Month-by-Month Car Buying Guide: When to Find the Best Deals

Timing is everything when shopping for a new vehicle. Our month-by-month car buying guide shows that purchasing at the right time can save you up to 7.5% off MSRP, according to TrueCar data. Strategic timing is often more effective than aggressive negotiation for securing the best possible deal.

Introduction

A thorough month-by-month car buying guide is essential for consumers looking to maximize savings on what is likely their second-largest purchase. The automotive retail calendar follows predictable patterns that savvy shoppers can leverage. Beyond the widely known end-of-month rush, specific seasonal trends affect pricing throughout the year.

From manufacturer incentives to dealer inventory management, numerous factors influence when deals appear. This month-by-month car buying guide breaks down exactly when to shop and what to expect during each period of the year.

Understanding Dealer Cycles

The Month-by-Month Car Buying Strategy

Before diving into our month-by-month car buying guide, it’s important to understand the three key cycles that influence automotive pricing:

• Monthly sales quotas: Dealerships typically push to meet monthly targets, creating pressure to close deals in the final days of any month.
• Quarterly goals: Manufacturer incentives often increase near the end of fiscal quarters (March, June, September, December).
• Model-year transitions: As next year’s models arrive (typically August through October), previous model-year vehicles see increasing discounts.

“The best time to buy often comes when multiple cycles overlap,” explains Jessica Martinez, a former dealership finance manager. “A month-end that coincides with a quarter-end during model changeover can create the perfect storm of savings.”

January: Post-Holiday Opportunities

Month-by-Month Car Buying Insights: January

January represents an interesting contradiction in the month-by-month car buying guide. While overall dealership traffic slows dramatically after the December rush, specific opportunities emerge:

• Previous model-year clearance: Dealers are highly motivated to clear any remaining prior-year models that didn’t sell during December.
• Lower negotiating competition: With fewer shoppers braving winter weather, those who do visit dealerships often face less competition.
• Luxury deals: Premium brands that pushed December sales to hit annual targets often maintain incentives into early January.

Best January buys: Luxury vehicles, previous model-year sedans

Average discount potential: 6-8% below MSRP for previous year models

February: Presidents Day Promotions

Month-by-Month Car Buying Analysis: February

February marks the first major promotional event in our month-by-month car buying guide. Presidents Day weekend has evolved into an important automotive retail holiday, particularly in regions where winter weather begins to break:

• Three-day weekend advantage: The extended weekend gives shoppers more time to compare and negotiate.
• Manufacturer-sponsored promotions: Many brands create specific incentive packages for this holiday.
• Winter inventory movement: Dealers in northern states push to sell winter-friendly vehicles like SUVs and trucks before spring arrives.

“Presidents Day has become a mini Black Friday for car dealers,” notes industry analyst Michael Chen. “Manufacturers who had slow January sales often create compelling February offers to regain momentum.”

Best February buys: SUVs, crossovers, trucks

Average discount potential: 5-7% below MSRP with holiday incentives

March: End of Q1 Incentives

Month-by-Month Car Buying Calendar: March

March represents the first quarter-end in our month-by-month car buying guide, making it significant for manufacturer incentives:

• First quarter closing: Both manufacturers and dealers push to hit Q1 targets.
• Initial spring inventory: New shipments arrive, creating pressure to sell existing stock.
• Tax refund buyers: Dealers compete for customers with tax return down payments.

The last week of March typically offers the month’s best opportunities, with multiple pressures converging on dealerships to close sales before the quarter ends.

Best March buys: Compact cars, midsize sedans, last year’s remaining models

Average discount potential: 7-9% below MSRP during final week

April: Spring Selling Season

Month-by-Month Car Buying Trends: April

April presents mixed signals in our month-by-month car buying guide. With winter fully in retreat across most of the country, market activity increases:

• Increased inventory: Spring shipments fill dealer lots with fresh options.
• Rising competition: More shoppers enter the market as weather improves.
• Early convertible season: Dealers begin showcasing convertibles and summer-oriented vehicles.

While not typically a standout month for savings, April can offer targeted deals on specific segments as manufacturers position themselves for summer.

Best April buys: Compact cars, midsize sedans, remaining winter inventory

Average discount potential: 4-6% below MSRP

May: Memorial Day Weekend

Month-by-Month Car Buying Highlights: May

May brings the second major holiday weekend in our month-by-month car buying guide. Memorial Day typically launches the summer selling season with significant promotions:

• Three-day weekend focus: Dealers staff up and create special offers for the extended weekend.
• Summer vehicle push: Convertibles, sports cars, and family road trip vehicles see targeted incentives.
• New graduate programs: Special financing and lease offers target recent college graduates.

Memorial Day weekend combines with month-end pressure to create one of the year’s better buying opportunities, particularly for summer-oriented vehicles.

“Memorial Day has transformed from a minor sales event to a major inflection point in the annual sales cycle,” explains automotive economist Dr. Sarah Johnson. “Manufacturers who miss their targets here often play catch-up for the rest of the summer.”

Best May buys: Convertibles, sports cars, compact SUVs

Average discount potential: 6-8% below MSRP during holiday weekend

June: End of First Half

Month-by-Month Car Buying Advice: June

June represents both a quarter-end and the midpoint of the year in our month-by-month car buying guide, creating multiple pressures on dealers and manufacturers:

• Second quarter closing: Manufacturers push to hit half-year sales targets.
• Model-year transition preparation: Dealers begin planning for incoming next-year models.
• Summer selling season: Consumer interest peaks for road-trip friendly vehicles.

