KOA - New York

The vendor opportunity at KOA

Kampgrounds of America, Inc. (KOA), operating under parent company KOAH, Inc., presents a concentrated opportunity for software vendors. The system is composed of 484 total units, with 443 of those being franchised locations. This means a successful pitch to the franchisor can unlock a large, single-brand network. The average unit volume (AUV) is not disclosed in the most recent FDD, but the standard royalty rate is 8.0% of gross revenue, with a typical initial franchise term of 5 years.

Who controls software purchasing

Decision-making authority rests firmly at the headquarters level. The 2022 FDD lists the executive team in Item 1. Toby L. O’Rourke serves as Director, President, and Chief Executive Officer. The operations side is led by Darin E. Uselman, Chief Operations Officer for Owned and Operated Assets. For a software vendor, the most direct path is likely through the operations or finance leadership, with Christopher A. Scheer, the Chief Financial Officer and Corporate Secretary, being a key gatekeeper for technology expenditures. The board also includes Director Oscar L. Tang.

Mandated and current tech stack

KOA mandates specific technology for its franchisees. The FDD identifies eKamp and KampSight, also referred to as K2 KampSight, as required systems. Any vendor selling into this franchise must have a clear integration story or a compelling case for replacing a mandated component. The operator footprint for individual franchisees is not mapped in our corpus, but the centralized tech mandate reinforces that the corporate office is the single point of control for software standards.

Procurement, renewals, and timing

A specific procurement policy from Item 8 was not extracted in our data, but the existence of mandated technology vendors signals a closed or highly controlled procurement model. The franchise agreement has a 5-year initial term. According to Item 17, renewal is conditioned on full compliance with the agreement, satisfaction of all monetary obligations, and completion of training. Critically, renewal is offered on the then-current form of the franchise agreement, which may contain materially different terms. This creates a natural review cycle where technology standards could be updated, making the period leading up to a wave of renewals a strategic time to engage.

How to read the KOA FDD

The 2022 Franchise Disclosure Document is the foundational document for understanding the legal and operational constraints of this brand. It details the executive team, the mandated technology systems, and the terms of the franchise relationship. For a software vendor, the FDD is a roadmap to the buying center and the contractual hooks that govern technology adoption. Review the full document below to build your pitch strategy. For a ranked target list of franchise brands aligned with your software, talk to FranCloud.