Aehr Test Systems (AEHR) 2017 Q2 法說會逐字稿

Good day and welcome to the Aehr Test Systems second-quarter fiscal 2017 financial results call.

美好的一天，歡迎參加 Aehr Test Systems 2017 財年第二季財務業績電話會議。

Today's conference is being recorded.

今天的會議正在錄製中。

At this time, I would like to turn the conference over to Mr. Jim Byers of MKR Group.

這次我想把會議交給MKR集團的Jim Byers先生。

Please go ahead sir.

請先生繼續。

Thank you operator.

謝謝運營商。

Good afternoon and thank you for joining us today to discuss Aehr Test Systems' second-quarter fiscal 2017 financial results.

下午好，感謝您今天加入我們討論 Aehr Test Systems 2017 財年第二季財務業績。

By now, you should have all received a copy of today's press release.

到現在為止，你們應該都收到今天的新聞稿了。

If not, you may call the office of MKR Group Investor Relations for Aehr Test at 323-468-2300 and we will get a copy out to you right away.

如果沒有，您可以致電 MKR 集團 Aehr Test 投資者關係辦公室：323-468-2300，我們將立即向您發送副本。

With us today from Aehr Test Systems are Gayn Erickson, President and Chief Executive Officer, and Ken Spink, Chief Financial Officer.

今天與我們一起參加 Aehr Test Systems 的有總裁兼執行長 Gayn Erickson 和財務長 Ken Spink。

Management will review the Company's operating performance for the fiscal second quarter before opening the call to your questions.

在開始回答您的問題之前，管理層將審查公司第二財季的營運表現。

Before turning the call over to management, I would like to make a few comments about forward-looking statements.

在將電話轉交給管理層之前，我想對前瞻性陳述發表一些評論。

We will be making forward-looking statements today that are based on current information and estimates and are subject to a number of risks and uncertainties that could cause actual results to differ materially from those in the forward-looking statements.

我們今天將根據當前資訊和估計做出前瞻性聲明，並受到許多風險和不確定性的影響，這些風險和不確定性可能導致實際結果與前瞻性聲明中的結果有重大差異。

Factors that may cause results to differ materially from those in the forward-looking statements are discussed in our most recent periodic and current reports filed with the SEC.

我們最近向美國證券交易委員會提交的定期報告和當前報告中討論了可能導致結果與前瞻性陳述中的結果有重大差異的因素。

These forward-looking statements, including guidance, provided during today's call are only valid as of this date, and Aehr Test Systems undertakes no obligation to update the forward-looking statements.

在今天的電話會議中提供的這些前瞻性陳述（包括指南）僅截至當日有效，Aehr Test Systems 不承擔更新前瞻性陳述的義務。

With that said, I would like to introduce Gayn Erickson, Chief Executive Officer.

話雖如此，我想介紹一下執行長蓋恩·埃里克森(Gayn Erickson)。

Thank you Jim.

謝謝吉姆。

Thank you out there.

謝謝你們。

Folks, just as a warning here, I have a cough that seems to come up on me that I may have to mute.

各位，謹在此警告一下，我似乎咳嗽了，我可能不得不靜音。

But if you are wondering where the random mutes are coming from, that's what it is.

但如果您想知道隨機靜音從何而來，那就是它了。

Thank you everyone for joining us on the conference call and also listening online.

感謝大家參加我們的電話會議並在線上收聽。

Ken is going to go over the second-quarter financial results later, but, first, I will spend a few minutes discussing our business and product highlights, including our continued progress with the development and introduction of our new FOX-XP platform, which is our next generation of wafer level test and burn-in products.

Ken 稍後將討論第二季度的財務業績，但首先，我將花幾分鐘討論我們的業務和產品亮點，包括我們在開發和推出新的 FOX-XP 平台方面的持續進展，該平台是我們的下一代晶圓級測試和老化產品。

After that, we will open up the lines for your questions.

之後，我們將開放您的提問專線。

We had net revenues of $4.2 million for the quarter and $9.5 million for the fiscal year to date.

迄今為止，我們本季的淨收入為 420 萬美元，本財年的淨收入為 950 萬美元。

This puts our revenue under the $4.6 million we reported for the second quarter last year and the $11.3 million for the first six months of fiscal 2016.

這使得我們去年第二季的營收低於 460 萬美元，2016 財年前六個月的營收低於 1,130 萬美元。

While our revenue year-to-date is down from last year, we continue to hold to our forecast for strong fiscal year-over-year growth in our revenue, bookings, and bottom-line.

儘管我們今年迄今的營收比去年有所下降，但我們仍然堅持對營收、預訂量和利潤同比強勁成長的預測。

Let me start off with our package part burn-in and test systems business.

讓我從我們的封裝零件老化和測試系統業務開始。

As we noted on past calls, we are encouraged to see a strengthening in our base business after several quarters of soft bookings and revenue.

正如我們在過去的電話會議中指出的那樣，經過幾個季度的軟預訂和收入後，我們很高興地看到我們的基礎業務有所加強。

Our AV test systems and services business still provides us with a base business of approximately $2 million to $3 million in revenue per quarter.

我們的 AV 測試系統和服務業務仍為我們提供每季約 200 萬至 300 萬美元收入的基礎業務。

And I'm pleased to add that we are currently working on some projects that could increase this business considerably, though likely not before our next fiscal year that begins on June 1. We expect to have more information to share on the potential of these projects in the next quarter or two, and I'll keep you updated.

我很高興地補充說，我們目前正在進行一些項目，這些項目可能會大大增加這項業務，儘管可能不會在6 月1 日開始的下一個財政年度之前完成。我們希望能分享更多有關這些專案潛力的資訊在接下來的一兩個季度，我會及時向您通報最新情況。

Moving on to our Fox wafer level test and burn-in business that includes our consumable WaferPak and DiePak contactors, we continue to make significant progress completing the development of our new FOX-P platform of both single and multi-wafer test and burn-in systems.

繼續我們的 Fox 晶圓級測試和老化業務，包括我們的耗材 WaferPak 和 DiePak 接觸器，我們繼續取得重大進展，完成單晶圓和多晶圓測試和老化的新 FOX-P 平台的開發系統。

During the second quarter, we shipped multiple FOX-1P single wafer level test and burn-in systems to our lead customer for this product.

在第二季度，我們向該產品的主要客戶交付了多個 FOX-1P 單晶圓級測試和老化系統。

The FOX-1P cost-effectively addresses full wafer parallel testing of devices with long test times, including flash memories, microcontrollers, and automotive ICs.

FOX-1P 經濟高效地解決了測試時間長的設備的全晶圓並行測試問題，包括快閃記憶體、微控制器和汽車 IC。

This system has applications that include burn-in and/or tested wafers that have a need for significant test resources and can deliver over 16,000 individual power supplies or digital test signals with our unique FOX-P system architecture of universal channels.

