蘋果 (AAPL) 2004 Q4 法說會逐字稿

Good day, everyone, and welcome to this Apple Computer conference call to discuss fourth quarter financial results. Today's call is being recorded. At this time, for opening remarks and introductions, I would like to turn the call over to Nancy Paxton, Senior Director, Investor Relations and Corporate Finance. Please go ahead, ma'am.

大家好，歡迎參加 Apple Computer 電話會議，討論第四季度的財務業績。今天的電話正在錄音。在這個時候，關於開場白和介紹，我想把電話轉給投資者關係和公司財務高級總監 Nancy Paxton。請繼續，女士。

Thank you, good afternoon, and thanks to everyone for joining us. Speaking today is Apple CFO, Peter Oppenheimer. And he'll be joined by EVP of Worldwide Sales and Operations, Tim Cook; and VP and Corporate Treasurer, Gary Wipfler, for the Q&A session with analysts.

謝謝大家，下午好，感謝大家加入我們。今天發言的是 Apple 首席財務官 Peter Oppenheimer。全球銷售和運營執行副總裁蒂姆·庫克將加入他的行列；副總裁兼公司財務主管 Gary Wipfler 與分析師進行問答環節。

Please note that some of the information that you will hear during this call consists of forward-looking statements regarding revenue, gross margin, operating expenses, capitalized research and development expense, other income and expense, tax, earnings per share, Apple's retail initiative, the iTunes Music Store, manufacturing issues associated with the PowerPC G5 microprocessor, and future products. Actual results or trends could differ materially from our forecast. For more information, please refer to pages 39 through 48 of Apple's latest Form 10-Q for the quarter ended June 26th, 2004. Please also note that any non-GAAP financial measures included in today's call should be viewed in addition to and not in lieu of Apple's GAAP results. A reconciliation of any GAAP and non-GAAP measures discussed will be posted on Apple's website at www.apple.com/investor. In connection with SEC rules on corporate disclosure, Apple is making this analyst call open to the media and general public by broadcasting the call live over the internet. With that, I'd like to turn the call over to Peter Oppenheimer for introductory remarks.

請注意，您將在本次電話會議中聽到的一些信息包括有關收入、毛利率、運營費用、資本化研發費用、其他收入和費用、稅收、每股收益、Apple 零售計劃、 iTunes 音樂商店、與 PowerPC G5 微處理器相關的製造問題以及未來的產品。實際結果或趨勢可能與我們的預測大相徑庭。如需更多信息，請參閱截至 2004 年 6 月 26 日的季度 Apple 最新的 10-Q 表格第 39 頁至第 48 頁。另請注意，今天電話會議中包含的任何非 GAAP 財務指標都應作為補充而不是在代替 Apple 的 GAAP 結果。所討論的任何 GAAP 和非 GAAP 措施的對賬將發佈在 Apple 網站 www.apple.com/investor 上。根據美國證券交易委員會關於公司披露的規定，蘋果正在通過互聯網直播此次電話會議，向媒體和公眾開放此次分析師電話會議。有了這個，我想把電話轉給彼得奧本海默做介紹性發言。

Thank you, Nancy. Thank you for joining us. We are pleased to report an outstanding quarter that exceeded our expectations. Revenue of 2.35 billion was up 37% year-over-year, and represented the highest fourth fiscal quarter revenue for Apple in 9 years. Net income was 106 million, or 26 cents per diluted share. These GAAP results include an after-tax restructuring charge of 4 million, or 1 cent per diluted share, primarily related to vacating some European sales office space, as previously indicated. Our results were driven by a second consecutive quarter of over 450,000 portable Mac shipments, extraordinary sales of over 2 million iPods, and strong performance from our retail and online stores, and our U.S. education channel. Operating margin increased to 5.4% from 1.8% in the year-ago quarter. Excluding the restructuring charge, operating margin was 5.7%, demonstrating the leverage in Apple's financial model that can be achieved as revenue grows.

謝謝你，南希。感謝您加入我們。我們很高興地報告一個超出我們預期的出色季度。收入為 23.5 億美元，同比增長 37%，是蘋果 9 年來第四財季的最高收入。淨收入為 1.06 億美元，或每股攤薄收益 26 美分。這些 GAAP 結果包括 400 萬美元的稅後重組費用，或稀釋後每股 1 美分，主要與騰出一些歐洲銷售辦公室空間有關，如前所述。我們的業績是由連續第二個季度超過 450,000 台便攜式 Mac 出貨量、超過 200 萬台 iPod 的非凡銷量以及我們的零售和在線商店以及我們的美國教育渠道的強勁表現推動的。營業利潤率從去年同期的 1.8% 增至 5.4%。不計重組費用，營業利潤率為 5.7%，表明蘋果財務模式的槓桿作用可以隨著收入的增長而實現。

I'd like to first talk about our Mac-based revenue, which consists of our Mac desktop and portable computers, the Mac OS X operating system, our expanding line of consumer and professional application software, and the support services, accessories, and peripherals that surround these products. We shipped 836,000 Macintosh units during the quarter, and Mac-based revenue was up 9% year-over-year. Overall unit shipments in revenue were constrained due to lower expected G5 microprocessor availability that adversely affected the number of PowerMacs and iMacs that we were able to ship. As a result, sell through of CPU units was greater than sell in during the quarter, causing ending channel inventory of total Mac units to fall below our minimum target of 4 weeks. Portable shipments grew a robust 44% from the year-ago quarter, and accounted for 54% of total Macs sold during the quarter. iBook shipments were up 74%, while PowerBook shipments were up 21%. We sold 385,000 desktop systems during the quarter, consisting of 156,000 PowerMacs, 56,000 flat panel iMacs, and 173,000 eMacs. While eMac unit sales were up 19% from the year-ago quarter, iMac and PowerMac sales were constrained due to the G5 processor supply.

我想先談談我們基於 Mac 的收入，其中包括我們的 Mac 台式機和便攜式計算機、Mac OS X 操作系統、我們不斷擴大的消費者和專業應用軟件系列，以及支持服務、配件和外圍設備圍繞這些產品。我們在本季度出貨了 836,000 台 Macintosh，基於 Mac 的收入同比增長 9%。由於預期的 G5 微處理器可用性較低，這對我們能夠發貨的 PowerMac 和 iMac 的數量產生了不利影響，因此收入的整體單位出貨量受到限制。因此，本季度 CPU 單元的銷售量大於銷售量，導致 Mac 單元的最終渠道庫存低於我們 4 週的最低目標。便攜式出貨量較去年同期增長 44%，佔該季度 Mac 總銷量的 54%。 iBook 出貨量增長 74%，而 PowerBook 出貨量增長 21%。我們在本季度售出了 385,000 台桌面系統，其中包括 156,000 台 PowerMac、56,000 台平板 iMac 和 173,000 台 eMac。雖然 eMac 的單位銷售額比去年同期增長了 19%，但 iMac 和 PowerMac 的銷售受到 G5 處理器供應的限制。

Now let me discuss our music-based revenue, which consists of the iPod and iPod mini portable digital music players and their accessories, as well as the iTunes online music service. Our music-based revenue grew 370%. We had an incredible quarter for iPods, shipping 2,016,000 units, 6 times as many as in the year-ago quarter, and over twice the number in the June quarter's volume. HP started selling iPods in September as planned, and accounted for about 6% of total iPods sold during the quarter. The international launch of the iPod mini, the introduction of the fourth generation iPod, the broader iPod channel, and better availability of critical components all contributed to the outstanding iPod quarter. The iPod has continued to gain market share and remains the number one selling MP3 player by an even-wider margin. The iTunes Music Store, with a catalog of over 1 million songs, continues to be the leading online music service, with more than a 70% share of U.S. legal downloads based on the latest information from Nielsen SoundScan. We are focused on broadening the availability of the iTunes Music Store, and expect to expand to additional European countries by the end of this month.

現在讓我談談我們的音樂收入，它包括 iPod 和 iPod mini 便攜式數字音樂播放器及其配件，以及 iTunes 在線音樂服務。我們基於音樂的收入增長了 370%。 iPod 的季度出貨量令人難以置信，出貨量為 2,016,000 台，是去年同期的 6 倍，是 6 月季度銷量的兩倍多。惠普按計劃於 9 月開始銷售 iPod，佔該季度 iPod 總銷量的 6% 左右。 iPod mini 的國際發布、第四代 iPod 的推出、更廣泛的 iPod 渠道以及關鍵組件的更佳可用性都促成了出色的 iPod 季度。 iPod 繼續獲得市場份額，並且仍然以更大的幅度成為銷量第一的 MP3 播放器。擁有超過 100 萬首歌曲目錄的 iTunes 音樂商店仍然是領先的在線音樂服務，根據來自 Nielsen SoundScan 的最新信息，其在美國合法下載量中的份額超過 70%。我們專注於擴大 iTunes Music Store 的可用性，並期望在本月底之前擴展到更多的歐洲國家。

The Apple retail stores had a terrific quarter. Retail segment revenue was 376 million, which represents an increase of over 100 million from the June quarter, and a 95% growth over the year-ago quarter. With an average of 81 stores open during the quarter, average quarterly revenue per store was 4.6 million, up from 3.1 million, in the year-ago quarter, a 48% increase. The retail store segment profit was 18 million, or 4.8% of retail revenue, again, demonstrating the leverage in Apple's financial model that is achievable through revenue growth. In addition, there were 68 million in manufacturing profit associated with the retail segment revenue. Traffic was very strong during the quarter, with 7.8 million people visiting our stores, translating into 7.4 thousand visitors per store, per week. This compares to 5.3 thousand visitors per store, per week in the year-ago quarter. We are looking forward to opening our first European store on Regent Street in London in November. The London store will represent our third international store, joining our stores in Tokyo and Osaka. We expect to open other stores in the U.K. and Japan later in the fiscal year. We opened 6 stores during the quarter, bringing the quarter-end total to 86, and expect to exit the calendar year with 100 stores. Later this week, we will be unveiling an entirely new retail design for a store that is half the size of our smallest store today to date. The new store -- the new store's small size will allow it to be placed in a variety of interesting new locations to introduce Apple's innovative products to even more customers. We will be opening our first 6 mini stores this Saturday across the U.S.

