estadounidenses y australianas, atradas por los menores costos de la ti
erra y de la mano de obra, establecieron instalaciones de produccin en Chile, y
a sea mediante titularidad directa o a travs de acuerdos para emprendimientos con
juntos con bodegas chilenas. Las tierras ptimas para viedos podan llegar a costar e
ntre 3.000 y 7.000 dlares por acre y los trabajadores ganaban entre 10 y 15 dlares
por da. Segn fuentes de la industria, el costo de produccin para las variedades de
alta calidad se calculaba en aproximadamente 550 dlares por tonelada en el Va
lle Central de Chile. Aunque los costos eran mucho ms bajos, las bode
gas internacionales encontraban obstculos en la pobre infraestructura del pas, esp
ecialmente en las regiones productoras de vinos. Los escasos recursos de electri
cidad y carreteras y la limitada oferta de trabajadores calificados haban sido al
gunas de las principales quejas. \par\pard\ql \pvpg\phpg\posx10600\posy14560\sl2
40\slmult1 \ul0\nosupersub\cf3\f4\fs18 19 \par\pard\sect\sectd\pgwsxn12240\pghsx
n15840{\shp
z-10000\shplid19
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x1440\posy1971\absw9003\sl242\slmult0 \ul0\nosupersub\cf10\f11\fs20 El aglomerad
o vitivincola de Chile contaba con el apoyo de dos asociaciones del rubro orienta
das a la exportacin -la Asociacin de Productores de Vinos Finos de Exportac
in (Chilevid) y la Asociacin de Embotelladores y Exportadores de Vino\u8212?que
recogan datos comerciales relacionados con el vino y presionaban a los funcionari
os gubernamentales en nombre del aglomerado. Adems, la oficina gubernamental de p
romocin de las exportaciones estaba adoptando un papel ms activo para brindar apoy
o al aglomerado. En 1995, el gobierno chileno estableci zonas vitcolas y aument las
reglamentaciones para el etiquetado de los vinos. \par\pard\ql \pvpg\phpg\posx1
440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 20 \par\pard\sect\sectd\
pgwsxn12240\pghsxn15840\par\pard\pvpg\phpg\posx724\posy1154 \ul0\nosupersub\cf29
\f30\fs18 Anexo 1\par\pard\pvpg\phpg\posx1703\posy1154 Consumo en el mercado mun
dial del vino por pals principal (1996)\par\pard\pvpg\phpg\posx2908\posy1822 \ul
0\nosupersub\cf30\f31\fs16 Total\par\pard\pvpg\phpg\posx4833\posy1774 Per capita
\par\pard\pvpg\phpg\posx8352\posy1822 \ul0\nosupersub\cf31\f32\fs16\ul Importaci
ones\ul0\nosupersub\cf30\f31\fs16 en 1996a\par\pard\pvpg\phpg\posx2227\posy2077
\ul0\nosupersub\cf32\f33\fs14 Galones\par\pard\pvpg\phpg\posx3345\posy2077 Tasa
de\par\pard\pvpg\phpg\posx4377\posy2077 Galones\par\pard\pvpg\phpg\posx5404\pos
y2077 Tasa de\par\pard\pvpg\phpg\posx6432\posy2077 Galones\par\pard\pvpg\phpg\po
sx7464\posy2077 % en el\par\pard\pvpg\phpg\posx8481\posy2077 % en el\par\pard\pv
pg\phpg\posx9537\posy2077 Valor de\par\pard\pvpg\phpg\posx10584\posy2077 % en el
\par\pard\pvpg\phpg\posx11505\posy2077 Valor por\par\pard\pvpg\phpg\posx2256\pos
y2298 en 1996\par\pard\pvpg\phpg\posx3196\posy2298 crecimiento\par\pard\pvpg\php
g\posx4406\posy2298 en 1996\par\pard\pvpg\phpg\posx5255\posy2298 crecimiento\par
\pard\pvpg\phpg\posx6619\posy2298 (en\par\pard\pvpg\phpg\posx7574\posy2298 pals\
par\pard\pvpg\phpg\posx8481\posy2298 mundo\par\pard\pvpg\phpg\posx9407\posy2298
importacion\par\pard\pvpg\phpg\posx10584\posy2298 mundo\par\pard\pvpg\phpg\posx1
1649\posy2298 galon\par\pard\pvpg\phpg\posx2414\posy2519 (en\par\pard\pvpg\phpg\
posx3268\posy2519 promedio\par\pard\pvpg\phpg\posx5327\posy2519 promedio\par\par
d\pvpg\phpg\posx6384\posy2519 millones)\par\pard\pvpg\phpg\posx7353\posy2519 (vo
lumen)\par\pard\pvpg\phpg\posx8371\posy2519 (volumen)\par\pard\pvpg\phpg\posx939
8\posy2519 (en millones\par\pard\pvpg\phpg\posx10612\posy2519 (valor)\par\pard\p
vpg\phpg\posx2179\posy2740 millones)\par\pard\pvpg\phpg\posx3220\posy2740 acumul
ado\par\pard\pvpg\phpg\posx5280\posy2740 acumulado\par\pard\pvpg\phpg\posx9451\p
osy2740 de dolares)\par\pard\pvpg\phpg\posx729\posy2960 Pais\par\pard\pvpg\phpg\
posx3360\posy2960 1991-96\par\pard\pvpg\phpg\posx5419\posy2960 1991-96\par\pard\
pvpg\phpg\posx734\posy3195 \ul0\nosupersub\cf30\f31\fs16 Francia\par\pard\pvpg\p
hpg\posx2256\posy3195 940,7\par\pard\pvpg\phpg\posx3297\posy3195 (0,7%)\par\pard
\pvpg\phpg\posx4353\posy3195 16,12\par\pard\pvpg\phpg\posx5356\posy3195 (1,2%)\p
ar\pard\pvpg\phpg\posx6480\posy3195 139,7\par\pard\pvpg\phpg\posx7478\posy3195 1
4,9%\par\pard\pvpg\phpg\posx8476\posy3195 10,1%\par\pard\pvpg\phpg\posx9388\posy
3195 $520,0\par\pard\pvpg\phpg\posx10718\posy3195 4,6%\par\pard\pvpg\phpg\posx11
467\posy3195 $3,72\par\pard\pvpg\phpg\posx734\posy3454 Italia\par\pard\pvpg\phpg
\posx2251\posy3454 866,5\par\pard\pvpg\phpg\posx3297\posy3454 (1,4)\par\pard\pvp
g\phpg\posx4353\posy3454 15,14\par\pard\pvpg\phpg\posx5356\posy3454 (1,5)\par\pa
rd\pvpg\phpg\posx6667\posy3454 7,9\par\pard\pvpg\phpg\posx7564\posy3454 0,9\par\
pard\pvpg\phpg\posx8563\posy3454 0,6\par\pard\pvpg\phpg\posx9504\posy3454 155,0\
par\pard\pvpg\phpg\posx10732\posy3454 1,4\par\pard\pvpg\phpg\posx11481\posy3454
19,72\par\pard\pvpg\phpg\posx734\posy3723 EE. UU.\par\pard\pvpg\phpg\posx2256\po
sy3723 541,8\par\pard\pvpg\phpg\posx3345\posy3723 3,4\par\pard\pvpg\phpg\posx442

5\posy3723 2,01\par\pard\pvpg\phpg\posx5409\posy3723 2,4\par\pard\pvpg\phpg\posx
6571\posy3723 93,9\par\pard\pvpg\phpg\posx7478\posy3723 17,3\par\pard\pvpg\phpg\
posx8563\posy3723 6,8\par\pard\pvpg\phpg\posx9643\posy3723 1.554,5\par\pard\pvpg
\phpg\posx10631\posy3723 13,6\par\pard\pvpg\phpg\posx11481\posy3723 16,56\par\pa
rd\pvpg\phpg\posx724\posy3992 Alemania\par\pard\pvpg\phpg\posx2260\posy3992 500,
2\par\pard\pvpg\phpg\posx3297\posy3992 (0,1)\par\pard\pvpg\phpg\posx4425\posy399
2 6,10\par\pard\pvpg\phpg\posx5356\posy3992 (0,6)\par\pard\pvpg\phpg\posx6465\po
62\posy3992 21,4\par\pard\pvpg\phpg\posx9643\posy3992 1.848,7\par\pard\pvpg\phpg
\posx10631\posy3992 16,2\par\pard\pvpg\phpg\posx11515\posy3992 6,23\par\pard\pvp
g\phpg\posx734\posy4251 Espana\par\pard\pvpg\phpg\posx2251\posy4251 404,2\par\pa
rd\pvpg\phpg\posx3297\posy4251 (1,9)\par\pard\pvpg\phpg\posx4353\posy4251 10,19\
par\pard\pvpg\phpg\posx5356\posy4251 (2,0)\par\pard\pvpg\phpg\posx6566\posy4251
31,7\par\pard\pvpg\phpg\posx7564\posy4251 7,8\par\pard\pvpg\phpg\posx8563\posy42
51 2,3\par\pard\pvpg\phpg\posx9590\posy4251 80,2\par\pard\pvpg\phpg\posx10718\po
\posy4510 Argentina\par\pard\pvpg\phpg\posx2256\posy4510 358,2\par\pard\pvpg\php
g\posx3297\posy4510 (5,3)\par\pard\pvpg\phpg\posx4353\posy4510 10,17\par\pard\pv
pg\phpg\posx5361\posy4510 (6,5)\par\pard\pvpg\phpg\posx6681\posy4510 1,3\par\par
d\pvpg\phpg\posx7564\posy4510 0,4\par\pard\pvpg\phpg\posx8563\posy4510 0,1\par\p
ard\pvpg\phpg\posx9604\posy4510 12,6\par\pard\pvpg\phpg\posx10718\posy4510 0,1\p
ar\pard\pvpg\phpg\posx11520\posy4510 9,35\par\pard\pvpg\phpg\posx729\posy4754 \u
l0\nosupersub\cf29\f30\fs18 Sudafrica\par\pard\pvpg\phpg\posx2251\posy4774 \ul0\
nosupersub\cf30\f31\fs16 221,0\par\pard\pvpg\phpg\posx3297\posy4774 (2,6)\par\pa
rd\pvpg\phpg\posx4430\posy4774 5,21\par\pard\pvpg\phpg\posx5356\posy4774 (4,7)\p
ar\pard\pvpg\phpg\posx6662\posy4774 4,4\par\pard\pvpg\phpg\posx7564\posy4774 2,0
\par\pard\pvpg\phpg\posx8563\posy4774 0,3\par\pard\pvpg\phpg\posx9695\posy4774 9
,5\par\pard\pvpg\phpg\posx10718\posy4774 0,1\par\pard\pvpg\phpg\posx11515\posy47
74 2,17\par\pard\pvpg\phpg\posx734\posy5033 Reino Unido\par\pard\pvpg\phpg\posx2
270\posy5033 187,9\par\pard\pvpg\phpg\posx3360\posy5033 1,7\par\pard\pvpg\phpg\p
osx4425\posy5033 3,22\par\pard\pvpg\phpg\posx5424\posy5033 1,5\par\pard\pvpg\php
g\posx6480\posy5033 195,5\par\pard\pvpg\phpg\posx7377\posy5033 104,1\par\pard\pv
pg\phpg\posx8476\posy5033 14,1\par\pard\pvpg\phpg\posx9628\posy5033 2.077,2\par\
pard\pvpg\phpg\posx10631\posy5033 18,2\par\pard\pvpg\phpg\posx11481\posy5033 10,
62\par\pard\pvpg\phpg\posx734\posy5292 Portugal\par\pard\pvpg\phpg\posx2265\posy
5292 155,0\par\pard\pvpg\phpg\posx3345\posy5292 0,8\par\pard\pvpg\phpg\posx4348\
posy5292 15,80\par\pard\pvpg\phpg\posx5409\posy5292 0,9\par\pard\pvpg\phpg\posx6
580\posy5292 15,4\par\pard\pvpg\phpg\posx7569\posy5292 9,9\par\pard\pvpg\phpg\po
sx8577\posy5292 1,1\par\pard\pvpg\phpg\posx9595\posy5292 51,0\par\pard\pvpg\phpg
\posx10718\posy5292 0,4\par\pard\pvpg\phpg\posx11515\posy5292 3,31\par\pard\pvpg
\phpg\posx734\posy5552 Rumania\par\pard\pvpg\phpg\posx2270\posy5552 142,6\par\pa
rd\pvpg\phpg\posx3360\posy5552 1,3\par\pard\pvpg\phpg\posx4425\posy5552 6,29\par
\pard\pvpg\phpg\posx5424\posy5552 1,8\par\pard\pvpg\phpg\posx6681\posy5552 1,5\p
ar\pard\pvpg\phpg\posx7579\posy5552 1,\par\pard\pvpg\phpg\posx7727\posy5552 1\pa
r\pard\pvpg\phpg\posx8563\posy5552 0,1\par\pard\pvpg\phpg\posx9705\posy5552 1,8\
par\pard\pvpg\phpg\posx10718\posy5552 0,0\par\pard\pvpg\phpg\posx11529\posy5552
1,21\par\pard\pvpg\phpg\posx734\posy5811 Rusia\par\pard\pvpg\phpg\posx2270\posy5
811 117,4\par\pard\pvpg\phpg\posx3475\posy5811 N/D\par\pard\pvpg\phpg\posx4425\p
osy5811 0,79\par\pard\pvpg\phpg\posx5539\posy5811 N/D\par\pard\pvpg\phpg\posx656
6\posy5811 66,1\par\pard\pvpg\phpg\posx7468\posy5811 56,3\par\pard\pvpg\phpg\pos
x8563\posy5811 4,8\par\pard\pvpg\phpg\posx9489\posy5811 386,8\par\pard\pvpg\phpg
\phpg\posx729\posy6075 China\par\pard\pvpg\phpg\posx2270\posy6075 111,0\par\pard
\pvpg\phpg\posx3345\posy6075 6,9\par\pard\pvpg\phpg\posx4425\posy6075 0,09\par\p
ard\pvpg\phpg\posx5414\posy6075 5,5\par\pard\pvpg\phpg\posx6667\posy6075 2,8\par
\pard\pvpg\phpg\posx7564\posy6075 2,5\par\pard\pvpg\phpg\posx8563\posy6075 0,2\p
34 Australia'\par\pard\pvpg\phpg\posx2351\posy6334 87,3\par\pard\pvpg\phpg\posx3

