My Takeaways from the Campground Owners Expo (COE)
Field notes from one of camping's biggest gatherings
Why the Future of Camping Isn't About Real Estate—It's About Legacy
I just spent four days surrounded by over 500 campground owners and industry veterans at the Campground Owners Expo (COE), and I'm still processing everything I learned. After some alcohol and late-night conversations at the hotel bar, one truth became startlingly clear: we're witnessing a fundamental shift in outdoor hospitality.
But not the shift most people think.
While the headlines scream about record valuations, investment opportunities, and growth in groups across the industry, the real story is happening at the ground level. The most successful operators aren't primarily talking about cap rates or record selling prices—they're discussing something far more fundamental: how to build lasting businesses to create legacy.
Here's what I discovered after diving deep into the minds of outdoor hospitality's brightest.
The "Mom and Pop" Era Is Evolving, Not Ending
The narrative around family-run campgrounds is changing, and it's about time we addressed it. The idea that these operations are somehow behind the times or unsophisticated couldn't be further from the truth. What we're actually seeing is a beautiful evolution – where traditional hospitality values are being enhanced, not replaced, by modern practices.
Most of the mom-and-pop owners I talked to were open to new ideas to transform their businesses. Remote management, AI, and much more.
The gap was knowledge not mindset.
These operators have spent decades building deep relationships with their communities and guests. They understand something that many new investors miss: a campground's value isn't just in its infrastructure or location – it's in the generational connections it creates. The most successful transitions happen when new owners recognize they're not just buying a property; they're becoming stewards of a community treasure.
The COVID Bubble Has Officially Burst
If you're still building business plans based on 2020-2022 numbers, stop right now. Multiple speakers emphasized this point: compare your potential acquisition's 2024 performance to 2019 for a more realistic picture.
For note, occupancy is down about roughly ~3-4% across the industry compared to last year.
It’s time to have an honest conversation about numbers and expectations. The industry is returning to its pre-pandemic growth trajectory, and while that might disappoint some investors, it's actually healthier for building sustainable businesses. This normalization is forcing operators to focus on what truly matters: creating value for guests rather than riding a wave of unprecedented demand.
What's particularly interesting is how the guest demographic has permanently shifted. We're welcoming a new generation of outdoor enthusiasts who view camping differently than their predecessors. They're seeking experiences, not just accommodations. This shift isn't a challenge – it's an opportunity to build businesses that can thrive across generations by adapting to changing preferences while maintaining core hospitality values.
Community Relationships Make or Break Success — Including the News Media
The most sobering conversations centered around community integration, but with an interesting twist: the role of local media in shaping a campground's success. Time and again, we heard stories of properties that struggled not because of their business model, but because they failed to manage their public narrative…like in my newsletter from last week.
Local news coverage, whether positive or negative, can ripple through a community for years.
Smart operators are learning to be proactive storytellers. They're not waiting for needs to arise before engaging with local newspapers and TV stations.
Instead, they're regularly sharing stories about their community initiatives, economic impact, and fun events. When the local news needs a quote about camping or outdoor recreation, you want to be the first call.
But here's what really caught my attention: the properties that thrive aren't just managing their media presence – they're becoming genuine community storytellers. They're highlighting local businesses on their social media, running giveaways, featuring area attractions in their guest newsletters, and becoming informal tour guides for their area.
One operator put it perfectly: "Every time a guest asks 'what should we do around here?' it's an opportunity to strengthen our community ties."
This approach creates a powerful flywheel effect. Positive local coverage leads to better community relationships, which in turn creates more newsworthy stories about your campground's impact. These relationships build a foundation of support that carries businesses through seasonal fluctuations and market changes. When you're seen as a community asset rather than just another business, you've created something truly sustainable.
The key? Building a legacy business isn't just about what happens inside your property lines – it's about becoming an integral part of your community's story and making sure that story gets told well.
Operations Are More Complex Than Ever
The reality of modern campground management is far more nuanced than many realize. This isn't a passive real estate investment – it's a balance of hospitality, asset management, and guest experience.
Success requires mastering everything from dynamic pricing strategies to preventive maintenance, all while maintaining the personal touch that makes camping special.
What's fascinating is how the most successful operators navigate this complexity.
They make it look easy.
They've found ways to implement sophisticated systems without losing the warmth and authenticity that guests crave. It's about using technology and modern management practices to enhance, rather than replace, the human elements that make outdoor hospitality unique.
The Future Is Experience-Driven
The next chapter of outdoor hospitality isn't about bigger or fancier – it's about better and more meaningful. Forward-thinking operators are focusing on creating experiences that resonate on a personal level. They understand that lasting success comes from giving guests stories to tell, not just places to stay.
What's most encouraging is seeing how this focus on experience creates natural opportunities for business sustainability. When you build a campground around meaningful experiences, you're not just creating memories for current guests – you're building a foundation for future generations. The most successful operators are thinking decades ahead, creating systems that can adapt and evolve while maintaining their identity.
What This Means for the Industry
We're entering a new era of outdoor hospitality. The easy opportunities might be gone, but the potential for innovation and excellence is higher than ever. Success will come to operators who can balance modern business practices with authentic community engagement.
The key trends to watch:
Professionalization of operations while maintaining personal touch
Increasing focus on experience creation over basic accommodation
Greater emphasis on community integration and local partnerships
Tech adoption that enhances rather than replaces human interaction
Diversification of revenue streams beyond site rentals
The message was clear: this industry rewards those who treat it as a craft, not just an investment. Whether you're a current owner or considering entering the space, the key is to focus on building relationships first and amenities second.
The future of camping isn't just about providing a place to stay—it's about creating a destination that both travelers and locals can be proud of. It's about understanding that every successful campground is built on a foundation of strong relationships, operational excellence, and a commitment to continuous improvement.
That’s what’ll build your legacy.
And speaking of legacy... while writing this now that I’m home, I can’t help but think about all the campground owners I met who are 5, 10, 20, even 40 years into their journey. The ones whose properties have become local landmarks, whose guest books are filled with decades of family memories.
They're not just running businesses – they're keeping the campfire burning for the next generation.
That's what makes this industry special. That's what keeps me excited to learn more, to dig deeper, to share these stories with you.
See you at next year's expo in Branson.
—Alex
P.S. There's so much more to unpack from COE - way too much for one article. Next Wednesday, I'll be diving deeper into the conversations that really stuck with me, especially around building strong teams and creating experiences that keep guests coming back year after year. If you're thinking about getting into the camping industry (or already in it), join us here at The Camping Codex. The real magic happens in the details.