Selling a service to a complex

[Zachary Quinlan]

Hi all,

I am looking to start a company that would really only serve multi unit dwellings (mainly apartments).  The one issue I know I'll face I'm selling the service is this.....  for example a complex has 500 units and obviously would pass the cost along to the tenant since it is primarily a tenant service. Each tenant's lease at various times so starting out the complex would likely have to float closer to 95% of the bill. 

This is not something I envision most complexes going for. The end game and heavy sales points would be that:

-reduces normal operations costs marginally 

-does generate revenue since they will get a fee per unit due to the complex adding to the rent cost and essentially preventing me from having to handle billing.

-improves overall appearance

-provides a service that just about any apartment tenant would be willing to accept. 

I could go on with some other fluff for sales but the first 12 months of service the complex would be stuck with a my invoice roughly 12k a month at first and reducing each month as leases are renewed.

How do apartment complexes handle this, and how can I sell this?

Any and all input is greatly appreciated!