蘋果零售店的季度業績非常好。零售業務收入為 3.76 億，比 6 月當季增加 1 億多，比去年同期增長 95%。本季度平均有 81 家門店開業，每家門店的平均季度收入為 460 萬，高於去年同期的 310 萬，增長 48%。零售店部門利潤為 1800 萬美元，佔零售收入的 4.8%，再次證明了蘋果財務模式的槓桿作用可以通過收入增長來實現。此外，與零售部門收入相關的製造利潤為 6800 萬美元。本季度的客流量非常強勁，有 780 萬人訪問我們的商店，這意味著每家商店每周有 7400 名訪客。相比之下，去年同期每家商店每周有 5300 名訪客。我們期待著 11 月在倫敦攝政街開設我們的第一家歐洲商店。倫敦店將代表我們的第三家國際店，加入我們在東京和大阪的商店。我們預計本財年晚些時候將在英國和日本開設其他商店。我們在本季度開設了 6 家門店，使季度末總數達到 86 家，預計在日曆年結束時將有 100 家門店。本週晚些時候，我們將推出全新的零售店設計，該店的面積只有我們迄今為止最小的商店的一半。新店——新店的小規模使其可以放置在各種有趣的新地點，向更多客戶介紹 Apple 的創新產品。我們將於本週六在美國開設前 6 家迷你商店。

Results from our U.S. education channel were extremely positive. Overall, CPU units were up 19% year-over-year. Revenue was up 21%, making it Apple's biggest education quarter in over 4 years. Our K-12 business turned in a very strong result considering the weak funding environment, achieving revenue growth of over 9% year-over-year. We are very pleased with the results of our K-12 business and believe that our focus on delivering the best one-to-one solutions is the driving force behind this growth. Higher education sales grew 34% year-over-year. We had a very successful back-to-school selling season with high demand for our portables. In terms of geographic performance, revenue in Europe was up 31% year-over-year, while revenue in the Americas, excluding the retail segment, was up 29%. Combining the America segment results with U.S. sales from the retail segment, it was a year-over-year increase of 39%. Revenue in the Japan segment was up 2% year-over-year. Combining the Japan segment results with sales from our 2 Japan-based retail stores yields a 12% year-over-year increase.

我們美國教育頻道的結果非常積極。總體而言，CPU 單元同比增長 19%。收入增長了 21%，成為蘋果 4 年來最大的教育季度。考慮到資金環境疲軟，我們的 K-12 業務取得了非常強勁的業績，收入同比增長超過 9%。我們對 K-12 業務的結果感到非常滿意，並相信我們專注於提供最佳的一對一解決方案是這一增長的驅動力。高等教育銷售額同比增長 34%。我們有一個非常成功的返校銷售季節，對我們的便攜式設備的需求很高。在地域表現方面，歐洲的收入同比增長 31%，而美洲（不包括零售部門）的收入增長 29%。將美國分部的業績與美國零售分部的銷售額相結合，同比增長 39%。日本分部的收入同比增長 2%。將日本分部的業績與我們 2 家日本零售店的銷售額相結合，同比增長 12%。

Gross margin was 27%, consistent with guidance. Excluding the pre-tax restructuring charge of 5 million, operating expense was 501 million, about 16 million higher than expected, primarily due to variable selling expenses associated with the higher-than-expected revenue. OI&E was 19 million, 4 million higher than guidance, primarily due to higher-than-expected yields on our cash investments. The tax rate for the quarter was 28%, as expected. In terms of the balance sheet, cash was 5.464 billion, up almost 500 million, sequentially. The cash growth reflects continued strong asset management and contributions from operating income, as well as proceeds from employee stock option exercises, which were approximately 108 million, excluding related tax benefits during the quarter. Total capital expenditures for the quarter were 59 million, including 35 million for our retail initiative. For the full fiscal year, capital expenditures totaled 176 million, of which 104 million was for retail.

毛利率為 27%，與指引一致。剔除稅前重組費用 500 萬，營業費用為 5.01 億，比預期高約 1600 萬，主要是由於與高於預期的收入相關的可變銷售費用。 OI&E 為 1900 萬，比指引高 400 萬，主要是由於我們的現金投資收益率高於預期。正如預期的那樣，本季度的稅率為 28%。資產負債表方面，現金為54.64億，環比增加近5億。現金增長反映了持續強勁的資產管理和營業收入的貢獻，以及員工股票期權行使的收益，大約為 1.08 億，不包括本季度的相關稅收優惠。本季度的總資本支出為 5900 萬，其中 3500 萬用於我們的零售計劃。整個財年，資本支出總計 1.76 億美元，其中 1.04 億美元用於零售。

Looking ahead to the December quarter, I'd like to review our outlook, which includes the types of forward-looking information that Nancy referred to at the beginning of the call. For the quarter, we are targeting a revenue between 2.8 and 2.9 billion, and diluted earnings per share, of 39 to 42 cents. We expect gross margin to be about 27.25%. We expect OpEx to be about 560 to $570 million. The projected OpEx does not include 15 million of capitalized costs related to the development of Mac OS X Tiger. We expect OI&E to be about 22 million, and we expect the tax rate to be 28%.

展望 12 月季度，我想回顧一下我們的前景，其中包括南希在電話會議開始時提到的前瞻性信息類型。本季度，我們的目標是收入在 2.8 到 29 億之間，每股攤薄收益為 39 到 42 美分。我們預計毛利率約為 27.25%。我們預計運營支出約為 560 至 5.7 億美元。預計的運營支出不包括與 Mac OS X Tiger 開發相關的 1500 萬資本化成本。我們預計 OI&E 約為 2200 萬，我們預計稅率為 28%。

In conclusion, 2004 was a very strong year for Apple. Net income quadrupled to 276 million, and revenue grew 33% to over 8 billion, Apple's highest annual revenue in eight years. We believe the investments we have made in our innovative products and distribution channels, especially our own retail and online stores, are starting to pay off, through higher revenue and expanding operating margins. We are looking forward to a very exciting holiday quarter. We just started shipping the new iMac G5, and it's off to a great start. And as always, there is more exciting product news to come. And with that, I'd like to open the call to questions.

總之，2004 年對 Apple 來說是非常強勁的一年。淨收入翻了兩番，達到 2.76 億，收入增長 33%，超過 80 億，是蘋果八年來的最高年收入。我們相信，我們對創新產品和分銷渠道的投資，尤其是我們自己的零售和在線商店，通過更高的收入和不斷擴大的營業利潤率開始獲得回報。我們期待著一個非常激動人心的假期。我們剛剛開始發售新的 iMac G5，這是一個良好的開端。與往常一樣，還有更多令人興奮的產品新聞。有了這個，我想打開提問電話。

Thank you, sir. Today's question-and-answer session will be conducted electronically. If you'd like to ask a question, please signal by pressing the star key, followed by the digit 1 on your touch-tone telephone. If are you using a speaker phone, please make sure that you do turn off your mute button to ensure that our equipment can reach your signal. We will come to you in the order that you signal, and we will take as many questions as time permits. Again, that is star, 1 on your touch-tone telephone to signal with a question, and we'll pause for just a moment to assemble our roster. We'll take our first question from Kevin Hunt with Thomas Weisel Partners.

謝謝你，先生。今天的問答環節將以電子方式進行。如果您想提問，請按星號鍵，然後按您的按鍵式電話上的數字 1。如果您使用免提電話，請確保您關閉靜音按鈕，以確保我們的設備可以接收到您的信號。我們將按照您發出信號的順序來找您，我們將在時間允許的情況下回答盡可能多的問題。再一次，那是星號，在您的按鍵式電話上按 1 表示問題，我們將暫停片刻以整理我們的名單。我們將回答凱文·亨特和托馬斯·韋塞爾合夥人的第一個問題。

Hi, thank you. A couple of questions. One, on the iTunes, can you give us what the total is, to date, of iTunes? And also, you can make some more comments about, you know, there's a lot more competition coming into that market, and there has been some discussion, obviously, of some companies trying to, you know, hack your software, for lack of a better word. Can you, maybe, talk about what you, kind of, see in the future there of, kind of, getting more standards on the music player side of things?

嗨，謝謝你。幾個問題。一，在 iTunes 上，你能告訴我們 iTunes 的總數是多少嗎？而且，你可以發表更多評論，你知道，這個市場有更多的競爭，顯然，有一些公司試圖，你知道，破解你的軟件，因為缺乏更好的詞。你能不能談談你在未來看到什麼，在音樂播放器方面獲得更多標準？

Sure. As regards iTunes, we're very pleased with our sales, we've got about 70% market share in the U.S. We're the leading provider in Europe. And we will be opening more stores in more European countries by the end of the month. And we'll, from time to time, release music sales as we cross major milestones. On terms of MP3 players, you know, we're always concerned about real or potential competition. But in this case, we're in pretty good competitive position. We've got about 65% share, according to MPD in the U.S. And we're widely recognized as the market leader and innovator. We're making big investments in both engineering and marketing, and expect to stay in the lead.

當然。至於 iTunes，我們對我們的銷售非常滿意，我們在美國擁有約 70% 的市場份額。我們是歐洲領先的供應商。到本月底，我們將在更多歐洲國家開設更多門店。當我們跨越主要里程碑時，我們將不時發布音樂銷售。就 MP3 播放器而言，你知道，我們總是關心真正的或潛在的競爭。但在這種情況下，我們處於相當好的競爭地位。根據美國 MPD 的數據，我們擁有約 65% 的份額。我們被公認為市場領導者和創新者。我們在工程和營銷方面進行了大量投資，並希望保持領先地位。

Any thoughts in terms of standards developing over time or -- ?

關於隨著時間發展的標準的任何想法或 - ？

Well, we're just really focused on developing more great innovation and features into the iTunes Music Store and the iPod. As I said, the iPod has 65% share of -- in the U.S. of all MP3 players, it's actually over 90% for hard drive players, and it connects to the iTunes Music Store, and we've got over 70% market share. So, we're just really going to focus on making those 2 solutions greater and greater.

好吧，我們只是真正專注於為 iTunes Music Store 和 iPod 開發更多偉大的創新和功能。正如我所說，iPod 在美國所有 MP3 播放器中佔有 65% 的份額，實際上超過 90% 用於硬盤播放器，它連接到 iTunes 音樂商店，我們擁有超過 70% 的市場份額.因此，我們將真正專注於使這兩個解決方案越來越強大。

All right. Thanks.

好的。謝謝。

Thanks, Kevin. Could we have the next question, please?

謝謝，凱文。請問下一個問題好嗎？

Yes, ma'am. We will take our next question from Richard Gardner with Smith Barney.

是的女士。我們將回答理查德加德納和史密斯巴尼的下一個問題。

Okay, thank you. A couple of questions. First, Peter, could you discuss the impact of air freight on your gross margins in the third calendar quarter if it was material, and whether you expect that to continue into December? And then, also, maybe, just give us an update on both the processor and the 1-inch drive constraints, where you think you are, and when you expect supply/demand in those areas to come into balance.

好的謝謝你。幾個問題。首先，彼得，您能否討論一下空運對您第三季度毛利率的影響，如果它很重要，您是否預計這種情況會持續到 12 月？然後，也許，只需向我們提供有關處理器和 1 英寸驅動器限制的更新，您認為自己在哪裡，以及您預計這些領域的供需何時達到平衡。

Sure. I'll take your first question, and then have your second question answered by Tim. We did air freight all of the new iMac G5s that we shipped in our fourth quarter, and plan to air freight the ones that we will ship in the December quarter. And that was built into our September quarter guidance, and it is built into the guidance I gave you for the fourth -- or for the fourth calendar quarter.

