Aehr Test Systems (AEHR) 2023 Q1 法說會逐字稿

Hello, and welcome to the Aehr Test Systems Fiscal 2023 First Quarter Financial Results Conference Call. (Operator Instructions) Please note, this event is being recorded.

您好，歡迎參加 Aehr Test Systems 2023 財年第一季度財務業績電話會議。 （操作員說明）請注意，此事件正在記錄中。

I would now like to turn the conference over to Todd Kehrli of MKR Investor Relations. Please go ahead.

我現在想將會議轉交給 MKR 投資者關係部的 Todd Kehrli。請繼續。

Thank you, operator. Good afternoon, and welcome to Aehr Test Systems First Quarter fiscal 2023 financial results conference call. With me on today's call are Aehr Test President and Chief Executive Officer, Gayn Erickson; and Chief Financial Officer, Ken Spink. Before I turn the call over to Gayn and Ken, I'd like to cover a few quick items.

謝謝你，接線員。下午好，歡迎參加 Aehr Test Systems 2023 財年第一季度財務業績電話會議。今天與我通話的是 Aehr Test 總裁兼首席執行官 Gayn Erickson；和首席財務官 Ken Spink。在我將電話轉給 Gayn 和 Ken 之前，我想介紹一些快速項目。

This afternoon, Aehr Test issued a press release announcing its first quarter financial results. That release is available on the company's website at aehr.com. This call is being broadcast live over the Internet for all interested parties, and the webcast will be archived on the Investor Relations page of the company's website.

今天下午，Aehr Test 發布了一份新聞稿，宣布了其第一季度的財務業績。該版本可在公司網站 aehr.com 上獲得。本次電話會議正在互聯網上為所有感興趣的各方進行現場直播，網絡直播將存檔在公司網站的投資者關係頁面上。

I'd like to remind everyone that on today's call, management will be making forward-looking statements 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.

我想提醒大家，在今天的電話會議上，管理層將根據當前信息和估計做出前瞻性陳述，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陳述。

These forward-looking statements, which may cause the results to differ materially from those in the forward-looking statements are discussed in the company's most recent periodic and current reports filed with the SEC. These forward-looking statements, including the guidance provided today are only valid as of this date, and Aehr Test undertakes no obligation to update the forward-looking statements.

這些前瞻性陳述可能導致結果與前瞻性陳述中的結果存在重大差異，在公司最近提交給美國證券交易委員會的定期報告和當前報告中進行了討論。這些前瞻性陳述，包括今天提供的指導，僅在本日有效，Aehr Test 不承擔更新前瞻性陳述的義務。

Now I'd like to turn the call over to Gayn Erickson, President and Chief Executive Officer of Aehr Test. Gayn?

現在我想把電話轉給 Aehr Test 總裁兼首席執行官 Gayn Erickson。蓋恩？

Thanks, Todd. Good afternoon, everyone. Thank you for joining us on the first quarter conference call. Let's start with a quick summary of the highlights of the quarter and momentum we're experiencing in the semiconductor wafer level test and burden market. And then Ken will go over the financials in detail. After that, we'll open up the lines to take your questions.

謝謝，托德。大家下午好。感謝您參加第一季度電話會議。讓我們先快速總結一下本季度的亮點以及我們在半導體晶圓級測試和負載市場中所經歷的勢頭。然後肯將詳細介紹財務狀況。之後，我們將開通線路以回答您的問題。

We're off to a good start this year, finishing the quarter with revenue and net income ahead of consensus estimates and strong bookings of $19.1 million. Revenue for the quarter was $10.7 million, which is up 89% year-over-year, and we generated non-GAAP net income of $1.3 million.

我們今年開局良好，本季度結束時的收入和淨收入超過了普遍預期，預訂量達到了 1910 萬美元。本季度收入為 1070 萬美元，同比增長 89%，我們產生了 130 萬美元的非公認會計原則淨收入。

As we've noted before and discussed last quarter, over the last couple of years, our first quarter tends to be our seasonally softest quarter as it was again this year, and we expect each consecutive quarter to ramp higher throughout the year. So let me get right to it and talk about how we're doing in getting into more accounts, focused on silicon carbide for electric vehicles in other markets, and that's where a lot of the questions are coming in at.

正如我們之前提到的並在上個季度討論過的那樣，在過去幾年中，我們的第一季度往往是我們季節性最疲軟的季度，今年又是這樣，我們預計全年每個季度都會連續增長。因此，讓我直奔主題，談談我們在獲得更多客戶方面的表現，專注於其他市場電動汽車的碳化矽，這就是很多問題的來源。

We're currently engaged or in discussions with almost all the existing and future silicon carbide suppliers now regarding our unique low-cost multi-wafer level test and burn-in solution that enables contact 2 and test of 100% of devices on every wafer. This allows our customers to burn-in every device at a lower cost than they could in any other form due to our ability to contact thousands of devices on each of 18 wafers at a time with our FOX-XP multi-wafer test and burn-in system and proprietary FOX full wafer contact WaferPaks.

目前，我們正在與幾乎所有現有和未來的碳化矽供應商就我們獨特的低成本多晶圓級測試和老化解決方案進行接觸或討論，該解決方案可以在每個晶圓上實現接觸 2 和 100% 的設備測試。這使我們的客戶能夠以比任何其他形式更低的成本來老化每個設備，因為我們能夠通過 FOX-XP 多晶圓測試和老化測試一次接觸 18 個晶圓上的數千個設備。在系統和專有的 FOX 全晶圓接觸 WaferPaks。

All of the major silicon carbide companies expect that electric vehicle traction inverters will move to multichip modules as this is where the electric vehicle manufacturers are driving the industry. As such, they've told us they must move to wafer level stress in burn-in to remove the inherent failures before they put these devices into multidie modules to meet the cost yield and reliability goals of those modules. Aehr's technology provides a total turnkey single vendor solution to meet these customers' critical test and stress requirements at a cost and test floor footprint significantly lower than any other alternative on the market.