sx5409\posy6334 0,5\par\pard\pvpg\phpg\posx6667\posy6334 3,8\par\pard\pvpg\phpg\
posx7560\posy6334 4,3\par\pard\pvpg\phpg\posx8563\posy6334 0,3\par\pard\pvpg\php
g\posx9585\posy6334 49,2\par\pard\pvpg\phpg\posx10718\posy6334 0,4\par\pard\pvpg
\phpg\posx11481\posy6334 13,06\par\pard\pvpg\phpg\posx729\posy6593 Suiza\par\par
d\pvpg\phpg\posx2351\posy6593 79,4\par\pard\pvpg\phpg\posx3297\posy6593 (0,3)\pa
r\pard\pvpg\phpg\posx4353\posy6593 10,99\par\pard\pvpg\phpg\posx5356\posy6593 (1
,3)\par\pard\pvpg\phpg\posx6566\posy6593 49,0\par\pard\pvpg\phpg\posx7464\posy65
93 61,7\par\pard\pvpg\phpg\posx8563\posy6593 3,5\par\pard\pvpg\phpg\posx9489\pos
y6593 603,6\par\pard\pvpg\phpg\posx10723\posy6593 5,3\par\pard\pvpg\phpg\posx114
81\posy6593 12,32\par\pard\pvpg\phpg\posx724\posy6852 Austria\par\pard\pvpg\phpg
\posx2351\posy6852 70,3\par\pard\pvpg\phpg\posx3345\posy6852 0,2\par\pard\pvpg\p
hpg\posx4425\posy6852 8,67\par\pard\pvpg\phpg\posx5356\posy6852 (0,6)\par\pard\p
vpg\phpg\posx6667\posy6852 8,5\par\pard\pvpg\phpg\posx7478\posy6852 12,0\par\par
d\pvpg\phpg\posx8563\posy6852 0,6\par\pard\pvpg\phpg\posx9590\posy6852 73,4\par\
pard\pvpg\phpg\posx10718\posy6852 0,6\par\pard\pvpg\phpg\posx11515\posy6852 8,68
\par\pard\pvpg\phpg\posx734\posy7092 \ul0\nosupersub\cf29\f30\fs18 Hungria\par\p
ard\pvpg\phpg\posx2351\posy7112 \ul0\nosupersub\cf30\f31\fs16 68,7\par\pard\pvpg
\phpg\posx3297\posy7112 (2,8)\par\pard\pvpg\phpg\posx4425\posy7112 6,83\par\pard
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pard\pvpg\phpg\posx7564\posy7112 2,0\par\pard\pvpg\phpg\posx8563\posy7112 0,1\pa
r\pard\pvpg\phpg\posx9691\posy7112 3,2\par\pard\pvpg\phpg\posx10718\posy7112 0,0
\par\pard\pvpg\phpg\posx11515\posy7112 2,31\par\pard\pvpg\phpg\posx734\posy7355
\ul0\nosupersub\cf29\f30\fs18 Belgica\par\pard\pvpg\phpg\posx734\posy7592 \ul0\n
osupersub\cf30\f31\fs16 Luxemburgo\par\pard\pvpg\phpg\posx2351\posy7592 61,5\par
\pard\pvpg\phpg\posx3345\posy7592 0,3\par\pard\pvpg\phpg\posx4430\posy7592 5,81\
par\pard\pvpg\phpg\posx5356\posy7592 (0,1)\par\pard\pvpg\phpg\posx6566\posy7592
64,4\par\pard\pvpg\phpg\posx7377\posy7592 104,8\par\pard\pvpg\phpg\posx8558\posy
7592 4,6\par\pard\pvpg\phpg\posx9494\posy7592 680,2\par\pard\pvpg\phpg\posx10718
\posy7592 6,0\par\pard\pvpg\phpg\posx11481\posy7592 10,56\par\pard\pvpg\phpg\pos
x729\posy7851 Chile\par\pard\pvpg\phpg\posx2351\posy7851 60,5\par\pard\pvpg\phpg
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\phpg\posx5361\posy7851 (3,0)\par\pard\pvpg\phpg\posx6667\posy7851 0,2\par\pard\
pvpg\phpg\posx7564\posy7851 0,3\par\pard\pvpg\phpg\posx8563\posy7851 0,0\par\par
d\pvpg\phpg\posx9705\posy7851 1,0\par\pard\pvpg\phpg\posx10718\posy7851 0,0\par\
pard\pvpg\phpg\posx11515\posy7851 6,35\par\pard\pvpg\phpg\posx734\posy8110 Brasi
l\par\pard\pvpg\phpg\posx2356\posy8110 59,4\par\pard\pvpg\phpg\posx3292\posy8110
(7,6)\par\pard\pvpg\phpg\posx4425\posy8110 0,37\par\pard\pvpg\phpg\posx5356\pos
y8110 (8,8)\par\pard\pvpg\phpg\posx6667\posy8110 6,2\par\pard\pvpg\phpg\posx7478
\posy8110 10,4\par\pard\pvpg\phpg\posx8563\posy8110 0,4\par\pard\pvpg\phpg\posx9
585\posy8110 43,1\par\pard\pvpg\phpg\posx10718\posy8110 0,4\par\pard\pvpg\phpg\p
osx11515\posy8110 6,97\par\pard\pvpg\phpg\posx734\posy8354 \ul0\nosupersub\cf29\
f30\fs18 Palses Bajos\par\pard\pvpg\phpg\posx2356\posy8374 \ul0\nosupersub\cf30\
f31\fs16 53,7\par\pard\pvpg\phpg\posx3297\posy8374 (2,8)\par\pard\pvpg\phpg\posx
4425\posy8374 3,45\par\pard\pvpg\phpg\posx5356\posy8374 (3,4)\par\pard\pvpg\phpg
\phpg\posx8563\posy8374 4,1\par\pard\pvpg\phpg\posx9494\posy8374 561,2\par\pard\
pvpg\phpg\posx10713\posy8374 4,9\par\pard\pvpg\phpg\posx11520\posy8374 9,78\par\
pard\pvpg\phpg\posx729\posy8633 Canada\par\pard\pvpg\phpg\posx2356\posy8633 53,7
\par\pard\pvpg\phpg\posx3345\posy8633 2,2\par\pard\pvpg\phpg\posx4440\posy8633 1
3 45,8\par\pard\pvpg\phpg\posx7464\posy8633 85,3\par\pard\pvpg\phpg\posx8563\pos
8\posy8633 3,4\par\pard\pvpg\phpg\posx11520\posy8633 8,41\par\pard\pvpg\phpg\pos
x724\posy8872 \ul0\nosupersub\cf29\f30\fs18 Japan\par\pard\pvpg\phpg\posx2356\po
sy8892 \ul0\nosupersub\cf30\f31\fs16 53,0\par\pard\pvpg\phpg\posx3345\posy8892 8
2 8,2\par\pard\pvpg\phpg\posx6566\posy8892 29,0\par\pard\pvpg\phpg\posx7468\posy
8892 54,7\par\pard\pvpg\phpg\posx8563\posy8892 2,1\par\pard\pvpg\phpg\posx9494\p
osy8892 514,1\par\pard\pvpg\phpg\posx10718\posy8892 4,5\par\pard\pvpg\phpg\posx1
1481\posy8892 17,74\par\pard\pvpg\phpg\posx724\posy9152 Otros\par\pard\pvpg\phpg