當然。我會回答你的第一個問題，然後讓蒂姆回答你的第二個問題。我們空運了我們在第四季度發貨的所有新 iMac G5，併計劃空運我們將在 12 月季度發貨的那些。這已納入我們 9 月季度的指導中，並且已納入我給您的第四季度或第四季度的指導中。

All right, Rich, it's Tim. On the -- on the G5, for Q4, all models of the PowerMac and the iMac were constrained due to the lower-than-anticipated supply that Peter spoke about in his opening comments. As you know, we had expected the PowerMac dual 1.8 and 2.0 configurations to reach a supply-demand balance in August, but that did not happen due to yield issues. We had expected the PowerMac 2.5 to be short during the quarter and the iMac to be short during the quarter, but the supply of both of those was were also less than we'd anticipated. However, we did ship more G5 systems in August than we had shipped in July. And in September, we shipped twice as many as we had the combined total of July and August. And so that has given us confidence that this quarter will be materially better. During Q1, we expect to achieve a supply-demand balance on every G5 model that we ship, of PowerMac and iMac, with the possible exception of the 2.5 gigahertz PowerMac. While we're certain that the 2.5 gigahertz supply will improve significantly, we may remain constrained throughout the quarter on that model. On the 1.8-inch drive, you can see from our results that we had a phenomenal order on iPod, similar to the G5 in some respects. We shipped more in August than July. We also shipped more in September than August. We are confident that we'll achieve a marked increase in the overall supply during Q1, but frankly, the demand on this is very difficult to call. It -- it has been, you know, amazing, as I've said before, in the previous call. And so I don't want to predict that supply and demand balance. But I am confident that the supply will be -- we'll have a marked increase.

好的，Rich，是蒂姆。在 G5 上，對於第四季度，PowerMac 和 iMac 的所有型號都受到限制，因為 Peter 在開場評論中談到的供應低於預期。如您所知，我們曾預計 PowerMac 雙 1.8 和 2.0 配置將在 8 月份達到供需平衡，但由於產量問題，這並未發生。我們曾預計 PowerMac 2.5 在本季度會出現短缺，而 iMac 在本季度會出現短缺，但兩者的供應量也低於我們的預期。然而，我們在 8 月份出貨的 G5 系統確實比 7 月份出貨的多。 9 月，我們的發貨量是 7 月和 8 月總和的兩倍。因此，這讓我們相信本季度會在實質上變得更好。在第一季度，我們希望在我們發貨的每一款 G5 機型上實現供需平衡，包括 PowerMac 和 iMac，可能除了 2.5 GHz 的 PowerMac。雖然我們確信 2.5 GHz 的供應將顯著改善，但我們可能會在整個季度內對該模型保持限制。在 1.8 英寸驅動器上，您可以從我們的結果中看到，我們在 iPod 上的訂單非常驚人，在某些方面與 G5 相似。我們 8 月的出貨量比 7 月多。我們在 9 月的出貨量也比 8 月多。我們有信心在第一季度實現整體供應的顯著增長，但坦率地說，這方面的需求很難確定。它——你知道，正如我之前所說，在之前的電話會議中，它非常棒。所以我不想預測供需平衡。但我相信供應量將會——我們將顯著增加。

Two followups, if I can, I don't suppose if you'd be willing to give us a breakout of mix of mini versus classic iPod. And then, secondly, Peter, would you be willing to quantify a little more specifically what the gross margin impact was of the air freight?

兩個後續，如果可以的話，我不認為你是否願意給我們一個迷你 iPod 和經典 iPod 混合的突破。其次，彼得，您是否願意更具體地量化空運對毛利率的影響？

We, for competitive reasons, do not want to break out the mix of the various iPods. And the air freight impacted us, you know, likely to the tune of 40 to 50 dollars, about that range, per unit to air freight it.

出於競爭原因，我們不想打破各種 iPod 的組合。你知道，空運對我們的影響可能在 40 到 50 美元左右，大約在這個範圍內，每單位空運它。

Okay. All right. Thank you.

好的。好的。謝謝你。

Thanks, Rich. Could we have the next question, please?

謝謝，里奇。請問下一個問題好嗎？

We'll go next to Rebecca Runkle with Morgan Stanley.

我們將與摩根士丹利一起去 Rebecca Runkle。

Good afternoon, thanks. Can you hear me?

下午好，謝謝。你能聽到我嗎？

Yes.

是的。

Okay, great. I have just a couple of questions. First, on the inventory levels, Peter, you commented about being below where you want on the G5. Our research would suggest that you were also low late in the quarter on the other CPUs as well. I'm just curious if were you able to ship late in the quarter to get inventories back up to where you'd like for the other CPUs, or if you have lower than you'd like to see inventories going into the fourth quarter as well?

好，太棒了。我只有幾個問題。首先，關於庫存水平，彼得，你評論說 G5 低於你想要的水平。我們的研究表明，您在本季度末的其他 CPU 上也處於低位。我只是想知道您是否能夠在本季度末發貨以使庫存恢復到您希望其他 CPU 達到的水平，或者您是否能夠看到進入第四季度的庫存低於您的預期出色地？

I don't want to talk specifically about individual product lines. Our CPU inventory was overall in about the mid three-week range. And that was driven by the microprocessor constraint on the new iMac and on the G5 PowerMacs.

我不想專門談論個別產品線。我們的 CPU 庫存總體在大約三週的中間範圍內。這是由新 iMac 和 G5 PowerMac 上的微處理器限制所驅動的。

Okay. So no -- you know, from that standpoint, I just want to make sure I'm understanding correctly, not suggesting that there are inventory issues on other products.

好的。所以不 - 你知道，從這個角度來看，我只是想確保我理解正確，而不是暗示其他產品存在庫存問題。

No, no. We -- we ended the other products within our normal range.

不，不。我們——我們在正常範圍內結束了其他產品。

And then from a broader strategic question, if I look at your notebook share, and this is just taking U.S.-based retail scanner data, but if I look at your notebook share, it's been tracking considerably higher than desktop share, I think, for obvious reason, given the product refreshes that you've had. Is there -- as we think about that, given how much traction you have with the iMac, that you've just introduced, is there any conceptual reason why we shouldn't see the desktop shares start to migrate toward the desktop share that we've seen over the last four quarters?

然後從一個更廣泛的戰略問題來看，如果我查看您的筆記本電腦份額，這只是獲取基於美國的零售掃描儀數據，但如果我查看您的筆記本電腦份額，我認為它的追踪率遠高於台式機份額，因為顯而易見的原因，考慮到您所擁有的產品更新。有沒有——正如我們考慮的那樣，考慮到你剛剛介紹的 iMac 有多大的吸引力，是否有任何概念上的理由讓我們不應該看到桌面共享開始向我們的桌面共享遷移過去四個季度都見過嗎？

I'm sorry, see it migrate to our prior -- ?

對不起，看到它遷移到我們之前的——？

Toward the notebook share. So you've got a significantly greater notebook share, let's say 6 to 8% --

向著筆記本分享。所以你的筆記本電腦份額要大得多，比如說 6% 到 8%——

Right.

正確的。

-- versus 3 to 4 in desktops. And given the iMac and the traction that you're seeing, just conceptually why wouldn't we see the desktop share start to migrate up towards the notebook?

- 與台式機中的 3 到 4 相比。鑑於 iMac 和您所看到的牽引力，從概念上講，為什麼我們不會看到桌面份額開始向筆記本電腦遷移？

Well I don't want to make any predictions about individual products. We're very excited about the -- the new iMac. It is off to a great start. We ended the quarter with a significant backlog, and we're very happy with the reviews that it's getting. As an example, Walt Mossberg in the Journal just a couple of weeks ago called it the most elegant computer he's ever used. And we just couldn't be happier with customer response, and we will report to you on how sales go each quarter.

好吧，我不想對個別產品做出任何預測。我們對新的 iMac 感到非常興奮。這是一個很好的開始。我們在本季度結束時積壓了大量工作，我們對收到的評論感到非常滿意。例如，就在幾週前，沃爾特·莫斯伯格在《華爾街日報》上稱其為他用過的最優雅的計算機。而且我們對客戶的反應非常滿意，我們將向您報告每個季度的銷售情況。

Okay. And just one last thing, this is somewhat off topic, but topical nonetheless, given the changes in the American Jobs Act and that being passed into law, any new commentary or perspective given your large cash balance overseas in terms of repatriating that cash?

好的。最後一件事，這有點離題，但鑑於美國就業法案的變化以及該法案已通過成為法律，考慮到您在海外匯回現金方面的大量現金餘額，有什麼新的評論或觀點嗎？

You know, the Act I think is just made it through both sides of the aisle and it is on its way to the President's desk, and if and when he signs it into law, we will sit with our tax advisors and see how it might benefit Apple.

你知道，我認為該法案剛剛通過過道的兩側，它正在送到總統的辦公桌上，如果他簽署成為法律，我們將與我們的稅務顧問坐在一起，看看它會如何讓蘋果受益。

Great. Thank you, very much.

偉大的。非常感謝。

Thanks, Rebecca. Could we have the next question, please?

謝謝，麗貝卡。請問下一個問題好嗎？

We will go next to Shannon Cross with Cross Research.

我們將與 Cross Research 一起前往 Shannon Cross。

Good afternoon. A question on HP and the iPod. I'm curious how you're feeling in terms of the roll-out of the iPod from HP's standpoint. I think if I did the math right, you put in about 120,000 units through the HP channel during the quarter. You know, how far along are you in terms of rolling it out domestically? And then if you can talk any more about the international roll-out?

下午好。關於 HP 和 iPod 的問題。我很好奇您對惠普推出 iPod 的感受。我認為，如果我計算正確，您在本季度通過 HP 渠道投放了大約 120,000 台設備。你知道，你在國內推廣方面走了多遠？然後，您能否再談談國際推廣？

Shannon, this is Tim. HP decides where they sell the Apple iPod from HP. And so that question would be a better question for HP. I would point out that they are shipping the iTunes client in every consumer desktop and notebook around the world, and so we're getting fantastic distribution of the iTunes client. And, you know, we continue to be very pleased that HP has selected the iPod and the Music Store and are standing with us with these products.

香農，這是蒂姆。惠普決定從惠普那裡銷售 Apple iPod。所以這個問題對惠普來說是一個更好的問題。我要指出的是，他們在世界各地的每個消費者台式機和筆記本電腦中都提供了 iTunes 客戶端，因此我們正在獲得 iTunes 客戶端的出色分發。而且，您知道，我們很高興惠普選擇了 iPod 和 Music Store，並與我們站在一起提供這些產品。

Okay. And then a question with regard to costs going forward, there's obviously a substantial leverage with, you know, with the iPod, how should we think about your SG&A costs? You know, you've held them down quite well, you know, as we move into fiscal '05, is there any additional costs that may pop up that you think about? You know, greater marketing campaigns, or are you pretty happy with the current state of your advertising and marketing budget?

