KOA - North Dakota

The vendor opportunity at KOA

KOA operates 478 campground locations across the United States, 427 of which are franchised. The remaining 51 are company-owned, giving the franchisor direct operational insight that often shapes technology mandates. For a software vendor, the addressable market is those 427 franchised units, each bound by the systems KOA requires in its Franchise Agreement. The brand’s unit count contracted by 1.157% year-over-year, a signal that the system is consolidating rather than expanding rapidly. That makes retention and operational efficiency likely priorities—and software that demonstrably improves either can find an audience at headquarters.

Average unit volume is not disclosed in the 2025 FDD. The royalty rate is 8.0% of gross revenue, and the initial franchise term is five years. These economics mean franchisees operate on relatively short contract cycles, and any technology that affects top-line revenue or cost structure will be scrutinized for a rapid return.

Who controls software purchasing

Software purchasing authority sits at the headquarters level. The FDD lists Toby L. O’Rourke as Director, President, and Chief Executive Officer, and Christopher A. Scheer as Director, Chief Financial Officer, and Corporate Secretary. Together, they form the core of the financial and strategic decision-making unit. Mark A. Lemoine, Senior Vice President of Franchise Operations, is the executive most likely to evaluate operational tools that touch the franchisee experience. Christopher S. Fairlee, Chief Acquisitions Officer, may influence technology that supports property evaluation and integration. No separate CIO or CTO is named in the FDD, suggesting that technology decisions roll up through the operations and finance leadership.

Because KOA mandates specific systems, the buying center is not just evaluating software; it is managing a compliance ecosystem. Any vendor pitch must address how a proposed tool coexists with or replaces mandated platforms.

Mandated and current tech stack

KOA’s 2025 FDD mandates two systems: eKamp and KampSight/K2. These are the only named technology vendors in the disclosure. eKamp is a campground management platform, and KampSight/K2 is listed alongside it as a required system. The FDD does not specify whether these cover property management, reservations, point-of-sale, or back-office functions exclusively, but their mandated status means every franchised location must use them.

For a software vendor, this creates both a barrier and an opportunity. The barrier is that any new tool must integrate with or operate alongside eKamp and KampSight/K2. The opportunity is that gaps almost certainly exist—revenue management, dynamic pricing, guest experience, maintenance, HR, or procurement tools are not mentioned, and none are mandated. If you sell software that complements a campground management core, KOA’s stack leaves room.

Procurement, renewals, and timing

The FDD does not include an Item 8 extract, so KOA’s procurement model—whether designated supplier, approved supplier list, or open—is not publicly known. Vendors should assume a controlled process given the existence of mandated systems. Initial franchise terms run five years, and Item 17 outlines renewal conditions: franchisees must be in full compliance, upgrade their campground to current standards, satisfy all monetary obligations, sign a general release, and accept the then-current franchise agreement. That agreement may contain materially different terms, including reduced or eliminated protected territory.

These renewal requirements create natural inflection points. When franchisees face a renewal decision, they are also forced to comply with current system standards. If KOA updates its mandated tech stack, the renewal cycle becomes the enforcement mechanism. Software vendors should track when large cohorts of franchise agreements were signed to anticipate windows when system upgrades or compliance-driven purchasing may occur.

How to read the KOA FDD

The 2025 KOA FDD is the authoritative source for understanding the franchise system’s obligations, restrictions, and technology mandates. Item 11 is where KOA discloses the required eKamp and KampSight/K2 systems. Item 1 lists the executives who control the brand. Item 17 spells out renewal terms that dictate when and how franchisees must comply with system standards. Reading these sections directly—rather than relying on summaries—gives software vendors the precise language they need to align a pitch with KOA’s contractual reality. The full document is embedded below. For a ranked target list of franchise systems that match your software’s ideal customer profile, FranCloud can help.