所有主要的碳化矽公司都預計電動汽車牽引逆變器將轉向多芯片模塊，因為這是電動汽車製造商推動行業發展的方向。因此，他們告訴我們，在將這些設備放入多芯片模塊之前，他們必須在老化過程中轉移到晶圓級應力以消除固有故障，以滿足這些模塊的成本良率和可靠性目標。 Aehr 的技術提供了一個完整的交鑰匙單一供應商解決方案，以滿足這些客戶的關鍵測試和壓力要求，其成本和測試場地面積顯著低於市場上任何其他替代方案。

Our lead customer for silicon carbide wafer level burn-in continues to ramp up use of our FOX-XP multi-wafer systems and wafer packs, placing yet another significant order with us during the quarter. Similar to past orders, they purchased the systems without the necessary wafer pack full wafer contactors. And as such, we expect significant orders from them for wafer packs to match these systems. This need for additional capacity is being driven by increased demand for silicon carbide customers for electric vehicles. This customer recently announced that they expect their growth rate to accelerate faster than previously forecasted and they continue to forecast orders for a significant number of FOX systems and WaferPak contactors with us over the next several years.

我們的碳化矽晶圓級老化的主要客戶繼續增加對我們 FOX-XP 多晶圓系統和晶圓組的使用，在本季度向我們下了另一筆重要訂單。與過去的訂單類似，他們購買的系統沒有必要的晶圓包全晶圓接觸器。因此，我們預計他們會從他們那裡獲得大量訂單，以匹配這些系統。對電動汽車碳化矽客戶的需求增加推動了對額外產能的需求。該客戶最近宣布，他們預計他們的增長速度將比之前預測的更快，並且他們繼續預測未來幾年將向我們訂購大量 FOX 系統和 WaferPak 接觸器。

Beyond this lead customer, our previously announced benchmarks and evaluations with 2 additional major silicon carbide semiconductor suppliers continuing to move forward with great progress this quarter. Following the end of the quarter, we announced an initial purchase order from one of these suppliers for our FOX-NP multi-wafer test and burn-in system, multiple WaferPak contactors and a FOX WaferPak aligner to be used for qualification of our wafer-level burden solution for silicon carbide devices for electric vehicles and other markets.

除了這個主要客戶之外，我們之前宣布的基準和評估與另外兩家主要的碳化矽半導體供應商在本季度繼續取得巨大進展。在本季度末之後，我們宣布從其中一家供應商處訂購我們的 FOX-NP 多晶片測試和老化系統、多個 WaferPak 接觸器和 FOX WaferPak 對準器，以用於我們的晶片鑑定——用於電動汽車和其他市場的碳化矽器件的水平負載解決方案。

This new customer is one of the world's largest suppliers of silicon carbide devices serving several significant markets, including the electric vehicle industry. We now have 2 of the top 4 silicon carbide market participants as customers. We've already shipped the system to this new customer's facility, and we believe we'll achieve their specific performance and functionality evaluation criteria on their test floor during the next 3 to 6 months. This new customer indicated to us that Aehr Test is the only provider that has a product that is scalable to high-volume production to meet the production capacity they need to address the increasing demand for silicon carbide devices. They have provided us with forecasts for our FOX-XP systems for volume production of their silicon carbide devices at multiple facilities around the world. And we expect that they will purchase FOX-XP production systems to be shipped before the end of our fiscal year ending May 31, 2023.

這個新客戶是世界上最大的碳化矽器件供應商之一，服務於包括電動汽車行業在內的多個重要市場。我們現在有前 4 大碳化矽市場參與者中的 2 個作為客戶。我們已經將該系統運送到這個新客戶的工廠，我們相信在接下來的 3 到 6 個月內，我們將在他們的測試台上達到他們特定的性能和功能評估標準。這位新客戶向我們表示，Aehr Test 是唯一一家擁有可擴展到大批量生產的產品的供應商，以滿足他們滿足對碳化矽器件不斷增長的需求所需的生產能力。他們為我們的 FOX-XP 系統提供了預測，以便在世界各地的多個工廠批量生產其碳化矽器件。我們預計他們將購買 FOX-XP 生產系統，並在我們截至 2023 年 5 月 31 日的財政年度結束前發貨。

The benchmark with the other potential customer, which candidly has been slow and steady over the last year, has also progressed significantly since last quarter's conference call. We completed a significant milestone using the new capability we publicly announced today, and I'll discuss later where we tested a significant number of wafers for a correlation of an automotive device and we believe that we will successfully complete their production correlation over the next few months, allowing them to also move forward with our FOX solution.

與其他潛在客戶的基準，坦率地說，去年一直緩慢而穩定，自上季度電話會議以來也取得了顯著進展。我們使用我們今天公開宣布的新功能完成了一個重要的里程碑，稍後我將討論我們在哪裡測試了大量晶圓以進行汽車設備的相關性，我們相信我們將在接下來的幾年內成功完成它們的生產相關性個月，讓他們也可以繼續使用我們的 FOX 解決方案。

With both of these major silicon carbide suppliers -- I'm sorry, let me try. We expect both of these major silicon carbide suppliers to implement our FOX platform solution into their volume-manufacturing production flow as they look to capitalize on the fast-growing demand for silicon carbide devices and electric vehicles.

對於這兩家主要的碳化矽供應商——對不起，讓我試試。我們希望這兩家主要的碳化矽供應商都將我們的 FOX 平台解決方案實施到他們的量產生產流程中，因為他們希望利用對碳化矽設備和電動汽車快速增長的需求。

FOX demand is building for wafer-level burn in the silicon carbide devices and specifically for traction inverters and onboard and off-board chargers for electric vehicles. During the last few months, multiple additional silicon carbide suppliers have asked us to provide technical feasibility, quotations and schedules for production test and burn-in of their wafers. While some of these companies want to do on-wafer validation of our solutions before they place orders for systems from us, others are planning to move directly to purchasing our FOX systems and/or WaferPaks to accelerate their time to market.

FOX 對碳化矽器件的晶圓級燃燒需求正在增加，特別是對於電動汽車的牽引逆變器和車載和非車載充電器。在過去的幾個月裡，多家其他碳化矽供應商要求我們提供技術可行性、報價和時間表，以進行生產測試和晶圓老化。雖然其中一些公司希望在向我們下訂單之前對我們的解決方案進行晶圓上驗證，但其他公司則計劃直接購買我們的 FOX 系統和/或 WaferPak 以加快產品上市時間。

An example of this is just a few days ago, we received orders for WaferPaks on 2 designs from a brand-new customer for silicon carbide MOSFETs targeted electric vehicles. This multibillion-dollar semiconductor company that is already making silicon carbide MOSFET wafers that we have in house, by the way, they have not even gone public with their silicon carbide MOSFET introduction plans.