\posx2251\posy9152 691,2\par\pard\pvpg\phpg\posx3292\posy9152 (3,8)\par\pard\pvp
g\phpg\posx4766\posy9152 \par\pard\pvpg\phpg\posx5654\posy9152 \par\pard\pvpg\ph
pg\posx6465\posy9152 267,3\par\pard\pvpg\phpg\posx7464\posy9152 38,7\par\pard\pv
pg\phpg\posx8476\posy9152 19,2\par\pard\pvpg\phpg\posx9643\posy9152 1.747,6\par\
pard\pvpg\phpg\posx10631\posy9152 15,3\par\pard\pvpg\phpg\posx11515\posy9152 6,5
4\par\pard\pvpg\phpg\posx734\posy9401 En el mundo\par\pard\pvpg\phpg\posx2308\po
sy9401 5.885,2\par\pard\pvpg\phpg\posx3287\posy9406 \ul0\nosupersub\cf31\f32\fs1
6\ul (0,6%)\par\pard\pvpg\phpg\posx4771\posy9401 \par\pard\pvpg\phpg\posx5654\po
sy9401 \par\pard\pvpg\phpg\posx6518\posy9401 \ul0\nosupersub\cf30\f31\fs16 1.389
1 100,0%\par\pard\pvpg\phpg\posx9427\posy9401 $11.403,8\par\pard\pvpg\phpg\posx1
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uentes: Organizacion de las Naciones Unidas para la Agricultura y la Alimentacio
n (FAO) y Euromonitor (para datos sobre consumo fuera de lugares publicos d 'Las
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\cf4\f5\fs15 705-S13\par\pard\pvpg\phpg\posx7508\posy977 El aglomerado vitivincol
a de California\par\pard\pvpg\phpg\posx1440\posy1969 \ul0\nosupersub\cf10\f11\fs
20 Anexo 2\par\pard\pvpg\phpg\posx2419\posy1969 Consumo de vino en Estados Unido
s (en millones de galones)\ul0\nosupersub\cf5\f6\fs14 a\par\pard\pvpg\phpg\posx6
922\posy2417 \ul0\nosupersub\cf18\f19\fs18 % del total\par\pard\pvpg\phpg\posx80
23\posy2417 % de cambio\par\pard\pvpg\phpg\posx4956\posy2637 1996\par\pard\pvpg\
phpg\posx6030\posy2637 1997\par\pard\pvpg\phpg\posx7059\posy2638 en 1997\par\par
d\pvpg\phpg\posx8279\posy2638 1996-1997\par\pard\pvpg\phpg\posx1520\posy2872 \ul
0\nosupersub\cf3\f4\fs18 Por tipo\par\pard\pvpg\phpg\posx1520\posy3092 \ul0\nosu
persub\cf19\f20\fs18 De mesa\par\pard\pvpg\phpg\posx1740\posy3313 California\par
\pard\pvpg\phpg\posx5248\posy3313 339\par\pard\pvpg\phpg\posx6243\posy3313 336\p
ar\pard\pvpg\phpg\posx7495\posy3313 64%\par\pard\pvpg\phpg\posx8471\posy3313 (1%
)\par\pard\pvpg\phpg\posx1740\posy3532 Otros vinos de mesa\par\pard\pvpg\phpg\po
sx5247\posy3532 104\par\pard\pvpg\phpg\posx6242\posy3532 126\par\pard\pvpg\phpg\
posx7494\posy3532 24\par\pard\pvpg\phpg\posx8430\posy3532 21\par\pard\pvpg\phpg\
posx1520\posy3752 De postre y fuertes\par\pard\pvpg\phpg\posx5347\posy3752 32\pa
r\pard\pvpg\phpg\posx6342\posy3752 31\par\pard\pvpg\phpg\posx7594\posy3752 6\par
\pard\pvpg\phpg\posx8471\posy3752 (2)\par\pard\pvpg\phpg\posx1520\posy4003 Espum
antes\par\pard\pvpg\phpg\posx5348\posy3974 30\par\pard\pvpg\phpg\posx6343\posy39
74 30\par\pard\pvpg\phpg\posx7594\posy3974 6\par\pard\pvpg\phpg\posx8530\posy400
3 1\par\pard\pvpg\phpg\posx1739\posy4273 Total\par\pard\pvpg\phpg\posx5248\posy4
225 505\par\pard\pvpg\phpg\posx6243\posy4225 523\par\pard\pvpg\phpg\posx7394\pos
y4225 100%\par\pard\pvpg\phpg\posx8530\posy4273 4%\par\pard\pvpg\phpg\posx1520\p
osy4552 \ul0\nosupersub\cf3\f4\fs18 Por origen\par\pard\pvpg\phpg\posx1520\posy4
772 \ul0\nosupersub\cf19\f20\fs18 California\par\pard\pvpg\phpg\posx5248\posy477
2 375\par\pard\pvpg\phpg\posx6243\posy4772 372\par\pard\pvpg\phpg\posx7495\posy4
772 71%\par\pard\pvpg\phpg\posx8471\posy4772 (1%)\par\pard\pvpg\phpg\posx1520\po
sy4993 Otros estados\par\pard\pvpg\phpg\posx5347\posy4993 43\par\pard\pvpg\phpg\
posx6342\posy4993 40\par\pard\pvpg\phpg\posx7594\posy4993 8\par\pard\pvpg\phpg\p
osx8470\posy4993 (7)\par\pard\pvpg\phpg\posx1520\posy5272 Vino extranjero import
ado en botellas\par\pard\pvpg\phpg\posx1739\posy5492 Italia\par\pard\pvpg\phpg\p
osx5347\posy5492 34\par\pard\pvpg\phpg\posx6342\posy5492 36\par\pard\pvpg\phpg\p
osx7593\posy5492 7%\par\pard\pvpg\phpg\posx8530\posy5492 7%\par\pard\pvpg\phpg\p
osx1739\posy5713 Francia\par\pard\pvpg\phpg\posx5347\posy5713 21\par\pard\pvpg\p
hpg\posx6342\posy5713 27\par\pard\pvpg\phpg\posx7593\posy5713 5\par\pard\pvpg\ph
pg\posx8430\posy5713 25\par\pard\pvpg\phpg\posx1739\posy5932 Chile\par\pard\pvpg
\phpg\posx5348\posy5932 10\par\pard\pvpg\phpg\posx6343\posy5932 12\par\pard\pvpg
\phpg\posx7594\posy5932 2\par\pard\pvpg\phpg\posx8431\posy5932 18\par\pard\pvpg\
phpg\posx1739\posy6152 Australia\par\pard\pvpg\phpg\posx5447\posy6152 5\par\pard
\pvpg\phpg\posx6441\posy6152 7\par\pard\pvpg\phpg\posx7593\posy6152 1\par\pard\p
vpg\phpg\posx8430\posy6152 37\par\pard\pvpg\phpg\posx1739\posy6403 Otros pases\pa
r\pard\pvpg\phpg\posx5348\posy6374 16\par\pard\pvpg\phpg\posx6343\posy6374 17\pa
r\pard\pvpg\phpg\posx7594\posy6374 3\par\pard\pvpg\phpg\posx8530\posy6403 5\par\
pard\pvpg\phpg\posx1940\posy6622 Subtotal\par\pard\pvpg\phpg\posx5347\posy6622 8
6\par\pard\pvpg\phpg\posx6342\posy6622 98\par\pard\pvpg\phpg\posx7494\posy6622 1
9%\par\pard\pvpg\phpg\posx8430\posy6622 14%\par\pard\pvpg\phpg\posx1520\posy6902
Vino extranjero a granel embotellado\par\pard\pvpg\phpg\posx1520\posy7123 en Es
tados Unidos\par\pard\pvpg\phpg\posx5448\posy7093 1\par\pard\pvpg\phpg\posx6343\
posy7093 13\par\pard\pvpg\phpg\posx7594\posy7093 2\par\pard\pvpg\phpg\posx8419\p
osy7121 ++\par\pard\pvpg\phpg\posx1739\posy7393 Total\par\pard\pvpg\phpg\posx524
8\posy7345 505\par\pard\pvpg\phpg\posx6243\posy7345 523\par\pard\pvpg\phpg\posx7

