Buying a car is a major financial commitment, and the timing of your purchase can make a real difference. The right month, sales period or market conditions could help you secure a better deal, whether that’s a lower drive-away price, bonus inclusions or stronger negotiating power.
However, the best moment can also depend on your finances, the car you want to buy and what’s happening in the market at the time, so it’s worth looking beyond the calendar before deciding when to buy.
Key car-buying windows
| When | Why it can be a good time to buy | Potential downside |
|---|---|---|
| January | Dealers may be clearing previous-year plated stock | Less choice may be available |
| April | Sales can dip after the first quarter | Fewer major advertised promotions |
| June | Dealers may be pushing to meet financial year targets | More buyer competition |
| July to September | Sales may soften after the June rush | Not all models will be discounted |
| December | Dealers may be clearing current-year stock | Can be busy before Christmas |
| End of month or quarter | Dealers may be trying to meet sales targets | Savings vary by dealership and stock levels |
How car sales change throughout the year
Monthly new vehicle sales data from VFACTS shows clear seasonal patterns in Australia’s car market. Across 2024 and 2025, June was the strongest month for new car sales, making EOFY one of the busiest times of year for both dealers and buyers.
However, a busy sales month does not automatically mean the best deals are available. EOFY campaigns can bring strong discounts and manufacturer offers, but the extra competition from other buyers may reduce your bargaining power on some models.
Quieter months are also worth paying attention to, as lower sales activity may give some dealers more reason to negotiate. This is especially true if they are trying to clear older stock, rebuild momentum after a busy sales period or move vehicles that have been sitting in inventory for longer.
When to find the best car deals
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End of the financial year (EOFY)
The end of the financial year, which falls on 30 June in Australia, is one of the best-known times to buy a car.
Dealerships often have quotas to meet by the end of the financial year. To achieve these targets, they are more likely to offer discounts, rebates and attractive inclusions on a range of vehicles in their stock. You could save anywhere from hundreds to thousands of dollars off the listed price during EOFY sales, so if you’re in the market for a new car, buying just before the end of June could be the way to go.
Additionally, if you’re purchasing a car for your business, buying just before EOFY allows you to claim any relevant costs almost instantly, rather than waiting until next June.
However, buyers should still compare EOFY offers carefully. A sale price is not automatically the best price available. Some promotions may advertise a discount from the recommended retail price rather than the real-world drive-away price you could have negotiated at another time.
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End of the calendar year
By December, dealers are keen to clear out current-year stock before it becomes last year’s model. Because of this, it’s worth looking into whether you can score a new car just before the New Year. As the Black Friday phenomenon continues to grow, dealerships are also getting on board.
Another element of this is, like EOFY, many dealers will have targets set for the calendar year, meaning they’re likely to be more focused on selling vehicles in what is traditionally a much quieter time for car sales. This means there’s still room for buyers to negotiate and score a bargain before the new year begins.
Just be wary that if you're planning to buy near the end of the year that you haven't accrued a bunch of BNPL payments over Black Friday and Christmas.
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Start of the calendar year
Once it ticks over to 1 January, all models with the previous year on their plate are officially old stock. By holding out to the New Year, rather than buying during the Christmas period, you could save yourself even more money by buying an older model.
As dealerships become more desperate to sell their previous year’s inventory, your bargaining power becomes even stronger, according to Managing Director of Savvy, Bill Tsouvalas.
“If you’re someone who doesn’t have an issue buying an older model, even if you’re purchasing brand-new, waiting until just after New Year’s could be a great move for your bank account.
“Dealerships need to make space for their new models, which typically arrive a few months into the year, so you can be sure you have the upper hand when it comes to negotiating on the price, as well as other attractive features.”
Bill Tsouvalas, Managing Director, Savvy
The main downside is choice. By January, the most popular colours, trims or variants may already have sold. If you are flexible, this can work in your favour. If you want a specific model grade or specification, waiting too long could leave you with fewer options.
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New model run-out and stocktake sales
While dealerships look to clear their stock at the change of year to make room for vehicles with the current year’s plates, the same is true when they’re expecting an updated or new model from a manufacturer.
Around this time, you’re likely to see discounts popping up from models that are about to be replaced, presenting you with a strong opportunity to strike a more affordable deal on your new car.
If you’re eyeing a particular car and don’t mind owning an older model, purchasing it at a run-out sale could help you maximise your savings on your new car.
However, it is worth checking what has changed between the outgoing and incoming model. If the new model includes major safety, technology, battery, engine or design upgrades, the cheaper outgoing model may not always be the better long-term choice.
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At the right time of month or week
If you’re ready to buy now but aren’t near one of the bigger sales periods, timing your purchase for the end of the month, end of the quarter or a quieter weekday may still work in your favour.
