Timing isn’t just a detail when it comes to buying a car—it can make thousands of dollars’ worth of difference. Whether you’re eyeing a new SUV or a used sedan, knowing when to strike can give you the upper hand in negotiations, access to better inventory, and even better financing terms. Here’s what you need to know about the best time of year to buy a car, and why it matters.
End of the Month, Quarter, and Year
Why it matters: Salespeople and dealerships operate on monthly, quarterly, and annual goals. These targets can determine their bonuses, manufacturer incentives, and even allocations of future inventory. As the clock runs down, pressure builds to close deals.
- End of the month: Dealers often push hard to hit monthly quotas. Sales managers may be more willing to negotiate on price or throw in extras to lock in one more sale.
- End of the quarter: March, June, September, and December offer similar pressure but on a larger scale. Hitting quarterly goals often means larger bonuses.
- End of the year: December is a sweet spot. Dealers are looking to clear out current-year inventory to make room for next year’s models. You might score the best deals during the last week of the year, especially between Christmas and New Year’s Eve.
Best Months: October, November, December
The fourth quarter is traditionally the strongest time for car buyers.
- October: New models begin arriving on lots, pushing dealerships to discount the previous year’s stock.
- November: Black Friday brings competitive promotions. Dealerships often align sales with retail trends.
- December: The trifecta of end-of-month, end-of-quarter, and end-of-year pressures align. Manufacturer incentives often peak here, and inventory clearance becomes urgent.
Holiday Sales Events
Major holidays bring dealer promotions, but some stand out more than others:
- Presidents Day (February): A solid early-year opportunity, especially for leftover models from the prior year.
- Memorial Day (May): Marks the unofficial start of summer sales and can include decent promotions.
- Fourth of July: Tends to feature discounts, but inventory selection may be limited.
- Labor Day (September): Often coincides with new model releases, meaning prior-year models are priced to move.
- Black Friday (November): Car deals increasingly mirror retail strategies, offering bundles and low APR financing.
Model Changeover Periods
Why it matters: New models usually hit showrooms between late summer and early fall. When that happens, last year’s models instantly become less desirable.
If you don’t need the absolute latest tech or design changes, shopping as new models arrive can mean steep discounts on “outdated” cars that are still brand new. Just be aware that color and trim options may be limited.
Weekdays vs. Weekends
Why it matters: Dealerships are busiest on weekends. On weekdays, especially early in the week, you may get more attention from sales staff and less competition from other buyers.
- Best days: Monday through Wednesday mornings.
- Why: Less foot traffic means you can test drive longer, ask more questions, and negotiate with less pressure.
New vs. Used Car Timing
Timing matters for both new and used cars, but for different reasons:
- New cars: Follow the end-of-cycle timing detailed above. Inventory turnover and manufacturer incentives play a huge role.
- Used cars: Prices are influenced more by supply and demand. Tax season (February to April) can spike demand, making late spring and summer less ideal for buyers. Look for deals in the late fall and winter months when demand softens.
When to Avoid Buying
- Spring and early summer: Higher demand, especially with tax refunds in circulation.
- New model launch days: Early adopters pay a premium. Wait a few months.
- When you’re desperate: Needing a car immediately reduces your leverage. If possible, plan your purchase.
Bottom Line
The best time to buy a car isn’t just about when dealerships are offering discounts. It’s about understanding the forces at play behind the scenes—sales goals, inventory turnover, consumer behavior, and manufacturer cycles.
For most buyers, the smartest strategy is to shop late in the year, during a holiday event, and at the end of the month or quarter. Combine that with good research, pre-approved financing, and timing your visit on a quiet weekday, and you’re setting yourself up for real savings.
Buying a car is one of the bigger financial moves most people make. Getting the timing right can save you thousands. It’s not just about finding the right car—it’s about finding it at the right time.
