The company next attempted to capitalize on the growth of pop music. After an unsuccessful bid to buy Fender Musical Instruments Corporation, Baldwin bought Burns of London in 1965 for $380,000, and began selling the guitars through the company's piano retail outlets. During this time period, Baldwin engineer Robert C. Scherer developed the Prismatone pickup for nylon string guitars. Unaccustomed to marketing guitars, the Baldwin stores failed to interest many guitar buyers, and sales proved disappointing. In 1967, Baldwin also bought Gretsch guitars, which had its own experienced guitar sales force and a distribution network of authorized retail outlets. However, Fender and Gibson continued to dominate, and sales did not reach expected levels. The Gretsch guitar operation was sold back to the Gretsch family in 1989.