394\posy7345 100%\par\pard\pvpg\phpg\posx8530\posy7393 4%\par\pard\ql \pvpg\phpg
\posx1440\posy7819\absw7803\sl193\slmult0 \ul0\nosupersub\cf4\f5\fs15 Fuente:
Adaptado de Gomberg, Fredrikson & Associates, \u8220?1997 Annual Wine I
ndustry Review,\u8221? The \par
Gomberg-Fredrikson Report (28 de febrero
de 1998), 17-12. \par\pard\ql \pvpg\phpg\posx1440\posy8246\sl240\slmult1 \ul0\n
osupersub\cf5\f6\fs14 a \par\pard\ql \pvpg\phpg\posx1509\posy8287\sl240\slmult1
\ul0\nosupersub\cf4\f5\fs15 Incluye solamente el consumo de vino embotellado. \p
ar\pard\pvpg\phpg\posx1440\posy8911 \ul0\nosupersub\cf10\f11\fs20 Anexo 3\par\pa
rd\pvpg\phpg\posx2438\posy8911 Ingresos por venta interna de vinos de mesa calif
ornianos por categora de precio, 1985\par\pard\pvpg\phpg\posx1440\posy9158 1997 (
en miles de millones)\ul0\nosupersub\cf5\f6\fs14 a\par\pard\pvpg\phpg\posx9575\p
osy9517 \ul0\nosupersub\cf22\f23\fs15 1992-97 CAGR\par\pard\pvpg\phpg\posx2044\p
osy9741 \ul0\nosupersub\cf20\f21\fs17 $5,0\par\pard\pvpg\phpg\posx7920\posy9944
\ul0\nosupersub\cf23\f24\fs15 De lujo (>U$S25 por botella)\par\pard\pvpg\phpg\po
sx10078\posy9944 29%\par\pard\pvpg\phpg\posx7920\posy10173 De calidad superior (
U$S14-U$S25)\par\pard\pvpg\phpg\posx10612\posy10173 11%\par\pard\pvpg\phpg\posx2
044\posy10407 \ul0\nosupersub\cf20\f21\fs17 $4,0\par\pard\pvpg\phpg\posx11061\po
sy10539 \ul0\nosupersub\cf23\f24\fs15 Total\par\pard\pvpg\phpg\posx7919\posy1074
9 De calidad media (U$S7-U$S14)\par\pard\pvpg\phpg\posx10604\posy10749 17%\par\p
ard\pvpg\phpg\posx11043\posy10723 segmento\par\pard\pvpg\phpg\posx11051\posy1090
6 vinos\par\pard\pvpg\phpg\posx2044\posy11078 \ul0\nosupersub\cf20\f21\fs17 $3,0
\par\pard\pvpg\phpg\posx10874\posy11090 \ul0\nosupersub\cf23\f24\fs15 de calidad
\par\pard\pvpg\phpg\posx2044\posy11745 \ul0\nosupersub\cf20\f21\fs17 $2,0\par\pa
rd\pvpg\phpg\posx7920\posy11757 \ul0\nosupersub\cf23\f24\fs15 De calidad popular
(U$S3-U$S7)\par\pard\pvpg\phpg\posx10657\posy11757 9%\par\pard\ql \pvpg\phpg\po
sx2044\posy12416\sl240\slmult1 \ul0\nosupersub\cf20\f21\fs17 $1,0 \par\pard\pvpg
\phpg\posx7920\posy12765 \ul0\nosupersub\cf23\f24\fs15 Genrico de jarra (<U$S3)\par
\pard\pvpg\phpg\posx10657\posy12765 3%\par\pard\ql \pvpg\phpg\posx2044\posy13083
\sl240\slmult1 \ul0\nosupersub\cf20\f21\fs17 $0,0 \par\pard\pvpg\phpg\posx2336\p
osy13327 \ul0\nosupersub\cf21\f22\fs15 1985\par\pard\pvpg\phpg\posx3070\posy1332
7 1987\par\pard\pvpg\phpg\posx3809\posy13327 1989\par\pard\pvpg\phpg\posx4542\po
sy13327 1991\par\pard\pvpg\phpg\posx5277\posy13327 1993\par\pard\pvpg\phpg\posx6
015\posy13327 1995\par\pard\pvpg\phpg\posx6749\posy13327 1997\par\pard\ql \pvpg\
phpg\posx1440\posy13649\sl240\slmult1 \ul0\nosupersub\cf4\f5\fs15 Fuente: Adap
tado a partir de datos tomados de Robert Mondavi Corporation y Gomberg, Fredriks
on & Associates. \par\pard\ql \pvpg\phpg\posx1440\posy13843\sl240\slmult1 \ul0\n
osupersub\cf5\f6\fs14 a \par\pard\ql \pvpg\phpg\posx1509\posy13884\sl240\slmult1
\ul0\nosupersub\cf4\f5\fs15 Ingresos para las bodegas californianas; no incluye
el margen de utilidad por ventas mayoristas y minoristas. \par\pard\ql \pvpg\ph
pg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf3\f4\fs18 22 \par\pard\sec
t\sectd\pgwsxn12240\pghsxn15840\par\pard\pvpg\phpg\posx724\posy1154 \ul0\nosuper
sub\cf29\f30\fs18 Anexo 4\par\pard\pvpg\phpg\posx1703\posy1154 Produccion mundia
l de vino y uvas para vino por pals principal, 1996 (posiciones segun produccion
vinicola)\par\pard\pvpg\phpg\posx3302\posy1783 \ul0\nosupersub\cf30\f31\fs16 19
96\par\pard\pvpg\phpg\posx8342\posy1783 Destino estimado de la produccion\par\pa
rd\pvpg\phpg\posx2280\posy2004 Produccion de uvas\ul0\nosupersub\cf31\f32\fs16\u
l para\ul0\nosupersub\cf30\f31\fs16 vino\par\pard\pvpg\phpg\posx5764\posy2004
Produccion devino\par\pard\pvpg\phpg\posx9604\posy2004 \ul0\nosupersub\cf34\f35\
fs12 (%)a\par\pard\pvpg\phpg\posx7219\posy2260 \ul0\nosupersub\cf32\f33\fs14 Tas
a de\par\pard\pvpg\phpg\posx11702\posy2260 Valores\par\pard\pvpg\phpg\posx7070\p
osy2480 crecimiento\par\pard\pvpg\phpg\posx11875\posy2480 (en\par\pard\pvpg\phpg
\posx5251\posy2696 Galones\par\pard\pvpg\phpg\posx7142\posy2696 promedio\par\par
d\pvpg\phpg\posx11664\posy2696 millone\par\pard\pvpg\phpg\posx4267\posy2922 Rend
imi\par\pard\pvpg\phpg\posx5438\posy2917 (en\par\pard\pvpg\phpg\posx6225\posy291
7 % en el\par\pard\pvpg\phpg\posx7094\posy2917 acumulado\par\pard\pvpg\phpg\posx
8227\posy2917 Mercado\par\pard\pvpg\phpg\posx11894\posy2917 de\par\pard\pvpg\php
g\posx835\posy3138 Pais\par\pard\pvpg\phpg\posx2222\posy3138 Acresb\par\pard\pvp
g\phpg\posx3201\posy3138 Toneladas\par\pard\pvpg\phpg\posx4425\posy3138 ento\par
\pard\pvpg\phpg\posx5203\posy3138 millones)\par\pard\pvpg\phpg\posx6225\posy3138
mundo\par\pard\pvpg\phpg\posx7156\posy3138 1991-1996\par\pard\pvpg\phpg\posx828
0\posy3138 interno\par\pard\pvpg\phpg\posx9139\posy3138 Ex ortacion\par\pard\pvp
g\phpg\posx10267\posy3138 Procesamiento\par\pard\pvpg\phpg\posx11692\posy3138 do
lares,\par\pard\pvpg\phpg\posx840\posy3574 \ul0\nosupersub\cf30\f31\fs16 Francia
\par\pard\pvpg\phpg\posx2121\posy3574 2.152.000\par\pard\pvpg\phpg\posx3216\posy
3574 8.350.000\par\pard\pvpg\phpg\posx4401\posy3574 3,9\par\pard\pvpg\phpg\posx5
361\posy3574 1.575,8\par\pard\pvpg\phpg\posx6244\posy3574 22,1%\par\pard\pvpg\ph
pg\posx7214\posy3574 6,9%\par\pard\pvpg\phpg\posx8337\posy3574 57,9%\par\pard\pv
pg\phpg\posx9287\posy3574 21,9%\par\pard\pvpg\phpg\posx10387\posy3574 20,1%\par\
pard\pvpg\phpg\posx11932\posy3574 4.8E\par\pard\pvpg\phpg\posx840\posy3795 Itali
a\par\pard\pvpg\phpg\posx2121\posy3795 2.034.000\par\pard\pvpg\phpg\posx3216\pos
y3795 8.740.000\par\pard\pvpg\phpg\posx4392\posy3795 4,3\par\pard\pvpg\phpg\posx
5361\posy3795 1.552,6\par\pard\pvpg\phpg\posx6244\posy3795 21,7\par\pard\pvpg\ph
pg\posx7166\posy3795 (0,3)\par\pard\pvpg\phpg\posx8332\posy3795 58,2\par\pard\pv
pg\phpg\posx9287\posy3795 24,8\par\pard\pvpg\phpg\posx10401\posy3795 17,0\par\pa
rd\pvpg\phpg\posx11932\posy3800 2.2E\par\pard\pvpg\phpg\posx840\posy4011 Espana\
par\pard\pvpg\phpg\posx2054\posy4011 3.025.000c\par\pard\pvpg\phpg\posx3153\posy
4011 5.342.000c\par\pard\pvpg\phpg\posx4416\posy4011 1,8c\par\pard\pvpg\phpg\pos
x5241\posy4011 789,1\par\pard\pvpg\phpg\posx6259\posy4011 11,0\par\pard\pvpg\php
g\posx7166\posy4016 \ul0\nosupersub\cf31\f32\fs16\ul (1,0)\par\pard\pvpg\phpg\po
sx8337\posy4011 \ul0\nosupersub\cf30\f31\fs16 52,2\par\pard\pvpg\phpg\posx9287\p
osy4011 24,1\par\pard\pvpg\phpg\posx10387\posy4016 \ul0\nosupersub\cf31\f32\fs16
\ul 23,7\par\pard\pvpg\phpg\posx11947\posy4016 1.\par\pard\pvpg\phpg\posx12095\p
osy4016 1z\par\pard\pvpg\phpg\posx840\posy4241 \ul0\nosupersub\cf30\f31\fs16 EE.
UU.\par\pard\pvpg\phpg\posx2193\posy4241 311.000d\par\pard\pvpg\phpg\posx3139\p
osy4241 2.172.000d\par\pard\pvpg\phpg\posx4401\posy4241 7,0d\par\pard\pvpg\phpg\
posx5241\posy4241 498,7\par\pard\pvpg\phpg\posx6345\posy4241 7,0\par\pard\pvpg\p
hpg\posx7228\posy4241 1,9\par\pard\pvpg\phpg\posx8337\posy4241 91,3\par\pard\pvp
g\phpg\posx9388\posy4241 8,7\par\pard\pvpg\phpg\posx10713\posy4241 \par\pard\pvp
g\phpg\posx11942\posy4241 308\par\pard\pvpg\phpg\posx830\posy4472 Argentina\par\
pard\pvpg\phpg\posx2265\posy4472 487.000\par\pard\pvpg\phpg\posx3216\posy4472 2.
198.000\par\pard\pvpg\phpg\posx4396\posy4472 4,5\par\pard\pvpg\phpg\posx5246\pos
\posy4472 (2,6)\par\pard\pvpg\phpg\posx8337\posy4472 90,1\par\pard\pvpg\phpg\pos
x9393\posy4472 9,9\par\pard\pvpg\phpg\posx10713\posy4472 \par\pard\pvpg\phpg\pos
x12038\posy4472 68\par\pard\pvpg\phpg\posx840\posy4692 Portugal\par\pard\pvpg\ph
pg\posx2270\posy4692 604.000\par\pard\pvpg\phpg\posx3230\posy4692 1.400.000\par\
par\pard\pvpg\phpg\posx6340\posy4692 3,5\par\pard\pvpg\phpg\posx7166\posy4692 (0
,6)\par\pard\pvpg\phpg\posx8332\posy4692 74,3\par\pard\pvpg\phpg\posx9287\posy46
92 20,5\par\pard\pvpg\phpg\posx10492\posy4692 5,2\par\pard\pvpg\phpg\posx11947\p
osy4692 538\par\pard\pvpg\phpg\posx835\posy4893 \ul0\nosupersub\cf29\f30\fs18 Su
dafrica\par\pard\pvpg\phpg\posx2270\posy4913 \ul0\nosupersub\cf30\f31\fs16 219.0
00\par\pard\pvpg\phpg\posx3230\posy4913 1.266.000\par\pard\pvpg\phpg\posx4406\po
5\posy4913 3,5\par\pard\pvpg\phpg\posx7166\posy4913 (0,6)\par\pard\pvpg\phpg\pos
\posx10713\posy4913 \par\pard\pvpg\phpg\posx11956\posy4913 187\par\pard\pvpg\php
g\posx830\posy5134 Alemania\par\pard\pvpg\phpg\posx2270\posy5134 253.000\par\par
d\pvpg\phpg\posx3230\posy5134 1.429.000\par\pard\pvpg\phpg\posx4406\posy5134 5,6
\par\pard\pvpg\phpg\posx5246\posy5134 228,3\par\pard\pvpg\phpg\posx6345\posy5134
3,2\par\pard\pvpg\phpg\posx7166\posy5134 (4,2)\par\pard\pvpg\phpg\posx8332\posy
5134 69,6\par\pard\pvpg\phpg\posx9287\posy5134 30,4\par\pard\pvpg\phpg\posx10488
\posy5134 0,0\par\pard\pvpg\phpg\posx11947\posy5134 503\par\pard\pvpg\phpg\posx8
30\posy5355 Australiae\par\pard\pvpg\phpg\posx2246\posy5355 160.000'\par\pard\pv
pg\phpg\posx3192\posy5355 1.198.000'\par\pard\pvpg\phpg\posx4401\posy5355 7,5'\p
sy5355 9,9\par\pard\pvpg\phpg\posx11937\posy5355 430\par\pard\pvpg\phpg\posx840\
posy5571 Rumania\par\pard\pvpg\phpg\posx2275\posy5571 568.000\par\pard\pvpg\phpg

