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5 Things Smart Car Buyers Do — And 5 Mistakes Uninformed Shoppers Make
Buying a car is one of the biggest financial decisions most people make. But not everyone walks into the dealership with the same game plan. At CarEdge, we’ve seen the best and worst of car buying strategies — and let’s just say some deals are smarter than others.
Whether you’re buying, leasing, shopping new, or going used, here are the smart moves we recommend — and the costly mistakes to avoid.
5 Things Smart Car Buyers Do
1. Get Pre-Approved Before Visiting the Dealership
Smart buyers always secure financing ahead of time. This gives you a baseline to compare against dealer financing, strengthens your negotiating position, and protects you from inflated interest rates.
How to Get Pre-Approved Like a Pro
- Check your credit score
Lenders use it to determine your rate. Knowing it helps you estimate what you’ll qualify for. - Compare rates from multiple sources
Look at credit unions, banks, and online lenders. Even a 1% difference in APR can save you hundreds (or thousands). - Apply for pre-approval
Most lenders let you apply online in minutes. A soft credit check is usually enough to see your rate. - Know your loan terms
Look beyond the monthly payment. Consider the loan length, APR, and total amount financed. - Bring your pre-approval to the dealership
Use it as leverage. The dealer may offer better financing to win your business — just be sure to read the fine print.
Finance your car like a pro with this Free Financing Cheat Sheet
2. Use Data to Determine a Fair Out-the-Door Price
Smart shoppers don’t stop at MSRP. They research the true market value, calculate taxes and fees, and request the final out-the-door price upfront — often by phone or email. As long as you share your ZIP code for tax and fee calculations, there’s no reason a dealer can’t share their out-the-door price.
Concerned about your trade-in? Tell them you want to treat that as a separate transaction, and it shouldn’t impact the OTD price.
3. Time Their Purchase Strategically
Want a better deal? Smart buyers shop at the end of the month, end of the quarter, or during model year transitions. Dealers are more motivated to close deals when sales targets are on the line.
See the slowest-selling cars in America. These models are highly negotiable!
4. Negotiate Every Line of the Deal
It’s not just about the price of the car. Smart buyers also negotiate:
- The value of their trade-in
- Dealer add-ons
- Financing and F&I products like warranties or GAP
Take these FREE Cheat Sheets with you to the dealership – you’ll be glad you did!
5. Think Like a Pro When Leasing
Smart lessees understand their contract’s money factor, residual value, and capitalized cost — not just the monthly payment. They negotiate the selling price just like a cash buyer and always request the lease worksheet before signing.
Sound intimidating? No worries — Here’s our Complete Guide to Leasing a Car
5 Mistakes Uninformed Car Buyers Still Make
1. Focusing Only on Monthly Payments
A low monthly payment might look good, but it often hides a bad deal. Uninformed buyers don’t calculate total cost — or worse, they fall for 84-month financing just to “make it work.” Car salespeople are trained to manipulate loan terms so that even buyers with poor credit and little money for a down payment can get into a car that’s outside their budget. Financially, this is a recipe for disaster.
Every car buyer should focus on one number: the out-the-door price. The OTD price is not just the selling price of the car, it also includes taxes and fees so you know how much you’re really paying. Check out our free OTD price calculator for real-world examples.
2. Walking Into the Dealership Without Research
The worst way to start a deal is blind. Shoppers who skip research are more likely to overpay, fall for sales pressure, or miss out on available incentives.
Luckily, we’ve got exactly what you need to do your research. Here are just a few of our best free resources:
Free Original Window Sticker – Know ALL about the vehicle before you head to the dealership.
Check for the latest incentives – See 0% APR financing, cheap lease offers, and cash deals.
See how your car ranks – Compare depreciation, maintenance and insurance costs, and more with CarEdge’s Research Hub.
Car Buying Calculators – From car loan calculators to depreciation forecasts, and everything in between.
We’re on a mission to demystify car buying, selling, and ownership for all. We’ve got car buying help for every budget.
3. Trading In Without Knowing Their Car’s Value
Smart buyers use tools like CarEdge’s Car Value Comparison tool to know exactly what their vehicle is worth. The uninformed? They let the dealer set the price.
Always treat your trade-in as a separate transaction. Expect the dealership salesperson try and force the transactions together, but make it clear you’re not interested in that.
[Free Guide] Car Trade-In Tactics for Success
4. Signing a Lease They Don’t Understand
A “sign and drive” lease might seem simple — until you get hit with overage fees or lease-end penalties. Always review the full lease terms and avoid large down payments.
Avoid Costly Mistakes with These 7 Cheat Sheets, From Leasing to Buying & More!
