I went here on a Saturday afternoon to look for a new 2012 Ford Focus. I went there because the Hansel in Santa Rosa didn't have any in the trim level I wanted. It turned out Petaluma had one. I went in there hopefully to purchase. The salesman, Dennis Orozco, at first, wasn't pressuring me to do it. Of course, he was trying to close, but with not much pressure. We test drove one at my desired trim level and it went well.
We come back and I tell him my specifications. I told him this is a $30k car (out the door after tax, reg, etc.) and he wanted me to compromise on several vehicles (color, trim, options), basically everything. I told him, no, find me the exact vehicle, and they couldn't. They found one that had one more option (NAV) that I didn't want and they agreed to throw it in for free. I had a trade-in and they valued it at a fair price.
So when it came time to do the numbers, I told him to try to match Invoice + $500 of Hansel SR. On Saturday, they couldn't. They wanted me to basically pay MSRP sticker price. If these vehicles were selling so well, they wouldn't have any on the lot so I didn't need to buy it right away or why even to pay MSRP. Then they (the finance manger, Pete, and salesman) started to lay on the pressure, 1000x. Trying to tell me the dealer trade I wanted might be gone, the value of my car will go lower in a couple months (duh), there might be a factory strike (maybe); they were playing games.
I left that day without buying anything, told him to call me after I slept on it. Sunday rolls around, he asks me, "do we have a deal?" I tell him unless you can get Invoice + $500, no deal. He says okay and he checks with his numbers person. Calls back later and says "nope, we can't do that." I figure, at that point, we're done.
Monday afternoon rolls around and he calls me back and left me a voice mail, "okay, *now* we can do Invoice + $500." WTF? Now, two days later you can do the price I wanted on day one? If I they want to play numbers games, I can play for weeks. At the end of the day, I don't absolutely need a new vehicle, but it seems like the salesman needed to close a deal.
Don't even bother coming to deal on day one as they won't give you a good price until days after you've left.