Steal These Wheels

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If you've been thinking of buying a new set of wheels, now's the time. Carmakers' incentives have never been greater. According to CNW Marketing Research, they totaled an average $4,200 a car in August. Dealers are adding $1,000 to $1,500 in the form of added options, better trade-ins and even cash. September deals are approaching $5,000 a car.

September is always the best time to buy, according to CNW's Art Spinella. That's because manufacturers and dealers are moving out last year's models to make room for the new ones. You can get particularly good deals if you're willing to snag a car that's being redesigned. Case in point: the 2003 Ford F-150XL, currently selling for about $15,000--25% below list price.

That doesn't mean you can get this bargain everywhere. In certain areas, some popular cars — like that Ford F-150 Pickup — are hard to come by. And most models launched in the past 18 months (like the Nissan Murano) are in short supply. But if you like the models that are available, here are some tips on how to get the best deal:

SIZE UP THE INCENTIVES. At websites like CarsDirect.com, you can find a list of incentives dangled by manufacturers. Then learn what dealers are throwing in by visiting showrooms or making calls.

DON'T LOWBALL YOUR TRADE-IN. This is the sixth month in a row that used-car prices have gone up, according to CNW data. So when you head to the dealer, have an idea of what your car is worth. But don't count on Blue Book value; instead go to your Sunday newspaper's classified section and see what other folks are getting for their six-year-old Mustangs with 40,000 miles.

NEGOTIATE FINANCING. The 0% financing offers are tempting, but you may do better by bargaining hard, taking a big rebate and looking for low-rate financing elsewhere. Go to your dealer armed with a good financing offer — you can check Bankrate.com for average rates. Ask the dealer to beat that rate and run three pricing scenarios: one that shows monthly payments at 0% with no rebate, another that shows payments at your agreed-upon rate with the rebate factored in and, last, a lease based on how much you're willing to put down. Act now. Like autumn leaves, these deals will soon be swept away.

Have questions? E-mail Jean at moneytalk@moneymail.com