這方面的一個例子是幾天前，我們從一個全新的客戶那裡收到了 2 種設計的 WaferPaks 訂單，該客戶針對以碳化矽 MOSFET 為目標的電動汽車。這家價值數十億美元的半導體公司已經在生產我們內部擁有的碳化矽 MOSFET 晶圓，順便說一下，他們甚至還沒有公開他們的碳化矽 MOSFET 引進計劃。

The silicon carbide market for electric vehicles and its supporting infrastructure requirements are growing at a tremendous rate. With Canaccord Genuity estimated that wafer capacity will increase from 125,000 6-inch wafers in 2021 to over 4 million 6-inch equivalent wafers in 2030 just to meet the EV market alone. Adding the other applications for silicon carbide, including solar power conversion, industrial and other electrification infrastructure and the market size doubles. This past month, Vernon Rogers, our EVP of Sales and Marketing, and I met face-to-face with multiple potential customers at their facilities in both the U.S. and Europe and are very encouraged about our prospects for winning this capacity with these prospective customers.

電動汽車的碳化矽市場及其配套基礎設施需求正在以驚人的速度增長。據 Canaccord Genuity 估計，僅為了滿足 EV 市場，晶圓產能將從 2021 年的 125,000 片 6 英寸晶圓增加到 2030 年的超過 400 萬片 6 英寸等效晶圓。增加碳化矽的其他應用，包括太陽能轉換、工業和其他電氣化基礎設施，市場規模翻倍。上個月，我們的銷售和營銷執行副總裁 Vernon Rogers 和我在他們位於美國和歐洲的工廠與多個潛在客戶進行了面對面的會面，並對我們與這些潛在客戶贏得這種能力的前景感到非常鼓舞.

We also had very productive meetings around our participation in 2 important industry conferences in Europe. Vernon attended this year's International Conference on Silicon Carbide and Related Materials known as ICSCRM in Davos, Switzerland, considered to be the most important technical conference series on silicon carbide and related materials. He and I also attended the EU Power Semiconductor Executive Summit in Munich where I gave a presentation on Aehr and the impact of wafer-level burn-in on reliability and stability of silicon carbide devices to a large audience of power semiconductor industry leaders as well as automotive and other users of silicon carbide power semiconductors from around the globe.

我們還圍繞我們在歐洲參加的 2 個重要行業會議舉行了非常富有成效的會議。 Vernon 參加了今年在瑞士達沃斯舉行的名為 ICSCRM 的碳化矽及相關材料國際會議，該會議被認為是關於碳化矽及相關材料的最重要的技術會議系列。他和我還參加了在慕尼黑舉行的歐盟功率半導體高管峰會，在那裡我向眾多功率半導體行業領導者以及來自全球的汽車和其他碳化矽功率半導體用戶。

From our many discussions and introductions of these events, 2 themes were very important. Number one, it's clear, there's a continued momentum in silicon carbide. In fact, there seems to be an acceleration of the expected adoption rate as well as an increase in the expected growth in electric vehicles. Several silicon carbide and electric vehicle companies are now saying electric vehicles are more likely to account for 50% of all vehicles made in 2030 as opposed to the 30% number we've been stating. In fact, VW Group, the first or second largest automotive supplier in the world depending on the year, along with Toyota, said in a presentation that they expect electric vehicles to comprise 50% of all their vehicles sold by 2030. I guess, I should say, in 2030.

從我們對這些活動的多次討論和介紹中，有兩個主題非常重要。第一，很明顯，碳化矽有持續的發展勢頭。事實上，電動汽車的預期採用率和預期增長似乎都在加速。幾家碳化矽和電動汽車公司現在表示，電動汽車更有可能占到 2030 年生產的所有汽車的 50%，而不是我們一直說的 30%。事實上，大眾集團是世界上第一或第二大汽車供應商，具體取決於年份，與豐田一起，他們在一次演講中表示，他們預計到 2030 年電動汽車將佔其所有汽車銷量的 50%。我猜，我應該說，2030年。

The #2 theme is, there's an increasing consensus that not only do you need to do 100% burn-in silicon carbide devices that go into the automotive space and other mission-critical applications, but that burn-in of the die must be done at wafer level before they're put into the modules for the traction inverters in particular, for electric vehicles.

#2 主題是，越來越多的共識是，您不僅需要對進入汽車領域和其他關鍵任務應用的碳化矽器件進行 100% 老化，而且必須對芯片進行老化在將它們放入牽引逆變器（尤其是電動汽車）的模塊之前，在晶圓級進行。

In my presentation at the EU Summit, I noted that in addition to the obvious cost advantage of removing device failures before they're put into a module with many other devices, companies also want to stabilize the inherent early life drift of threshold voltages observed in silicon carbide MOSFETs and then select devices with matching threshold voltages to put into multichip modules.

在歐盟峰會上的演講中，我指出，除了在設備故障與許多其他設備一起放入模塊之前消除設備故障的明顯成本優勢外，公司還希望穩定在早期觀察到的閾值電壓固有的早期壽命漂移碳化矽 MOSFET，然後選擇具有匹配閾值電壓的器件放入多芯片模塊中。

Higher-than-acceptable infant mortality rates of silicon carbide MOSFETs require 100% production stress in burn-in testing to achieve automotive and industrial quality levels. And the value and requirement for doing stabilization of the devices goes beyond just infant mortality to include critical parametric -- parameters such as the threshold voltage.

碳化矽 MOSFET 高於可接受的嬰兒死亡率要求在老化測試中達到 100% 的生產應力，以達到汽車和工業質量水平。並且對設備進行穩定的價值和要求不僅僅是嬰兒死亡率，還包括關鍵參數——例如閾值電壓等參數。

With the transition from discrete silicon carbide components to multiple silicon carbide die modules or integrated power modules, the gate threshold voltage stability is critical to the module reliability driven by the prerequisite to have matching and stable gate voltage threshold die-to-die, Aehr's technologies and capabilities enable gate threshold stability and reliability at the wafer level.