\posx3230\posy5571 1.403.000\par\pard\pvpg\phpg\posx4396\posy5571 2,5\par\pard\p
vpg\phpg\posx5255\posy5571 153,2\par\pard\pvpg\phpg\posx6340\posy5571 2,1\par\pa
rd\pvpg\phpg\posx7214\posy5571 3,0\par\pard\pvpg\phpg\posx8337\posy5571 91,6\par
\pard\pvpg\phpg\posx9388\posy5571 8,4\par\pard\pvpg\phpg\posx10713\posy5571 \par
\pard\pvpg\phpg\posx12038\posy5571 34\par\pard\pvpg\phpg\posx840\posy5772 \ul0\n
osupersub\cf29\f30\fs18 Hungria\par\pard\pvpg\phpg\posx2270\posy5792 \ul0\nosupe
rsub\cf30\f31\fs16 229.000\par\pard\pvpg\phpg\posx3489\posy5792 N/D\par\pard\pvp
g\phpg\posx4487\posy5792 N/D\par\pard\pvpg\phpg\posx5255\posy5792 110,6\par\pard
\pvpg\phpg\posx6355\posy5792 1,5\par\pard\pvpg\phpg\posx7166\posy5792 (1,9)\par\
par\pard\pvpg\phpg\posx10713\posy5792 \par\pard\pvpg\phpg\posx12043\posy5792 96\
par\pard\pvpg\phpg\posx835\posy6012 China\par\pard\pvpg\phpg\posx2385\posy6012 N
/D\par\pard\pvpg\phpg\posx3489\posy6012 N/D\par\pard\pvpg\phpg\posx4487\posy6012
N/D\par\pard\pvpg\phpg\posx5255\posy6012 109,0\par\pard\pvpg\phpg\posx6355\posy
3\posy6012 \par\pard\pvpg\phpg\posx12139\posy6012 6\par\pard\pvpg\phpg\posx835\p
osy6233 Grecia\par\pard\pvpg\phpg\posx2284\posy6233 171.000\par\pard\pvpg\phpg\p
osx3369\posy6233 570.000\par\pard\pvpg\phpg\posx4550\posy6233 3.3\par\pard\pvpg\
phpg\posx5255\posy6233 108,5\par\pard\pvpg\phpg\posx6355\posy6233 1,5\par\pard\p
vpg\phpg\posx7214\posy6233 0,6\par\pard\pvpg\phpg\posx8332\posy6233 37,1\par\par
d\pvpg\phpg\posx9302\posy6233 11,8\par\pard\pvpg\phpg\posx10391\posy6233 51,1\pa
r\pard\pvpg\phpg\posx12038\posy6233 71\par\pard\pvpg\phpg\posx835\posy6454 Chile
\par\pard\pvpg\phpg\posx2284\posy6454 138.000\par\pard\pvpg\phpg\posx3369\posy64
54 602.000\par\pard\pvpg\phpg\posx4545\posy6454 4.4\par\pard\pvpg\phpg\posx5255\
posy6454 101,0\par\pard\pvpg\phpg\posx6355\posy6454 1,4\par\pard\pvpg\phpg\posx7
sx9292\posy6454 53,2\par\pard\pvpg\phpg\posx10713\posy6454 \par\pard\pvpg\phpg\p
osx11942\posy6454 294\par\pard\pvpg\phpg\posx830\posy6675 Otros\par\pard\pvpg\ph
pg\posx2380\posy6675 N/D\par\pard\pvpg\phpg\posx3484\posy6675 N/D\par\pard\pvpg\
phpg\posx4487\posy6675 N/D\par\pard\pvpg\phpg\posx5246\posy6675 906,4\par\pard\p
vpg\phpg\posx6259\posy6680 \ul0\nosupersub\cf31\f32\fs16\ul 12,7\par\pard\pvpg\p
hpg\posx7166\posy6680 (2,2)\par\pard\pvpg\phpg\posx8332\posy6675 \ul0\nosupersub
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hpg\posx1440\posy977 \ul0\nosupersub\cf4\f5\fs15 705-S13\par\pard\pvpg\phpg\posx
7508\posy977 El aglomerado vitivincola de California\par\pard\pvpg\phpg\posx1440\
posy1964 \ul0\nosupersub\cf10\f11\fs20 Anexo 5\par\pard\pvpg\phpg\posx2419\posy1
964 Comparacin de los cultivos de uvas para vino por regin de California, 1997\par
\pard\pvpg\phpg\posx5529\posy2594 \ul0\nosupersub\cf18\f19\fs18 Otras zonas\par\
pard\pvpg\phpg\posx5562\posy2813 en la Costa\par\pard\pvpg\phpg\posx7077\posy281
3 Costa\par\pard\pvpg\phpg\posx8383\posy2813 Valle\par\pard\pvpg\phpg\posx9685\p
osy2813 Total\par\pard\pvpg\phpg\posx4495\posy3033 Napa\par\pard\pvpg\phpg\posx5
776\posy3033 Norte\par\pard\pvpg\phpg\posx7003\posy3033 Central\par\pard\pvpg\ph
pg\posx8264\posy3013 Central\ul0\nosupersub\cf5\f6\fs14 a\par\pard\pvpg\phpg\pos
x9480\posy3033 \ul0\nosupersub\cf18\f19\fs18 California\par\pard\pvpg\phpg\posx1
440\posy3488 \ul0\nosupersub\cf19\f20\fs18 Toneladas de molienda\par\pard\pvpg\p
hpg\posx4606\posy3488 144.000\par\pard\pvpg\phpg\posx5902\posy3488 268.000\par\p
ard\pvpg\phpg\posx7199\posy3488 319.000\par\pard\pvpg\phpg\posx8345\posy3488 2.1
62.000\par\pard\pvpg\phpg\posx9640\posy3488 2.893.000\par\pard\pvpg\phpg\posx144
0\posy3707 Superficie plantada (acres)\par\pard\pvpg\phpg\posx4705\posy3707 36.0
00\par\pard\pvpg\phpg\posx6002\posy3707 58.000\par\pard\pvpg\phpg\posx7298\posy3
707 65.000\par\pard\pvpg\phpg\posx8494\posy3707 249.000\par\pard\pvpg\phpg\posx9
790\posy3707 407.000\par\pard\ql \pvpg\phpg\posx1440\posy3928\sl240\slmult1 Supe
rficie capaz de producir \par\pard\pvpg\phpg\posx1740\posy4148 (acres)\par\pard\
pvpg\phpg\posx4705\posy4148 29.000\par\pard\pvpg\phpg\posx6001\posy4148 48.000\p
ar\pard\pvpg\phpg\posx7298\posy4148 50.000\par\pard\pvpg\phpg\posx8494\posy4148
202.000\par\pard\pvpg\phpg\posx9790\posy4148 329.000\par\pard\ql \pvpg\phpg\posx
1640\posy4367\sl240\slmult1 Rendimiento (toneladas por \par\pard\pvpg\phpg\posx1
739\posy4588 acre capaz de producir)\par\pard\pvpg\phpg\posx4763\posy4587 5,0\pa
r\pard\pvpg\phpg\posx6094\posy4587 5,6\par\pard\pvpg\phpg\posx7390\posy4587 6,4\
par\pard\pvpg\phpg\posx8515\posy4587 10,7\par\pard\pvpg\phpg\posx9721\posy4587 8
,8\par\pard\ql \pvpg\phpg\posx1440\posy5027\absw2220\sl220\slmult0 Precio promed
io ponderado \par
por tonelada: \par\pard\pvpg\phpg\posx1640\posy5468 Toda
s las variedades\par\pard\pvpg\phpg\posx4705\posy5468 $1.716\par\pard\pvpg\phpg\
posx6001\posy5468 $1.495\par\pard\pvpg\phpg\posx7297\posy5468 $1.254\par\pard\pv
pg\phpg\posx8625\posy5468 $393\par\pard\pvpg\phpg\posx9723\posy5468 $603\par\par
d\ql \pvpg\phpg\posx1640\posy5687\sl240\slmult1 Variedades de buena \par\pard\pv
pg\phpg\posx1739\posy5888 calidad\ul0\nosupersub\cf24\f25\fs14 b\par\pard\pvpg\p
hpg\posx4706\posy5907 \ul0\nosupersub\cf19\f20\fs18 $1.903\par\pard\pvpg\phpg\po
sx6002\posy5907 $1.670\par\pard\pvpg\phpg\posx7297\posy5907 $1.377\par\pard\pvpg
\phpg\posx8625\posy5907 $780\par\pard\pvpg\phpg\posx9889\posy5907 $1.157\par\par
d\pvpg\phpg\posx1440\posy6347 Gastos operativos anuales por\par\pard\pvpg\phpg\p
osx1740\posy6568 acre\par\pard\pvpg\phpg\posx4706\posy6567 $6.000\par\pard\pvpg\
phpg\posx6002\posy6567 $5.000\par\pard\pvpg\phpg\posx7297\posy6567 $4.000\par\pa
rd\pvpg\phpg\posx8593\posy6567 $2.500\par\pard\pvpg\phpg\posx1440\posy7007 Costo
s iniciales por acre:\par\pard\pvpg\phpg\posx1440\posy7228 Tierra\par\pard\pvpg\
phpg\posx4240\posy7228 $28.000 \par\pard\pvpg\phpg\posx5541\posy7228 $10.000 \pa
r\pard\pvpg\phpg\posx6940\posy7228 $7.000 \par\pard\pvpg\phpg\posx8260\posy7228
$5.000 \par\pard\pvpg\phpg\posx4340\posy7448 42.000\par\pard\pvpg\phpg\posx5641\
posy7448 20.000\par\pard\pvpg\phpg\posx6940\posy7448 10.000\par\pard\pvpg\phpg\p
osx8360\posy7448 7.000\par\pard\pvpg\phpg\posx1640\posy7647 Plantacin y explotacin
\ul0\nosupersub\cf24\f25\fs14 c\par\pard\pvpg\phpg\posx1640\posy7888 \ul0\nosupe
rsub\cf19\f20\fs18 (repartidos a lo largo de 3\par\pard\pvpg\phpg\posx4240\posy7
887 $25.000\par\pard\pvpg\phpg\posx5541\posy7887 $15.000 \par\pard\pvpg\phpg\pos
x6841\posy7887 $14.000 \par\pard\pvpg\phpg\posx8161\posy7887 $11.000 \par\pard\p
vpg\phpg\posx1640\posy8108 aos)\par\pard\pvpg\phpg\posx4340\posy8108 35.000\par\p
ard\pvpg\phpg\posx5641\posy8108 25.000\par\pard\pvpg\phpg\posx6940\posy8108 23.0
00\par\pard\pvpg\phpg\posx8260\posy8108 14.000\par\pard\qj \pvpg\phpg\posx1440\p
osy8510\absw8999\sl193\slmult0 \ul0\nosupersub\cf4\f5\fs15 Fuentes: Departament
o de Alimentos y Agricultura de California (datos sobre produccin de uvas, preci
o y superficies), \par American Society of Farm Managers and Rural Appra
isers:
Seccin de California (valores de las tierras)
y entrevistas a
participantes de la industria (valores de la tierra y otros costos). \par\pard\q
l \pvpg\phpg\posx1440\posy9130\sl240\slmult1 \ul0\nosupersub\cf5\f6\fs14 a \par\
pard\ql \pvpg\phpg\posx1440\posy9171\absw8998\sl194\slmult0 \ul0\nosupersub\cf4\
f5\fs15 Incluye otras regiones productoras de uvas para vinificacin en California
con una superficie total 6.600 acres capaces de producir. \par\pard\ql \pvpg\p
hpg\posx1440\posy9559\sl240\slmult1 \ul0\nosupersub\cf5\f6\fs14 b \par\pard\ql \
pvpg\phpg\posx1518\posy9599\sl240\slmult1 \ul0\nosupersub\cf4\f5\fs15 Basado en
el precio promedio ponderado para uvas Chardonnay, Cabernet Sauvignon y Merlot.
\par\pard\ql \pvpg\phpg\posx1440\posy9794\sl240\slmult1 \ul0\nosupersub\cf5\f6\f
s14 c \par\pard\ql \pvpg\phpg\posx1439\posy9835\absw8999\sl193\slmult0 \ul0\nosu
persub\cf4\f5\fs15 Estos costos en general se capitalizaban y luego amortizaban
(a menudo a lo largo de 25 a 30 aos) una vez que el viedo se tornaba productivo de
sde el punto de vista comercial. El rango de los costos est basado en variaciones
relacionadas con el espaciado entre las vides, la necesidad de incorporar siste
mas de riego y de proteccin contra heladas y el terreno del viedo (montaoso o a niv
el). \par\pard\ql \pvpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosupersub\cf
3\f4\fs18 24 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
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ar\pard\pvpg\phpg\posx1800\posy977 \ul0\nosupersub\cf4\f5\fs15 El aglomerado vit
ivincola de California\par\pard\pvpg\phpg\posx10250\posy977 705-S13\par\pard\pvpg
\phpg\posx1800\posy1964 \ul0\nosupersub\cf10\f11\fs20 Anexo 6\par\pard\pvpg\phpg
\posx2779\posy1964 Ganancias y prdidas tpicas de los vinos californianos de alta c
alidad (cada 750 ml)\par\pard\pvpg\phpg\posx5060\posy2594 \ul0\nosupersub\cf18\f
19\fs18 Vinos de calidad\par\pard\pvpg\phpg\posx7160\posy2594 Vinos de calidad\p
ar\pard\pvpg\phpg\posx5340\posy2813 populares\par\pard\pvpg\phpg\posx7504\posy28
13 superior\par\pard\pvpg\phpg\posx5030\posy3033 (Precio al pblico\par\pard\pvpg\
phpg\posx7130\posy3033 (Precio al pblico\par\pard\pvpg\phpg\posx5392\posy3254 U$S
6,99)\par\pard\pvpg\phpg\posx7447\posy3254 U$S20,00)\par\pard\pvpg\phpg\posx1925
\posy3469 \ul0\nosupersub\cf19\f20\fs18 Ingresos netos de las bodegas\ul0\nosupe
rsub\cf24\f25\fs14 a\par\pard\pvpg\phpg\posx5295\posy3489 \ul0\nosupersub\cf19\f
20\fs18 $3,29\par\pard\pvpg\phpg\posx7395\posy3489 $9,79\par\pard\pvpg\phpg\posx
1925\posy3788 Uvas\ul0\nosupersub\cf24\f25\fs14 b\par\pard\pvpg\phpg\posx5395\po
sy3808 \ul0\nosupersub\cf19\f20\fs18 0,92\par\pard\pvpg\phpg\posx7494\posy3808 2
,25\par\pard\pvpg\phpg\posx1925\posy4028 Produccin de vino\par\pard\pvpg\phpg\pos
\posx1925\posy4247 Crianza\par\pard\pvpg\phpg\posx5395\posy4247 0,17\par\pard\pv