好的。然後是一個關於未來成本的問題，顯然有很大的影響力，你知道，對於 iPod，我們應該如何考慮你的 SG&A 成本？您知道，您已經很好地控制了它們，您知道，隨著我們進入 05 財年，您是否會想到任何額外的成本？你知道，更大的營銷活動，或者你對你的廣告和營銷預算的當前狀態很滿意？

Well, let me just answer that question, but then I'd like to expound a little bit on our business model. We're going to continue to invest in advertising and other direct sales and marketing programs to grow our business. As I -- I think about the model, we don't want to provide guidance beyond the next quarter, but it would be my objective to see revenue grow at about 15%, in terms of gross margin. We'd like to see that stay in the 27 to 28% range. However, it's important to understand that there are positive and negative factors that will affect gross margin. In general, we have 2 positive vectors for gross margin, and 1 negative one. The first positive vector is our growing direct business, where we retain the channel margin and tend to sell up the line and attach more. The second positive vector is our growing portfolio of Apple-branded software, where the gross margins are quite high. On the negative side, is our hardware business, and I put the iPod in there as well, where pricing is very competitive. From an OpEx perspective, we'd like to see OpEx grow at about 50 to 60% of our revenue growth rate, and this is what is driving the leverage into our model. And from an operating perspective, operating margin perspective, as a percent of revenue, I'd like to see it about 6% as we get over 10 billion in revenue, and about 7% as we get over 11 billion. And we will just, Shannon, continue to make the investments necessary in the business to grow the top line, because that's really where the leverage in our business is coming from.

好吧，讓我來回答這個問題，然後我想稍微解釋一下我們的商業模式。我們將繼續投資於廣告和其他直接銷售和營銷計劃，以發展我們的業務。當我考慮模型時，我們不想在下一季度之後提供指導，但我的目標是看到收入增長約 15%，就毛利率而言。我們希望看到保持在 27% 到 28% 的範圍內。但是，重要的是要了解影響毛利率的積極和消極因素。一般來說，我們有 2 個毛利率的正向量和 1 個負向量。第一個積極的向量是我們不斷增長的直接業務，我們保留了渠道利潤，並傾向於出售產品線並增加附加值。第二個積極因素是我們不斷增長的蘋果品牌軟件組合，其毛利率相當高。不利的一面是我們的硬件業務，我也把 iPod 放在了那裡，那裡的定價非常有競爭力。從運營支出的角度來看，我們希望運營支出以我們收入增長率的 50% 到 60% 左右增長，這就是推動我們模型中的槓桿作用的原因。從運營的角度來看，從運營利潤率的角度來看，作為收入的百分比，我希望看到它在收入超過 100 億時約為 6%，在收入超過 110 億時約為 7%。香農，我們將繼續對業務進行必要的投資以增加收入，因為這確實是我們業務槓桿的來源。

Okay. Great. Thanks.

好的。偉大的。謝謝。

Thank you, Shannon. Could we have the next question, please?

謝謝你，香農。請問下一個問題好嗎？

We will go next to Joel Wagonfeld with First Albany.

我們將與 First Albany 一起前往 Joel Wagonfeld 旁邊。

Thanks, very much. Two-part question on the iPods. Because you mentioned you had a number of things going for you this quarter, in terms of the iPod volumes, the HP channel fill, the -- the, kind of, demand for the mini, and the new product rollout, should we think about this new 2 million, kind of, watermark as resetting the run rate expectations here, or was it more, kind of, those one-time factors and it's really just going to be the holiday season, seasonality next quarter? And then secondly, on iPod mini margins, I'm just wondering with improvements in the constraints on the components, is there any reason to expect that margins might improve there? Or is the deal that you got when you committed to volumes originally, kind of, as good as it gets in terms of the gross margin on the minis?

非常感謝。關於 iPod 的兩部分問題。因為你提到本季度你有很多事情要做，比如 iPod 的容量、HP 渠道填充、對 mini 的需求以及新產品的推出，我們是否應該考慮一下這個新的 200 萬，有點，水印在這裡重置了運行率預期，或者更多的是，那些一次性因素，它真的只是假期季節，下個季度的季節性？其次，關於 iPod mini 的利潤率，我只是想知道，隨著組件限制的改進，是否有理由期望利潤率可能會提高？還是你最初承諾銷量時得到的交易，就迷你車的毛利率而言，是不是一樣好？

Joel, let me start with your second question, and then I'll come back to your first, and Tim may want to add some to the first. In terms of the iPod margins, I don't want to give specific margins on that product line, given the competitive nature in the MP3 player space right now. However, in the September quarter, we were close to the previous 20% that I spoke about, and I'll give you a general update in January on how the December quarter went. In terms of future sales, we don't provide specific product-line guidance, but as I think Tim commented earlier, we would expect to see a marked increase in the December quarter in terms of unit shipments.

Joel，讓我從你的第二個問題開始，然後我會回到你的第一個問題，Tim 可能想在第一個問題上添加一些內容。鑑於目前 MP3 播放器領域的競爭性質，就 iPod 利潤而言，我不想給出該產品線的具體利潤。但是，在 9 月季度，我們接近我之前談到的 20%，我將在 1 月份向您提供有關 12 月季度的總體更新情況。在未來的銷售方面，我們沒有提供具體的產品線指導，但正如我認為蒂姆早些時候評論的那樣，我們預計 12 月季度的單位出貨量將顯著增加。

Yeah, Joel, I would just point out that the -- as Peter said in his opening comments, the HP channel field, I think as you called it, was only 6% of the 2 million. And so, you know, I wouldn't -- I wouldn't paint it as a one-time kind of event. What we saw when we launched internationally at the end of July, and we had postponed that 90 days, as you recall, was, you know, staggering demand internationally. And still, at the end of the quarter, we saw significant backlogs in virtually every country. Now, that said, we are not in the prediction of demand at the individual level, and it's been very difficult to predict demand on here. What I am comfortable with saying is that there will be a marked increase in supply in our -- in our Q1.

是的，喬爾，我只想指出——正如彼得在他的開場評論中所說，惠普渠道領域，我認為正如你所說的那樣，僅佔 200 萬的 6%。所以，你知道，我不會——我不會把它描繪成一次性的事件。我們在 7 月底在國際上推出時所看到的，我們已經推遲了 90 天，你還記得，你知道，國際上的需求是驚人的。儘管如此，在本季度末，我們幾乎在每個國家都看到了大量的積壓訂單。現在，也就是說，我們不在個人層面預測需求，而且在這裡預測需求非常困難。我可以說的是，在我們的第一季度，我們的供應將顯著增加。

Thanks very much.

非常感謝。

Thank you, Joel. Could we have the next question, please?

謝謝你，喬爾。請問下一個問題好嗎？

And we'll go next to Gene Munster with Piper Jaffray.

我們將與 Piper Jaffray 一起前往 Gene Munster。

Hey, good afternoon, and congratulations. In terms of the -- just a carry over effect, I guess, on the iPod, the question that gets asked every quarter, any just generic thoughts on that? And second is, in terms of your core CPU business, and second, maybe you could talk a little bit about just general branding strategies to try to get -- accelerate that carry-over effect going into the holidays?

嘿，下午好，祝賀你。就 iPod 上的一個延續效應而言，我猜是每個季度都會被問到的問題，對此有什麼一般性的想法嗎？第二，就您的核心 CPU 業務而言，第二，也許您可以談談一般品牌戰略，以嘗試獲得 - 加速這種結轉效應進入假期？

Sure, Gene, we continue to believe that the success we're having in iPod is translating into the computer business. One of the reasons I think our retail stores did so well, up, sequentially 100 million year-over-year, was not only the iPod sales, but the halo-effect with computer sales. And Ron attributes a lot of the increase in traffic that he has seen, not only to the great retail strategy in terms of where we decided to put stores, how attractive they are, and a great service culture that he's built within them, but the halo that music is having over the computer business. And we ran for the second year in a row our promotion where you -- if you bought an iPod and a qualifying portable, we'd send you $100 rebate, and that went very, very well, not only in our stores, but I think in the education business, as well.

當然，吉恩，我們仍然相信我們在 iPod 上取得的成功正在轉化為計算機業務。我認為我們的零售店表現如此出色的原因之一，同比增長 1 億，不僅是 iPod 的銷售，還有電腦銷售的光環效應。羅恩將他所看到的客流量增長歸功於偉大的零售戰略，我們決定在哪裡開設商店，它們的吸引力，以及他在其中建立的良好服務文化，但音樂對計算機業務的影響。我們連續第二年進行促銷活動，如果您購買了 iPod 和符合條件的便攜式設備，我們會給您 100 美元的回扣，而且效果非常非常好，不僅在我們的商店，而且我想想教育行業，也是如此。

Is there any way to just quantify the halo effect?

有沒有辦法量化光環效應？

We continue to sell, still in our retail stores today, close to 50% of computer sales are to people that are either buying the PC for the first time are or new to Mac. And I would think that over 3 years into our retail venture, that that number would go down, but it seems to stay, you know, in the mid 40 to 50% range. And I think one of the big reasons is the halo effect that the iPod and music is having.

我們繼續銷售，今天仍然在我們的零售店中，將近 50% 的電腦銷售是面向第一次購買 PC 或剛接觸 Mac 的人。而且我認為，在我們的零售業務開展 3 年多之後，這個數字會下降，但它似乎保持在 40% 到 50% 的中間範圍內。我認為其中一個重要原因是 iPod 和音樂所產生的光環效應。

Just in terms of the kind of advertising campaign, to try to draw that connection?

就那種廣告活動而言，試圖建立這種聯繫？

I think you will continue to see great advertising from us this holiday quarter. We're very excited about the campaign that we just started last night, featuring U2. And I think that you will see Apple and U2 working together on some other things in the coming weeks.

我想你會在這個假期繼續看到我們的精彩廣告。我們對昨晚剛剛開始的以 U2 為特色的活動感到非常興奮。我認為你會在接下來的幾週內看到 Apple 和 U2 在其他一些事情上合作。

But it doesn't sound like that's going to be, necessarily, a direct tie between the iPod and maybe the iMac?

但這聽起來不一定是 iPod 和 iMac 之間的直接聯繫？

We -- we -- you know, I think there is a good tie between the success we're having with music. You may have seen some ads where we're associating the new iMac with the iPod, and the great design of both, as an example.

我們——我們——你知道，我認為我們在音樂方面取得的成功之間有著很好的聯繫。您可能已經看過一些廣告，其中我們將新 iMac 與 iPod 相關聯，並以兩者的出色設計為例。

And just one follow-up question, in terms of, I guess, people having problems with the iPod and turning those in for, kind of, rebates or getting their warrantees fulfilled, any issues in terms of that creeping up as the number of iPods escalates -- just the factory costs on those?