該系統的應用包括老化和/或測試晶圓，這些晶圓需要大量的測試資源，並且可以透過我們獨特的通用通道 FOX-P 系統架構提供超過 16,000 個單獨的電源或數位測試訊號。

This provides our customers with a never before offered test capability for devices while still in a wafer form.

這為我們的客戶提供了前所未有的晶圓設備測試能力。

We continue to see significant opportunities for the FOX-1P product line.

我們繼續看到 FOX-1P 產品線的重大機會。

However -- let me try that again.

不過——讓我再試一次。

However, as we have discussed on past calls, we have consistently seen greater interest in considerably larger market opportunities for our multi-wafer for FOX-15 and new FOX-XP systems.

然而，正如我們在過去的電話會議中所討論的那樣，我們一直看到人們對 FOX-15 和新 FOX-XP 系統的多晶圓更大的市場機會更感興趣。

I'm really pleased with our progress on the FOX-XP multi-wafer and burn-in solution, and we expect to ship our initial FOX-XP test cell in the current fiscal third quarter.

我對我們在 FOX-XP 多晶圓和老化解決方案方面取得的進展感到非常滿意，我們預計將在當前第三財季發貨我們的初始 FOX-XP 測試單元。

This system is configured for testing 18 wafers in parallel and provides unprecedented capability for high-power wafers with 18 individual thermal checks with temperatures up to 125 degrees Celsius or more.

該系統配置為並行測試 18 個晶圓，並為高功率晶圓提供前所未有的能力，可進行 18 次單獨的熱檢查，溫度高達 125 攝氏度或更高。

This application is poor production burn-in of optical devices to be used in high-performance server and data centers.

該應用是用於高效能伺服器和資料中心的光學元件的不良生產預燒。

This is a very exciting new market that Aehr Test's new FOX-XP system is uniquely positioned to address due to its ability to test and burn-in these devices while still in wafer form.

這是一個非常令人興奮的新市場，Aehr Test 的新型 FOX-XP 系統具有獨特的定位，能夠在晶圓形式下測試和老化這些裝置。

This allows for an extremely low-cost and high-quality alternative to burning in these devices further downstream in module format.

這提供了一種極低成本和高品質的替代方案，可以替代以模組格式在下游的這些設備中進行燒錄。

We're very optimistic about the prospects for this market for Aehr Test.

我們對 Aehr Test 這個市場的前景非常樂觀。

We also continue to engage with our initial lead customer that purchased and accepted the first FOX-XP system in an engineering configuration earlier in 2016.

我們也繼續與我們最初的主要客戶合作，該客戶於 2016 年初購買並接受了工程配置中的第一個 FOX-XP 系統。

We are successfully demonstrating burn-in of their devices on the FOX-XP system in our factory today and continue to believe they will need systems to support their production burn-in requirements.

今天，我們在工廠的 FOX-XP 系統上成功展示了他們的設備的老化，並繼續相信他們將需要係統來支援其生產老化要求。

Most recently, we received information from this customer that implies a slightly later ramp than we originally understood with capacity shipments needed in the upcoming summer of 2017 rather than at the end of calendar first quarter.

最近，我們從該客戶收到的資訊表明，2017 年夏季所需的產能出貨量比我們最初理解的要稍晚一些，而不是在日曆第一季末。

However, this could change on short notice, and we're taking several steps to shorten our leadtimes and ensure we have the capacity to meet a range of capacity needs and forecasts.

然而，這種情況可能會在短時間內發生變化，我們正在採取多項措施來縮短交貨時間，並確保我們有能力滿足一系列產能需求和預測。

We remain optimistic about the opportunity to address this customer's needs that span across multiple programs and applications.

我們對滿足該客戶跨多個程式和應用程式的需求的機會保持樂觀。

I also want to draw attention to our shareholders and customers that our plan is to participate for the first time in the SPIE Photonics West Conference and Exhibition taking place in San Francisco later this month.

我還想提請我們的股東和客戶注意，我們計劃首次參加本月晚些時候在舊金山舉行的 SPIE 西部光子學會議和展覽。

SPIE is the world's largest event focusing on photonics technologies and showcases the latest innovations across a wide range of technologies.

SPIE 是全球最大的專注於光子技術的盛會，展示各種技術的最新創新。

We will be showcasing our solutions for both wafer level and module level burn-in and test of optical devices.

我們將展示我們的晶圓級和模組級老化以及光學元件測試的解決方案。

We continue to be very excited about the sensor and photonics markets, which we believe will be a significant market for Aehr Test.

我們仍然對感測器和光子市場感到非常興奮，我們相信這將是 Aehr Test 的重要市場。

As we've noted before, a key market driver for Aehr Test is the rapid automotive IC growth in sensors, control information, and entertainment, which has substantially higher requirements for initial quality and long-term reliability.

正如我們之前指出的，Aehr Test 的一個關鍵市場驅動因素是汽車 IC 在感測器、控制資訊和娛樂領域的快速成長，這對初始品質和長期可靠性提出了更高的要求。

There are many new programs in established automobile manufacturers as well as nontraditional startups in the automotive space focused on autonomous vehicle technologies around the world right now.

目前，全球範圍內的老牌汽車製造商以及汽車領域的非傳統新創公司都推出了許多專注於自動駕駛汽車技術的新項目。

This ranges from autonomy in the box for bolt-on automotive autonomous driving to fully autonomous vehicles that don't even have provisions for a driver.

其範圍從用於螺栓固定式汽車自動駕駛的盒子中的自主性到甚至沒有駕駛員的全自動駕駛汽車。

I believe that this is an extremely interesting field that is going to drive an entirely new level of quality and reliability expectation of hardware systems and poses a very interesting long-term opportunity for Aehr Test systems.

我相信這是一個非常有趣的領域，它將推動硬體系統的品質和可靠性期望達到一個全新的水平，並為 Aehr Test 系統帶來非常有趣的長期機會。

We're looking forward to a very exciting calendar year 2017.

我們期待著非常令人興奮的 2017 年。

With that, let me turn it over to Ken.

那麼，讓我把它交給肯。

Ken?

肯？

Thank you Gayn.

謝謝蓋恩。

As Gayn noted, while our year-to-date revenue is down from last year, we continue to hold to our forecast for strong fiscal year-over-year growth in our revenue, bookings, and bottom-line.

正如蓋恩所指出的，雖然我們今年迄今的營收比去年有所下降，但我們仍然堅持對收入、預訂量和利潤同比強勁增長的預測。

Net sales in Q2 were $4.2 million compared to $5.3 million in the preceding quarter and $4.6 million in the second quarter of the previous year.

第二季淨銷售額為 420 萬美元，上一季為 530 萬美元，去年第二季為 460 萬美元。

Included in Q2 net sales were revenues from FOX-1P systems as well as multiple ABTS packaged part system sales.

