Mass affluent?

The April 11, 2005 issue of Investment News noted that

Banks will shift their growth focus for the "mass affluent" market segment to cross-selling products and services to existing clients, from new-client acquisition, according to the "World Retail Banking Report 2005" from Capgemini Group.

The report surveyed 130 banks in 19 countries and defined mass-affluent clients as those with an income of at least $50,000 or investible assets of $100,000 or more.

Where do the mass affluent fit into the trust marketing scheme? Are some trust departments trying to reach this same segment? Are trust departments best positioned to take on the relationship management issues associated with serving the mass affluent market?