4 ways to make the most of year-end car sales

By Bethany Bayless

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Happy couple holding hands and smiling while listening to the car salesman presenting details about a new car in a vibrant dealership showroom, enjoying the purchasing experience together

This article was sponsored by Navy Federal Credit Union. Navy Federal Credit Union is federally insured by NCUA.

For many people, October signals the beginning of the holiday season. This means pumpkin spice, cooler weather, and, soon enough, holiday lights. But for savvy shoppers, it also signals something else: the best time of year to buy a car.

Whether you observe Toyotathon or celebrate Happy Honda Days, autumn is the season when auto dealerships start making room for next year’s models. That means deep discounts, special incentives, and flexible financing on the cars, trucks, and SUVs currently sitting on the lot. For military families who often face frequent moves, deployments, or the need for a reliable vehicle on a budget, October and the months that follow can be the perfect time to buy.

Here are four ways to make the most of seasonal savings and have the upper hand in negotiations:

1. Know the best time to buy.

Dealerships don’t want last year’s models taking up space as the new ones arrive. Starting in October and running through December, sales teams are motivated to move inventory. This urgency translates into bigger discounts and rebates on older models, cash-back offers, or bonus incentives to close deals. It can also mean negotiating power for buyers willing to shop smart.

For military families, timing is everything. If you know a PCS move or deployment is on the horizon, or your family needs a more reliable car before winter travel, buying during this window can make your dollar stretch further.

2. Do the research before you shop.

Walking into a dealership without a plan can be overwhelming. That’s why doing some homework ahead of time is key. Compare models, trim levels, and average prices online before you ever step onto the lot.

Navy Federal Credit Union makes this easier with the Car Buying Service, powered by TrueCar®.1 Through the platform, members can browse thousands of new and used vehicles, see upfront, transparent pricing on cars in their area and compare dealer offers2 to ensure they’re getting the best deal.

By using Navy Federal’s Car Buying Service before visiting a dealership, you’ll have confidence in what a fair price looks like, helping you to avoid overpaying.

3. Securing preapproval is your secret weapon.

One of the most powerful tools you can bring to the dealership is a loan preapproval. Preapproval tells you exactly how much you can afford, sets your interest rate, and gives you the ability to walk in ready to buy. It’s almost as good as paying cash.

With Navy Federal, your preapproval is good for 90 days. This gives members plenty of time to shop around without rushing as well as the confidence to negotiate. They know that their financing is already locked in, and they can compare dealership financing offers against their preapproved rate.

Instead of being pressured into accepting the dealer’s financing on the spot, preapproval keeps the power in your hands.

4. Maximize end-of-year car savings.

Beyond research and preapproval, here are four more quick strategies to make sure you get the most out of your car-buying experience this season:

  1. Shop on a weekday. Dealerships tend to be less busy midweek, which means salespeople may be more flexible with pricing.
  2. Wait until the end of the month. Sales teams often have quotas to meet, which motivates them to close a deal.
  3. Consider trading in. If you have a vehicle to trade, get an estimate online first so you know its value before negotiating, and always negotiate the value of the trade-in separately from the price of the car you are buying.
  4. Don’t be afraid to walk away. The best leverage a buyer has is the willingness to keep looking if the deal doesn’t feel right.

Military families often juggle tight schedules, but by planning ahead and shopping strategically, you’ll be better positioned to score big savings.

Between deployments, PCS moves, and unpredictable schedules, buying a car can feel like one more stressor. Navy Federal understands the unique needs of military life, which is why the Navy Federal Car Buying Service, powered by TrueCar and 90-day preapproval is designed to give families flexibility and peace of mind.

If you add in the potential for seasonal dealer incentives, then October really does become one of the most wonderful times of the year—not just for pumpkin spice, but for smart car shopping.

1 TrueCar operates the Navy Federal Car Buying Service. Navy Federal is not responsible for any offer, purchase, lease or service provided by or through the Navy Federal Car Buying Service.

2 TrueCar Certified Dealers are contractually obligated by TrueCar to meet certain customer service requirements and complete the TrueCar Dealer Certification Program.

Bethany Bayless Avatar

Bethany Bayless

Contributor

Bethany Bayless is a financial education writer and speaker. For over a decade, she served as the Director of Communications and CFO of Heroes at Home, an NPO that provides financial education for military members and their families. Together with the Heroes at Home team, Bethany toured 30+ bases with the Heroes at Home Financial Education Event, providing valuable information on basic money management, credit reports and scores, and saving for retirement. She has also taught military finance at Yellow Ribbon events, Navy SEAL resilience retreats, USAA DigiMilX, and has emceed the Military Influencer Conference, FinCon, and more. Bethany comes from a proud military family as the daughter of a retired U.S. Air Force fighter pilot and sister to 3 military brothers serving in the Marines, Air Force, and Army. She lives in Southern California with her husband and 2 young children, who keep her ever-vigilant.

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