第二季淨銷售額包括 FOX-1P 系統的收入以及多個 ABTS 打包零件系統的銷售收入。

Non-GAAP net loss for the second quarter was $1.2 million, or $0.08 per diluted share, compared to a non-GAAP net loss of $436,000, or $0.03 per diluted share, in the preceding quarter, and a non-GAAP net loss of $794,000, or $0.06 per diluted share, in the second quarter of the previous year.

第二季非 GAAP 淨虧損為 120 萬美元，即稀釋後每股 0.08 美元，而上一季非 GAAP 淨虧損為 436,000 美元，即稀釋後每股 0.03 美元，非 GAAP 淨虧損為 794,000 美元，或去年第二季稀釋後每股0.06 美元。

The non-GAAP results exclude the impact of stock-based compensation expense.

非公認會計準則結果排除了基於股票的薪酬費用的影響。

On a GAAP basis, net loss for the second quarter was $1.5 million, or $0.09 per diluted share.

以 GAAP 計算，第二季淨虧損為 150 萬美元，即稀釋後每股虧損 0.09 美元。

This compares to a GAAP net loss of $755,000, or $0.06 per diluted share, in the preceding quarter, and a GAAP net loss of $1 million, or $0.08 per diluted share, in the second quarter of the previous year.

相比之下，上一季的 GAAP 淨虧損為 75.5 萬美元，即稀釋後每股 0.06 美元；去年第二季的 GAAP 淨虧損為 100 萬美元，即稀釋後每股 0.08 美元。

Gross profit in the second quarter was $1.5 million, or 35% of sales.

第二季毛利為 150 萬美元，佔銷售額的 35%。

This compares to a gross profit of $2.2 million, or 41% of sales, in the preceding quarter and a gross profit of $1.7 million, or 37% of sales, in the second quarter of the previous year.

相較之下，上一季的毛利為 220 萬美元，佔銷售額的 41%，去年第二季的毛利為 170 萬美元，佔銷售額的 37%。

The sequential decrease in gross margin from the preceding quarter primarily reflects the impact of product mix during the quarter.

毛利率環比下降主要反映了本季產品結構的影響。

In the second quarter, revenue from (technical difficulty) burn-in systems and WaferPak contactors declined $1.4 million from Q1, which was partially offset by a sequential increase of $400,000 in packaged part system revenue, which has a lower margin.

第二季度，來自（技術難度）老化系統和 WaferPak 接觸器的收入比第一季度下降了 140 萬美元，部分被封裝零件系統收入環比增長 40 萬美元所抵消，後者的利潤率較低。

Margins in Q2 were also negatively impacted by the increase in other cost of sales due to increases in warranty inventory reserve costs.

第二季的利潤率也受到保固庫存儲備成本增加導致其他銷售成本增加的負面影響。

Operating expenses in the second quarter were $2.7 million, essentially flat compared to $2.8 million in the preceding quarter and up $111,000, or 4%, from $2.6 million in the prior year's second quarter.

第二季營運費用為 270 萬美元，與上一季的 280 萬美元基本持平，但比去年第二季的 260 萬美元增加了 111,000 美元，即 4%。

The year-over-year increase reflects higher employment related expenses due to an increase in headcount.

年比成長反映出由於員工人數增加而導致的就業相關費用增加。

Operating expenses on a year-to-date basis are flat compared to the first six months of fiscal -- of the last fiscal year.

與上一財年的前六個月相比，今年迄今的營運支出持平。

R&D expenses of $1 million for the second quarter compared to $1.1 million in the preceding quarter and $923,000 in the previous-year quarter.

第二季的研發費用為 100 萬美元，而上一季的研發費用為 110 萬美元，去年同期的研發費用為 923,000 美元。

As stated previously, R&D spending can fluctuate from quarter to quarter depending on the development of our new products.

如前所述，研發支出可能會根據我們新產品的開發逐季波動。

SG&A was $1.7 million, flat compared to both the preceding quarter and the second quarter of the previous year.

SG&A 為 170 萬美元，與上一季和去年第二季相比持平。

Turning to the balance sheet and changes during the second quarter, our cash and cash equivalents were $5.2 million at November 30 compared to $2.3 million at the end of the preceding quarter.

談到第二季的資產負債表和變化，截至 11 月 30 日，我們的現金和現金等價物為 520 萬美元，而上一季末為 230 萬美元。

The significant increase from the preceding quarter reflects our successful private placement offering in September, which added net proceeds of $5.3 million to our cash balance.

與上一季相比的顯著增長反映了我們 9 月成功的私募發行，這為我們的現金餘額增加了 530 萬美元的淨收益。

Cash balance at quarter end was also impacted by the net loss during the quarter and a reduction in customer deposits and deferred revenue of $1.7 million.

季末現金餘額也受到本季淨虧損以及客戶存款減少和遞延收入 170 萬美元的影響。

Accounts Receivable at quarter end was $1.4 million compared to $1.8 million at the preceding quarter end, reflecting lower sales levels.

季末應收帳款為 140 萬美元，而上一季末應收帳款為 180 萬美元，反映出銷售水準下降。

Inventories at November 30 were $6.1 million, flat compared to the preceding quarter end.

截至 11 月 30 日的庫存為 610 萬美元，與上一季末持平。

Property and equipment were $793,000, flat compared to $789,000 in the prior quarter.

財產和設備為 793,000 美元，與上一季的 789,000 美元持平。

Customer deposits and deferred revenue short term was $1.1 million compared to $2.7 million at the preceding quarter end.

短期客戶存款和遞延收入為 110 萬美元，而上一季末為 270 萬美元。

The decrease from prior quarter is primarily due to sales of systems with down payments.

較上一季的下降主要是由於預付款系統的銷售。

As we announced in early October, during the quarter, the Company satisfied the requirements for continued listing on the NASDAQ Capital Market.

正如我們10月初宣布的那樣，本季度公司滿足了在納斯達克資本市場繼續上市的要求。

This concludes our prepared remarks.

我們準備好的演講到此結束。

We are now ready to take your questions.

我們現在準備好回答您的問題。

Operator, please go ahead.

接線員，請繼續。

(Operator Instructions).

（操作員說明）。

Christian Schwab, Craig-Hallum.

克里斯蒂安·施瓦布，克雷格·哈勒姆。

Solid quarter, guys.

夥計們，堅實的季度。

So, Gayn, I just wanted to make sure I understood correctly.

所以，蓋恩，我只是想確保我理解正確。

On the initial customer of the XP, we expect a slightly later ramp of that product.

對於 XP 的初始客戶，我們預計該產品的推出時間會稍晚。

And so can you tell me roughly when you would expect orders and shipments again?

那麼您能大致告訴我您預計什麼時候再次收到訂單和發貨嗎？

I missed that.

我錯過了。

Well, we are trying to avoid getting too specific here, both from a protection of potential customer information, but let me try and make it a little bit clearer.

好吧，我們試圖避免在這裡過於具體，既是為了保護潛在客戶訊息，但讓我試著讓它更清楚一點。

So, what I had shared in previous calls is that we understood that their ramp would begin or the need for production ramp capacity at the end of the first quarter, so that was calendar quarter.

