KOA - Virginia

The vendor opportunity at KOA Virginia

KOA Virginia operates 484 lodging locations across the United States, 443 of which are franchised and 41 company-owned. The system shrank by roughly 1.99% year-over-year, a modest contraction that still leaves a large installed base for software vendors targeting hospitality and campground management. The franchisor is part of KOAH, Inc., and the most recent Franchise Disclosure Document available is from 2022. Average unit volume is not disclosed in that filing, but the royalty rate is 8.0% on gross revenue, and the initial franchise term is five years. For a software vendor, the addressable market is the 443 franchised locations, all of which operate under centralized technology mandates.

Who controls software purchasing

Purchasing authority sits at the corporate 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. Darin E. Uselman serves as Chief Operations Officer for owned and operated assets, and Chris S. Fairlee is Chief Acquisitions Officer for company-owned properties. Any vendor pitching enterprise software should expect to engage O’Rourke or Scheer for budget and strategic approval. There is no indication of multi-unit operator autonomy in technology decisions; the mandate structure points to a top-down procurement model.

Mandated and current tech stack

The 2022 FDD mandates two systems: eKamp and KampSight (also referred to as K2 KampSight). Both are required across the franchise network. eKamp is a campground management platform, and KampSight/K2 KampSight is a separate operational system. No other mandated software vendors are named in the filing. Vendors offering complementary solutions—such as revenue management, guest Wi-Fi, point-of-sale, or maintenance management—should note that any integration or replacement would need to work alongside these mandated platforms. The absence of a named POS mandate suggests an opening, but any pitch must account for the existing tech stack.

Procurement, renewals, and timing

Item 8 of the FDD does not include a procurement extract, so the franchisor’s designated or approved supplier policy is not publicly defined. This could mean an open procurement environment or simply that the policy was not summarized in the filing. Item 17 outlines renewal conditions: franchisees must be in full compliance, have satisfied all monetary obligations, and have completed training. The franchisor offers the then-current form of agreement, which may contain materially different terms. With a five-year initial term and a 2022 FDD vintage, renewal cohorts tied to that document will start coming due around 2027. Vendors should time outreach to align with those renewal windows, when franchisees may be more open to evaluating new tools.

How to read the KOA Virginia FDD

The 2022 Franchise Disclosure Document is the primary source for the data above. It details the franchise agreement, fees, territory, training, and mandated systems. The embedded PDF viewer below contains the full filing. Review Item 11 for the complete list of mandated technology, Item 8 for any procurement restrictions, and Item 17 for renewal and transfer conditions. Because the FDD is filed with state franchise regulators, it reflects the franchisor’s representations as of the filing year. For a ranked target list of franchise systems that match your software category, reach out to FranCloud.