1. Context

This company, founded in the 1990s, is the French subsidiary of an international group specializing in medical equipment. In 2014, it generated sales of 174 million euros through two product ranges. The first of these is exclusively dedicated to healthcare establishments (hospitals and clinics), while the second, more recent, is aimed at the general public and is mainly distributed via pharmacies and specialist medical stores. After a gradual start-up, this second range has been renovated and is benefiting from growth in the market for services and products dedicated to seniors. Its share of sales rose from 10% to 40% between 2011 and 2014. The French subsidiary, the Group's spearhead in Europe, has 375 employees divided into three divisions:

• the sales force and after-sales service for the healthcare facilities range;

• ...