pg\phpg\posx7494\posy4247 0,58\par\pard\pvpg\phpg\posx1925\posy4468 Barricas\par
\pard\pvpg\phpg\posx5744\posy4468 \u8212?\par\pard\pvpg\phpg\posx7494\posy4468 0
,50\par\pard\pvpg\phpg\posx1925\posy4688 Embotellado y embalaje\par\pard\pvpg\ph
pg\posx5395\posy4689 0,58\par\pard\pvpg\phpg\posx7495\posy4689 0,83\par\pard\pvp
g\phpg\posx2195\posy4937 Ganancia bruta\par\pard\pvpg\phpg\posx5295\posy4937 $1,
37\par\pard\pvpg\phpg\posx7395\posy4937 $5,21\par\pard\pvpg\phpg\posx2465\posy51
58 \ul0\nosupersub\cf25\f26\fs18 % de los ingresos netos\par\pard\pvpg\phpg\posx
5544\posy5158 42%\par\pard\pvpg\phpg\posx7645\posy5158 53%\par\pard\pvpg\phpg\po
sx1925\posy5598 \ul0\nosupersub\cf19\f20\fs18 Venta y Mercadeo\par\pard\pvpg\php
g\posx5394\posy5598 0,54\par\pard\pvpg\phpg\posx7494\posy5598 2,46\par\pard\pvpg
\phpg\posx1925\posy5818 Administracin\par\pard\pvpg\phpg\posx5395\posy5820 0,17\p
ar\pard\pvpg\phpg\posx7495\posy5820 0,67\par\pard\pvpg\phpg\posx2195\posy6068 Ga
nancia operativa\par\pard\pvpg\phpg\posx5295\posy6070 $0,66\par\pard\pvpg\phpg\p
osx7395\posy6070 $2,08\par\pard\pvpg\phpg\posx2465\posy6338 \ul0\nosupersub\cf25
\f26\fs18 % de los ingresos netos\par\pard\pvpg\phpg\posx5544\posy6338 20%\par\p
ard\pvpg\phpg\posx7645\posy6338 21%\par\pard\ql \pvpg\phpg\posx1800\posy6560\sl2
40\slmult1 \ul0\nosupersub\cf4\f5\fs15 Fuente: Datos adaptados de Motto, Kryla
& Fisher. \par\pard\ql \pvpg\phpg\posx1800\posy6753\sl240\slmult1 \ul0\nosupers
ub\cf5\f6\fs14 a \par\pard\ql \pvpg\phpg\posx1869\posy6794\sl240\slmult1 \ul0\no
supersub\cf4\f5\fs15 Luego de impuestos indirectos al consumo de U$S0,21 cada 75
0 ml. \par\pard\ql \pvpg\phpg\posx1800\posy6988\sl240\slmult1 \ul0\nosupersub\cf
5\f6\fs14 b \par\pard\ql \pvpg\phpg\posx1878\posy7029\sl240\slmult1 \ul0\nosuper
sub\cf4\f5\fs15 Basado en los precios de las uvas Chardonnay de U$S700 y U$S1.
650 por tonelada respectivamente. \par\pard\pvpg\phpg\posx1800\posy7577 \ul0\nos
upersub\cf10\f11\fs20 Anexo 7\par\pard\pvpg\phpg\posx2784\posy7577 Ingresos por
caja y mrgenes de ganancia antes del pago de impuestos e intereses para las\par\p
ard\pvpg\phpg\posx1800\posy7820 bodegas de vino de calidad (1996)\par\pard\pvpg\
phpg\posx4591\posy8258 \ul0\nosupersub\cf18\f19\fs18 Ingresos por\par\pard\pvpg\
phpg\posx6152\posy8258 Ganancia\par\pard\pvpg\phpg\posx7713\posy8258 Mayor\par\p
ard\pvpg\phpg\posx4942\posy8473 caja\par\pard\pvpg\phpg\posx6143\posy8473 promed
io\par\pard\pvpg\phpg\posx7381\posy8473 ganancia antes\par\pard\pvpg\phpg\posx62
05\posy8686 antes de\par\pard\pvpg\phpg\posx7435\posy8686 de impuestos\par\pard\
pvpg\phpg\posx6050\posy8901 impuestos e\par\pard\pvpg\phpg\posx7388\posy8901 e i
ntereses (%)\par\pard\pvpg\phpg\posx6015\posy9115 intereses (%)\par\pard\pvpg\ph
pg\posx1908\posy9529 \ul0\nosupersub\cf3\f4\fs18 Por segmento de precio\par\pard
\pvpg\phpg\posx1908\posy9777 \ul0\nosupersub\cf19\f20\fs18 Vinos de calidad supe
rior\par\pard\pvpg\phpg\posx4847\posy9777 $117\par\pard\pvpg\phpg\posx6488\posy9
777 24%\par\pard\pvpg\phpg\posx7928\posy9777 52%\par\pard\pvpg\phpg\posx1908\pos
y10025 Vinos de calidad media\par\pard\pvpg\phpg\posx5047\posy10025 74\par\pard\
pvpg\phpg\posx6488\posy10025 22\par\pard\pvpg\phpg\posx7928\posy10025 37\par\par
d\pvpg\phpg\posx1908\posy10274 Vinos de calidad populares\par\pard\pvpg\phpg\pos
x5048\posy10274 38\par\pard\pvpg\phpg\posx6488\posy10274 13\par\pard\pvpg\phpg\p
osx7928\posy10274 20\par\pard\pvpg\phpg\posx2300\posy10521 \ul0\nosupersub\cf25\
f26\fs18 General\par\pard\pvpg\phpg\posx5047\posy10521 48\par\pard\pvpg\phpg\pos
x6487\posy10521 17\par\pard\pvpg\phpg\posx7927\posy10521 52\par\pard\pvpg\phpg\p
osx1908\posy10933 \ul0\nosupersub\cf3\f4\fs18 Por tamao de bodega\par\pard\pvpg\p
hpg\posx1908\posy11146 (cajas)\par\pard\pvpg\phpg\posx1908\posy11393 \ul0\nosupe
rsub\cf19\f20\fs18 2 - 7 millones\par\pard\pvpg\phpg\posx4948\posy11393 $42\par\
pard\pvpg\phpg\posx6487\posy11393 17%\par\pard\pvpg\phpg\posx7928\posy11393 37%\
par\pard\pvpg\phpg\posx1908\posy11642 250.000\par\pard\pvpg\phpg\posx2606\posy11
642 - 750.000\par\pard\pvpg\phpg\posx5047\posy11642 58\par\pard\pvpg\phpg\posx64
87\posy11642 11\par\pard\pvpg\phpg\posx7928\posy11642 25\par\pard\pvpg\phpg\posx
1908\posy11890 100.000\par\pard\pvpg\phpg\posx2606\posy11890 - 250.000\par\pard\
pvpg\phpg\posx5047\posy11890 70\par\pard\pvpg\phpg\posx6487\posy11890 12\par\par
d\pvpg\phpg\posx7928\posy11890 33\par\pard\pvpg\phpg\posx1908\posy12137 50.000\p
ar\pard\pvpg\phpg\posx2507\posy12137 - 100.000\par\pard\pvpg\phpg\posx4947\posy1
2137 105\par\pard\pvpg\phpg\posx6487\posy12137 26\par\pard\pvpg\phpg\posx7927\po
sy12137 52\par\pard\pvpg\phpg\posx1908\posy12386 25.000\par\pard\pvpg\phpg\posx2
507\posy12386 - 50.000\par\pard\pvpg\phpg\posx4947\posy12386 134\par\pard\pvpg\p
hpg\posx6487\posy12386 21\par\pard\pvpg\phpg\posx7927\posy12386 43\par\pard\pvpg

