End-of-Year Sales: How to Score the Best Deals on 2018 Cars Before It's Too Late

When you hear end-of-year sales, the period when car dealerships push to hit annual sales targets before the calendar flips. Also known as year-end clearance, it's when inventory turns into cash, and buyers get the best leverage they'll have all year. This isn't just about discounts—it's about dealers needing to clear space for next year’s models, clear out slow-moving stock, and meet quotas that affect their bonuses, their team’s pay, and even their bottom line.

Dealers don’t just lower prices randomly. They look at slow-moving inventory, cars that have sat on the lot too long—often because they didn’t sell as fast as expected, had fewer features, or faced stiff competition. These are the exact 2018 models you want to target. You’ll find them in the same lots where dealers run email quotes, a smart tactic to avoid high-pressure sales tactics and lock in real prices before visiting. And if you’ve ever wondered why some 2018 Toyotas aren’t certified pre-owned, it’s often because they’re being cleared out before the CPO window closes—meaning you might get a great deal on a car that barely missed certification.

It’s not just about price. Dealers know you’re watching. They know you’ve seen the 20% rule for buying a car, the guideline that says you shouldn’t spend more than 20% of your annual income on a vehicle. So they stack deals: zero percent financing, waived fees, free maintenance packages, even trade-in bonuses. And if you’re buying a used 2018 SUV or pickup, they’re more likely to throw in a pet seat cover, a low-cost add-on that’s easy to bundle and makes the deal feel bigger—because they know families care about cleanliness and durability.

Timing matters. The best deals start hitting in late October, but the real fire sale begins after Thanksgiving. Dealers need to move inventory before the new model year arrives—so if you wait until December 30th, you might miss the last wave of discounts. But if you show up in early December with a few email quotes in hand, you’re not just shopping—you’re negotiating from power.

And don’t forget the hidden players: the largest car dealership chain, AutoNation, which moves more 2018 models than any other single group in the U.S.. They have the inventory, the data, and the pressure to clear it. That means bigger discounts, better selection, and more room to negotiate. Meanwhile, smaller lots might have fewer choices but more flexibility—especially if they’re trying to beat their regional competitors.

By the time January rolls around, the deals vanish. The 2018 models become last year’s news, and the prices climb back up—sometimes even above what they were in June. But right now? You’ve got a rare window. The dealers are motivated. The inventory is sitting. And the people who know how to use email quotes, to compare offers without stepping foot on the lot are walking away with thousands off the sticker price.

Below, you’ll find real strategies from buyers who got the best 2018 deals—how they picked the right model, how they handled trade-ins, and how they avoided the traps dealers set when the year-end clock is ticking. No fluff. Just what works.