5. Assuming Used = Cheaper
Not always. Some used vehicles cost more to finance than new ones — and buyers often skip vital checks like accident history, open recalls, or a mechanic’s inspection. Learn more about the importance of a pre-purchase inspection. Don’t get stuck with an unreliable car!
In 2025, the average used car loan rate is about 14% APR. That’s about 5% more than new car loan rates. Car buyers with excellent credit can even qualify for zero percent financing on select models. Always consider the total cost of ownership before deciding which vehicle is best for your budget.
Final Thoughts
Car buying doesn’t have to be intimidating — but it does require a plan. Whether you’re buying or leasing, the smartest thing you can do is show up informed and ready to negotiate.
Need help getting the best deal?
📞 Talk to a CarEdge Concierge for white-glove service — have us negotiate your deal from start to finish!
📊 DIY negotiators save BIG with CarEdge Pro. See local pricing and market trends before you buy.
Spring 2025 CarEdge Consumer Survey
We’re asking new and used car buyers a few simple questions to better understand price sensitivity in 2025’s car market. Thank you for contributing to our research!
2025 CarEdge Consumer Survey
The 7 Most Anticipated 2026 Cars — These Are Worth the Wait
The 2026 model year welcomes both highly-anticipated debuts and meaningful updates to some of the most popular cars on the market. From redesigned best-sellers to all-new models, there’s a lot on the horizon for car shoppers who aren’t in a rush to buy right now. Plus, most of these cars will arrive in customer hands within just a few months. Whether you’re after better tech, faster charging, or just reimagined styling, these upcoming 2026 cars, hatchbacks, and SUVs are worth the wait.
2026 Audi A6
The next-generation Audi A6 stays true to what it does best: executive-class refinement without the flash. Redesigned from the ground up, the 2026 A6 brings new exterior styling, a tech-heavy cabin with massive digital displays, and a long list of standard safety features.
Under the hood, U.S. models will come standard with a turbocharged 3.0-liter V6 producing 362 horsepower paired with Quattro all-wheel drive. Options like adaptive air suspension and four-wheel steering add an additional touch of refinement.
📆 Expected arrival: Late 2025
Where will it be made? Germany (To be impacted by auto tariffs)
Why it’s worth waiting for: Substantial luxury upgrades, new looks, and V6 power in a segment where others are going four-cylinder.
2026 Kia K4 Hatchback
Kia’s K4 sedan is already making waves, and now the hatchback version promises even more. Kia’s replacement for the discontinued Forte is orders of magnitude more compelling as a value-packed compact car.
Think of the K4 Hatchback as a car designed with global markets in mind — we’re just lucky that it’s coming to the U.S. It’s about 11 inches shorter than the sedan, making it easier to park and maneuver, yet it packs up to 59.3 cubic feet of cargo space with the rear seats folded—almost SUV-like utility in a sleek, compact form.
Interior and powertrain specs largely mirror the sedan, which is good news if you’re already a fan of the K4.
📆 Expected arrival: Mid-to-late 2025
Where will it be made? Mexico (To be impacted by auto tariffs)
Why it’s worth waiting for: A rare new compact hatchback that blends smart packaging with sharp design.
2026 Rivian R2
Rivian’s upcoming R2 SUV is shaping up to be one of the most compelling electric vehicles under $50K. Smaller and more affordable than the R1S, the R2 targets the same crowd as the Tesla Model Y and Ford Mustang Mach-E, but with Rivian’s adventure-ready edge.
Expect single-, dual-, and tri-motor configurations, with most specs good for 300 miles of range. Rivian has shared a few interesting features, like two gloveboxes, a new type of haptic knob on the steering wheel, and a very flexible interior. Plus, the R2 features the NACS (Tesla) charging port, so it’s easy to utilize the 20,000+ Tesla Superchargers around the U.S.
Rivian intends to enter the European market with the R2 at some point.
📆 Expected arrival: Early 2026
Where will it be made? Illinois and Georgia, USA
Why it’s worth waiting for: Rivian DNA at a more accessible price, plus true utility in a long-range, fast-charging electric SUV.
2026 BMW 3-Series
The BMW 3-Series is getting a full redesign for 2026, and it’s expected to blend Neue Klasse-inspired looks with major tech upgrades. While full specs are still under wraps, we anticipate the usual mix of turbocharged four- and six-cylinder engines, plus a new electric variant.
Inside, BMW is expected to roll out a wall-to-wall digital dashboard and next-gen iDrive software. A new M3 (gas and electric) is also in the pipeline. The 2026 3-Series is long-awaited. Basically, the 3-Series has been due for an upgrade for quite some time, and it’s finally happening.