Dealerships and salespeople can have sales targets to meet, so they may be more open to lowering the price, adding accessories or improving the overall deal in order to hit those targets as the month or quarter draws to an end.
The day of the week can also matter. Visiting a dealership midweek may give you more time with a salesperson and a better chance to discuss the deal properly than arriving on a busy weekend, when staff are often focused on managing higher foot traffic.
However, timing your visit won’t overcome every market condition. If the car is in short supply or the dealer already has strong demand, there may be limited room to negotiate.
When the car matters more than the calendar
Timing your purchase can help, but some cars offer less room to move than others. If a model is in high demand, short supply or sold through a fixed-price model, waiting for a sale period may not make much difference to what you pay.
For example, Toyota’s RAV4, one of Australia’s most popular vehicles, had national wait times of three to six months in the first part of 2026. For models like these, which can see tens of thousands of sales each year, dealers may have less reason to offer discounts or negotiate on price as the car is likely to sell regardless.
The opposite can be true for slower-selling or lower-volume models. The Toyota Tundra recorded just 837 sales across all of 2025, a fraction of what a popular model shifts in a single month. If a dealer is carrying more stock than they would like, they may be more willing to offer discounts, bonus inclusions or drive-away pricing to secure a sale, often outside the major sales periods.
It is also worth checking whether the brand you are considering uses fixed pricing. Tesla, Honda and Mercedes-Benz are among those that sell at set prices, which removes negotiation from the equation regardless of when you buy.
When not to buy a new car
Not every sale period or dealership offer is worth acting on. In some situations, it may be better to hold off than to buy:
- Shortly after a popular new model launches: early demand can be strong, which gives dealers less reason to negotiate. Waiting a few months, or looking at the outgoing model, may give you more room to move.
- If you're feeling pressured: high-pressure sales tactics or artificial urgency around a “today only” price can push you into signing before you have had time to compare your options, check the details or think it through properly.
- If you're buying on impulse: a sale period can make a purchase feel more urgent than it is, or encourage you to buy something you would not otherwise have considered. It’s worth asking yourself whether you’re buying because you need the car or simply because the deal feels too good to pass up.
- If the numbers don’t add up: a good deal is only a good deal if you can comfortably afford it. Make sure the loan repayments work for your budget, and factor in running costs as these can add up quickly.
Should you sort out finance before buying a car?
If you’re planning to use finance to buy a vehicle, it’s worth comparing your options or getting pre-approved for a car loan before you start negotiating. This can give you a clearer idea of your rate, borrowing capacity and potential repayments.
Having your finance sorted before visiting a dealership can help you navigate the process with more confidence. You’ll have a clearer idea of what you can afford and won’t need to rely only on the finance offered by the dealer.
Remember that the interest rate on your car loan can have a major impact on how much you pay over the life of the loan. A lower car price doesn’t always mean a lower overall cost once finance is factored in, so it’s important to look at the full amount you’ll pay, not just the drive-away price.
It’s worth keeping an eye on the RBA cash rate and how lenders are pricing car loans.
Waiting for a major sale period may help you save on the purchase price, but if rates rise while you’re waiting, the extra interest could reduce or even outweigh that saving.
When is the best time to buy a used car?
Used cars don’t follow the same sales calendar as new cars, but timing can still make a difference. The best time to buy a used car is often when supply is high and the seller has a reason to move quickly. That could be around EOFY, shortly after major new car sales periods, after a popular model is updated or when several similar vehicles are listed at once.
EOFY can create used car opportunities too
Used car sales data from 2025 shows June was the strongest month for used car sales in Australia, mirroring the seasonal lift seen in the new car market. EOFY sales encourage many buyers to upgrade, with their old vehicle either traded in at a dealership or sold privately soon after.
This can create opportunities for used car buyers. If more trade-ins and private listings enter the market around EOFY and the months that follow, buyers may have more similar vehicles to compare. This can put pressure on sellers to price competitively, especially if they want to move the car quickly.
Dealer vs private seller timing can differ
Seller motivation can vary depending on whether you’re buying from a dealer or privately. Used car dealers may still be motivated by monthly, quarterly or EOFY targets, particularly if they are carrying older stock or need to make room for incoming trade-ins. Private car sellers are more likely to be driven by personal timing, such as needing to free up money, selling after upgrading or wanting to avoid paying another registration renewal.
Remember to check the car, not just the price
While timing can help you find more options or a more motivated seller, the condition of the car should still be the deciding factor. A cheaper used car is not necessarily a better deal if it needs major repairs, has a poor service history or comes with finance owing.
Before buying, compare similar listings so you have a clear idea of market value. You should also check the vehicle’s service history, registration status, PPSR report, odometer reading and any signs of previous damage or repair work.
When you’re ready to buy, comparing your finance options can help you find a used car loan that suits your needs.
