Buying a car? Your zip code can be key to rebates

When it comes to car shopping, your zip code can be important.

Rebates aren't a one-size-fits-all proposition. We may see big national ads on TV, but the reality is dealers need to move cars and trucks off local lots.

Zip codes can unlock incentives that may be offered at a given time on a specific vehicle in a certain metro area, said Brad Korner, general manager for Cox Automotive Rates & Incentives in Ann Arbor, Mich.

Car shoppers should plug in their zip codes when researching prices and deals online, to determine what those local or regional incentives are.

Picture these examples, taken from AIS Rebates, a Cox Automotive company that offers rebate and incentive research and analysis:

In late March, a 2017 Chevrolet Impala LT had $3,750 in incentives in Detroit versus $2,750 in Charlotte, N.C.

A 2017 Buick Envision had $2,000 in incentives in Detroit versus $4,000 in Tampa, Fla.

A 2017 Malibu LT had $3,000 in incentives in Detroit versus $4,000 in Chicago and other select markets.

Can you simply head to another state to get a better discount? Probably not. Most often, carmakers will require that you use the rebates that would be available where you're going to register the car, Korner said.

But the better equipped you are with information about the latest incentives before walking onto a car lot, the more likely you'll be able to negotiate the best deal possible. If you spot a special rebate online, make sure the salesperson adds in that discount, too.

When you know the right questions to ask, experts say, it's amazing how often a salesperson can find another $1,000 or $2,000 in incentives.

Maybe an automaker wants to hold on to its competitive edge and market share in an area, so it has more reason to push pickup trucks in Texas than, say, Rhode Island.

And some incentives are applied to individual vehicle identification numbers, to help sell specific, slow-to-move vehicles in a given area, Korner said.

Here are some ways to get a better discount:

Special offers or conditional rebates. If you're a recent college graduate, look for such things as College Cash. Automakers also offer special rebates for college students and active military.

Take time to understand what's required to be eligible, said Alicia Rudowyj, import rebate manager and trainer at Cox Automotive Rates & Incentives.

For example, Nissan has been offering $500 in Grad Cash on a 2017 370Z Coupe. Among other requirements, Nissan wants proof of college graduation within the last 24 months, or proof of current enrollment in a U.S. graduate school, or written confirmation of graduation within the next six months.

When it comes to the military discount of $500, Nissan defines qualifying purchasers as U.S. active and reserve military, U.S. military veterans within 12 months of separation from active or reserve duty, and U.S. military retirees who completed at least 20 years of active or reserve duty.

Loyalty bonuses may be available if an automaker wants to encourage drivers to stay with the same brand or even the same model.

Some conquest bonuses are available if an automaker has a smaller market share but wants to lure consumers over to a new car brand.

Sometimes, you can find rebates on new 2016 cars that remain on the lot, as well as new 2017 models.

Many times, automakers will peg special rebates to holidays or events, such as a local auto show.

"This time of year is really big for auto shows. So you're going to see a lot of incentives there," Korner said.

Changing incentives. For many manufacturers, incentives change on the first or the second of the month. But some incentives can be added during the month, as well. Incentives tied to leasing will vary, too.

To find out about rebates, check the manufacturer's website and other research spots, such as Kelley Blue Book at KBB.com or Edmunds.com.

Ronald Montoya, senior consumer advice editor for Edmunds.com, said you want to find out which incentives you can stack - that is, use together.

Transparent pricing. Review information on TrueCar.com - a digital automotive marketplace that provides data on what other people paid for their cars and also powers some car-buying programs. You also might want to shop a dealer early in the month to compare prices and return at the end of the month to see if a deal has improved.