因此，我在之前的電話會議中分享的是，我們了解他們的產能將在第一季末開始，或者需要在第一季末提高產能，所以那是日曆季度。

So think of at the end of March to April.

所以想想三月底到四月。

What we've heard now is that that is more a June, July, August timeline, all three of those months actually.

我們現在聽到的是，這更像是六月、七月、八月的時間表，實際上是所有這三個月。

So it's pushed out a couple of months or so.

所以它被推遲了幾個月左右。

There's still a high degree of variance between the programs, and we are not being told everything.

這些程序之間仍然存在很大的差異，而且我們並沒有被告知一切。

That includes when they would need their initial production systems versus what the ramp itself looks like.

這包括他們何時需要初始生產系統以及坡道本身的樣子。

But what we have been doing here in the factory is we have been building up some amount of inventory.

但我們在工廠一直在做的是建立一定數量的庫存。

We are actually building several systems in anticipation of the need for shorter lead times.

實際上，我們正​​在建立多個系統，以滿足更短交貨時間的需求。

And so we have the ability to meet some small volumes with short lead times and then typically our lead times for volume capacity are still going to be in the 12 to 16 week time frame.

因此，我們有能力在較短的交貨時間內滿足一些小批量的需求，通常我們的批量產能交貨時間仍將在 12 至 16 週的時間內。

So, while we could ship onesie-twosies, keep in mind these ASPs are $2 million, $3 million plus.

因此，雖然我們可以運送連體兩件套，但請記住這些平均售價為 200 萬美元、300 萬美元以上。

Larger ramps would be something that we would need longer lead times for.

較大的坡道將需要更長的交貨時間。

Does that help?

這樣有幫助嗎？

Yes, that's fair.

是的，這很公平。

So given multi-programs, multi-products, if the orders came in and they are not pushed out or moved around, would you expect the first half of fiscal year 2018 revenue to be greater than that of the second half of 2017 as a result of that?

因此，考慮到多項目、多產品，如果訂單進來並且沒有被推出或轉移，您是否會期望 2018 財年上半年的收入會比 2017 財年下半年的收入更高？那個？

We are trying to avoid long-term forecasts.

我們正在努力避免長期預測。

Sorry, Christian.

對不起，克里斯蒂安。

But that would be reasonable.

但這是合理的。

Yes, that would be logical right?

是的，這符合邏輯，對嗎？

I think it's a logical path.

我認為這是一條合乎邏輯的道路。

That's correct.

這是正確的。

Yes.

是的。

I'm not asking for guidance.

我不是尋求指導。

I just want to make sure that I'm thinking about it correctly.

我只是想確保我的想法是正確的。

All right, awesome.

好吧，太棒了。

I don't have any other questions.

我沒有其他問題了。

Thanks guys.

多謝你們。

(Operator Instructions) Geoffrey Scott, Scott Asset Management.

（操作員說明）Geoffrey Scott，斯科特資產管理公司。

The ABTS systems that went out, you said last quarter that they were headed to the Philippines.

上個季度您曾說過，ABTS 系統已失效，它們將運往菲律賓。

Was that the case with the shipments in Q2 as well, or did they go to multiple destinations?

第二季的出貨也是如此，還是寄往多個目的地？

Ken is over here nodding that told me -- reminds me I said it was to the Philippines.

肯在這裡點頭告訴我──提醒我我說過這是去菲律賓的。

Okay.

好的。

(laughing).

（笑）。

Are the rest of them going to similar places?

其餘的人也會去類似的地方嗎？

In general, most of our ABTS sales do go to Asia.

一般來說，我們的大部分 ABTS 銷售都銷往亞洲。

I would say typically half to Southeast Asia and half north of there.

我想說的是，通常一半在東南亞，一半在北部。

How is that?

那個怎麼樣？

But we do still ship systems into the US.

但我們仍然將系統運送到美國。

So, I'm okay with saying these have been -- the current backlog of systems are primarily going to Southeast Asia.

所以，我可以這麼說──目前積壓的系統主要流向東南亞。

How's that?

怎麼樣？

Okay.

好的。

Did I understand correctly that you shipped a couple of FOX-1 systems?

我是否理解正確，你們運送了幾個 FOX-1 系統？

Sure, yes.

當然，是的。

More than one, yes.

不只一個，是的。

But get into (technical difficulty) trouble with getting into too much detail there.

但如果涉及太多細節，就會陷入（技術困難）麻煩。

It's about four (multiple speakers) I keep saying I'm not going to answer and then I answer it, so I'm not doing very well here.

大約有四個（多個發言者），我一直說我不會回答，然後我回答了，所以我在這裡做得不好。

The destination for those FOX-1s, I take it they were for production as opposed to engineering?

這些 FOX-1 的目的地，我認為它們是用於生產而不是工程？

Yes, these were production configuration systems and they are shipped into the US.

是的，這些是生產配置系統，它們被運送到美國。

Shipped into the US.

運送到美國。

Okay.

好的。

Last quarter, you said that -- or at the last call, you said that Q2 revenue would be down somewhat, which turned out to be pretty accurate.

上個季度，您說過——或者在上次電話會議上，您表示第二季度收入將有所下降，事實證明這是相當準確的。

Any comments on revenue for Q3 and Q4?

對第三季和第四季的營收有何評論？

Up?

向上？

Down?

向下？

Sideways?

側身？

What we're sticking to is that we are still going to be up.

我們堅持的是，我們仍然會繼續前進。

I think we said either considerably or from our last year's revenue, so we did $14 million something last year.

我認為我們所說的要么是相當大的，要么是我們去年的收入，所以我們去年做了 1400 萬美元的事情。

We are under $10 million so far.

到目前為止，我們的資金還不到 1000 萬美元。

You could anticipate that that's at least what you may want to determine significant, more than $4 million or $5 million in the second half for certain.

您可以預計，這至少是您可能希望在下半年確定的重要金額，肯定超過 400 萬美元或 500 萬美元。

We're actually expecting this quarter to be somewhat similar to this current quarter.

我們實際上預計本季與當前季度有些相似。

There is some range of it could be slightly upper slightly down.

有一定的範圍，可能會稍微上一點，稍微下一點。

There is -- one of the big wildcards for certain has to do with some of the opportunities with the XP and how rev rec is going to happen with those.

確實，最大的通配符之一與 XP 的一些機會以及轉速記錄將如何與這些機會有關。

We are currently assuming that systems that are shipped in the quarter will not be recognized for revenue until Q4.

我們目前假設本季出貨的系統要到第四季才能確認收入。

But there's some debate depending on how the timing of it and which customers they ship to.

但根據具體的時間表以及運送給哪些客戶，存在一些爭議。

Okay.

好的。

If I read between the lines, if you do not get rev rec on the XP until Q4, but you say Q3 will be similar to Q2, then there must be a fairly significant backlog of your base business to get you through that.

