According to Kiefer, Heilicher replied, "I got a whole bunch of buyers and all they know how to do is read history books. They read the top 100 list of best sellers…What would you charge me to let my buyers call you?"
Heilicher and Kiefer reached a deal that kept Kiefer in business and, in a year's time, increased Pickwick's new product sales by more than 60 percent. (In 1963, Heilicher with his brother Dan would buy Musicland, merging it with Pickwick.)
In 1961, Kief's began servicing TG&Y store record departments establishing Kief's Record Distribution. "That grew to a pretty substantial business," Kiefer says. "I sold all that later on (in the 1970s). I didn't want to do all that traveling."