\phpg\posx1908\posy12634 10.000\par\pard\pvpg\phpg\posx2507\posy12634 - 25.000\p
ar\pard\pvpg\phpg\posx5047\posy12634 94\par\pard\pvpg\phpg\posx6487\posy12634 12
\par\pard\pvpg\phpg\posx7927\posy12634 31\par\pard\pvpg\phpg\posx1908\posy12883
Menos de 10.000\par\pard\pvpg\phpg\posx4948\posy12883 171\par\pard\pvpg\phpg\pos
x6488\posy12883 23\par\pard\pvpg\phpg\posx7928\posy12883 50\par\pard\ql \pvpg\ph
pg\posx1800\posy13227\absw6695\sl193\slmult0 \ul0\nosupersub\cf4\f5\fs15 Fuente:
Adaptado de Motto, Kryla & Fisher, \u8220?Record Profits for Premium
Wine,\u8221? Wine \par
Industry Business Update, (1997), 9-1. \par\pard
\ql \pvpg\phpg\posx1800\posy13714\absw6695\sl193\slmult0 Nota: Basado en una m
uestra de 200 bodegas que representaban el 67% de las ventas de vino \par
de calidad en 1996. \par\pard\ql \pvpg\phpg\posx10576\posy14555\sl240\slmult1 \u
l0\nosupersub\cf11\f12\fs20 25 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid23
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00145145001451450014514500145145001451450014514500145145001451450014514500145145
00145145001451450014514500145145001451450014514500145145001451450014514500145145
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1dff008b3c53a358cf731db341610dc497d79243696f3cc9efbff0db9ff05b5ffa4177c3ff00fc5b
0fc0ff00fe87eafda1f12785fc33e32d227f0ff8bfc3ba178ab41b9b9d36f2e744f12691a7eb9a45
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fda6aefc2e7fe0a87f0a069b1fc20d6be226b3f0b34fd7d7c4e7f6721e1f7be97c69a06a7a736829
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658ddbdf7fe1b73fe0b6bff482ef87ff00f8b61f81ff00fd0fd5fb47e1cf0cf873c1da269fe1af08
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823469a5925605dd98edd007e20ffc36e7fc16d7fe905df0ff00ff0016c3f03fff00a1fabc07e347
fc15dffe0aabf003c57f00fc15f13ffe089be0dd17c43fb4c7c5ab6f823f086d2cff00e0a87f0a35
98b5ef88977e1ad7fc5b06937d75a5fece5756fa15ab687e19d62e4eabac4967a6ac96f1db35c89e
78637fe8f2b0b59f0bf867c4773e1fbcf10f87742d76f3c27ada7897c2d75ace91a7ea973e1af11c
7a6ea5a3c7e20f0fcf7d6f3cba36b69a46b3abe949aae9cd6d7eba6eaba958ace2d6faea29403f17
bfe1b73fe0b6bff482ef87ff00f8b61f81ff00fd0fd47fc36e7fc16d7fe905df0fff00f16c3f03ff
00fa1fabf6fa8a00fc41ff0086dcff0082daff00d20bbe1fff00e2d87e07ff00f43f578bff00c117
fc69f19be21fedcbff0005b3f18fed09f04ac3f672f8c3ad7c79fd90a4f19fc17d33e29e8bf1aec7
c133d9feca7a069da4416ff13fc3ba0f86346f148d67c3d69a4788e49acb42b05d325d61f449967b
8d366ba9ff00a26ac4d3bc35e1cd1f55f10ebba4f87f44d2f5bf16ddd85ff8ab58d3b4ab0b2d57c4
d7da5e9769a1e997be21d42da08aef5abbd3b44b0b0d1ec2e7529ae66b3d2ecad34fb778ed2da185
0036e8a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a002b335bd5ed3c3fa36afaf6a11ea32d8689a65feaf7b1
68fa36b1e22d5e5b4d36d25bcb98f4bf0ff87ac754d7f5dd45e185d6c746d0f4cd4758d4ee4c565a
658dddecf05bc9a745007e607fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd09147fc3e17f621ff9
ebfb5fff00e2b43fe0a57ffd0915fa7f45007e607fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd09
147fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd0915fa7f45007e607fc3e17f621ff9ebfb5fff00
e2b43fe0a57ffd09147fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd0915fa7f45007e607fc3e17f
621ff9ebfb5fff00e2b43fe0a57ffd09147fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd0915fa7f
45007e607fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd09147fc3e17f621ff9ebfb5fff00e2b43f
e0a57ffd0915fa7f45007e607fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd09147fc3e17f621ff9
e0a57ffd0915fa7f45007e607fc3e17f621ff9ebfb5fff00e2b43fe0a57ffd0915edff00b38ffc14
0ff65bfdabbe2078b3e157c1af147c4a9be237823c1da3fc41f12783be287ece1fb4a7ecfdae59f8
2b5fd6f51f0e68de26b4b3fda03e11fc306d6749d475dd2356d2edae7443a886bcd2f51888536572
62fb42a310c4b2bce228c4f24714324c1144b245034cf0c4f201bde385ee27789198ac6d3ccc8019
1cb00494514500145145001451450014514500145145001451450014514500145145001451450014
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514500145145007fffd9}}}}}\pard\par\pard\pvpg\phpg\posx1800\posy977 \ul0\nosupers
ub\cf4\f5\fs15 El aglomerado vitivincola de California\par\pard\pvpg\phpg\posx102
50\posy977 705-S13\par\pard\pvpg\phpg\posx1800\posy1964 \ul0\nosupersub\cf10\f11
\fs20 Anexo 9\par\pard\pvpg\phpg\posx2779\posy1964 Crecimiento del valor de expo
rtacin del vino (1985-1997) (1985 = 100)\par\pard\ql \pvpg\phpg\posx2001\posy2727
\sl240\slmult1 \ul0\nosupersub\cf26\f27\fs18 4000 \par\pard\pvpg\phpg\posx2001\p
osy3144 3500\par\pard\pvpg\phpg\posx8847\posy3162 \ul0\nosupersub\cf21\f22\fs15
Australia\par\pard\ql \pvpg\phpg\posx8847\posy3354\sl240\slmult1 (36,0% Crec. \p
ar\pard\pvpg\phpg\posx2001\posy3561 \ul0\nosupersub\cf26\f27\fs18 3000\par\pard\
pvpg\phpg\posx8847\posy3546 \ul0\nosupersub\cf21\f22\fs15 Anual Acum.)\par\pard\
ql \pvpg\phpg\posx8847\posy3699\sl240\slmult1 Chile (35,6%) \par\pard\ql \pvpg\p
hpg\posx2001\posy3979\sl240\slmult1 \ul0\nosupersub\cf26\f27\fs18 2500 \par\pard
\ql \pvpg\phpg\posx8847\posy4236\sl240\slmult1 \ul0\nosupersub\cf21\f22\fs15 EE.
UU. \par\pard\pvpg\phpg\posx2001\posy4395 \ul0\nosupersub\cf26\f27\fs18 2000\pa
r\pard\pvpg\phpg\posx8847\posy4428 \ul0\nosupersub\cf21\f22\fs15 (25,2%)\par\par
d\ql \pvpg\phpg\posx8847\posy4773\sl240\slmult1 Francia (8,6) \par\pard\ql \pvpg
\phpg\posx2001\posy4813\sl240\slmult1 \ul0\nosupersub\cf26\f27\fs18 1500 \par\pa
rd\ql \pvpg\phpg\posx2001\posy5229\sl240\slmult1 1000 \par\pard\ql \pvpg\phpg\po
sx8847\posy5310\sl240\slmult1 \ul0\nosupersub\cf21\f22\fs15 Italia (8,3%) \par\p
ard\ql \pvpg\phpg\posx2102\posy5647\sl240\slmult1 \ul0\nosupersub\cf26\f27\fs18
500 \par\pard\ql \pvpg\phpg\posx2303\posy6065\sl240\slmult1 0 \par\pard\pvpg\php
g\posx2375\posy6314 \ul0\nosupersub\cf21\f22\fs15 1985\par\pard\pvpg\phpg\posx33
29\posy6314 1987\par\pard\pvpg\phpg\posx4284\posy6314 1989\par\pard\pvpg\phpg\po
sx5238\posy6314 1991\par\pard\pvpg\phpg\posx6189\posy6314 1993\par\pard\pvpg\php
g\posx7143\posy6314 1995\par\pard\pvpg\phpg\posx8098\posy6314 1997\par\pard\ql \
pvpg\phpg\posx1800\posy7053\sl240\slmult1 \ul0\nosupersub\cf4\f5\fs15 Fuente:
FAO. No incluye vermut ni mosto. \par\pard\pvpg\phpg\posx1800\posy8004 \ul0\no
supersub\cf10\f11\fs20 Anexo 10\par\pard\pvpg\phpg\posx2878\posy8004 Valor de ex
portacin por galn (1985-1997)\par\pard\pvpg\phpg\posx2001\posy8767 \ul0\nosupersub
\cf26\f27\fs18 $16,00\par\pard\pvpg\phpg\posx2001\posy9183 $14,00\par\pard\pvpg\
phpg\posx8957\posy9297 Francia\par\pard\pvpg\phpg\posx2001\posy9601 $12,00\par\p
ard\pvpg\phpg\posx8957\posy9729 Australia\par\pard\pvpg\phpg\posx2001\posy10019
$10,00\par\pard\pvpg\phpg\posx8957\posy10160 EE. UU.\par\pard\pvpg\phpg\posx2102
\posy10435 $8,00\par\pard\pvpg\phpg\posx8957\posy10592 Italia\par\pard\pvpg\phpg
\posx2102\posy10853 $6,00\par\pard\pvpg\phpg\posx8957\posy11023 Chile\par\pard\p
vpg\phpg\posx2102\posy11269 $4,00\par\pard\ql \pvpg\phpg\posx2102\posy11687\sl24
0\slmult1 $2,00 \par\pard\ql \pvpg\phpg\posx2102\posy12104\sl240\slmult1 $0,00 \
par\pard\pvpg\phpg\posx2592\posy12354 \ul0\nosupersub\cf21\f22\fs15 1985\par\par
d\pvpg\phpg\posx3507\posy12354 1987\par\pard\pvpg\phpg\posx4428\posy12354 1989\p
ar\pard\pvpg\phpg\posx5344\posy12354 1991\par\pard\pvpg\phpg\posx6261\posy12354
1993\par\pard\pvpg\phpg\posx7181\posy12354 1995\par\pard\pvpg\phpg\posx8098\posy
12354 1997\par\pard\ql \pvpg\phpg\posx1800\posy13093\sl240\slmult1 \ul0\nosupers
ub\cf4\f5\fs15 Fuente: FAO. No incluye vermut ni mosto. \par\pard\ql \pvpg\p
hpg\posx10576\posy14555\sl240\slmult1 \ul0\nosupersub\cf11\f12\fs20 27 \par\pard
\sect\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid25
ffd8ffe000104a46494600010101006000600000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110803e8030403012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
x1440\posy1958\sl240\slmult1 \ul0\nosupersub\cf27\f28\fs26 Notas finales \par\pa
rd\ql \pvpg\phpg\posx1440\posy2630\absw8954\sl218\slmult0 \ul0\nosupersub\cf28\f
29\fs9 1\ul0\nosupersub\cf18\f19\fs18 Gomberg, Fredrikson & Associates, \u8220?
1997 Annual Wine Industry Review,\u8221? The Gomberg-Fredrikson Report (28 de fe
brero de 1998), 17-12. \par\pard\ql \pvpg\phpg\posx1440\posy3106\absw8780\sl217\
slmult0 \ul0\nosupersub\cf28\f29\fs9 2\ul0\nosupersub\cf18\f19\fs18 Deloitte &
Touche, Encuesta anual \u8220?Winning Strategies in the Wine Industry\u8221? efe
ctuada en alrededor de 60 bodegas de vinos de alta calidad, informes de las encu
estas y clculos de quien elabora el caso sobre las datos suministrados por Deloit
te & Touche. \par\pard\ql \pvpg\phpg\posx1440\posy3799\absw6735\sl256\slmult0 \u
l0\nosupersub\cf28\f29\fs9 3\ul0\nosupersub\cf18\f19\fs18 P. Lukacs, \u8220?The
Rise of American Wine,\u8221? American Heritage, 1 de diciembre de 1996. \ul0\n
osupersub\cf28\f29\fs9 4\ul0\nosupersub\cf18\f19\fs18 Ibdem. \par\pard\ql \pvpg\
phpg\posx1440\posy4315\absw8719\sl217\slmult0 \ul0\nosupersub\cf28\f29\fs9 5\ul0
\nosupersub\cf18\f19\fs18 Ver Gregory C. Bond y Michael E. Porter, \u8220?Rober
t Mondavi: Competitive Strategy,\u8221? Caso de HBS N 799-125 (Boston: Harvard Bu