如果我從字裡行間看出，如果你直到第四季度才獲得XP 的轉速記錄，但你說第三季度將與第二季度類似，那麼你的基礎業務必須有相當大的積壓才能讓你渡過難關。

We have a backlog of base business.

我們有積壓的基礎業務。

We have a forecast for additional ABTS systems that will be turns within the second half.

我們預計將有更多 ABTS 系統在下半年投入使用。

And we also believe that, with customer orders, we have plenty of time to ship FOX-XPs to customers in Q3 and Q4.

我們也相信，根據客戶訂單，我們有充足的時間在第三季和第四季向客戶運送 FOX-XP。

Okay.

好的。

Sounds good.

聽起來不錯。

Congratulations.

恭喜。

I will let somebody else on.

我會讓別人上去。

Tom Diffely, D.A. Davidson.

湯姆·迪夫利，D.A.戴維森。

So, first on the push-outs of some expected orders, are you doing anything on the cost side?

那麼，首先在推出一些預期訂單方面，你們在成本方面做了什麼嗎？

Any expense changes of note because of the couple of quarter delay?

由於兩個季度的延遲，有任何值得注意的費用變化嗎？

We are not at this point.

我們現在還沒有到這個階段。

We did -- which is more of a historical thing than anything else.

我們做到了——這比其他任何事情都更具有歷史意義。

We had a Companywide shutdown over the break, of which I -- Ken and I were here most of it along with some manufacturing in some key R&D folks as well.

放假期間，我們全公司都停工了，其中我和肯（Ken）大部分時間都在這裡，還有一些關鍵研發人員的一些製造工作。

So, I would say, in general, we are holding steady.

所以，我想說，總的來說，我們保持穩定。

We are watching that.

我們正在關注這一點。

But this is a really key time with the -- getting the FOX-XP system out this quarter, which would be in February.

但這是一個非常關鍵的時刻——本季（即 2 月）推出 FOX-XP 系統。

We're building up the -- some inventory and we're building up more than a couple of systems, the FOX-XP for other applications.

我們正在建立一些庫存，並且我們正在建立多個系統，即用於其他應用程式的 FOX-XP。

And there's a lot of stuff going on here, so people are very busy.

這裡發生了很多事情，所以人們非常忙碌。

R&D spend is actually up a little bit, both in headcount and expenses.

研發支出實際上有所增加，無論是在人員數量或支出方面。

Some of the incremental expenses that we are doing, incurring with respect to the -- to test out all of these systems across multiple applications is showing up in our R&D expenses right now.

我們正在做的一些增量費用，涉及跨多個應用程式測試所有這些系統，現在已經顯示在我們的研發費用中。

So, is it more of a final test procedure going on right now, or are you actually changing some of the engineering or product features if you will on the XP --

那麼，這更多的是現在正在進行的最終測試程序，還是您實際上正在更改某些工程或產品功能（如果您願意的話）-

Very much final test.

非常多的最終測試。

We are getting in final rev boards, blades, chambers, subsystems.

我們正在完成最終的轉速板、葉片、腔室、子系統。

When you get into our WaferPaks and our DiePaks that are used in the FOX-XP, those are accustomed to specific applications.

當您了解 FOX-XP 中使用的 WaferPaks 和 DiePaks 時，您會發現它們適用於特定應用。

We have got test load boards and all that are brought in that typically are one-time expenses and they're used for characterization and they ultimately can be used in manufacturing as part of the final test procedures.

我們有測試負載板，所有帶來的通常都是一次性費用，它們用於表徵，最終可以作為最終測試程序的一部分用於製造。

So, this is not uncommon with where we're at.

所以，這對我們現在的情況來說並不少見。

We do anticipate that we will be through the bulk of that development of the FOX-1P and XP really this quarter.

我們確實預計 FOX-1P 和 XP 的大部分開發工作將在本季完成。

And so the expense related items, the fixturing, the one-time things, I would expect that to go down in Q4.

因此，與費用相關的項目、固定裝置、一次性的東西，我預計第四季會下降。

Okay.

好的。

So the delay here wasn't driven by the customer looking for additional features?

那麼這裡的延遲不是由客戶尋求附加功能造成的嗎？

That is true.

那是真實的。

That is true.

那是真實的。

We had that more on the FOX-1P.

我們在 FOX-1P 上還有更多這樣的東西。

On the XP, we have -- the system is very capable and, if anything, it's been a -- we have had direct feedback from customers that were almost to the effect of a pleasant surprise where they are able to provide us with devices and literally within days, were able to do test and characterize those devices on the FOX-XP system, which, in their mind, is very impressive.

在 XP 上，我們的系統功能非常強大，如果有什麼不同的話，那就是我們從客戶那裡得到了直接反饋，這些反饋幾乎達到了令人驚訝的效果，他們能夠為我們提供設備和實際上，幾天之內，我們就能夠在FOX-XP 系統上對這些設備進行測試和表徵，在他們看來，這非常令人印象深刻。

So it's been working really well for us in these spaces.

所以它在這些領域對我們來說非常有效。

Okay.

好的。

And then you mentioned the inventory, building some inventory, but it looks like the inventory was pretty stable during the quarter.

然後您提到了庫存，建立了一些庫存，但看起來本季庫存相當穩定。

Would you expect it to take a step function higher in the current quarter?

您預計本季它會進一步走高嗎？

I wouldn't say step function.

我不會說階躍函數。

We did a little bit of a shifting, so we shipped off some FOX-1s, some ABTSs, and then we added in some FOX-XP and ABTS material.

我們做了一些轉變，所以我們運送了一些 FOX-1、一些 ABTS，然後添加了一些 FOX-XP 和 ABTS 材料。

I would actually think our inventory is going to go up this quarter inversely proportional to when we ship systems, because we absolutely are bringing on XP inventory in anticipation of shipping that.

我實際上認為本季度我們的庫存將與我們發貨系統的時間成反比增加，因為我們絕對會在發貨時增加 XP 庫存。

And when we do, then it ships out the door.

當我們這樣做時，它就會被運送出去。

It will be a balance because it would be our expectation that initial systems are followed on with production systems.

這將是一種平衡，因為我們期望初始系統能夠跟進生產系統。

And so, as we have discussed in the past, the typical challenge is how do you manage your cash in that scenario.

因此，正如我們過去討論的那樣，典型的挑戰是在這種情況下如何管理現金。

We continue to hold to our 30% down payment from key customers and have managed to hold out with all of our large system deals.

我們繼續保留主要客戶 30% 的首付，並設法堅持所有大型系統交易。

So, that helps us with the inventory, it helps them lock in their commitments, and ensures that we are not having to go borrow money against inventory.

因此，這有助於我們處理庫存，幫助他們鎖定承諾，並確保我們不必用庫存借錢。

Okay.

好的。

And then finally, you mentioned in the press release that the XP is going into the optical side or 18 wafer capable.

最後，您在新聞稿中提到 XP 將進入光學側或 18 晶圓能力。

Is that the common size going forward, or is that a variable?