EV-curious? The 3-Series will be accompanied by an all-electric BMW i3 in 2026. The BMW i4 has been one of the best-selling electric luxury sedans for some time, so BMW has high hopes for the new i3.
📆 Expected arrival: Mid-2025
Where will it be made? Mexico (To be impacted by auto tariffs)
Why it’s worth waiting for: The next-gen 3-Series should raise the bar again for tech and driving fun in a luxury sedan.
2026 Chevrolet Bolt EV
After initially discontinuing the Bolt EV, GM made a U-turn. The all-new 2026 Bolt EV is coming back with improved charging speeds, better range, and a price tag that should stay right around $30,000.
Now built on GM’s Ultium platform and produced at the Kansas City-area Fairfax plant, the Bolt EV is expected to undercut the Equinox EV and offer NACS charging capability for easy access to Tesla Superchargers. By 2026, the Bolt will have more competition in the budget EV segment than ever before, including a next generation Nissan LEAF. However, GM’s excitement for the new Bolt EV is contagious, and we’re looking forward to the Bolt EV arriving late this year.
We don’t yet have any images of the next-gen Bolt EV, but we expect it to resemble the larger Equinox EV in design language.
📆 Expected arrival: Late 2025
Where will it be made? Kansas, USA
Why it’s worth waiting for: One of the few affordable EVs with fast charging and a proven following—now better than ever.
2026 Hyundai Palisade
Hyundai’s popular three-row SUV gets a major upgrade for 2026, and it’s aiming upscale. The new Palisade is longer, wider, and packed with more tech and comfort features. Most importantly, a new 329-hp hybrid powertrain joins the lineup, alongside a redesigned V6.
The hybrid could deliver over 30 mpg and up to 620 miles of range, while still towing up to 4,000 pounds. V6 versions will continue to tow 5,000 pounds and come standard with an updated 8-speed automatic.
The most noticeable change for the 2026 Palisade will be its looks. With a bold front fascia and unique running lights, Hyundai is about to launch yet another eye-catching SUV on the heels of the redesigned Santa Fe and the popular IONIQ 5 EV.
📆 Expected arrival: Late 2025
Where will it be made? South Korea (To be impacted by auto tariffs)
Why it’s worth waiting for: A hybrid three-row that blends comfort, efficiency, and capability.
2026 Toyota CH-R+ (Hopefully)
Toyota’s long-overdue push into electric vehicles gains serious momentum with two models in 2026: the reimagined and improved bZ4X, and the revival of the CH-R as an EV. Built on the same platform as the bZ4X, this upcoming EV crossover looks sharper, drives better, and—most importantly—should cost a lot less.
There’s a catch: it’s not officially confirmed if the CH-R+ will be coming to the U.S. market, but signs point towards its arrival sometime in 2026 following a debut in the European market. If Toyota hits the mark and keeps the price in the low-to-mid $30,000s, the CH-R+ could finally give EV buyers a true budget-friendly alternative with up to 300 miles of range, fast charging, and sleek looks.
📆 Expected arrival: 2026
Where will it be made? Unknown
Why it’s worth waiting for: Toyota reliability in an electric crossover that might actually be affordable. We hope it arrives stateside!
Final Thoughts: Should You Wait for 2026?
If you’re in no rush to buy, the 2026 model year could be worth the wait—especially if you’re looking for next-gen tech, EV upgrades, or something new altogether. That said, don’t overlook the fact that tariffs and supply chain changes could shift delivery timelines or pricing. Stay flexible, and keep your eye on preorder timelines if one of these catches your eye.
🔎 Looking to buy before then? Check out local listings and protect your wallet with total cost of ownership data using CarEdge Research. Remember, you can have our experts negotiate your deal if you’re ready to buy without the stress or dealership hassle.
Stellantis Employee Pricing Continues in June, But Is Rarely a Good Deal
In April 2025, Stellantis announced its “Freedom of Choice” employee pricing program for Jeep, Ram, Dodge, and other brands sold in the U.S. The name sounds empowering, especially during a time of uncertainty around tariffs and rising vehicle costs.
But here’s the fine print: employee pricing cannot be combined with any other offers. Car shoppers can choose the offer that works best for them, and rarely does that turn out to be employee pricing.
We reviewed Stellantis’ current incentives and compared employee pricing savings to the brand’s traditional financing and cash offers. The verdict? In most cases, you’ll save more by skipping employee pricing entirely.
