Spotlight on the Lexus LS400

By Richard Truesdell

When it was introduced in the US market in 1989, the Lexus LS400 sent luxury car makers, especially Mercedes-Benz (with its S-Class) and BMW (with its 7-Series) back to the drawing boards.

When the first one showed up in my shop back in late 1989, I knew that with its Nakamichi-branded head unit, it would be a game-changer. It foreshadowed the next decade of the OEMs locking out the aftermarket from a lucrative market segment; premium luxury cars.

The Lexus LS400 is a well-built luxury car with Toyota-like reliability that is able to last 300,000 miles or more with nothing more than careful maintenance like periodic oil changes, so what’s not to like?  And because of that legendary Toyota build quality, many are still on American roads; from well-worn examples selling for $3,000 or less on Facebook Marketplace to pristine, low-mileage examples on auction websites like Bring-A-Trailer that will sell from $10,000 for this 1997 Coach Edition to more than $22,000 for this lovingly maintained 27K-mile example. I think that the second-generation models are especially attractive, the sweet spot being—for our purposes here—the OBD2-equipped 1996 to 2000 models.

There are two upgrade paths I considered for this Spotlight. The first is just replacing the now 25-year-old standard or premium Nakamichi head unit. Or if the deck still works, just upgrade the amplifier and speakers. Let’s focus on upgrading the head unit since it’s going to lack even the most basic of modern conveniences, like Bluetooth. And it is now 25 years old… if it still works.

The LS400 was factory-equipped with a slightly modified double-DIN head unit, whether it was the standard or Nakamichi model. This gives you so many options. Start with the versatile Scosche LS2085B installation kit. Depending on what brands you carry, this will be the easiest upgrade path.

If the customer is willing to spend more, especially if they have a well-maintained, low-mileage LS400, suggest a floating screen head unit. If it is a 1996-2000 model, with OBD2 capability, offer an OBD2 Bluetooth module so they can read the scan codes right on the unit’s display.

While I am a proponent of of installing the biggest screens possible, if going the floating screen route, an 8-inch display might look better. One very reasonably priced, name-brand unit I would consider is the Jensen CAR813 which has an MSRP of $289. Add the kit and installation, and your customer is out the door for around $400.

Another source unit replacement I’ve recently encountered is Stinger’s HEIGH10 UN1810. With its 10-inch screen, it offers more screen real estate than the Jensen CAR813 and with a built-in 25×4-watt amplifier, it would be easy to add a powered subwoofer, simplifying the system upgrade. With a typical street price of $599, it hits a sweet spot for potential customers.

If the customer’s amplifier has given up the ghost, suggest one of many excellent 5-channel amps now starting at less than $300—depending on what brands you carry—that will double the ticket to between $800 to $1000.

But if the customer has decided to upgrade the head unit and amp, if your sales team is on their game, getting the customer to spring for four full-range speakers should be an easy upsell. In case you don’t remember the factory fitment, the second-generation LS400 models had 5.25-inch full-range or separates in the front doors with full-range 5.25-inch speakers in the rear doors.

On subwoofer-equipped cars, you’ll find a factory provision for an 8-inch subwoofer. While eight inches doesn’t sound like much today, with the huge trunk acting as an enclosure and the right subwoofer (you’ll know best), you’ll be able to provide your customer with a sonic presentation that will surpass the OEM Nakamichi-branded system when it was new.

With a well-trained salesperson, it’s easier than you think to get the customer to spring for a complete system for as little as $1,500 for the head unit, 5-channel amplifier, four replacement speakers, and even a subwoofer, installed. Add in the OBD2 Bluetooth adapter, a rear camera, and even a Sirius/XM radio along with second-level components and you can present to your customer a very compelling system for around $2,000.

Best of all, this installation should easily take less than a day to complete. It’s the classic package (going back to my days as an owner/installer) when the customer drops off his car in the morning and it’s ready to get picked up by 5 PM. When I was in the retail game, I loved these kinds of sales as I am sure you do too!

Rich Truesdell

Rich is an industry veteran and longtime automotive photojournalist   He has served as an installer, a 12 volt retail store owner, and a car audio and automotive journalist.

Truesdell founded Kartunes Mobile Electronics in New Jersey in 1976 with a retail storefront from 1980 to 1992. He’s contributed to publications including Motor Trend and has been a full-time automotive journalist since 2000 to more than 30 magazines around the world.  He is also the co-author of three books with collaborator Mark Fletcher; Hurst Equipped (2012), 1970 Maximum Muscle (2021), and Hemi Under Glass (2021). Truesdell even appeared on Jay Leno’s Garage!

Truesdell welcomes questions from readers and he hopes to connect with colleagues from his many years in the car audio industry at [email protected]