這是未來的共同尺寸，還是變數？

You know, the top two configurations that we have right now are actually 9 and 18.

你知道，我們現在擁有的前兩個配置實際上是 9 和 18。

To some extent, the 18 blades typically have fewer resources in them and the 9 blades have more, so ASPs aren't that different from each other.

在某種程度上，18 個刀片的資源通常較少，而 9 個刀片的資源較多，因此 ASP 彼此之間沒有太大區別。

But these are large production systems.

但這些都是大型生產系統。

They are impressive.

他們令人印象深刻。

Okay.

好的。

And you expect something to need 9 or 18 involved with the first FOX-XP customer when they come around?

您預計第一個 FOX-XP 客戶出現時需要 9 或 18 人參與嗎？

That's right.

這是正確的。

Those are the typical configurations.

這些是典型的配置。

The system is configurable down to a single blade and you can buy them one blade at a time.

該系統可配置為單一刀片，您一次可以購買一個刀片。

So, there are examples where a customer may want to start with a single blade and then they can upgrade in the field up to additional 18 blades to add capacity.

因此，在某些例子中，客戶可能希望從單個刀片開始，然後他們可以在現場升級最多 18 個刀片以增加容量。

It's a great model too, because it's very -- you could add a blade of capacity within a day or two.

這也是一個很棒的模型，因為它非常 - 您可以在一兩天內添加刀片容量。

I mean hours typically, right?

我的意思是通常幾個小時，對嗎？

And so, and that capacity, in historic terms, could represent an entire ATE system.

因此，從歷史角度來看，該容量可以代表整個 ATE 系統。

So there are certain applications where you could say this is 18 testers in one, but we could -- while it may take us 12 or 16 weeks in general for -- to build a full chambered system, it may be less for a single blade system.

因此，在某些應用中，您可以說這是18 個測試儀合而為一，但我們可以——雖然通常可能需要12 或16 週——來構建一個完整的腔室系統，但對於單個葉片來說可能會更少系統。

Incremental blades will be shorter lead times.

增量刀片將縮短交貨時間。

And so it allows us to actually ramp customers and add incremental capacity as one of the features the customers really like.

因此，它使我們能夠真正增加客戶數量並增加增量容量，這是客戶真正喜歡的功能之一。

Okay.

好的。

And then on the optical side, you said were going to go over to SPIE as well.

然後在光學方面，您說我們也會轉到 SPIE。

What does the potential customer base look like in that space, and how many potential customers do you think there are out there for you?

該領域的潛在客戶群是什麼樣的？您認為您有多少潛在客戶？

I will tell you some of this is our own learning through our customers and our customers' customers and suppliers that there is a lot of really interesting things going on there.

我會告訴你，其中一些是我們透過我們的客戶、客戶的客戶和供應商了解到的，那裡發生了很多非常有趣的事情。

I mentioned the stuff going on with optical and sensors in cars.

我提到了汽車中光學和感測器的情況。

We do those today.

我們今天就這樣做。

There are things like lidar and all that are just -- that are, as an engineer, are exciting to sit and talk with the people about where that technology is going.

像光達之類的東西，作為一名工程師，坐下來與人們談論該技術的發展方向是令人興奮的。

And then there are things that are going in mobile devices that are very high volumes that are using technologies for the types of companies that are actually showing their wares at this type of show.

然後，行動裝置中正在發生大量的事情，這些事情正在使用適合在此類展會上實際展示其產品的公司類型的技術。

This is our first time.

這是我們第一次。

We have been sort of quietly engaged with several of those customers, but this will be our first public time out there to talk about these products.

我們一直在悄悄地與其中一些客戶接觸，但這將是我們第一次公開討論這些產品。

We will now have an XP that we effectively have shipped both engineering and now production systems, and we are in a really good position to have those customers come into our factory and see examples of the kind of things that we can do to do these massive parallelism.

我們現在將擁有一個XP，我們實際上已經交付了工程系統和現在的生產系統，並且我們處於非常有利的位置，可以讓這些客戶進入我們的工廠並查看我們可以做的事情的示例來完成這些大規模的工作。並行性。

The thing about these devices -- it's interesting, and there's different things from LEDs to pixels to lasers to photonics devices.

這些設備的特點很有趣，從 LED 到像素，從雷射到光子設備，有不同的東西。

But one of the common threads is a combination of the reliability of those devices.

但共同點之一是這些設備的可靠性的組合。

There is a higher than what I would say average, average being silicon, input mortality.

輸入死亡率高於我所說的平均值（矽的平均值）。

So in an application where reliability is important, they need to do some sort of a burn-in step.

因此，在可靠性很重要的應用中，他們需要進行某種預燒步驟。

In many of the applications, there's also examples where the parametrics of the device -- think of the light output power will vary within the first, say, 100 hours of use.

在許多應用中，還有一些範例顯示設備的參數（例如光輸出功率）會在使用的最初 100 小時內發生變化。

And that variance can have an impact.

這種差異會產生影響。

There are high-speed communication devices that, if you were to ship them without going through an aging process, 100 hours later, they would no longer be tuned and you might drop from 100 gigabyte to a 10 gigabyte or 50 gigabyte transmission.

有些高速通訊設備，如果您在不經過老化過程的情況下運輸它們，100 小時後，它們將不再進行調整，您的傳輸量可能會從 100 GB 下降到 10 GB 或 50 GB。

It's a big deal.

這是一件大事。

So, you need to do an extended life test on these or burn-in test to be able to weed out or cherry-pick, or in this case just pick from a bunch to get the proper parametrics.

因此，您需要對這些進行延長壽命測試或老化測試，以便能夠淘汰或挑選，或者在這種情況下，只需從一堆中挑選以獲得正確的參數。

We will be talking about that at the show.

我們將在展會上討論這一點。

And that's just a -- it's just a very interesting area.

這只是一個非常有趣的領域。

And traditionally, there's not really good methods for doing it except for to put it into the actual end use module and try and burn it in for 100 hours, and that would be horrifically expensive alternative.

傳統上，除了將其放入實際的最終使用模組並嘗試燃燒 100 小時之外，沒有真正好的方法來做到這一點，而這將是非常昂貴的替代方案。

So we have been doing this for years on our FOX-15, and there are some new applications in terms of parallelism and power that the XP is exceptionally well-suited for that we think will give us -- this is a pretty neat and exciting opportunity for Aehr Test.

因此，我們多年來一直在FOX-15 上這樣做，並且在並行性和功能方面有一些新的應用程序，XP 非常適合這些應用程序，我們認為這將為我們帶來— 這是一個非常簡潔和令人興奮的應用程式。Aehr 測試的機會。

Great.

偉大的。

Thanks for your time today.

感謝您今天抽出時間。

Orin Hirschman, AIGH Investment Partners.

奧林‧赫希曼 (Orin Hirschman)，AIGH 投資合夥人。

In terms of you did mention -- maybe you didn't want to, but you mentioned in terms of the shipments that have been done.