還有一個後續問題，我猜，人們在使用 iPod 時遇到問題，然後將這些問題上交，以尋求回扣或履行他們的保證，任何與 iPod 數量有關的問題升級——只是那些的工廠成本？

We are very confident in the iPods that we're shipping, and I'm not aware of any problems of that nature.

我們對我們出貨的 iPod 非常有信心，我不知道有任何這種性質的問題。

Great. Thank you.

偉大的。謝謝你。

Thanks, Gene. Could we have the next question, please?

謝謝，吉恩。請問下一個問題好嗎？

Yes, ma'am. We'll go next to Steve Milunovich with Merrill Lynch.

是的女士。我們將與美林證券一起去史蒂夫米盧諾維奇旁邊。

Thank you. Sorry about that. Could you comment on your, kind of, corporate PC demand in the desktop publishing space? And it's a little hard to tell what's going on given the chip constraints, but, you know, do you feel like we're seeing acceleration in the cycle there? And then also, maybe, comment overall on your PC pricing strategy. The iMac looks, you know, fairly aggressively price relative to the Windows world. Some reviewers still say, boy, if Apple had a $500 computer, they'd be doing great-guns business. What is your view on that?

謝謝你。對於那個很抱歉。您能否評論一下您在桌面出版領域的企業 PC 需求？考慮到芯片的限制，很難說出發生了什麼，但是，你知道，你覺得我們看到那裡的周期加速了嗎？然後，也許還可以對您的 PC 定價策略進行整體評論。 iMac 看起來，你知道，相對於 Windows 世界來說，它的價格相當激進。一些評論者仍然說，天哪，如果蘋果有一台 500 美元的電腦，他們就會做大槍生意。你對此有何看法？

Steve, I'll take the first point. In the -- it is difficult, as you said, to make definitive statements about the pro markets because of the constraint. However, in general, we continue to see strength in the video vertical and the Citech verticals. Video was further fueled during the Q4 period by the launch of Motion, which is our latest video app. We believe that our -- the recent release that happened in October of our new audio apps, Logic Pro 7 and Logic Express, will similarly stimulate some CPU sales in the audio vertical markets for Q1. The D&P vertical did show some signs of improvement in some channels last quarter. But frankly, with the constraint and it's just too early to call that a trend at this point.

史蒂夫，我將採取第一點。正如您所說，由於限制，很難對專業市場做出明確的陳述。然而，總的來說，我們繼續看到視頻垂直和 Citech 垂直的實力。第四季度，我們最新的視頻應用 Motion 的推出進一步推動了視頻的發展。我們相信，我們最近在 10 月份發布的新音頻應用程序 Logic Pro 7 和 Logic Express 將同樣刺激第一季度音頻垂直市場的一些 CPU 銷售。上個季度，D&P 垂直領域的某些渠道確實顯示出一些改善的跡象。但坦率地說，在限制條件下，此時稱其為趨勢還為時過早。

And Steve, in terms of our pricing, I feel very good about where each of our product lines are priced, not only iMac, but the -- I think our portables are very competitively priced, and the PowerMac, for its feature and performance, I think is very appropriately priced as well. To date, we have chosen to not compete in the sub-$800 desktop market, and have put that R&D investment in expanding our products in the music area, in software, and in hardware. And I think that's really driven great top-line and bottom-line growth to the Company.

史蒂夫，就我們的定價而言，我對我們每條產品線的定價感到非常滿意，不僅是 iMac，而且——我認為我們的便攜式設備的價格非常具有競爭力，而 PowerMac 的功能和性能，我認為價格也非常合適。迄今為止，我們選擇不在 800 美元以下的台式機市場競爭，並將研發投資用於擴展我們在音樂領域、軟件和硬件方面的產品。我認為這確實為公司帶來了巨大的收入和利潤增長。

Do you expect any likely success in the traditional corporate space given the virus problems? obviously AT&T is apparently testing your system along with Linux, but is that -- is that likely just to be fringe, or could it actually become meaningful some day?

鑑於病毒問題，您預計傳統企業領域可能會取得成功嗎？顯然 AT&T 顯然正在測試你的系統和 Linux，但那可能只是邊緣，還是有一天它真的變得有意義？

We have set up a relatively small direct sales force, and we're working through the channel in order to discuss and sell units into spaces that are interested in virus and security, but its too early to tell what size that opportunity is.

我們已經建立了一個相對較小的直銷隊伍，我們正在通過渠道討論和銷售單位到對病毒和安全感興趣的空間，但現在判斷這個機會有多大還為時過早。

Thank you.

謝謝你。

Thanks, Steve. Could we have our next question please?

謝謝，史蒂夫。我們可以問下一個問題嗎？

We'll go next to Harry Blount with Lehman Brothers.

我們將和雷曼兄弟一起去哈利布朗特旁邊。

Hi, guys. Just wanted to probe the guidance a little bit more. Just trying to understand a little bit of what went into the guidance from a seasonality standpoint versus how much is related to catch-up on supply constraints, and then also, catching up on getting your inventory levels back to a level that you're comfortable with.

嗨，大家好。只是想進一步探索指導。只是試圖從季節性的角度了解指導中的一些內容，以及與趕上供應限制有關的內容，然後趕上將您的庫存水平恢復到您感到舒適的水平和。

Sure. We have a very thorough process, where at the end of a quarter, as we come into a new quarter, we evaluate what we think the demand for our products will be. And what we think our supply constraints may be, and what it will cost us to make those products. And we went through that process this quarter, as we have done in all prior quarters, and that was the basis for the guidance that we gave.

當然。我們有一個非常徹底的流程，在一個季度末，當我們進入一個新的季度時，我們會評估我們認為對我們產品的需求將會是什麼。我們認為我們的供應限制可能是什麼，以及我們製造這些產品的成本。我們在本季度經歷了這個過程，就像我們在之前所有季度所做的那樣，這是我們提供指導的基礎。

Just in terms of seasonality, what might you consider normal seasonality? And then a related question is, what kind of revenue impact do you think the supply constraints cost you in this -- in the September quarter?

僅就季節性而言，您認為正常的季節性是什麼？然後一個相關的問題是，您認為供應限制會在九月季度對您造成什麼樣的收入影響？

Well, I think it would be impossible for me to quantify what the constraints that we saw on various products might have cost us in the September quarter. That being said, I could not have been happier with how the September quarter turned out. In terms of seasonality, traditionally, Q4 is one of our big U.S. education quarters. It tends to be the high-ed quarter. And as we look forward to Q1, it's clearly the big Christmas quarter, it's a big quarter in Europe and it tends to be a reasonable corporate quarter as well.

好吧，我認為我不可能量化我們在各種產品上看到的限制可能在 9 月季度讓我們付出了代價。話雖如此，我對 9 月季度的結果感到非常高興。就季節性而言，傳統上，第四季度是我們在美國的主要教育季度之一。它往往是高端季度。正如我們期待第一季度一樣，這顯然是聖誕節的重要季度，這是歐洲的一個重要季度，而且它往往也是一個合理的企業季度。

Thank you.

謝謝你。

Thanks, Harry. Could we have the next question, please.

謝謝，哈利。請問下一個問題可以嗎？

And we'll go next to Ben Reitzes with UBS.

我們將與瑞銀一起前往 Ben Reitzes。

Good afternoon. Nice quarter. I guess a lot of questions were already asked, but a couple of things with regard to components, we've seen a break in panels. Could you talk about what that did in the quarter, and what it is potentially going to do in the calendar fourth quarter, fiscal first quarter?

下午好。漂亮的季度。我想已經問了很多問題，但是關於組件的一些事情，我們已經看到了面板的中斷。您能否談談該季度做了什麼，以及它在日曆第四季度、第一財季可能會做什麼？

I'll let Tim talk specifically about some of the components, and then I'll make a few overall Company margin comments.

我會讓蒂姆專門談談其中的一些組成部分，然後我會做一些關於公司利潤的整體評論。

Ben, in Q4, we did anticipate declines as we entered the July quarter in mini components, but both memory and LCD fell further than we had expected during the quarter. In terms of going forward in Q1, we expect the favorable pricing trends to continue for hard drives, for optical drives, and for LCD panels. We expect DRAM pricing to stabilize within a relatively small trading range, and other commodities that I didn't list, we expect that they will fall at rates consistent with historical trends.

Ben，在第四季度，我們確實預計隨著我們進入 7 月季度迷你組件會出現下滑，但內存和 LCD 的跌幅都超過了我們在本季度的預期。展望第一季度，我們預計硬盤、光驅和 LCD 面板的有利定價趨勢將繼續。我們預計 DRAM 價格將穩定在相對較小的交易區間內，而我未列出的其他商品，我們預計它們將以符合歷史趨勢的速度下跌。

What's historical trend? Sorry, like what do you consider to be historical trends?

什麼是歷史趨勢？抱歉，您認為歷史趨勢是什麼？

Well, it's different by commodities. That'd be a difficult question to answer.

嗯，商品不同。這將是一個很難回答的問題。

Okay. Well, with regard to big picture, looking at components, is it safe to say that these kind of trends allow you to keep the gross margin at this 27 to 28% level despite a mixed shift towards lower margin iPods? I mean, is this -- is this what's one of the big factors enabling this to stay very stable into next year?

好的。好吧，就大局而言，看看組件，是否可以肯定地說，儘管混合轉向低利潤率的 iPod，但這些趨勢使您能夠將毛利率保持在 27% 到 28% 的水平？我的意思是，這是 - 這是使它在明年保持非常穩定的重要因素之一嗎？

Well, Ben, I've not made specific guidance comments beyond our first quarter. The reason that I've guided up in terms of gross margins from where we ended in Q4 to Q1 is largely because of the favorable commodity environment.

好吧，本，我沒有在第一季度之後發表具體的指導意見。我之所以將毛利率從第四季度結束的地方提高到第一季度，主要是因為有利的商品環境。

Okay. And if I could, just follow up, I think you said you did 18 million in profit in retail; is that right, Peter?

好的。如果可以的話，請跟進，我想你說你在零售業賺了 1800 萬美元；對嗎，彼得？

On a segment basis, yes. And there was, I believe, $68 million of manufacturing profit associated with the retail sales.

在細分的基礎上，是的。我相信，與零售額相關的製造利潤為 6800 萬美元。

Okay. Is there -- is there anything that we should think about, going forward, or can you help us think about retail going forward in its EPS contribution? You know, obviously, the sales beat our expectations, so so did the profit, but it seems like a pretty good performance there, and perhaps a bigger swing factor. I guess how is that impacted in your guidance, and what you said some of your targets would be for '0, for --

好的。有什麼我們應該考慮的事情嗎？你知道，很明顯，銷售額超出了我們的預期，利潤也是如此，但那裡的表現似乎相當不錯，也許是一個更大的波動因素。我想這對你的指導有何影響，你所說的一些目標是'0，因為——

Ben?

