Car sales can vary significantly throughout the year, depending on factors like seasonal trends and consumer behavior. We’re going to break down the 2 main seasons dealers should prepare for and the importance of each.
What Seasons Should Dealers Prepare For?
There are 2 specific parts of the year that are most important when it comes to car sales:
- Summer
- Winter
Summer
2 factors that play a role in the importance of summer are:
- Road trips
- Back-to-School
Road Trips
During the summer, families and individuals plan on taking road trips and traveling. People planning road trips prefer vehicles with a good amount of space, comfort, and versatility.
According to Cars.com, the 2 best picks for road trips are Sedans and SUVs.
- Sedans
Usedcars.com listed the 2019 Toyota Camry as the best used Sedan for road trips, due to storage space and reliability.
- SUVs
US News and World Report ranked the 2020 Nissan Armada as the most reliable used SUV for road trips. It’s capable of seating up to 8 people and can tow up to 8,500 pounds, which is good for hauling sport-utility vehicles.
As summer approaches, you can stock up on Sedans and SUVs and highlight the features that make them ideal for road trips.
Back-To-School
Families preparing for the new school year may purchase vehicles for newly licensed teenagers, college students, or parents providing carpool services.
- Best For Teen Drivers
A teenager who just got their license and is ready to go on the road can be a scary thought for a parent. The most important factor a parent would consider when choosing a car for their teen is safety. IIHS and Consumer Report ranked the 2017 Toyota Corolla 4-door sedan as the safest choice for teenagers, due to its high grade in crashworthiness, crash avoidance, and seat belts and child restraints.
- Best For College Students
College students are usually going to be away for 4 years, so a vehicle with a long life is recommended. According to Kelley Blue Book, the Toyota Corolla is an IIHS Top Safety Pick in vehicles for college students, due to being reliable, affordable, and practical. Also, when properly maintained, a Toyota Corolla can last up to 10 years, which is well beyond the college timeframe.
- Best For Family
If you have parents visiting your lot, they may be looking for vehicles with plenty of cargo space for transporting their child’s sports equipment or for carpooling. Kelley Blue Book named the 2015 Toyota Sienna the best used family vehicle, due to being functional and spacious.
With the back-to-school seasons being a busy time for buying, this gives dealers a good demographic to reach during this season. Car dealers can use this time to stock up on safe, spacious vehicles, such as Toyota Corollas and Siennas, for family members of each age group.
Winter
There are 3 factors that make winter an important season for car dealers:
- Snow
- Holiday shopping
- Income tax refund
Snow
According to The Weather Channel, December to February are usually the months with the most snow across the United States. Consumers purchase new vehicles to ensure reliability and safety in areas with harsh winter conditions.
Representatives from MotorTrend drove a 2020 Subaru Outback to Utah, in an area near mountains, and found it moved extremely well in the snow. According to them, “the Outback really does thrive in the snow”, which makes it a solid purchase choice.
Holiday Shopping
December often sees a spike in car sales due to holiday discounts and sales events. Customers may take advantage of these deals to buy cars as holiday gifts.
According to Chris Estrada, CEO of Nationwide United Auto Transport, used Honda Accords made the best Christmas gifts in 2023.
Chris stated, “Post-summer demand for such models often drops, leading to attractive pricing in December.”
Income Tax Refund
Between early January to March, many car buyers receive their income tax refunds. This money provides buyers a financial boost they can use for down payments or to purchase vehicles.
Consider stocking your lot with vehicles that are typically in demand during tax refund season. Yahoo Finance reported the Ford F-150 was the top choice for tax refund purchases in 2024.
In a season full of gift giving and snow-safety, stocking up on vehicles that make good presents and safely drive through snow, like Subarus, Honda Accords, and F-150s, is a smart move for car dealers.
Am I Prepared to Sell Vehicles During Summer and Winter?
Understanding the importance of summer and winter for car dealers and stocking your lot accordingly can help maximize your profits and keep your business healthy throughout the year.
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