就您確實提到的而言——也許您不想這樣做，但您提到了已完成的發貨情況。

What is revenue recognition dependent on in terms of this being considered a new product?

收入確認取決於什麼才能被視為新產品？

Customer acceptance, how should we think about that and is there even a clear formula for you?

客戶接受度，我們應該如何考慮這個問題，是否有一個明確的公式適合您？

Well, usually, Ken and I will have these conversations.

嗯，通常，肯和我會進行這些對話。

We have a written policy that we stick to.

我們有我們堅持遵守的書面政策。

I think it is very consistent with the ATE space.

我認為這與ATE領域非常一致。

This is a similar policy that we had in Hewlett-Packard and (technical difficulty) and Agilent before I was here.

在我來到這裡之前，我們在惠普、（技術難度）和安捷倫也有類似的政策。

And what we will do is, for a new system platform, we will wait until a customer acceptance from them.

我們要做的是，對於一個新的系統平台，我們會等到客戶接受。

Most of the time, that happens after installation at their site.

大多數情況下，這種情況是在其現場安裝後發生的。

Sometimes it can happen before then -- where they basically fully sign off on the functionality and capability of that tool before we will recognize the revenue of that system.

有時它可能會在那之前發生——在我們確認系統的收入之前，他們基本上完全認可了該工具的功能和能力。

For follow-on systems either to that customer or to another customer, the standard process is the revenue recognition is upon transfer of title.

對於該客戶或其他客戶的後續系統，標準流程是在所有權轉讓時確認收入。

Most of those -- that happened at our factory when the customer comes and picks it up and takes ownership, or in those cases where we ship it to the customer, then it would transfer title when it gets to the customer.

其中大多數 - 當客戶來取貨並取得所有權時發生在我們的工廠，或者在我們將其運送給客戶的情況下，然後當它到達客戶手中時就會轉移所有權。

So, it is typically only associated with a new product.

因此，它通常只與新產品相關。

And one of the over-unders for us is we have already shipped a FOX-XP for revenue to a customer, but it was in the engineering configuration.

對我們來說，其中一個過度的事情是我們已經向客戶交付了一台 FOX-XP 以獲取收入，但它是在工程配置中。

And so there's some discussion going on around -- to the same customer, do we need additional acceptance or are we okay?

因此，存在一些討論——對於同一個客戶，我們是否需要額外的接受，或者我們可以嗎？

Would it take a new customer?

需要新客戶嗎？

And so we're kind of working through that right now.

所以我們現在正在解決這個問題。

These are -- the rev recs, and they certainly show up on your P&L.

這些是——轉速建議，它們肯定會出現在您的損益表中。

In many cases, this isn't a cash event because our financial terms include down payments and then most payment is due upon shipment.

在許多情況下，這不是現金事件，因為我們的財務條款包括預付款，然後大部分付款在發貨時到期。

And only on the first tool, we defer maybe 10% or 20% for final acceptance.

僅在第一個工具上，我們可能會推遲 10% 或 20% 的最終驗收時間。

So while rev rec may not happen, we may already be sitting on 80% of the cash.

因此，雖然 Rev Rec 可能不會發生，但我們可能已經坐擁 80% 的現金。

Does that make sense?

那有意義嗎？

Okay.

好的。

It does.

確實如此。

Doe this -- I realize you can't always tell what quarter it folds in, but doesn't this give you pretty good visibility for, say, Q4 of this year?

我知道你不能總是知道它會在哪個季度折疊，但這不會讓你對今年第四季的情況有很好的了解嗎？

It would, for example.

例如，它會。

That's right.

這是正確的。

And an interesting byproduct of the process that we do consistently is we could ship multiple systems and as soon as the first person recognizes revenue, then the other ones recognize revenue automatically.

我們一貫執行的流程的一個有趣的副產品是，我們可以交付多個系統，一旦第一個人確認收入，其他人就會自動確認收入。

It's I don't want to say an SOCs thing but this is just a standard GAAP accounting process.

我不想說 SOC 的事情，但這只是一個標準的 GAAP 會計流程。

So, it makes it a little interesting at times like this, and that's why -- I'm not trying to hedge my bets -- there could be a scenario where you get accepted on the first XP system from a customer.

所以，在這樣的時候，它會變得有點有趣，這就是為什麼——我不想對沖我的賭注——可能會出現這樣的情況：你被客戶接受了第一個 XP 系統。

The second one goes out the door the next day and it gets acceptance immediately.

第二個第二天就出了門，並立即被接受。

There is no -- if you follow the whole rev rec, as many of the folks on the line do, the whole thing about the rev rec and SAB 101 came about early on in the -- 15 years ago in the software world where there was a whole issue with respect to claiming you shipped the software and you sent a CD, but the rev -- there was a free upgrade.

沒有——如果你像網上的許多人一樣遵循整個轉速記錄，那麼關於轉速記錄和 SAB 101 的整個事情就早在 15 年前的軟體世界中就出現了。聲稱您運送了軟體並發送了CD，這是一個完整的問題，但修訂版- 有免費升級。

You know, I will give you a patch six months later.

你知道，六個月後我會給你一個補丁。

So when was the product really completed?

那麼產品是什麼時候真正完成的呢？

If you talk with the auditors, we have this large 2 ton chamber full of electronics that's either in the house or it moves to the customer.

如果您與審計員交談，您會發現我們有一個 2 噸重的大型房間，裡面裝滿了電子設備，這些電子設備要么在房子裡，要么轉移給客戶。

It's pretty easy to see that we are shipping things and all, so it's not so much of a deal in the large capital equipment space.

很容易看出我們正在運送東西和所有東西，所以在大型資本設備領域這並不是什麼大不了的事情。

Okay.

好的。

And one other additional question.

還有一個附加問題。

You mentioned the show, that there is -- and then just showing off the new optical sensors that will be used in handsets, multiple handset manufacturers.

你提到了這個節目，然後只是展示了將用於手機、多家手機製造商的新光學感測器。

Is that like your dream type of test scenario, because they are so tiny or they are generally not (technical difficulty) online and even off-line that's really statistically tested as opposed to doing really double duty batch work here and yet their failure rate is critical from the end product?

這是否像您夢想的測試場景類型一樣，因為它們是如此之小，或者它們通常不（技術難度）在線甚至離線，這確實是經過統計測試的，而不是在這裡進行真正的雙重任務批次工作，但它們的失敗率對最終產品至關重要？

Is it kind of your dream type of test chip?

這是您夢想的測試晶片類型嗎？

Yes.

是的。

It gets into an interesting discussion.

這就引發了一場有趣的討論。

And I realize many of my customers are listening, but if you are a tester guy, your ideal scenario is something that takes a really long time to test and has a reasonable amount of failures.

我意識到我的許多客戶都在傾聽，但如果您是測試人員，您的理想場景是需要花費很長時間進行測試並且具有合理數量的失敗。

If it never fails, you would stop testing it.