本?

Ben, are you still there?

本，你還在嗎？

Mr. Reitzes, if you'll press star, 1 on your phone again, please. It appears that Mr. Reitzes' phone line has disconnected.

Reitzes 先生，請您再按一下手機上的星號 1。 Reitzes 先生的電話線似乎已斷開。

Okay. We'll take the next question, please.

好的。請我們回答下一個問題。

Thank you, ma'am. We'll go next to Charles Wolf of Needham & Company.

謝謝你，女士。我們將在 Needham & Company 的 Charles Wolf 旁邊。

Hi, guys. I got a couple of questions. What percentage of sales came from the Apple online store?

嗨，大家好。我有幾個問題。 Apple 在線商店的銷售額佔銷售額的百分比是多少？

Charlie, our total direct sales in the quarter, and as you know, we define that as sales online, through retail, U.S. education, and our music sales, were 52% of total Company revenues. That was up from 43% in the year-ago quarter. And the 2 biggest pieces of that this quarter were the online and retail sales.

查理，我們本季度的直接銷售總額，如您所知，我們將其定義為在線銷售、零售、美國教育和我們的音樂銷售，占公司總收入的 52%。這高於去年同期的 43%。本季度最大的兩個部分是在線銷售和零售銷售。

Is that 52% worldwide?

全世界有52%嗎？

Yes.

是的。

Okay. And the second question, you may not have this data yet, but I'm curious as to the outstanding options at the end of the year. Do you have that?

好的。第二個問題，你可能還沒有這個數據，但我很好奇年底的優秀選擇。你有嗎？

Yes, at the end of our fourth quarter, we had 55 million outstanding options.

是的，在我們第四季度末，我們有 5500 萬份未償期權。

So that's down from last year?

所以比去年還低？

I don't have last year's --

我沒有去年的——

I think it was 63.

我認為是63。

Yeah, it would be down from, I'm sure, from last year. Last quarter, it was 61.

是的，我敢肯定，它會比去年有所下降。上個季度是 61。

Okay. Fine. Thanks a lot.

好的。美好的。非常感謝。

You're welcome.

別客氣。

Thanks, Charlie. Can we have the next question, please?

謝謝，查理。請問下一個問題可以嗎？

We'll take our next question from Keith Bachman with Banc of America.

我們將向美國銀行的 Keith Bachman 提出下一個問題。

Hi, thanks very much. Peter, you went a little fast for me on the longer-term model. I thought you said 11 million -- 11 billion was the 7% operating target. Did I hear that correctly?

你好，非常感謝。彼得，你在長期模型上對我來說有點快。我以為你說 1100 萬——110 億是 7% 的運營目標。我沒聽錯嗎？

Yeah, I -- what I said is when we -- I'd like to see the op margin at about 6%, as we get above 10 billion in revenue, and about 7% as we get above 11.

是的，我 - 我說的是當我們 - 我希望看到營業利潤率約為 6%，因為我們的收入超過 100 億，當我們超過 11 時，營業利潤率約為 7%。

Okay. In the past, I thought it's been 7% at 10 billion. A, is that correct? And B, if it is correct, what's changed? Is it the mix?

好的。過去，我認為 100 億是 7%。答，對嗎？ B，如果它是正確的，有什麼變化？是混合物嗎？

Well, I think we've done a great job expanding our operating margin and profitability this year. And I believe that with revenue growth, we can continue to do that in the future. You know, however, the gross margin may track to the lower end of the range. As a result of competitive pricing on CPUs and iPods. And I expect us to continue to invest in developing great, innovative products and expanding our direct distribution to grow revenue, which is really what's driving the leverage.

好吧，我認為我們今年在擴大營業利潤率和盈利能力方面做得很好。而且我相信隨著收入的增長，我們將來可以繼續這樣做。但是，您知道，毛利率可能會跟踪到該範圍的下限。由於 CPU 和 iPod 價格具有競爭力。我希望我們繼續投資於開發偉大的創新產品並擴大我們的直接分銷以增加收入，這才是推動槓桿的真正原因。

Okay. I know -- I think Ben hit this, but let me try a different angle. You guys had a great quarter. Your total revs ex-iPod I think was up about 10%, which is down for the last 3 quarters, where it's been tracking, kind of, 15-20%. Any thoughts on, if you didn't have the power constraints associated with G5, I mean would that have been basically in line with the past 3 quarters? Any kind of thoughts that can help us think about the non-iPod business?

好的。我知道——我認為 Ben 擊中了這個，但讓我嘗試不同的角度。你們有一個很棒的季度。我認為你在 iPod 前的總轉速上升了大約 10%，在過去 3 個季度中下降了，它一直在跟踪 15-20%。任何想法，如果你沒有與 G5 相關的功率限制，我的意思是這將與過去 3 個季度基本一致嗎？有什麼想法可以幫助我們思考非 iPod 業務？

Well, look, it would be impossible for me to predict what Q4 might have been had we not had constraints on the G5 processor. However, again, I couldn't have been happier with how the quarter turned out for us. We had great portable sales and we were very happy with our non-CPU sales in the Mac-based revenue. But we were constrained on G5 processors. Particularly, on the high-end ASP PowerMacs and the new iMac. And as I said in my prepared comments, we reduced channel inventory, so sell through exceeded sell in, and as a result, you know, we were very pleased with the underlying demand in the Mac business. Portables were up 44%. The eMac was up 19%. And where we saw the constraints, we saw declines. As an example, the flat panel iMac was down 50% year-over-year, and that impacted the revenue growth.

好吧，看，如果我們對 G5 處理器沒有限制，我將無法預測 Q4 可能會發生什麼。然而，再一次，我對本季度對我們的結果感到非常高興。我們有很好的便攜式銷售，我們對基於 Mac 的收入中的非 CPU 銷售非常滿意。但是我們受限於 G5 處理器。特別是在高端 ASP PowerMacs 和新 iMac 上。正如我在準備好的評論中所說，我們減少了渠道庫存，因此銷售量超過了銷售量，因此，你知道，我們對 Mac 業務的潛在需求非常滿意。便攜式電腦增長了 44%。 eMac 上漲了 19%。在我們看到限制的地方，我們看到了下降。例如，平板 iMac 同比下降 50%，這影響了收入增長。

Uh-huh. Okay. Any thoughts on when -- you might have said this and I apologize if you did, but, you know, clearly, IBM continues to struggle, on giving you the processors that you need. My impression is that this is going to continue to be an issue through the quarter, just having tried to order a few systems. Is this -- you think you'll get total relief in Q -- in the March quarter on the processor side? Any thoughts on when supply might equal demand?

嗯。好的。任何關於什麼時候的想法——你可能會這麼說，如果你說了，我很抱歉，但是，你知道，很明顯，IBM 在為你提供你需要的處理器方面繼續努力。我的印像是，這將在整個季度繼續成為一個問題，只是嘗試訂購了一些系統。這是 - 你認為你會在 Q 中得到完全緩解 - 在處理器方面的 3 月季度嗎？關於何時供應可能等於需求的任何想法？

Keith, again, I'm very encouraged by the progress that we've made in this area, that IBM has made with Apple's help. In August, we shipped more G5 systems than we did in July. And in September, we shipped twice as many as the combined totals of July and August. And so, you know, that -- that leaves me very encouraged about being able to reach a supply-demand balance at a point during the quarter on every system that we ship with a G5 in it, with the possible exception of the PowerMac 2.5.

基思，我再次對我們在這一領域取得的進展感到非常鼓舞，IBM 在蘋果的幫助下取得了進展。 8 月，我們出貨的 G5 系統比 7 月多。而在 9 月，我們的發貨量是 7 月和 8 月總和的兩倍。所以，你知道，這讓我非常鼓舞，因為能夠在本季度的某個時間點在我們配備 G5 的每個系統上達到供需平衡，可能除了 PowerMac 2.5 .

Okay.

好的。

And frankly, even on that unit, we predict that we will be able to have a significant improvement in the overall supply of that unit. But it still may be in constraint at the end of the quarter.

坦率地說，即使在那個單元上，我們預測我們將能夠顯著改善該單元的整體供應。但在本季度末，它仍可能受到限制。

Okay. Thank you, very much.

好的。非常感謝。

Thank you, Keith. Could we have the next question, please?

謝謝你，基思。請問下一個問題好嗎？

We'll go next to John Jares with Founders Funds.

我們將與 Founders Funds 一起討論 John Jares。

Thank you. First of all, congratulations on a great quarter, you guys. And I was just wondering, if you guys could give us, maybe, some idea as to what you may have, you know, stored -- in store for us in terms of, you know, iPod promotions during the holidays? And then, number 2, I was wondering if you might care to comment on what a reasonable, say, market share of the CPU market, you know, would be for you guys to shoot for?

謝謝你。首先，祝賀你們取得了一個偉大的季度。我只是想知道，如果你們能給我們一些想法，也許你們可能擁有，你知道，儲存的——在假期期間為我們儲存的 iPod 促銷活動？然後，第 2 點，我想知道您是否願意評論一下 CPU 市場的合理市場份額，您知道，您會為你們爭取多少？

I will take your second question, and let Tim address your first. We're not focused on market share, because we're really not participating in the low end of the desktop market, really at $800 and below, because we just don't think we can make a lot of money there, and we've chosen to put the R&D investment elsewhere. That being said, in the markets that we are participating in, we believe that we are growing at or above the market rate of growth, and we're really focused on managing growth to our top and bottom lines.

我會回答你的第二個問題，讓蒂姆回答你的第一個問題。我們不關注市場份額，因為我們真的不參與低端台式機市場，實際上是在 800 美元及以下，因為我們只是認為我們不能在那裡賺很多錢，而且我們我們選擇將研發投資放在別處。話雖如此，在我們參與的市場中，我們相信我們的增長速度達到或高於市場增長率，我們真正專注於管理增長以達到我們的頂線和底線。

On the iPod, we're really not focused on promotion in the traditional sense of that word. We're focused on marketing, and, you know, you can see from the new campaign that just launched yesterday, with U2 in it, as Peter referenced earlier, that we've got some exciting things planned. And there's more to come on that one.

在 iPod 上，我們實際上並不專注於傳統意義上的推廣。我們專注於營銷，你知道，你可以從昨天剛剛推出的新活動中看到，正如彼得之前提到的那樣，其中包含 U2，我們已經計劃了一些令人興奮的事情。還有更多的事情要做。

Do you have anything going on with Best Buy? They had mentioned that they thought that MP3 would be a very substantial category this year. I think they said it is going to be a real category for the first time, and they seem to be very excited about it. And you indicated that, you know, Apple, obviously, is a very important part of that as well.