The final two weeks of June typically offer excellent negotiating leverage, particularly for current model-year vehicles.

Best June buys: Current model-year family vehicles, SUVs, trucks

Average discount potential: 7-10% below MSRP during final week

July: Independence Day Offers

Month-by-Month Car Buying Opportunities: July

July begins with another holiday weekend in our month-by-month car buying guide. Independence Day promotions often extend beyond the actual holiday:

• Patriotic-themed sales events: Many dealers create week-long July 4th promotions.
• Early model-year closeout: Initial discounts appear on current model-year vehicles.
• Summer travel peak: Family vehicles see targeted incentives.

After the holiday weekend, July typically transitions into a relatively quiet period until month-end sales goals approach.

Best July buys: American-made vehicles (often featured in patriotic promotions), family SUVs

Average discount potential: 5-7% below MSRP during holiday promotions

August: Model Changeover Time

Month-by-Month Car Buying Strategy: August

August marks the beginning of the model-year transition in our month-by-month car buying guide, creating one of the year’s best opportunities for substantial savings:

• Next-year models arrive: Many manufacturers begin shipping next year’s models to dealers.
• Space clearing imperative: Dealers need to make room for incoming inventory.
• Increasing current-year discounts: Incentives grow on models being replaced.

“August represents the beginning of the golden period for car shoppers,” notes consumer advocate Thomas Rivera. “The next 90 days offer the year’s best combination of inventory selection and discount potential.”

Best August buys: Current model-year vehicles with confirmed redesigns coming

Average discount potential: 8-12% below MSRP on outgoing models

September: Labor Day and Beyond

Month-by-Month Car Buying Guide: September

September combines multiple favorable factors in our month-by-month car buying guide:

• Labor Day weekend promotions: The last major summer holiday brings significant dealer events.
• Third quarter closing: Manufacturers push to hit Q3 targets.
• Model-year transition acceleration: Discounts increase on outgoing models.

Labor Day weekend often represents one of the year’s absolute best purchasing opportunities, especially when combined with end-of-month and end-of-quarter pressures.

Best September buys: Current model-year vehicles, especially those with confirmed redesigns

Average discount potential: 10-15% below MSRP for outgoing models during Labor Day weekend

October: The Quiet Month

Month-by-Month Car Buying Analysis: October

October represents a transition period in our month-by-month car buying guide:

• Post-Labor Day lull: Sales typically slow after September’s promotions.
• Model-year transition continues: Inventory mix shifts increasingly toward new models.
• Limited special events: Few major holidays drive October promotions.

While not typically a standout month for general deals, October can offer excellent opportunities for outgoing models with dwindling inventory.

Best October buys: Remaining current-year models with significant discounts

Average discount potential: 8-12% below MSRP on outgoing models

November: Black Friday Revolution

Month-by-Month Car Buying Trends: November

November has transformed in recent years according to our month-by-month car buying guide:

• Black Friday emergence: Once focused solely on retail, Black Friday has become a major automotive sales event.
• Year-end positioning: Manufacturers launch initial year-end sales events.
• Truck and SUV season: Winter-ready vehicles see targeted promotion in northern regions.

“Black Friday has completely changed November’s position in the car buying calendar,” explains retail analyst Rebecca Thompson. “Many dealers now generate more November sales in that single weekend than they did in entire Novembers just a decade ago.”

Best November buys: Trucks, SUVs, remaining current-year models

Average discount potential: 7-10% below MSRP during Black Friday events

December: Year-End Clearance

Month-by-Month Car Buying Calendar: December

December represents the culmination of our month-by-month car buying guide, offering the year’s most aggressive discounts during its final days:

• Year-end quotas: Dealers and manufacturers push for final sales numbers.
• Fourth quarter closing: Additional pressure to hit Q4 targets.
• Limited time remaining: Current-year models must sell before January 1st for optimal accounting.

The week between Christmas and New Year’s typically offers the year’s absolute best savings potential, particularly on December 30-31.

Best December buys: Any remaining current-year models, luxury vehicles

Average discount potential: 10-18% below MSRP during final days of year

Conclusion

This month-by-month car buying guide demonstrates that timing your purchase can be just as important as your negotiation tactics. The best opportunities occur when multiple factors align: month-end, quarter-end, model-year transitions, and holiday promotions.

For those with flexibility, targeting these key periods can yield significant savings:

• Best days: Month-end, especially the last two days
• Best months: December (last week), August (late month), September (Labor Day)
• Best holidays: Black Friday, Labor Day, Memorial Day, New Year’s Eve

Remember that while this month-by-month car buying guide identifies optimal timing windows, the perfect vehicle at the right price might appear anytime. Being prepared with research, financing arrangements, and a willingness to act quickly will serve you well regardless of when you decide to purchase.

For current manufacturer incentives and promotions, visit Kelley Blue Book’s Best New Car Deals.

To research current vehicle inventory and pricing trends, check CarGurus Price Trend Analysis.

Want more car-buying tips? Read our guides on negotiating the best car price, understanding dealer financing options, and comparing certified pre-owned to new vehicles.