Every loss prevention executive knows the drill. You finally find the right solution to tackle shrink. It’s practical, it’s effective, and it could change the game. But when you sit down with the CFO, the very first question is always the same: what’s the return?
At the APEX conference, Gatekeeper’s Craig Greenberg led a session called Unexpected ROI from Existing Technology. Retail leaders told real stories about how their tools did more than stop theft, improved operational efficiency, kept people safe, and even built stronger ties with the community. The big takeaway was simple: technology is often worth more than the reason you first bought it, and that’s the kind of story that gets noticed in the boardroom.
Beyond Shrink-Only Thinking
Panelists Alisa Dart (Family Dollar) and Eddie Gonzalez (Northgate Markets) agreed on one key point: if you only measure ROI by shrink, you’re missing the bigger story.
We all know and understand how face matching is a powerful tool in the fight against shoplifting and in-store violence, but it can also be leveraged to investigate vendor theft, counterfeit bills and provide video evidence that’s court-ready. Solutions that have AI integrations operate in the same way. Deployed for theft prevention, they’re now credited with saving millions by identifying water leaks before they become widespread, reducing food waste and protecting stores against fraudulent slip-and-fall lawsuits. Even analytics came through in ways no one anticipated. Rather than simply measuring shrink, they were used to identify routine operational inefficiencies such as over-portioning, which also hurt margins.
The obvious ROI may only be the tip of the iceberg. It’s a mix of hard savings, soft savings and multiplier effects that smart executives can calculate and communicate with confidence.
Building a Case That Gets a “Yes”
When making requests from the Capital Committee, it’s not always the people waving spreadsheets who walk out with a yes. It’s the storytellers. The ones who tell a clear, simple story about money, timing, risks and rewards.
It starts with the ask. What are you requesting? How much return do you expect? Provide the detailed ROI and IRR so the numbers can stand on their own. Then move to the plan. Lay out the schedule, show the milestones, and be upfront about risks. Surprises are what CFOs hate most, so put them on the table early.
The numbers alone don’t carry the day. Talk about the unexpected wins too. This is the value hiding beneath the waterline. Maybe it’s improved safety. Maybe it’s stronger operations or smoother compliance. These things don’t necessarily add up on a calculator, but they matter.
Remember, capital projects rarely touch just one department. The best solutions create value across safety, operations, legal, compliance, and risk. Connect the dots so everyone sees their part in the benefits. This isn’t about puffing up numbers or stretching the truth. It’s about showing every angle of the return so the CFO doesn’t see an expense… they see an investment.
The Gatekeeper Ecosystem Effect
We know real power is gained from solutions working together, creating more value than any single tool can deliver on its own. Our solutions work together in a holistic, connected ecosystem that builds upon itself. The Tecnología Purchek prevents pushout theft from reaching the door. FaceFirst adds another layer, matching faces to stop repeat offenders in their tracks before they can strike again and as a critical part of investigations. CartControl® ensures carts stay on property where they belong, and CartManager® Ultra offers operational efficiency through fast, safe and efficient cart collection – so carts are ready for shoppers.
Together, they create more than a suite of solutions. They become a system that secures stores, improves safety, empowers workers and keeps the operations of a business humming along. Each solution has its own function and contributes its own unique value. When put together, they have an impact that reaches far beyond shrink.
Your Turn to Quantify ROI
We can help you build a clear, credible projection… and tell the story behind both the expected and unexpected returns. Try our online savings calculator to see how Gatekeeper solutions impact shrink, safety, and efficiency, and start shaping the business case that earns a ‘yes.’
APEX attendee takeaway: ROI is not a metric, it’s a language. The ability to speak ROI (both the expected and unexpected) is what stops loss prevention executives from being considered a cost center and starts them being considered a strategic partner with a seat at the table.