百思買有什麼事嗎？他們曾提到，他們認為 MP3 在今年將是一個非常重要的類別。我想他們第一次說這將是一個真正的類別，他們似乎對此感到非常興奮。您表示，您知道，Apple 顯然也是其中非常重要的一部分。

Yeah, Best Buy is a very important partner for us, and they are doing a fabulous job in selling the iPod.

是的，百思買對我們來說是一個非常重要的合作夥伴，他們在銷售 iPod 方面做得非常出色。

Great. Well, thank you very much.

偉大的。好的，謝謝。

Thank you, John. Could we have the next question, please?

謝謝你，約翰。請問下一個問題好嗎？

We will go next to Rob Cihra with Fulcrum Global Partners.

我們將與 Fulcrum Global Partners 一起前往 Rob Cihra。

Hi. Thanks very much. Two questions, if I could. One, on retail, given that fiscal '04 is over now, can you give us any idea, or are you giving any idea what kind of retail openings we might see in fiscal '05, or are you going to wait 'til calendar '04 is over, where you hit your 100 and give us anything then? Or is it more of a play-it-by-ear now because you're focused much more on international than U.S.? And then I have a follow-up, if that's all right.

你好。非常感謝。兩個問題，如果可以的話。一，關於零售，鑑於 04 財年現在已經結束，您能給我們任何想法嗎，或者您是否想知道我們可能會在 05 財年看到什麼樣的零售開業，或者您要等到日曆04結束了，你打到100然後給我們什麼？還是因為你更關注國際而不是美國？然後我會跟進，如果沒問題的話。

Okay. Rob, we're continuing to open stores at a very measured pace. And we want to open stores with an objective to them being profitable in their first year of operation. So our goal is really it put the right store in the right location, and with 4 store mat -- 4 store formats, now, we have more flexibility to do that. And as I indicated, we are wanting to have 100 stores open by the end of the calendar year, and provide you an update on the January call of what future store openings may be.

好的。 Rob，我們將繼續以非常有節制的速度開店。我們希望開店的目標是讓他們在運營的第一年就實現盈利。因此，我們的目標實際上是將正確的商店放在正確的位置，並且使用 4 種商店墊 - 4 種商店格式，現在，我們可以更靈活地做到這一點。正如我所指出的，我們希望在日曆年年底之前開設 100 家商店，並在 1 月電話會議上向您提供未來商店開張情況的最新信息。

Okay. Great. And actually, Tim, I think it was, back an earlier question, had said that your 1.8-inch, disk drive availability for the iPod, and I think you had said the 1.8-inch drive availability had gotten better. I wasn't sure, I thought, did you mean the 1-inch, or are you actually constrained on the 1.8 and the 1-inch, and if you could just, sort of, maybe, clear up that, if possible.

好的。偉大的。實際上，蒂姆，我認為是，在前面的一個問題上，曾說過你的 1.8 英寸磁盤驅動器可用於 iPod，我認為你曾說過 1.8 英寸驅動器的可用性變得更好。我不確定，我想，你的意思是 1 英寸，還是你實際上受限於 1.8 和 1 英寸，如果可以的話，如果可能的話，可以澄清一下。

We shipped more of -- more iPods and more iPod minis last quarter than the previous quarter. And so the supply of both are improving, and we're focused on a marked improvement in both again in Q1.

我們上個季度比上個季度出貨了更多——更多的 iPod 和更多的 iPod mini。因此兩者的供應都在改善，我們專注於在第一季度再次顯著改善兩者。

Okay. But do you still expect to be constrained on both?

好的。但是您是否仍然希望在兩者上都受到限制？

Demand is very difficult to predict. And so I'm not -- my crystal ball is not working about where supply and demand might align.

需求很難預測。所以我不是——我的水晶球沒有在供需可能對齊的地方工作。

Okay. Fair enough. Thank you very much.

好的。很公平。非常感謝。

Thanks, Rob. Could we have the next question please?

謝謝，羅伯。請問下一個問題好嗎？

We'll go next to Howard Gleicher with Metropolitan West.

我們將與 Metropolitan West 一起前往 Howard Gleicher。

Hi. Thank you, very much. You indicated that you generated about $400 million, organically, in cash this quarter, not including that 108 million from the employee stock purchases. That brings to close to a billion dollars, and I don't know the exact number, organically, for the year. Is that a sustainable level on an annual basis given current trends in your sales and margins? And my constant question, what use will you do -- will you use that, not only cash current but cash generating ability for? Thank you.

你好。非常感謝。您表示您本季度有機地產生了約 4 億美元的現金，不包括來自員工股票購買的 1.08 億美元。這帶來了接近 10 億美元，我不知道確切的數字，有機地，今年。考慮到您當前的銷售和利潤趨勢，這是否是每年的可持續水平？我一直在問，你會做什麼用——你會用它嗎，不僅是現金流，還有現金產生能力？謝謝你。

Sure. Howard, because of our very strong asset management with our cash conversion cycle, which by the way, this past quarter was a negative 41 days, up from 37 days in the year-ago quarter, we tend to throw off more cash on an operating basis than our earnings. And so I don't want to give you a forecast for all of next year, but we would continue to expect to have great asset management, and generate as much cash or more cash than operating earnings. In terms of what we're doing with the cash, we continue to maintain our cash balances for strategic flexibility, to invest in our business, or make acquisitions.

當然。霍華德，由於我們非常強大的資產管理和我們的現金轉換週期，順便說一下，上個季度是負 41 天，高於去年同期的 37 天，我們傾向於在運營中投入更多現金基礎比我們的收益。所以我不想給你明年全年的預測，但我們會繼續期望擁有出色的資產管理，並產生與營業收益一樣多或更多的現金。就我們如何使用現金而言，我們繼續保持現金餘額以實現戰略靈活性、投資於我們的業務或進行收購。

And you won't consider even so little as offsetting the option dilution by repurchasing, just that many shares to keep your share count flat? It's been rising quite dramatically.

而且你甚至不會考慮通過回購來抵消期權稀釋，只是為了保持你的股票數量持平而購買那麼多股票？它一直在急劇上升。

Yeah, the -- a share buyback is discussed at the Board from time to time, and we have not been active in the last couple of years.

是的，董事會不時討論股票回購，而我們在過去幾年中並不活躍。

Thank you, Howard. Could we have the next call, please?

謝謝你，霍華德。請問我們可以打下一個電話嗎？

We'll go next to Bill Fearnley with FTN Midwest Research.

我們將在 FTN 中西部研究部的 Bill Fearnley 旁邊。

Yes. Thanks, good afternoon. I had a couple of follow-up questions, here, on the product side. You went over the numbers pretty quickly in the beginning. Are you giving any backlog detail or color on the backlog revenues for iMac and PowerMac that you left fourth quarter with? Excuse me, the previous quarter with?

是的。謝謝，下午好。在產品方面，我有幾個後續問題。一開始你很快就複習了這些數字。您是否提供了有關您在第四季度留下的 iMac 和 PowerMac 的積壓收入的任何積壓細節或顏色？請問，上一季度有嗎？

No, we -- we really don't specify what backlogs may have been. My only comment was that as regards to the new iMac, it was significant.

不，我們——我們真的沒有具體說明可能有哪些積壓工作。我唯一的評論是，對於新的 iMac，它意義重大。

Okay. And how it relates to G5, a question, a follow-up question on G5 availability, what type of linearity of supply do you expect in -- for G5s in the upcoming quarter? Is there any type of linearity or any type of color you can give in terms of what you are expecting for flow of supply from IBM?

好的。以及它與 G5 的關係，一個問題，一個關於 G5 可用性的後續問題，您預計下一季度 G5 的供應線性類型是什麼？根據您對 IBM 供應流的期望，您是否可以給出任何類型的線性或任何類型的顏色？

Yeah, we're not really forecasting at the month level publicly. However, what I would share with you is that the -- the thinking on the linearity is factored into our guidance that Peter referenced, that -- in his opening comments.

是的，我們並沒有真正公開預測月份水平。但是，我要與您分享的是，關於線性的思考已納入彼得在他的開場評論中引用的指導中。

You had taken -- you had taken the time to give us the guidance of September versus August and July. You're not providing any guidance about October versus September or anything like that for the upcoming quarter?

你已經——你已經花時間給我們提供了九月與八月和七月的指導。您沒有提供有關 10 月與 9 月的任何指導，或者為即將到來的季度提供任何類似的指導嗎？

The September and August is passed. And for the future, we're not giving an outlook on monthly availability of a particular product line.

九月和八月過去了。對於未來，我們不會對特定產品線的每月可用性進行展望。

Okay. And then one last question for you on servers, you can give any color on what happened with the servers for the quarter as part of -- part of what you saw for demand and that type of thing in the server market?

好的。最後一個關於服務器的問題，您可以就本季度服務器發生的事情給出任何顏色，作為您看到的服務器市場需求和此類事情的一部分？

The supply and demand did balance on the server, and we were able to completely get out of the backlog that we had built up coming into the quarter.

服務器上的供需確實平衡了，我們能夠完全擺脫我們在本季度積累的積壓。

Okay. Thank you, very much.

好的。非常感謝。

Thank you, Bill. Could we have the next question, please?

謝謝你，比爾。請問下一個問題好嗎？

We'll go next to Bill Shope with J.P. Morgan.

我們將和摩根大通一起去比爾肖普旁邊。

Okay. Great. Thanks. Can you give us the average wait time that you're seeing right now for an iPod mini in the U.S., and then potentially what you're see internationally? I'm sure it is much larger. And then second, this may be too difficult to answer, too early to answer, but now that the iPod, you know, product family has been around for a while now, do you have any indication or any read on what the average replacement cycle might look like?

好的。偉大的。謝謝。你能告訴我們你現在在美國看到的 iPod mini 的平均等待時間，然後是你在國際上看到的可能嗎？我敢肯定它要大得多。其次，這可能很難回答，回答還為時過早，但現在 iPod，你知道，產品系列已經存在了一段時間，你有任何跡像或任何關於平均更換週期的信息嗎？可能看起來像？

Bill, on the average wait time, it varies significantly by channel and by store front. We've now expanded the iPod channel around the world to over 16,000 store front locations. And so with that many locations, you can be assured that there are stores out of a particular unit on any given day. And so it's very difficult to talk about what an average wait time might be, either to the U.S. or internationally because of that expanded channel.

比爾，平均等待時間因渠道和店面而異。現在，我們已將 iPod 頻道擴展到全球 16,000 多個店面位置。因此，有了這麼多地點，您可以放心，在任何一天都有特定單位的商店。因此，由於渠道擴大，很難談論美國或國際的平均等待時間可能是多少。

And in terms of upgraders versus new purchasers, is sorry, I don't have that data, but I would tell that you in fiscal '04, we shipped 4.4 million iPods. We've shipped over 5.7 million to date. And I think that these -- this market is in its in fancy, and growing quickly, and as an example, I think Sony shipped close to 300 million Walkmans in the '80s and '90s.

