KOA - Rhode Island

The vendor opportunity at KOA

KOA, part of KOAH, Inc., operates 484 lodging locations across the United States—443 franchised and 41 company-owned. For software vendors, this represents a concentrated addressable market where a single corporate mandate can unlock deployment across nearly 450 franchise units. The 2022 FDD shows a system with a -1.99% year-over-year unit growth rate, an 8.0% royalty, and a 5-year initial term, signaling a mature network where operational efficiency and tech stack optimization are likely priorities. Average unit volume (AUV) is not disclosed in the most recent FDD, so vendors should size the opportunity based on unit count and the mandatory tech requirements already in place.

Who controls software purchasing

Software purchasing authority at KOA sits at the corporate level. The 2022 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. Darin E. Uselman, Chief Operations Officer for Owned and Operated Assets, and Chris S. Fairlee, Chief Acquisitions Officer for Company Owned Properties, round out the executive team. For a vendor, the CFO and COO are natural entry points for financial and operational software pitches, while the CEO likely signs off on enterprise-wide mandates. No franchisee-level operators are mapped in our corpus, reinforcing the HQ-driven procurement dynamic.

Mandated and current tech stack

KOA mandates two systems across its network: eKamp and KampSight/K2 KampSight. These are named in the 2022 FDD as required technology, meaning any vendor selling into KOA must either integrate with or displace these incumbents. eKamp typically handles campground management functions, while KampSight/K2 KampSight likely covers reservation or guest-facing operations. Vendors offering PMS, CRM, revenue management, or business intelligence tools should map their capabilities against these mandated platforms to identify gaps or integration points. No other mandated vendors are disclosed, leaving room for complementary solutions in areas like accounting, HR, or marketing automation—provided they align with corporate priorities.

Procurement, renewals, and timing

The 2022 FDD does not include an Item 8 extract detailing KOA’s procurement model, so whether the franchisor designates specific suppliers, maintains an approved vendor list, or allows open purchasing is not publicly disclosed. Renewal terms, however, are clear: franchisees must be in full compliance, have satisfied all monetary obligations, and have completed training to qualify for a 5-year renewal under the then-current franchise agreement. This renewal cycle, combined with the slight unit contraction, suggests that software contract windows may be opportunistic rather than calendar-driven. Vendors should monitor corporate leadership changes or operational shifts as potential triggers for tech stack reviews.

How to read the KOA FDD

The 2022 KOA Franchise Disclosure Document is the primary source for understanding the franchisor’s tech mandates, executive structure, and contractual terms. Item 1 identifies the key officers listed above, while Item 11 provides the mandated systems. Item 17 outlines the 5-year renewal conditions. Because no Item 8 procurement extract is available, vendors should use the FDD to identify who to contact and what systems are already entrenched, then tailor their pitch to demonstrate integration ease or clear ROI over incumbents. For a ranked target list of franchise systems aligned with your software category, FranCloud can help you prioritize where to focus your sales efforts.