如果它永遠不會失敗，你就會停止測試它。

So, there is a sense of those devices that inherently, through the process itself, like we've talked about the optical devices, flash memories for example, they inherently are incapable of being built so that they do not fail.

因此，這些設備本質上是一種感覺，透過過程本身，就像我們討論過的光學設備，例如閃存，它們本質上無法構建，因此不會發生故障。

But once you go through a certain amount of tests, their failure rate drops to a point where they are extremely reliable for a long period of time.

但一旦經過一定數量的測試，它們的故障率就會下降到在很長一段時間內極其可靠的程度。

Those are pretty ideal for us.

這些對我們來說非常理想。

Then of course, the other one is we want devices where there's a whole lot of them.

當然，另一個問題是我們想要擁有大量設備的設備。

And if you look at units, whether it be the automotive space, really mobile these days, handsets, tablets, those are still one of the key drivers, disk drives, whether they be solid-state or hard disk drives, and the reliability expectations of those, those types of devices are usually your highest volume ones.

如果你看看單位，無論是汽車領域，現在真正的行動設備，手機，平板電腦，這些仍然是關鍵驅動因素之一，磁碟機，無論它們是固態驅動器還是硬碟，以及可靠性期望其中，這些類型的設備通常是容量最大的設備。

And that was the application you were referring to at the show (multiple speakers)

這就是您在展會上提到的應用程式（多個發言者）

Correct.

正確的。

We have both mobile applications and server type applications that -- one of the new applications for the FOX-XP and the server optical devices is expected to have significant growth over the next decade.

我們擁有行動應用程式和伺服器類型應用程序，FOX-XP 和伺服器光學設備的新應用程式之一預計將在未來十年內顯著增長。

And it posed -- we will probably talk more about that over the next couple of quarters, but it is just a very interesting space if you start to look at -- think of fiber-optic backplanes replacing copper or typical electrical backplanes and say what that can do.

它提出——我們可能會在接下來的幾個季度中更多地討論這個問題，但如果你開始考慮——想像光纖背板取代銅或典型的電氣背板，這將是一個非常有趣的領域，並說出什麼那可以。

And if you follow the server farms, the Google farms and all, how much of everything is going to fiber-optic, we test those parts.

如果你關注伺服器群、Google群組等等，有多少東西將採用光纖，我們會測試這些部分。

Those fiber-optic transceivers inherently need to go through an aging and burn-in process.

這些光纖收發器本質上需要經歷老化和老化過程。

And we are exceptionally well-suited to do that at wafer level.

我們非常適合在晶圓級實現這一點。

Okay.

好的。

And just can you say on that application, for the handset application with the optical sensors, would you have more than one customer or only one customer?

您能否說，對於該應用程序，對於帶有光學感測器的手機應用程序，您會擁有多個客戶還是只有一個客戶？

Well, we definitely have more than one customer.

嗯，我們肯定有不只一個客戶。

And customer, let's be careful.

顧客，我們要小心。

We have more than one customer today that already bought and have taken revenue, etc.

今天我們有不只一位客戶已經購買並獲得了收入等。

And then we are engaged with a pretty wide number of new customers, more than a handful.

然後，我們與相當多的新客戶進行了接觸，而且數量不只少數。

And --

和 -

So the customer is -- I'm sorry, go ahead.

所以客戶是——對不起，請繼續。

Yes, and some of those are tied together with a common interest with yet another one of our customers and some are not.

是的，其中一些與我們的另一位客戶有著共同的利益，而另一些則不然。

And one thing that we are aware of right now is there is a significant amount of opportunities out there.

我們現在意識到的一件事是，那裡存在大量的機會。

And I will state one of our challenges can even be our channel.

我想說我們的挑戰之一甚至可以是我們的管道。

Do we have enough feet on the street to be able to address all of the requirements?

我們是否有足夠的實力來滿足所有要求？

We are absolutely prioritizing and that I think is a frugal, appropriate thing to do given where we are in our financials.

我們絕對會優先考慮，考慮到我們的財務狀況，我認為這是一件節儉且適當的事情。

But we do have the opportunity that, as we grow in revenue, we can add resources which we believe will allow us to address larger markets.

但我們確實有機會，隨著收入的成長，我們可以增加資源，我們相信這將使我們能夠應對更大的市場。

We have, we believe, a significant IP in terms of patents and in terms of domain knowledge and technology lead in this space, so we are trying to pick off the key top players first and then we'll expand to -- they are not even second-tier players.

我們相信，在專利方面以及在該領域的領域知識和技術領先方面，我們擁有重要的知識產權，因此我們試圖首先挑選出關鍵的頂級參與者，然後我們將擴展到 - 他們不是甚至是二線球員。

You are talking about -- most everyone we're talking about are top 10 semiconductor manufacturers or in the photonics vixel space, the top few of those.

你正在談論 - 我們談論的大多數人都是排名前 10 位的半導體製造商或光子學像素領域的前幾名。

But is the customer -- let's say you have two customers today, for example, in a multiple, are those two customers the OEMs that end up consuming on the mobile device, or the customer, the guys making the vixel, or both?

但客戶是——假設您今天有兩個客戶，例如，在多個客戶中，這兩個客戶是最終在行動裝置上消費的OEM，還是客戶，製造vixel 的人，或者兩者兼而有之？

We have engaged with all of the above.

我們已經參與了上述所有工作。

Okay, thank you.

好的謝謝。

(Operator Instructions).

（操作員說明）。

And it appears there are no further questions at this time.

目前看來沒有其他問題了。

Mr. Erickson, I would like to turn the conference back to you for any additional or closing remarks.

艾瑞克森先生，我想請您發表補充或結束語。

Okay, well, we really appreciate it and I appreciate everybody joining in on the call here, wish you all a happy new year.

好的，我們真的很感激，也謝謝大家加入這裡的電話會議，祝大家新年快樂。

I think I'd close with, and I really mean it, this is going to be a very interesting and exciting year for Aehr Test, and we are looking forward to keeping you guys appraised at our quarterly updates.

我想我最後想說的是，我是認真的，對於 Aehr Test 來說，這將是非常有趣和令人興奮的一年，我們期待著讓你們對我們的季度更新進行評價。

As always, if you have any questions, feel free to contact the MKR folks or give us a call or an email.

像往常一樣，如果您有任何疑問，請隨時聯繫 MKR 人員或給我們打電話或發送電子郵件。

And if you happen to be in the Silicon Valley Bay area and want to stop by, we are always open to give people a tour and give a little bit more information about what we're doing here.

如果您碰巧在矽谷灣地區並想順便過來，我們隨時樂意為人們提供參觀，並提供更多有關我們在這裡所做的事情的信息。

Thank you very much and have a good day.

非常感謝您，祝您有美好的一天。

Bye-bye now.

現在再見了。

This does conclude today's conference.

今天的會議到此結束。

Thank you for your participation.

感謝您的參與。

You may now disconnect.

您現在可以斷開連線。