Every December I hear from people who tell me, “I’m going to wait until after the first of the year.” And every December I remind them that waiting usually costs them money. This year is no different. If anything, the reasons to shop before the calendar flips are stronger than they’ve been in several years.
Inventories have finally stabilized after the roller-coaster years of shortages, production bottlenecks, shipping delays, and strike disruptions. Dealer lots across the country now have more selection than we’ve seen in a long time, and in fact, many Car Pro Dealers are overstocked. When inventory is plentiful, pressure shifts to the dealers to clear out what’s on the ground. That’s why December is traditionally packed with incentives: cash-back programs, higher rebates, low-interest or zero-percent financing, and lease specials designed specifically to move metal before December 31.
Another factor working in your favor is timing. This is the last month automakers can count a sale toward their year-end totals. Hitting those goals matters, because year-end numbers help determine everything from internal bonuses to next year’s allocations. Dealers want to finish strong, too, because successful year-end performance can influence their inventory and incentive support for the next model year. The result is motivation on both sides of the manufacturer-dealer relationship, and that translates to better deals for the customer.
If you’re flexible on color or equipment, December often brings opportunities you won’t see any other time of year. Dealers want to clear out remaining 2025 models to make room for incoming 2026s. Sometimes that means discounts on vehicles that are nearly identical to their replacements. You may not always get the exact trim you had in mind, but shoppers who keep an open mind can walk away with substantial savings.
Trade-ins are another December advantage. This time of year always brings an uptick in owners swapping vehicles before the tax year closes or taking advantage of attractive incentives. That can create a healthier used-car market, and if you have a clean, well-equipped trade-in, dealers are eager for inventory heading into January. You will likely find your vehicle is worth more this month than it will be after the holidays. Used car values often drop like a rock in January because the dealers take in so many trades-ins in December, they aren’t as aggressive on values in January.
A few things have changed since last December. Inventories are better, which means incentives are stronger. Interest rates have fallen some, certainly lower than they were a few years ago, so a good financing special can be worth real money. And competition between brands is heating up again as the EV market settles and manufacturers push harder on both electric and gasoline models. That competition is good news for shoppers, because it keeps rebates and discounts flowing.
If you’ve been thinking about making a move, December remains the best month to do it. The combination of stronger incentives, good trade-in values, and end-of-year pressure adds up to a window of opportunity that won’t look the same come January. As always, do your homework, know what models and trims fit your needs, and be ready to act when the right vehicle pops up. Of course, you want to take advantage of the clout being a Car Pro Show listener carries. Just make sure you talk to my personal connection at the dealership.
Instead of waiting until after the holidays, take a look now. With the right timing, you might unwrap something with four wheels, heated seats, and a payment that won’t give you heartburn when the credit-card bills from Christmas arrive.
December isn’t just nostalgic because of snow globes or ugly sweaters. It’s the month when the automotive world tilts in your favor — when targets, quotas and dead-stock pressure give you real bargaining power. If you’re in the market for a new (or nearly new) car, this holiday season still provides a better shot at value than waiting for 2026.
Photo Credit: Lexus.
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