隨著從分立碳化矽組件過渡到多個碳化矽裸片模塊或集成電源模塊，柵極閾值電壓穩定性對於模塊可靠性至關重要，這是由 Aehr 的技術具有匹配且穩定的柵極電壓閾值裸片到裸片的先決條件所驅動的。和功能可在晶圓級實現柵極閾值穩定性和可靠性。

Module manufacturers are requesting and, in fact, requiring devices with matching threshold voltage or total on resistance between the drain and source in the MOSFET. The major silicon carbide companies expect that most EV traction inverters will move to multichip modules and have told us they must move to wafer level stress in burn-in to remove the inherent failures before they put the devices into multi-die modules to meet their cost yield and reliability goals.

模塊製造商要求並且實際上要求器件在 MOSFET 的漏極和源極之間具有匹配的閾值電壓或總導通電阻。主要的碳化矽公司預計大多數電動汽車牽引逆變器將轉向多芯片模塊，並告訴我們他們必須在老化過程中轉向晶圓級應力以消除固有故障，然後才能將設備放入多芯片模塊以滿足其成本良率和可靠性目標。

Aehr's unique low-cost multi-wafer level test and burn-in solution provides the test electronics and the device contactor technology that enables contact to 100% of devices on a single wafer and the handling and alignment equipment to provide a total turnkey single vendor solution to meet the needed critical test and stress requirements. We believe we'll have multiple more customer wins in silicon carbide for our solutions this fiscal year.

Aehr 獨特的低成本多晶圓級測試和老化解決方案提供了測試電子設備和器件接觸器技術，可在單個晶圓上實現 100% 的器件接觸，並提供處理和對齊設備，以提供完整的交鑰匙單一供應商解決方案以滿足所需的關鍵測試和壓力要求。我們相信，本財年我們的解決方案將在碳化矽領域贏得更多客戶。

In addition to our progress with silicon carbide applications, we're seeing an increase in our wafer level burn-in business for silicon photonics devices used in data communications. We shipped multiple FOX-NP systems this quarter to support the characterization and product qualification of new photonics-based devices. We've also received multiple orders for upgrades to existing systems that enable a higher number of devices and higher power per wafer as well as multiple new designs for WaferPaks from several companies. We expect these will be first ordered for engineering and new product introduction, and then they turn to volume production with higher quantity orders.

除了我們在碳化矽應用方面取得的進展外，我們還看到用於數據通信的矽光子器件的晶圓級老化業務有所增加。我們本季度交付了多個 FOX-NP 系統，以支持新的基於光子學的設備的表徵和產品認證。我們還收到了多個現有系統的升級訂單，這些系統可以實現更多的設備和更高的每個晶圓的功率，以及來自多家公司的 WaferPak 的多個新設計。我們預計這些將首先被訂購用於工程和新產品的引入，然後它們將轉向批量生產，訂單量更大。

As I've noted before, we expect to see a nice recovery in the silicon photonics market segment sometime over this in the next year as we're being told by our customers. We're expecting customers to resume buying in the current fiscal year 2023 and fiscal 2024 and several customers addressing the silicon photonics market have forecast additional FOX systems and WaferPaks or DiePak contacted capacity needs during that time.

正如我之前所指出的，正如我們的客戶所告知的那樣，我們預計在明年的某個時候，矽光子市場領域將出現良好的複蘇。我們預計客戶將在當前的 2023 財年和 2024 財年恢復購買，一些解決矽光子市場的客戶預測，在此期間會有更多的 FOX 系統和 WaferPak 或 DiePak 聯繫容量需求。

So let me spend a minute on our R&D investments. On our last earnings call, I mentioned several test system enhancements we plan to introduce that will extend the capabilities of our FOX-P wafer level test and burn-in platform. Today, we formally announced 2 new advanced test and burn-in capabilities that enable silicon carbide and gallium nitride semiconductor manufacturers more flexibility to address a wider variety of stress and burning conditions for the engineering qualification and production needs.

所以讓我花一點時間來談談我們的研發投資。在我們上次的財報電話會議上，我提到了我們計劃推出的幾項測試系統增強功能，這些增強功能將擴展我們 FOX-P 晶圓級測試和老化平台的功能。今天，我們正式宣布了 2 項新的高級測試和老化測試功能，使碳化矽和氮化鎵半導體製造商能夠更靈活地解決更廣泛的應力和老化條件，以滿足工程認證和生產需求。

These include our FOX Bipolar Voltage Channel Module, or BVCM, which provides customers a wide range of bipolar voltage programmability from positive 40 volts to negative 30 volts applied to the gate for positive high-temperature gate bias or negative HTGB. This solution in combination with our proprietary full wafer contactors delivers a unique capability benefiting power silicon carbide diodes and MOSFETs in both E-mode, D-mode gallium nitride power MOSFET manufacturers. Enabling this test is essential in threshold voltage and gate oxide stabilization and screening then the new BVCM extends our current capability even further.

其中包括我們的 FOX 雙極電壓通道模塊 (BVCM)，它為客戶提供從正 40 伏到負 30 伏的廣泛雙極電壓可編程性，應用於正高溫柵極偏置或負 HTGB 的柵極。該解決方案與我們專有的全晶圓接觸器相結合，提供了一種獨特的能力，使 E 模式、D 模式氮化鎵功率 MOSFET 製造商的功率碳化矽二極管和 MOSFET 受益。啟用此測試對於閾值電壓和柵極氧化物穩定和篩選至關重要，然後新的 BVCM 進一步擴展了我們的電流能力。

The other enhancement is our Very High Voltage Channel Module or VHVCM, that enables customers to perform high-temperature reverse bias testing on wafers of up to 2,000 volts on MOSFETs and diodes and measure individual device leakage current. Aehr's proprietary WaferPak contactor implements arcing mitigation technology to alleviate high-voltage arcing on the wafer, especially with fine-pitch die-to-die geometries. The modularity of the FOX-P system offers customers the ability to configure solutions to provide advanced test capabilities for their power electronic device wafers. These advanced capabilities are designed to enable manufacturers to ship product with higher reliability and parametric stability necessitated by an EV traction inverters and onboard chargers.

