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Mass Affluent Strategy: Tilting from Investments to Payments

A continuing banking aspiration in wealth management is to reach through the branch network to tap the vast under-served market of mass affluent customers. The goal is to sharply increase the sale of investment products and gain market share in a field that long has been dominated by brokerage and investment companies. It has been a long hard road, with few success stories. But major banks cling to the belief that their vast regional branch ...

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