Employee Pricing vs. Other Incentives
Jeep, Ram, Dodge, and Chrysler shoppers have reportedly been told by dealers that this month’s employee pricing offer roughly equates to 5% below dealer invoice pricing, plus a $200 administrative fee. Using our free Dealer Invoice Price calculator, we did some simple math to estimate what buyers will end up paying with the “Freedom of Choice” employee pricing offer.
Here’s our closest estimation of how much you can save with Stellantis employee pricing compared to the best manufacturer incentives:
| Model | Estimated Employee Pricing Savings | Savings From Other Offers |
| Ram 1500 | $1,700 – $5,800 | Up to $10,500 |
| Jeep Grand Cherokee | $900 – $1,800 | Up to $7,000 |
| Jeep Wrangler | $800 – $1,200 | $4,000 – $6,000 |
| Jeep Compass | $500 – $700 | Up to $7,500 |
| Dodge Durango | $1,200 – $1,500 | $1,000 |
When we look at the best available incentives, we see exactly why employee pricing is rarely the better offer:
- Jeep Grand Cherokee: Up to $7,000 cash allowance for current lessees
- Jeep Wrangler: 10% off MSRP (~$4,800), or 0% APR for 36 months
- Jeep Compass: $7,500 cash allowance, or 0% APR for 36 months
- Ram 1500: $10,500 total cash savings for current lessees
- Dodge Durango: Just $1,000 cash allowance, which is close to the employee pricing discount
The bottom line: The other incentives usually beat employee pricing by thousands—especially if you qualify as a current lessee.
Where Employee Pricing Actually Makes Sense
There’s one notable exception: the Dodge Durango. With only $1,000 in cash available through traditional incentives, employee pricing of $1,200 to $1,500 may offer a slight edge.
However, this is the exception, not the rule. On every other top-selling Stellantis model we analyzed, employee pricing resulted in smaller savings than the cash or APR offers already on the table.
Why Stellantis’ “Freedom of Choice” Pro Is Mostly Marketing
Stellantis wants to frame this promotion as a win for buyers—but in practice, it’s a strategic move to repackage existing discounts under a new label. And with auto tariffs now in effect, automakers are under pressure to maintain demand as affordability takes a hit.
Here’s the current context:
- Tariffs are live: The U.S. government’s 25% import duty on foreign-built vehicles began in early April. While many Stellantis models are assembled in North America, tariffs still increase parts and production costs across the board. See which models are impacted.
- Inventory is high: According to CarEdge Pro, Stellantis is sitting on plenty of unsold 2024 inventory, particularly for models like the Ram 1500 and Jeep Compass. Here’s a breakdown of new car inventory for Stellantis brands in 2025:
- Ram: 137 days of market supply (88% above the industry average)
- Jeep: 121 days of market supply (66% above the industry average)
- Dodge: 127 days of market supply (74% above the industry average)
- Chrysler: 78 days of market supply (7% above the industry average)
- Cash is king: With large cash incentives and 0% APR financing still in effect, most buyers will do better with traditional offers than with employee pricing.
So… Is Stellantis’ Employee Pricing a Good Deal?
Not really — at least, not for most buyers. This promotion is about reshaping perception more than reducing prices. The idea of paying “what the employees pay” sounds like a deal. But when it’s your money on the line, the only numbers that matter are how much you’ll actually save.
Before you head to the dealership:
- Check the Dealer Invoice Price with CarEdge to see what others are really paying
- Compare all available incentives, including cash back, APR offers, and lease deals
👉 Take these car buying cheat sheets with you to the dealership!
And remember , you can always have us negotiate the best deal on your behalf. We’re simply here to help!
Ford’s ‘Employee Pricing’ Isn’t Always the Best Deal — Here’s Why
When Ford announced its “From America. For America.” employee pricing campaign in April 2025, it sounded like a patriotic win for car shoppers. After all, employee pricing has long been viewed as a golden ticket to deep discounts, especially as tariffs threaten to send prices higher. And in June, Ford has decided to extend employee pricing through Fourth of July weekend.
But is it really the deal it seems to be?
We dug into the numbers, comparing Ford’s employee pricing offers to last month’s manufacturer incentives and actual dealer invoice prices. The result? Some Ford shoppers may actually save less with this flashy promotion than they could have with traditional offers. Let’s break it down.