另一個增強功能是我們的超高壓通道模塊或 VHVCM，它使客戶能夠對 MOSFET 和二極管上高達 2,000 伏的晶圓進行高溫反向偏置測試，並測量單個器件的漏電流。 Aehr 專有的 WaferPak 接觸器採用電弧緩解技術來緩解晶圓上的高壓電弧，特別是對於細間距芯片到芯片的幾何形狀。 FOX-P 系統的模塊化使客戶能夠配置解決方案，從而為其電力電子器件晶圓提供先進的測試能力。這些先進功能旨在使製造商能夠交付具有更高可靠性和參數穩定性的產品，這是 EV 牽引逆變器和車載充電器所必需的。

Feedback from current and potential new customers has been very positive, and we've already taken orders for both systems and WaferPak for these new options that we discussed with customers under nondisclosure agreements. This includes the new major silicon carbide customer announced last month and the brand-new customer I just mentioned who ordered multiple WaferPaks for plan FOX-P system purchased from us for their silicon carbide products. We expect these new enhancements to drive incremental bookings and revenue for our FOX-NP systems for new product introduction and engineering qualification needs as well as our FOX-XP multi-wafer systems to be used for high-volume production with these new features.

當前和潛在新客戶的反饋非常積極，我們已經根據保密協議與客戶討論了這些新選項的系統和 WaferPak 訂單。這包括上個月宣布的新的主要碳化矽客戶和我剛才提到的新客戶，他們為他們的碳化矽產品從我們購買的計劃 FOX-P 系統訂購了多個 WaferPak。我們預計這些新的增強功能將推動我們的 FOX-NP 系統增加預訂量和收入，以滿足新產品推出和工程認證需求，以及我們的 FOX-XP 多晶片系統將用於具有這些新功能的大批量生產。

We're also quoting and will accept orders for our new fully automated FOX WaferPak Aligner, which is configured to fully integrate with our FOX-XP multi-wafer systems to enable hands-free operation and includes full integration with our WaferPaks. As capacity and volume forecast increase, eliminating all manual interface for automated handling can become critical. We expect to see our new aligner with this full automation capability to begin shipments by about the end of our fiscal year.

我們還將報價並將接受我們新的全自動 FOX WaferPak Aligner 的訂單，該校準器配置為與我們的 FOX-XP 多晶片系統完全集成，以實現免提操作，並包括與我們的 WaferPak 的完全集成。隨著容量和數量預測的增加，消除自動化處理的所有手動界面可能變得至關重要。我們希望看到我們的具有這種完全自動化能力的新對準器將在我們的財政年度結束時開始發貨。

All right. Let me try and wrap this thing up. While the timing for volume production decisions, initial production orders as well as follow-on orders from customers is never certain. There's no doubt as to the way the silicon carbide market is developing. As many of you know, ON Semi, one of the top silicon carbide suppliers in the world announced in August, it will increase its silicon carbide production capacity by 5x and almost quadruple the number of its employees by the end of this year at its new silicon carbide facility in New Hampshire.

好的。讓我試著把這件事包起來。雖然批量生產決策的時間安排、初始生產訂單以及來自客戶的後續訂單都無法確定。毫無疑問，碳化矽市場的發展方式。眾所周知，全球最大的碳化矽供應商之一安森美半導體在 8 月份宣布，到今年年底，其新工廠的碳化矽產能將增加 5 倍，員工人數幾乎翻了兩番。新罕布什爾州的碳化矽工廠。

And last month, Wolfspeed, another top supplier, announced a new manufacturing facility in North Carolina, a $1.3 billion factory with a 10x increase in wafer capacity. And ST, who last year was the largest silicon carbide supplier in the world, just announced that it will build an integrated silicon carbide substrate manufacturing facility in Italy, right next to its existing device manufacturing facility with production expected to start in 2023. The decisions being made today in response to the explosive demand in silicon carbide.

上個月，另一家頂級供應商 Wolfspeed 宣佈在北卡羅來納州建立一個新的製造工廠，該工廠耗資 13 億美元，晶圓產能增加了 10 倍。去年是世界上最大的碳化矽供應商的 ST 剛剛宣布，它將在意大利建立一個集成的碳化矽襯底製造工廠，就在其現有的設備製造工廠旁邊，預計將於 2023 年開始生產。這些決定今天是為了應對碳化矽的爆炸性需求而製造的。

We're very encouraged by the continued positive momentum and expanding growth opportunities we're seeing with current and prospective customers. As such, we're confident with our previously provided forecast for total annual revenue of at least $60 million to $70 million this fiscal year, which would represent a growth of at least 18% to 38% growth year-over-year and clearly emphasize our belief that revenue will grow substantially through the fiscal year to achieve these levels.

我們對當前和潛在客戶的持續積極勢頭和不斷擴大的增長機會感到非常鼓舞。因此，我們對我們之前提供的本財年年總收入至少 6000 萬至 7000 萬美元的預測充滿信心，這意味著同比增長至少 18% 至 38%，並明確強調我們相信收入將在整個財政年度大幅增長以達到這些水平。

This includes our belief that we'll receive production system orders from several silicon carbide customers beyond our initial lead customer and began shipping systems to meet their production capacity by the end of our current fiscal year that ends May 31, 2023. We also continue to expect bookings to grow faster than revenues this year, particularly to address the ramp in demand for silicon carbide in electric vehicles.

這包括我們相信，除了我們最初的主要客戶之外，我們將收到來自多個碳化矽客戶的生產系統訂單，並開始運送系統，以在截至 2023 年 5 月 31 日的當前財政年度結束前滿足他們的生產能力。我們還繼續預計今年的預訂量增長速度將超過收入，特別是為了解決電動汽車對碳化矽的需求增長。

So lastly, I just want to quickly announce a couple of changes in our organization. I'm very excited to announce today the appointment of [Nick Sporkk] as Vice President of our contactor business. In this role, Nick will be leading the effort to manage and grow our WaferPak contactor and DiePak carrier consumables business, which has become more and more strategic and has grown into a significantly larger part of our overall business. Over time, we expect consumables to not only grow in total revenue for Aehr but as a total percentage of our business, approaching 50% of our business on an annual basis. Nick has an excellent background to lead this effort with broad experience in the semiconductor and electronics industries leading people, engineering teams and organizations in multiple areas covering product development, product design, manufacturing applications.