就升級者與新購買者而言，很抱歉，我沒有這些數據，但我會告訴你，在 04 財年，我們出貨了 440 萬台 iPod。迄今為止，我們的出貨量已超過 570 萬。而且我認為這些——這個市場處於幻想之中，並且增長迅速，例如，我認為索尼在 80 年代和 90 年代出貨了近 3 億部隨身聽。

Okay. And then just one more quick question, given the success you've had with, you know, the HDD-based model for the iPod, do you believe there's still any opportunity in the lower-cost flash markets, or do you think that falling drive prices will eventually allow you to reach the lower-end price points with just an HDD-based device.

好的。然後再問一個簡單的問題，鑑於你已經取得了成功，你知道，基於硬盤的 iPod 模型，你認為低成本閃存市場還有機會嗎，或者你認為下降驅動器價格最終將使您僅使用基於 HDD 的設備即可達到低端價格點。

I think there's a variety of opportunities in the iPod space, but I just can't comment on what we may do in the future.

我認為 iPod 領域有很多機會，但我無法評論我們未來可能會做什麼。

Okay. Great. Thanks.

好的。偉大的。謝謝。

Thanks, Bill. Could we have the next question, please?

謝謝，比爾。請問下一個問題好嗎？

We'll go next to Steve Lidberg with Pacific Crest Securities.

我們將在 Pacific Crest Securities 的 Steve Lidberg 旁邊。

Hi, guys. I was hoping, with regards to iPod, you could give us an idea what the mix is between U.S. units and international units.

嗨，大家好。我希望，關於 iPod，您可以讓我們了解美國單位和國際單位之間的混合情況。

That is not a mix that we give out, Steve.

這不是我們給出的混合，史蒂夫。

Okay. Thank you.

好的。謝謝你。

Thanks, Steve. Could we have the next question, please?

謝謝，史蒂夫。請問下一個問題好嗎？

We're going next to Darcie Travels with Harris and Company.

我們將與哈里斯和公司一起去達西旅行。

Hello. Can you hear me?

你好。你能聽到我嗎？

Yes.

是的。

My question is related to -- given the strength that you've seen in your retail channel, do you have any metrics you can share with us on consumers that may be new to Apple or back to Apple, particularly as it relates to computer business?

我的問題是——鑑於您在零售渠道中看到的實力，您是否有任何指標可以與我們分享，這些指標可能是對 Apple 的新手或重新回到 Apple 的消費者，尤其是與計算機業務相關的消費者?

We survey those metrics with our retail sales, and as I indicated earlier, the first-time PC buyers and new-to-Mac buyers, in terms of people that are buying in the stores has been ranging in about 45 to 50% of our sales.

我們用我們的零售額調查了這些指標，正如我之前所說，首次購買 PC 的買家和新的 Mac 買家，就在商店購買的人而言，約占我們的 45% 到 50%銷售量。

Are you seeing any trends there?

你看到那裡有什麼趨勢嗎？

In what sense?

憑什麼？

Has it been stable? Is it increasing?

已經穩定了嗎？是在增加嗎？

The -- I'm very pleased by the new-to-Mac sales. That has been really very stable for a number of years in the mid to high 30% range. But it's the degradation that we've seen, the small one, has been in first-time PC purchasers. And I just think there're fewer of those. So overall, CPU and other sales are growing very strongly in our retail store, and quarter after quarter, we're selling more units to people that have never owned a Mac before.

- 我對 Mac 新用戶的銷售感到非常滿意。多年來，這在中高 30% 範圍內一直非常穩定。但這是我們所看到的，小的退化，出現在首次購買 PC 的人身上。而且我只是認為那些更少。因此，總體而言，CPU 和其他產品在我們的零售店中的銷售增長非常強勁，而且一個季度又一個季度，我們向以前從未擁有過 Mac 的人銷售了更多的產品。

Great. Thank you.

偉大的。謝謝你。

Thanks, Darcie. Could we have the next question, please?

謝謝，達西。請問下一個問題好嗎？

We will take a follow-up question from Shannon Cross with Cross Research.

我們將通過 Cross Research 回答 Shannon Cross 的後續問題。

Hi, sorry. Can you give me -- can you talk a little bit about your -- from a retail strategy standpoint, the -- you know, is there any need to expand into additional channel partners? At one point you had the Best Buy pilot in place. You know, when we go around, we see some iPods out, but, you know, not a very, I guess, good representation of some of your desktop line or something, or notebooks at some of the retailers. So I'm just curious, you know, CompUSA, Best Buy, some of those guys, if you look at focusing on them more, are you just happy with, you know, Apple retail stores direct and, sort of, we'll let the other ones be as they are?

你好，對不起。你能告訴我——你能談談你的——從零售戰略的角度來看——你知道，是否有必要擴展到更多的渠道合作夥伴？曾幾何時，您有百思買試點。你知道，當我們四處走動時，我們會看到一些 iPod，但是，你知道，我猜，這並不是你的一些台式機系列或其他東西的很好代表，或者一些零售商的筆記本電腦。所以我很好奇，你知道，CompUSA，百思買，其中一些人，如果你更多地關注他們，你是否滿意，你知道，蘋果零售店直銷，有點，我們會讓其他人保持原樣嗎？

Shannon, on iPod, we have -- we've continued to increase the number of store fronts carrying iPod, and it's now over 16,000, worldwide. That number is up from around 3,000 just, you know, several quarters ago, at the origin of the iPod. We're continually looking for partners within that group that might be a good place to expand Mac distribution. But I have nothing to report or announce today.

香農，在 iPod 上，我們有 - 我們繼續增加攜帶 iPod 的店面數量，現在全世界已經超過 16,000 個。這個數字比幾個季度前 iPod 誕生時的大約 3,000 個有所增加。我們一直在該組內尋找可能是擴展 Mac 分發的好地方的合作夥伴。但我今天沒有什麼要報告或宣布的。

But I guess I was -- so you're talking that that's on iPod, but in terms of matters, just, you're happy with the --

但我想我是——所以你說的是 iPod 上的，但就問題而言，只是，你對——

No what I'm saying --

不是我說的——

-- number of channel partners you have with specific to the desktop or the notebook line.

-- 您擁有的特定於台式機或筆記本產品線的渠道合作夥伴數量。

We continue to evaluate how many channels and store fronts we need for the Mac, and run pilots with different people to test what kind of results that we might get. And so we will continue to do those type of investigations and band distribution for the Mac if it makes sense to do.

我們繼續評估 Mac 需要多少渠道和店面，並與不同的人一起進行試點，以測試我們可能會得到什麼樣的結果。因此，如果有意義的話，我們將繼續為 Mac 進行此類調查和頻段分配。

In, say, the last 2 to 3 quarters, have you expanded into additional chains that we may have missed?

例如，在過去的 2 到 3 個季度，您是否擴展到了我們可能錯過的其他連鎖店？

In the United States, no. Internationally, we have done some of that, yes.

在美國，沒有。在國際上，我們已經做了一些，是的。

Okay. Thanks.

好的。謝謝。

Thanks, Shannon. Could we have the next question, please?

謝謝，香農。請問下一個問題好嗎？

And we'll take a follow-up question from Charles Wolf with Needham.

我們將回答 Charles Wolf 和 Needham 的後續問題。

Yes, I -- this is sort of similar to a previous question, but you mentioned that you did have a backlog of iPods exiting the quarter, and I'm curious as to whether that also included the classic in addition to the mini. And on the new store fronts, Tim, when you mentioned 16,000, I assume there are no HP store fronts included in that.

是的，我 - 這有點類似於之前的問題，但你提到你確實有積壓的 iPod 退出本季度，我很好奇除了迷你之外，這是否還包括經典。在新店面，蒂姆，當你提到 16,000 台時，我認為其中不包括惠普店面。

Yeah, so, on your first question, Charlie, the -- we had a significant backlog of both iPod and iPod mini at the end of the quarter. Your second question, the 16,000 -- the over 16,000 is Apple only. It does not include any channel partners that HP may be in that Apple is not in.

是的，所以，關於你的第一個問題，查理，我們在本季度末有大量的 iPod 和 iPod mini 積壓。你的第二個問題，16,000 - 超過 16,000 是 Apple 獨有的。它不包括惠普可能參與但蘋果不參與的任何渠道合作夥伴。

Okay. Thanks a lot.

好的。非常感謝。

Yeah.

是的。

Thanks, Charlie. Could we have the next question, please?

謝謝，查理。請問下一個問題好嗎？

And we'll take a follow-up question from Bill Fearnley with FTN Midwest Research.

我們將回答 FTN Midwest Research 的 Bill Fearnley 的後續問題。

Yes, thanks. One follow-up question, here, on the hPod. You gave the breakdown for hPod at 6% this quarter. Do you have any color on what it's going to be in the upcoming quarter, and is this a number that you'll be providing on an ongoing basis? Thanks.

對了謝謝。一個後續問題，在這裡，關於 hPod。您給出的 hPod 本季度細分為 6%。您對下一季度的情況有什麼看法嗎？這是您將持續提供的數字嗎？謝謝。

It is not a number that we would likely provide on an ongoing basis. I believe that based on conversations with HP, that the number of Apple iPods from HP that are sold in Q1 will be higher than the number that was sold in Q4.

這不是我們可能會持續提供的數字。我相信，根據與惠普的對話，惠普第一季度售出的蘋果 iPod 數量將高於第四季度售出的數量。

Thank you.

謝謝你。

Thank you, are there any additional questions?

謝謝，請問還有什麼問題嗎？

No, ma'am. There are no further questions.

不，女士。沒有進一步的問題。

Thank you, again, for joining us today. A recording of today's call will be available for replay via telephone for 7 days beginning at 5:00 p.m. Pacific time today. And the number for that replay is 719-457-0820. And the confirmation code is 835492. A replay of the audio webcast of this call will also be available beginning at approximately 5:00 p.m. Pacific time today at www.apple.com/investor, and will remain available for approximately 12 months. Members of the press with additional questions can contact Steve Dowling at 408-974-1896. And financial analysts can contact Joan Hoover or me with additional questions. Joan is at 408-974-4570. And I am at 408-974-5420. Thanks again.

再次感謝您今天加入我們。從下午 5:00 開始，今天的通話錄音將可通過電話重播 7 天。今天太平洋時間。重播的號碼是 719-457-0820。確認碼是 835492。大約下午 5:00 開始，也將重播這次通話的音頻網絡廣播。太平洋時間今天在 www.apple.com/investor 上，並將保留大約 12 個月。有其他問題的媒體成員可以撥打 408-974-1896 聯繫史蒂夫·道林。如果有其他問題，金融分析師可以聯繫 Joan Hoover 或我。瓊的電話是 408-974-4570。我的電話是 408-974-5420。再次感謝。

That does conclude today's conference. Thank you for your participation. You may disconnect at this time.

今天的會議到此結束。感謝您的參與。此時您可以斷開連接。