siness School Publishing, 1999). \par\pard\ql \pvpg\phpg\posx1440\posy4791\absw8
845\sl217\slmult0 \ul0\nosupersub\cf28\f29\fs9 6\ul0\nosupersub\cf18\f19\fs18 R
. P. Hinkle, \u8220?Napa Valley Wineries: They Just Keep Sprouting Up,\u8221? T
he San Diego Union Tribune, 29 de enero de 1986. \par\pard\pvpg\phpg\posx1440\po
sy5266\absw8988\sl236\slmult0 \ul0\nosupersub\cf28\f29\fs9 7\ul0\nosupersub\cf18
\f19\fs18 Pese a que la dieta de los franceses en general incluye componentes g
rasos, el nivel de enfermedades cardacas entre ellos es notablemente bajo, situac
in que los mdicos en parte atribuyen al elevado consumo de vino tinto. \ul0\nosupe
rsub\cf28\f29\fs9 8\ul0\nosupersub\cf18\f19\fs18 ABM Publishing Group, Adams Wi
ne Handbook, 1998. \par\pard\ql \pvpg\phpg\posx1440\posy5998\sl240\slmult1 \ul0\
nosupersub\cf28\f29\fs9 9\ul0\nosupersub\cf18\f19\fs18 Ibdem. \par\pard\ql \pvpg
\phpg\posx1440\posy6256\sl240\slmult1 \ul0\nosupersub\cf28\f29\fs9 10\ul0\nosupe
rsub\cf18\f19\fs18 California Agricultural Bulletin, 1996. \par\pard\pvpg\phpg\p
osx1440\posy6515\absw8923\sl231\slmult0 \ul0\nosupersub\cf28\f29\fs9 11\ul0\nosu
persub\cf18\f19\fs18 Para perfiles de bodegas seleccionadas, ver Gregory C. Bon
d y Michael E. Porter, \u8220?Robert Mondavi: Competitive Strategy,\u8221? Caso
de HBS N 799-125 (Boston: Harvard Business School Publishing, 1999). \ul0\nosuper
sub\cf28\f29\fs9 12\ul0\nosupersub\cf18\f19\fs18 D. Armstrong, \u8220?Message i
n a Bottle,\u8221? San Francisco Examiner, 14 de marzo de 1999. \ul0\nosupersub\
cf28\f29\fs9 13\ul0\nosupersub\cf18\f19\fs18 El 85% representa uvas compradas e
n el mercado libre divididas por el total de uvas molidas. Las cifras variaron s
egn la regin: Napa (68%), Otras zonas de la Costa Norte (74%), Costa Central (60%)
y Valle Central (91%). Fuente: Preliminary Grape Crush Report 1997 Crop (Sacram
ento, California: Departamento de Alimentos y Agricultura de California), pp. 10
-11, 16-17. \par\pard\ql \pvpg\phpg\posx1440\posy8158\absw8964\sl224\slmult0 \ul
0\nosupersub\cf8\f9\fs9 14\ul0\nosupersub\cf18\f19\fs18 Gomberg, Fredrikson & As
sociates, \u8220?1996 Annual Wine Industry Review,\u8221? The Gomberg-Fredrikson
Report (28 de febrero de 1997), 16-12. \par\pard\ql \pvpg\phpg\posx1529\posy861
9\absw8863\sl218\slmult0 Gomberg, Fredrikson & Associates, \u8220?1998 Annual Wi
ne Industry Review,\u8221? The Gomberg-Fredrikson Report (27 de febrero de 1999)
, 18-12. \par\pard\pvpg\phpg\posx1440\posy9094\absw9000\sl220\slmult0 \ul0\nosup
ersub\cf8\f9\fs9 15\ul0\nosupersub\cf18\f19\fs18 Beringer Wine Estates Holdin
gs Inc., Prospecto de oferta pblica inicial, 28 de octubre de 1997 (N
apa, California: Beringer Wine Estates Holdings Inc., 1997), disponible a
travs de Primark, Global Access, <http://www.primark.com>, consultado el 10
de octubre de 2002. \par\pard\pvpg\phpg\posx1440\posy9812\absw8702\sl237\slmult
0 \ul0\nosupersub\cf28\f29\fs9 16\ul0\nosupersub\cf18\f19\fs18 En general la cr
ianza de los vinos blancos se realizaba por perodos ms prolongados que los vinos t
intos. \ul0\nosupersub\cf28\f29\fs9 17\ul0\nosupersub\cf18\f19\fs18 Robert Mond
avi y Paul Chutkow, Harvests of Joy (Nueva York: Harcourt Brace, 1998). \ul0\nos
upersub\cf28\f29\fs9 18\ul0\nosupersub\cf18\f19\fs18 Cabe destacar que algunas
zonas vitcolas eran bastante grandes. Por ejemplo, el \u8220?Valle del Ro Ohio\u82
21? comprenda unos 16.000.000 de acres y abarcaba cuatro estados. Como resultado
de ello, la existencia de una designacin de zona vitcola no necesariamente indicab
a un vino de alta calidad. \par\pard\pvpg\phpg\posx1440\posy11021\absw8519\sl233
\slmult0 \ul0\nosupersub\cf28\f29\fs9 19\ul0\nosupersub\cf18\f19\fs18 Aunque no
era una denominacin desde el punto de vista tcnico, el viedo de donde provenan las
uvas tambin poda ser designado siempre y cuando sus uvas constituyeran el 95% de l
as existencias. \ul0\nosupersub\cf28\f29\fs9 20\ul0\nosupersub\cf18\f19\fs18 G.
Dutton, \u8220?California Wineries Press On,\u8221? Management Review, 1 de may
o de 1997. \ul0\nosupersub\cf28\f29\fs9 21\ul0\nosupersub\cf18\f19\fs18 En el c
aso de los vinos fuertes y las bebidas alcohlicas destiladas, haba 12 y 18 estados
controladores respectivamente. El sector privado poda vender cerveza en todos l
os estados. Fuente: Wine Institute, \u8220?Alcoholic Beverage Control States,\
u8221? sitio web del Wine Institute, \par\pard\ql \pvpg\phpg\posx1526\posy12409\
absw8514\sl217\slmult0 <http://www.wineinstitute.org/reflib/pub/otherstate/contr
olstates.htm>, consultado el 11 de octubre de 2002. \par\pard\ql \pvpg\phpg\posx
1440\posy12884\absw8191\sl217\slmult0 \ul0\nosupersub\cf28\f29\fs9 22\ul0\nosupe
rsub\cf18\f19\fs18 Beringer Wine Estates Holdings Inc., Prospecto de oferta pbli
ca inicial, 28 de octubre de 1997 (Napa, California: Beringer Wine Estates Holdi

ngs Inc., 1997). \par\pard\ql \pvpg\phpg\posx1440\posy13360\absw8409\sl217\slmul
t0 \ul0\nosupersub\cf28\f29\fs9 23\ul0\nosupersub\cf18\f19\fs18 Thomas N. Urban
y Ray A. Goldberg, \u8220?Robert Mondavi Corporation,\u8221? Caso de HBS N 596-0
31 (Boston: Harvard Business School Publishing, 1995). \par\pard\ql \pvpg\phpg\p
osx1440\posy13835\absw8690\sl217\slmult0 \ul0\nosupersub\cf28\f29\fs9 24\ul0\nos
upersub\cf18\f19\fs18 T. Appel, \u8220?Congress Cuts Export Subsidies to Wine G
iants, Funds Diverted to Industry Program,\u8221? The Press Democrat, 30 de juli
o de 1998. \par\pard\ql \pvpg\phpg\posx1440\posy14581\sl240\slmult1 \ul0\nosuper
sub\cf3\f4\fs18 28 \par\pard\sect\sectd\pgwsxn12240\pghsxn15840{\shp
z-10000\shplid26
ffd8ffe000104a46494600010101006000600000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110803e8030403012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
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450014514500145145007fffd9}}}}}\pard\par\pard\pvpg\phpg\posx1800\posy977 \ul0\no
supersub\cf4\f5\fs15 El aglomerado vitivincola de California\par\pard\pvpg\phpg\p
osx10250\posy977 705-S13\par\pard\pvpg\phpg\posx1800\posy2407\absw8855\sl232\slm
ult0 \ul0\nosupersub\cf8\f9\fs9 25\ul0\nosupersub\cf10\f11\fs20 \ul0\nosupersub
\cf18\f19\fs18 Alice Z. Cuneo, \u8220?Canandaigua Pits Mystic Cliffs Wine Agains
t E&J Gallo,\u8221? Advertising Age, 19 de octubre de 1998, disponible a travs de
Factiva, <http://www.factiva.com>, consultado el 10 de octubre de 2002. \u8220?
Amount Spent on Alcohol Ads Last Year,\u8221? Associated Press Newswires, 22 de
octubre de 1998, disponible a travs de Factiva, <http://www.factiva.com>, consult
ado el 10 de octubre de 2002. \ul0\nosupersub\cf28\f29\fs9 26\ul0\nosupersub\cf1
8\f19\fs18 M. Winters, \u8220?U.S. Wine/Grape Researchers Decry Money Woes,\u82
21? Wine Business Monthly, mayo de 1997. \ul0\nosupersub\cf28\f29\fs9 27\ul0\nos
upersub\cf18\f19\fs18 Vic Motto, \u8220?The Economics of Making Wine,\u8221? Pr
esentacin en PowerPoint, 11 de marzo de 1998. Universidad de California en Berkel
ey, Haas School of Business, Berkeley, California. \par\pard\ql \pvpg\phpg\posx
1800\posy4077\absw8949\sl217\slmult0 \ul0\nosupersub\cf28\f29\fs9 28\ul0\nosuper
sub\cf18\f19\fs18 Muchas de las cifras presentadas aqu y en los perfiles de otro
s pases fueron tomadas de \u8220?The World Wine Business: Developments and Strate
gies\u8221? de Rabobank Nederland, 1996; de \u8220?Situation and Outlook: Wine\u
8221? de la Comisin Europea, 1998; de \u8220?Northern and Southern Hemisphere Win
e Situation and Outlook\u8221? del Departamento de Agricultura de Estados Unidos
, 1998; y de diversos informes oficiales especiales del Departamento de Agricult
ura de Estados Unidos. \par\pard\ql \pvpg\phpg\posx1800\posy5206\absw8958\sl217\
slmult0 \ul0\nosupersub\cf28\f29\fs9 29\ul0\nosupersub\cf18\f19\fs18 La denomin
acin VQPRD de la Unin Europea no reflejaba necesariamente la verdadera calidad de
un vino ya que quedaba a opcin de cada pas miembro el especificar qu vinos reciban e
sa denominacin. Algunos eran ms estrictos que otros. \par\pard\ql \pvpg\phpg\posx1
800\posy5899\absw7455\sl257\slmult0 \ul0\nosupersub\cf28\f29\fs9 30\ul0\nosupers
ub\cf18\f19\fs18 P.E. Hiaring, \u8220?There\u8217?s a New Ballgame in Bordeaux:
Brands,\u8221? Wines & Vines, mayo de 1994. \ul0\nosupersub\cf28\f29\fs9 31\ul
0\nosupersub\cf18\f19\fs18 Fuente: Rabobank Nederland. \par\pard\ql \pvpg\phpg
\posx1800\posy6415\absw6150\sl258\slmult0 \ul0\nosupersub\cf28\f29\fs9 32\ul0\no
supersub\cf18\f19\fs18 A. Lazareff, \u8220?Profits on the Grape Vine,\u8221? Th
e European, 2 de febrero de 1998. \ul0\nosupersub\cf28\f29\fs9 33\ul0\nosupersub
\cf18\f19\fs18 G. Walsh, \u8220?The Wine Industry of Australia, 1788 to 1979,\u
8221? Wine Talk, 1979. \par\pard\ql \pvpg\phpg\posx1800\posy6930\absw8508\sl257\
slmult0 \ul0\nosupersub\cf28\f29\fs9 34\ul0\nosupersub\cf18\f19\fs18 A. Hoy, \u
8220?Boutique Winegrowers Just Won\u8217?t Be Undermined,\u8221? Sydney Morning

Herald, 3 de enero de 1998. \ul0\nosupersub\cf28\f29\fs9 35\ul0\nosupersub\cf18\
f19\fs18 \u8220?New wine, old traditions,\u8221? BusinessWorld (Filipinas), 7 d
e mayo de 1998. \par\pard\ql \pvpg\phpg\posx10576\posy14555\sl240\slmult1 \ul0\n
osupersub\cf11\f12\fs20 29 \par\pard\sect\sectd}

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riedades europeas que se cultivaban en California y permiti que el estado superar

do un resurgimiento dado que las bodegas nacionales eran incapaces de satisfacer

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tral C. Valle Central \par\pard\pvpg\phpg\posx3320\posy3808 \ul0\nosupersub\cf1

in de minimizar los costos de capacitacin. Un trabajador vitcola promedio ganaba 6

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andes en publicidad y promociones. \par\pard\qj \pvpg\phpg\posx1439\posy4934\abs

12?para las actividades de investigacin y desarrollo que se llevaban a cabo en el

eso de destilacin y para contribuir a la transformacin del mosto en jugo de uva pa

\qj \pvpg\phpg\posx1800\posy11583\absw9001\sl242\slmult0 Las empresas francesas,

sy3723 541,8\par\pard\pvpg\phpg\posx3345\posy3723 3,4\par\pard\pvpg\phpg\posx442

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1481\posy8892 17,74\par\pard\pvpg\phpg\posx724\posy9152 Otros\par\pard\pvpg\phpg

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posy5571 Rumania\par\pard\pvpg\phpg\posx2275\posy5571 568.000\par\pard\pvpg\phpg

vas de Australia en 1996. \par\pard\pvpg\phpg\posx1833\posy12215 a\par\pard\pvpg

osx9494\posy13982 \u-3?v\par\pard\pvpg\phpg\posx9830\posy14075 \ul0\nosupersub\c

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1 \ul0\nosupersub\cf3\f4\fs18 Mercados vincolas ms\par\pard\pvpg\phpg\posx1575\pos

t Mondavi: Competitive Strategy,\u8221? Caso de HBS N 799-125 (Boston: Harvard Bu

ca inicial, 28 de octubre de 1997 (Napa, California: Beringer Wine Estates Holdi

8220?Boutique Winegrowers Just Won\u8217?t Be Undermined,\u8221? Sydney Morning

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