最後，我只想快速宣布我們組織的一些變化。我很高興今天宣布任命 [Nick Sporkk] 為我們接觸器業務的副總裁。在這個職位上，Nick 將領導管理和發展我們的 WaferPak 接觸器和 DiePak 載體耗材業務，該業務已變得越來越具有戰略意義，並已發展成為我們整體業務的重要組成部分。隨著時間的推移，我們預計耗材不僅會增加 Aehr 的總收入，而且占我們業務的總百分比，每年接近我們業務的 50%。 Nick 擁有領導這項工作的出色背景，他在半導體和電子行業領導人員、工程團隊和組織涉及產品開發、產品設計、製造應用等多個領域的廣泛經驗。

Nick started out as a product test engineering manager at LSI Logic, which is now part of Broadcom. He then worked at FormFactor for 17 years in various roles, but mainly as VP of Design Engineering. After leaving FormFactor, he is VP of Design and Applications at Translarity, VP of Business Development for ISC, which is a Korean sockets and pro card company, and most recently, he had his own company making various components for the pro card and test industry. We're extremely pleased to add several of his caliber and experience to our executive team.

Nick 最初在 LSI Logic 擔任產品測試工程經理，該公司現在是 Broadcom 的一部分。然後，他在 FormFactor 工作了 17 年，擔任過各種職務，但主要擔任設計工程副總裁。離開 FormFactor 後，他擔任 Translarity 的設計和應用副總裁、韓國插座和專業卡公司 ISC 的業務開發副總裁，最近，他擁有自己的公司，為專業卡和測試行業生產各種組件.我們非常高興將他的一些才乾和經驗添加到我們的執行團隊中。

At the same time, I'd like to announce that Dave Hendrickson, our Chief Technology Officer, will be retiring at the end of this fiscal year next May. Dave has served as a valuable member of our executive team for more than 20 years and contributed substantially to our product portfolio in many of our business practices. Most recently he has led a focused component sourcing task force, where as a combination of engineering operations and business skills has allowed Aehr to achieve our business growth in the face of a global semiconductor crisis. He's also been leading the effort to grow our consumables business through strengthening and collaborating with our supply chain partners. Dave will continue as a part-time employee through the end of the year as we transition our component sourcing leadership to our new Chief Operating Officer, Adil Engineer, and our WaferPak and DiePak Technologies and Business VP and Export.

同時，我想宣布，我們的首席技術官 Dave Hendrickson 將於明年 5 月在本財年末退休。 Dave 擔任我們執行團隊的重要成員已有 20 多年，並在我們的許多業務實踐中為我們的產品組合做出了重大貢獻。最近，他領導了一個專注的組件採購工作組，結合工程運營和業務技能，使 Aehr 能夠在全球半導體危機面前實現我們的業務增長。他還一直致力於通過加強和與我們的供應鏈合作夥伴合作來發展我們的耗材業務。 Dave 將在今年年底繼續擔任兼職員工，因為我們將我們的組件採購領導權移交給我們的新首席運營官 Adil 工程師以及我們的 WaferPak 和 DiePak 技術和業務副總裁兼出口。

And with that, let me turn it over to Ken before we open it up for questions.

有了這個，在我們打開它提問之前，讓我把它交給肯。

Thank you, Gayn, and good afternoon, everyone. We're off to a solid start to fiscal 2023 after a record Q4 in fiscal 2022. During our first quarter, we recognized strong revenues, increased backlog and improved cash flow. As Gayn noted, revenue for the first quarter was up 89% year-over-year. Both our top and bottom line results came in ahead of analyst estimates for Q1. Bookings in the first quarter were $19.1 million, and we ended the quarter with a healthy backlog of $19.5 million. Included in our bookings were announced orders of $16.8 million from our lead silicon carbide customer for additional systems, WaferPaks and a high-volume production WaferPak Aligner.

謝謝你，蓋恩，大家下午好。在 2022 財年第四季度創紀錄之後，我們在 2023 財年迎來了良好的開端。在第一季度，我們確認了強勁的收入、增加的積壓和改善的現金流。正如蓋恩所說，第一季度的收入同比增長了 89%。我們的頂線和底線結果都超過了分析師對第一季度的估計。第一季度的預訂量為 1910 萬美元，我們在本季度結束時積壓了 1950 萬美元。我們的訂單中包括我們的主要碳化矽客戶宣布的 1680 萬美元的額外系統、WaferPak 和大批量生產的 WaferPak Aligner 訂單。

Looking at our financial results, net sales in the first quarter were $10.7 million, which is down 47% sequentially from our record sales of $20.3 million in the fourth quarter and up 89% from $5.6 million in the first quarter last year. The first quarter sales were consistent with our expectations and we are forecasting significant growth in the upcoming quarters. The sequential decrease in net sales from Q4 includes a decrease in WaferPak/DiePak revenues of $8.7 million. These consumable revenues accounted for only 5% of revenues in Q1 '23 compared to 45% of revenues in Q4 '22.

從我們的財務業績來看，第一季度的淨銷售額為 1070 萬美元，比第四季度創紀錄的 2030 萬美元的銷售額環比下降 47%，比去年第一季度的 560 萬美元增長 89%。第一季度的銷售額與我們的預期一致，我們預計未來幾個季度將出現顯著增長。第四季度淨銷售額的連續下降包括 WaferPak/DiePak 收入減少 870 萬美元。這些消耗品收入僅佔 23 年第一季度收入的 5%，而 22 年第四季度佔收入的 45%。

Customers often buy systems and then WaferPaks later after they've completed their WaferPak designs. While our lead customer has ordered several systems recently, we have yet to receive all the WaferPak orders to match up with these systems. We expect to receive these WaferPak orders later this year. This change in product mix had a direct impact on our gross margin in Q1 '23 as our consumables business delivers higher gross margins. Gross profit in the first quarter was $4.5 million or 42% of sales, down from gross profit of $10.5 million or 52% of sales in the preceding fourth quarter and up from gross profit of $2.3 million or 40% of sales in the first quarter of the previous year.

