The price of a car is not fixed, and dealers are more flexible at certain times than others. If your schedule allows, timing your purchase can help you get a better deal.
End of the month and quarter
Dealerships and salespeople often have monthly and quarterly sales targets. When the end of the month approaches and they are a few cars short of a bonus, they may accept a lower profit on your car to hit the goal. The last few days of March, June, September and December can be especially good.
End of the year
December combines year-end sales targets, holiday promotions and the push to clear out the current model year. Many shoppers are busy with the holidays, so showrooms can be quieter, which gives you more of the salesperson’s attention.
When new models arrive
When next year’s model starts arriving, dealers want to clear space by selling the outgoing model year. Discounts and manufacturer incentives on the older model often increase. If the new version is not a major redesign, last year’s model can be an excellent value.
Holiday sales events
Many manufacturers run promotions around long weekends and holidays, such as Presidents Day, Memorial Day, the Fourth of July, Labor Day and Black Friday. These events often include cash-back offers or low-APR financing.
Weekdays instead of weekends
Weekends are the busiest time at most dealerships. A weekday visit, especially early in the week, usually means less waiting and a more relaxed negotiation.
When a model is being redesigned or discontinued
If a model is about to be redesigned or discontinued, the current version may come with extra incentives. Just make sure parts and service will remain easy to find.
The best time is when you are prepared
Even perfect timing will not help if you have not done your homework. Before you shop, know your budget, research local prices and get pre-approved for financing.
- Check current manufacturer incentives in your area.
- Get written quotes from several dealers.
- Negotiate the out-the-door price.
Keep reading: Lease vs. buy: which deal is right for you and our latest car deals.
