CFO–CMO Joint Governance

The Balance-Sheet Economics of AI-Mediated Demand

The migration of discovery and comparison from human-mediated search to AI-generated answers and agentic interfaces may alter the economics of acquiring and distributing demand in physical-asset markets. This paper examines how AI-mediated demand formation could affect customer acquisition costs, distribution dependency, contribution margins, and asset productivity in real estate and hospitality. We propose that zero-click—initially observed as a traffic problem—may transmit structurally into distribution cost inflation and ultimately appear as margin pressure. We formalize a transmission mechanism in which representation deficits may transmit through demand leakage, distribution dependency, and acquisition-cost inflation to contribution-margin compression, while lower qualified-demand capture may separately affect occupancy, time-to-match, and asset productivity. Contribution margin and asset productivity may subsequently interact through operating and reinvestment feedback effects. The paper introduces a measurement architecture designed for empirical validation: representation quality (VIS), readiness (GARI), market outcomes (ARS, PDD, CDL), financial impact (RAAC, CMP, RROI), and exploratory composite indices. The Verified Property Representation (VPR) is positioned as a proposed persistent representation layer intended to improve computational legibility—a testable intervention through which the paper's hypotheses may be validated.