客戶通常會在完成 WaferPak 設計後購買系統，然後再購買 WaferPak。雖然我們的主要客戶最近訂購了幾個系統，但我們尚未收到與這些系統匹配的所有 WaferPak 訂單。我們預計將在今年晚些時候收到這些 WaferPak 訂單。產品組合的這種變化對我們在 23 年第一季度的毛利率產生了直接影響，因為我們的消耗品業務提供了更高的毛利率。第一季度毛利潤為 450 萬美元，佔銷售額的 42%，低於上一季度的 1050 萬美元，佔銷售額的 52%，高於上一季度的 230 萬美元，佔銷售額的 40%。上一年。

Direct Materials accounted for an increase in cost of sales of 3.5 percentage points from Q4 '22. Also contributing to the decrease in gross margin from the preceding fourth quarter was an increase in unabsorbed overhead costs to cost of sales related to lower revenue levels compared to Q4, accounting for a 3.3 percentage point impact on gross margin. Lastly, an increase in other cost of goods sold, including increased inventory reserves, freight, warranty and tariff costs accounted for a 2.7 percentage point impact on gross margin from the prior fourth quarter.

與 22 年第四季度相比，直接材料的銷售成本增加了 3.5 個百分點。與上一季度相比，毛利率下降的另一個原因是與第四季度相比收入水平較低，未吸收的間接費用與銷售成本相關，對毛利率的影響為 3.3 個百分點。最後，其他商品銷售成本的增加，包括庫存儲備、運費、保修和關稅成本的增加，對上一季度毛利率的影響為 2.7 個百分點。

During this challenging supply chain environment, we have maintained the ability to meet customer commitments. As our FOX-P platform contains a high concentration of common parts across the platform, it allows flexibility among various customers' configurations. Also, the use of contract manufacturers provide ability to scale easily and quickly without increasing our fixed costs. We expect our gross margins to improve as we move through the remainder of the year as we recognize more consumable revenue and our absorption of our manufacturing overhead improves as revenue increases throughout the year.

在這個充滿挑戰的供應鏈環境中，我們保持了履行客戶承諾的能力。由於我們的 FOX-P 平台在整個平台中包含高度集中的通用部件，因此它允許各種客戶配置之間的靈活性。此外，使用合同製造商提供了在不增加固定成本的情況下輕鬆快速擴展的能力。我們預計隨著我們在今年剩餘時間裡我們確認更多的消耗品收入以及我們對製造費用的吸收隨著全年收入的增加而提高，我們的毛利率將會提高。

Non-GAAP net income for the first quarter was $1.3 million or $0.05 per diluted share. This compares to non-GAAP net income of $6.5 million or $0.23 per diluted share in the preceding fourth quarter and a non-GAAP net loss of $414,000 or $0.02 per diluted share in the first quarter of fiscal 2022. Non-GAAP net income excludes the impact of stock-based compensation. In the first quarter of fiscal 2022, non-GAAP net income also excluded the impact of forgiveness of $1.7 million from the Paycheck Protection Program that we received in fiscal 2020.

第一季度非 GAAP 淨收入為 130 萬美元或每股攤薄收益 0.05 美元。相比之下，上一季度非 GAAP 淨收入為 650 萬美元或稀釋後每股收益 0.23 美元，2022 財年第一季度非 GAAP 淨虧損為 414,000 美元或稀釋後每股收益 0.02 美元。非 GAAP 淨收入不包括股票薪酬的影響。在 2022 財年第一季度，非 GAAP 淨收入還排除了我們在 2020 財年收到的薪資保護計劃中 170 萬美元寬恕的影響。

Operating expenses in the first quarter were $4 million, a decrease of $625,000 or 13% from $4.6 million in the preceding fourth quarter and up $749,000 or 23% from $3.3 million in the first quarter last year. The decrease from the preceding fourth quarter is primarily due to higher incentive payments and stock compensation in Q4 related to bonus objectives resulting from our record revenue and bookings last fiscal year. The increase from prior year Q1 is primarily due to increased headcount, higher incentive payments, stock compensation, and an increase in shareholder relations costs. We continue to invest in R&D to enhance our existing market-leading products and introduce new products to maintain our competitive advantages and expand our applications and addressable markets. These new products include the recently introduced new advanced testing capabilities on our FOX-P systems for silicon carbide and gallium nitride technologies and our fully automated and integrated aligner.

第一季度的運營費用為 400 萬美元，比上一季度的 460 萬美元減少 625,000 美元或 13%，比去年第一季度的 330 萬美元增加 749,000 美元或 23%。與上一季度相比的減少主要是由於我們上一財年創紀錄的收入和預訂產生的與獎金目標相關的第四季度激勵支付和股票補償增加。較上年第一季度的增長主要是由於員工人數增加、激勵支付增加、股票薪酬以及股東關係成本增加。我們繼續投資於研發以增強我們現有的市場領先產品並推出新產品以保持我們的競爭優勢並擴大我們的應用和潛在市場。這些新產品包括我們最近推出的針對碳化矽和氮化鎵技術的 FOX-P 系統以及我們的全自動和集成對準器的新高級測試功能。

Turning to the balance sheet for the first quarter. We finished the quarter with a strong balance sheet. Our cash and cash equivalents were $36.1 million at August 31, up $4.7 million from $31.5 million at the end of the preceding quarter and up $29.6 million from $6.5 million at the end of the first quarter of fiscal 2022. The significant increase year-over-year includes the $24 million we raised in our ATM offering in Q2 '22. Working capital at August 31 was $49.4 million.

轉向第一季度的資產負債表。我們以強勁的資產負債表結束了本季度。截至 8 月 31 日，我們的現金和現金等價物為 3610 萬美元，比上一季度末的 3150 萬美元增加 470 萬美元，比 2022 財年第一季度末的 650 萬美元增加 2960 萬美元。同比顯著增長年包括我們在 22 年第二季度的 ATM 產品中籌集的 2400 萬美元。 8 月 31 日的營運資金為 4940 萬美元。

Inventories at the end of the first quarter were $17.2 million, an increase of $2.2 million from the preceding quarter end and $7.1 million from Q1 last year. As we've noted before, we have been ordering long lead components for systems and wafer packs to ensure adequate supply to meet customer lead times and to support our expected growth in fiscal 2023.