Ford’s Employee Pricing Deals Compared
To determine if Ford’s employee pricing offer is indeed a good deal, it helps to take a look back at previous incentives. Here’s what Ford was offering in March 2025:
- 0% APR for 72 months: F-150 Lightning, Mustang Mach-E
- $1,750 cash back: Bronco Sport
- 3.9% APR for 60 months: Ford Expedition — saved buyers ~$8,185 on a $50,000 loan compared to today’s average APRs
- 5.9% APR for 60 months: Ford F-150, Bronco, Mustang, Explorer — saving thousands vs. today’s average APRs
Now compare that to the Ford’s employee pricing offers this month:
| Model | Employee Pricing |
| Ford F-150 Lightning | $4,800 off MSRP |
| Ford Mustang Mach-E | $2,115 off |
| Ford Edge | $1,650 off |
| Ford Explorer | $3,000 off |
| Ford Expedition | $4,200 off |
| Ford F-150 | $3,100 off |
| Ford Bronco | $1,800 off |
| Ford Mustang | $2,350 off |
At first glance, those look like solid discounts, and in some cases they are. But there’s more to the story. These discounts are straight from Ford’s Employee pricing page. Ford does not share savings for higher trims, which is what most buyers are looking for.
👉 Luckily, we have an easy way for you to see roughly what you’d pay with employee pricing. For any Ford model and trim, see the Dealer Invoice Price with our free tool to get a ballpark estimate of employee pricing.
Where Employee Pricing Is a Good Deal
There are a few standout models where April’s deals actually beat what was available in March. However, these models share something in common: Most of these are the slower-selling Fords on the lineup in 2025:
- F-150 Lightning – Employee pricing plus 0% APR means more savings than last month.
- Mustang Mach-E – Also still eligible for 0% APR, making it a better value now.
- Bronco Sport – Now includes both cash incentives and lower APR.
- Explorer – Still eligible for 5.9% APR and now includes $3,000 off MSRP.
Why these stand out: Ford is combining employee pricing with financing offers on slow-selling or heavily incentivized models. That can stack up to serious savings—but only for a select few models.
Where Employee Pricing Falls Short
For other Ford models, employee pricing offers less value than what was available just last month.
Here’s how much less you’d save with employee pricing compared to previous incentives back in March:
| Model | Employee Pricing Savings (vs. March) |
| Ford Expedition | $3,285 less |
| Ford F-150 | $1,252 less |
| Ford Bronco | $1,464 less |
| Ford Mustang | $914 less |
Why the difference? These models lost their low-interest APR offers. Employee pricing only lowers the sticker price—but if you’re financing, the interest savings from March made a bigger impact on your total cost.
Why Ford’s “Deals” Are Mostly Marketing
Ford’s employee pricing campaign is designed to sound impressive—especially during a time when several Ford models are impacted by tariffs. But from a buyer’s standpoint, it’s more of a marketing rebrand than a true price drop.
In early April, the Trump administration’s 25% tariff on imported vehicles officially took effect, sending shockwaves through the auto industry. While Ford assembles many of its models in the U.S., the brand still relies on imported components—and foreign-built models like the Mustang Mach-E are now more expensive to bring in. Faced with rising cost pressure and public concern about affordability, Ford launched its “From America. For America.” employee pricing campaign to frame itself as the patriotic, price-friendly choice.
But look past the headlines, and the math tells a different story:
- Ford’s inventory is high: 510,167 vehicles for sale as of April, with 170,000 leftover 2024 models still sitting on lots.
- Models like the Bronco, Mustang, and Expedition have been slow to move—Ford needs to clear them out.
- Many dealers were already selling at a discount before this promotion. Employee pricing may now match those prices—but not beat them.
In short, ongoing tariffs are putting pressure on Ford’s pricing and inventory strategy, and this employee pricing rollout is less about passing along massive savings to buyers—and more about staying competitive in a shifting market. It’s a convenient narrative, but the real savings vary widely by model, and in some cases, buyers would have been better off last month.
Don’t Shop Based on Slogans—Shop Based on Data
Before you sign on the dotted line, know what a great deal actually looks like. The best way to do that?
👉 Use the CarEdge Dealer Invoice Tool
See how employee pricing compares to what others are really paying—and to what the dealer paid. You might find that the “discount” isn’t much of a discount at all.
Another smart tip? Always look at the total cost of ownership, not just the sticker price. Getting stuck with an unreliable car that’s costly to insure can cost you thousands of dollars added transportation costs!
Is Ford’s Employee Pricing Worth It?
The campaign appears to be as much about marketing and managing inventory in the face of rising tariffs and high stock levels as it is about providing genuine discounts. To determine if the “employee pricing” is truly a good deal, potential buyers should compare it against dealer invoice prices and consider the total cost of ownership, rather than relying solely on the advertised savings.
As always, buyers who do their homework and compare invoice prices, financing offers, and available incentives come out ahead. Luckily, we’ve got the tools for you to make an empowered purchase, whether you’re shopping Ford’s employee pricing offers or any other vehicle.
