October, November, and December emerged as the golden months. Dealerships were desperate to hit yearly sales quotas.

New Year’s Eve and Christmas Eve stood out as days when desperate salespeople were highly motivated to close one last deal. Phase 2: The Monthly and Weekly Rhythm

Honda typically releases new models in the late summer and fall. Leo realized that buying a "current" year model just as the "next" year models arrived was the ultimate sweet spot for discounts.

Salespeople have monthly quotas. Leo noted that shopping during the last branch of days in any month puts the leverage in the buyer's hands.

The digital clock on the dashboard of Leo’s ancient sedan flickered and died, matching the sudden sputter of the engine. He pulled into his driveway, sighed, and patted the steering wheel. It was time. He needed a Honda Civic, and he needed to know exactly when to strike to get the best deal.