Timing can be everything, especially when making a major purchase like a new car. Most people assume that the price of a vehicle is relatively fixed, but the reality is that car prices ebb and flow with the calendar. Dealerships and automakers operate on sales cycles with monthly, quarterly, and yearly goals. By understanding these cycles, you can time your purchase to align with periods when dealers are most motivated to offer significant discounts. Choosing the right moment to walk into a showroom can save you thousands of dollars without any extra negotiation effort on your part. It’s not about luck; it’s about knowing when the odds are stacked in your favor. This guide will reveal the best times to buy a new car, helping you plan your purchase and get the most value for your money.

The Best Times to Buy

While you can find a decent deal anytime with good negotiation, certain months and seasons consistently offer the best opportunities for savings.

End of the Year (October through December)

The last three months of the year are widely considered the absolute best time to buy a new car. Several factors align to create a perfect storm of savings for the consumer.

First, dealerships are trying to hit their annual sales goals. The bonuses for reaching yearly targets are often the largest, so managers are highly motivated to make every possible sale before December 31st. They may be willing to accept a lower profit margin on your car if it pushes them over their quota.

Second, new model years typically arrive in the fall. This means that from October onward, dealerships are eager to clear out the remaining inventory of the current year's models. A 2025 model sitting on the lot becomes much less desirable once the 2026 version is available. To move these "leftover" cars, manufacturers will roll out substantial cash-back rebates and low-APR financing offers. You can often get a brand-new car with a significant discount simply because its model year is about to expire.

Late Summer (August and September)

If you can't wait until the end of the year, late summer is another excellent time to shop. This is when the new model-year vehicles begin to arrive at dealerships in large numbers. The pressure to make space for the incoming inventory starts to build. While the year-end discounts might not be in full effect yet, you will begin to see attractive clearance offers on the outgoing models. This is a great time to find a deal before the end-of-year rush begins.

Beyond choosing the right season, you can narrow down your timing even further to increase your chances of getting a great price.

End of the Month

Just as dealerships have annual goals, they also have monthly sales quotas to meet. As the last few days of the month approach, a salesperson who is one or two cars shy of a bonus will be much more eager to negotiate. If you can, plan your visit for the last weekend or the last few weekdays of any given month. The sales team will be focused on their numbers, which gives you an advantage.

End of the Quarter

Sales targets are also set on a quarterly basis (ending in March, June, September, and December). The end of a quarter can be an even better time than a typical month's end, as the sales bonuses are often larger. The pressure to hit these three-month goals can lead to some of the best deals outside of the year-end clearance events.

The Beginning of the Week (Mondays and Tuesdays)

Dealerships are usually crowded on weekends, with salespeople juggling multiple customers at once. This high traffic means they have less time and less incentive to negotiate deeply on price. If one customer walks away, another is likely waiting.

In contrast, the beginning of the week is typically slow. Visiting on a Monday or Tuesday means you will have the salesperson's full attention. They will have more time to work with you and may be more willing to negotiate to secure a sale on a slow day. This quiet environment also allows you to shop with less pressure.

Holiday Sales Events

Keep an eye out for major holiday weekends, as they are often accompanied by big sales events. Manufacturers frequently roll out special incentives and rebates to attract buyers during these periods. Some of the best holiday weekends for car shopping include:

  • President's Day (February): Often the first major sales event of the year.
  • Memorial Day (May): Kicks off the summer selling season with offers on many models.
  • Fourth of July (July): Another popular time for mid-summer deals.
  • Labor Day (September): Marks the beginning of the clearance season for outgoing model years.
  • Black Friday (November): This shopping holiday isn't just for electronics. It has become one of the biggest car-selling days of the year, with some of the most aggressive year-end deals.

The Worst Times to Buy

Just as there are good times to buy, there are also periods when you are less likely to find a great deal.

The Beginning of the Month

If the end of the month is a great time to buy, the beginning is often the worst. The sales team has a full month ahead of them to hit their quotas, so there is very little pressure to offer big discounts.

Springtime

Spring can be a tough time to find a bargain. Warmer weather brings more buyers out, and many people are receiving tax refunds that they plan to use as a down payment. With high customer demand, dealerships have less incentive to be generous with their pricing.

Right After a New Model Launch

When a brand-new or completely redesigned model is released, excitement and demand are at their peak. Dealerships know they can sell these vehicles easily, and they will often charge the full sticker price or even add a market adjustment markup. If you want a deal, it is better to wait several months until the initial hype dies down.