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Based on the research report, Mapping the training market for individuals (TD/TNC 49.94), the focus of this paper is on the attributes and potential usefulness of market segmentation for management of vocational education and training (VET). Strategic planners and system managers within State Training Agencies (STAs) are asked two questions: how comprehensive is the understanding of individual clients; and how this understanding is used to manage the training market. STAs must balance the training needs of all their clients. Their prioritising function forms the basis for marketing management of the system and, although it is not recognised as such, this is where target marketing begins. The potential value of market segmentation for STAs is their capacity for contributing to cost-effective and efficient training purchases, based on a better understanding of existing and potential individual clients. The complete proceedings of this conference in one volume may be found at TD/TNC 53.04.