第一季度末庫存為 1720 萬美元，比上一季度末增加 220 萬美元，比去年第一季度增加 710 萬美元。正如我們之前提到的，我們一直在為系統和晶圓組訂購長鉛組件，以確保充足的供應來滿足客戶的交貨時間並支持我們在 2023 財年的預期增長。

Now turning to our outlook for the 2023 fiscal year, which ends on May 31, 2023. We are confident in the company's growth trajectory and our unique capabilities and product offerings to meet customer demands. As such, we are reiterating our previously provided guidance for full year total revenue of at least $60 million to $70 million, representing growth of at least 18% to 38% year-over-year, with strong profit margins similar to last year.

現在轉向我們對截至 2023 年 5 月 31 日的 2023 財年的展望。我們對公司的增長軌跡以及我們滿足客戶需求的獨特能力和產品供應充滿信心。因此，我們重申我們之前提供的全年總收入至少為 6,000 萬美元至 7,000 萬美元的指導，同比增長至少 18% 至 38%，利潤率與去年相似。

We continue to expect bookings to grow faster than revenues in fiscal 2023 as the ramp in demand for silicon carbide and electric vehicles increases. The company continues to make investments to support its future growth. This includes investments in headcount and operations. The company plans to make improvements to its corporate facilities to allow for increased production. In addition, the company has invested in expanding its foreign operations, including its Philippines repair center. This repair center places resources close to our Asia customers and a lower cost region to support repairs, installations and upgrades. This also provides for lower freight costs and faster response times as the Asia market accounted for 90% of revenues in fiscal 2022.

隨著對碳化矽和電動汽車的需求增加，我們繼續預計 2023 財年的預訂量增長將超過收入。該公司繼續進行投資以支持其未來的增長。這包括對員工人數和運營的投資。該公司計劃改進其公司設施，以增加產量。此外，該公司已投資擴大其海外業務，包括其菲律賓維修中心。該維修中心將資源靠近我們的亞洲客戶和成本較低的地區，以支持維修、安裝和升級。由於亞洲市場佔 2022 財年收入的 90%，因此這也提供了更低的貨運成本和更快的響應時間。

Lastly, looking at the Investor Relations calendar, our annual shareholders' meeting will be held at our corporate headquarters on Tuesday, October 18. We will also be participating in several investor conferences in the next few months. On October 25, we will be presenting at the LD Micro Main conference taking place in Los Angeles on November 17, and we'll be participating in the Craig-Hallum Alpha Select conference taking place in New York. And on December 13, we'll be participating in the CEO Summit conference, which is also taking place in New York. We hope to see some of you in person at these events.

最後，看看投資者關係日曆，我們的年度股東大會將於 10 月 18 日星期二在我們的公司總部舉行。我們還將在接下來的幾個月中參加幾次投資者會議。 10 月 25 日，我們將出席 11 月 17 日在洛杉磯舉行的 LD Micro Main 會議，我們將參加在紐約舉行的 Craig-Hallum Alpha Select 會議。 12 月 13 日，我們將參加同樣在紐約舉行的 CEO 峰會。我們希望在這些活動中親自見到你們中的一些人。

This concludes our prepared remarks. We are now ready to take your questions. Operator, please go ahead.

我們準備好的評論到此結束。我們現在準備回答您的問題。接線員，請繼續。

(Operator Instructions) The first question today comes from Christian Schwab with Craig-Hallum Capital Group.

（操作員說明）今天的第一個問題來自 Craig-Hallum Capital Group 的 Christian Schwab。

Congrats on a great start to the year. Could you give us a number -- you talked about being engaged in discussions with almost all existing and future silicon carbide suppliers as you see it today. How many potential customers is there?

祝賀今年有一個良好的開端。您能否給我們一個數字 - 您談到與您今天看到的幾乎所有現有和未來的碳化矽供應商進行討論。有多少潛在客戶？

Well, that's a good question. I actually don't have that in front of me. I'm looking -- I'm kind of mentally imagining the list that Vernon has and it's a pretty long list. I'm kind of guessing here, but a dozen or more kind of range, I'd say.

嗯，這是個好問題。我實際上沒有那個在我面前。我正在尋找——我有點在想像弗農的名單，這是一個很長的名單。我在這裡有點猜測，但我會說有十幾個或更多的範圍。

Okay. Great. And as the several new customers ramp throughout the course of this year. Is this the type of ramp that you expect to accelerate strongly this year and be greater next year? And can it ramp to the level that your largest customer ramp once they started making production type of orders on kind of...

好的。偉大的。隨著幾位新客戶在今年整個過程中的增加。這是您預計今年將強勁加速並在明年更大的斜坡類型嗎？一旦他們開始以某種方式進行生產類型的訂單，它能否達到您最大客戶的水平？

I mean a couple of questions in there. I mean the traditional model is people usually take like 1 system and they will, call it, sit on it and work through some issues or just make sure it gets called into production then they'll order another one, and you go through lead times and then start shipping it. I would say that's not what the shape looks like with these customers. It's more of full systems, maybe multiple systems in a short period of time, and in some cases, in multiple facilities and it's kind of go, go, go. So now the other customer has -- our lead customer has been making some really significant investments. They, to some extent, led the industry in this wafer level burn-in push, and it's certainly being felt in the industry. Everybody is quite aware of it. And they took a pretty long time to absorb the first 1 and then started ramping pretty hard.

我的意思是那裡有幾個問題。我的意思是，傳統模式是人們通常會採用 1 個系統，然後他們會調用它，坐在上面解決一些問題，或者只是確保它被投入生產，然後他們會訂購另一個系統，然後你會經歷交貨時間然後開始發貨。我會說這不是這些客戶的形狀。它更多的是完整的系統，可能是短時間內的多個系統，在某些情況下，在多個設施中，它有點走，走，走。所以現在另一個客戶有了——我們的主要客戶一直在進行一些非常重要的投資。他們在某種程度上引領了這個晶圓級老化推動的行業，並且在行業中肯定會感受到。每個人都非常清楚這一點。他們花了很長時間來吸收第一個 1，然後開始非常努力地加速。

My guess is that it's softer during the first 6 or 12 months and then it gets stronger thereafter. We'll see. It depends on the customer. Even -- it's kind of interesting, I mean, even with test times, I've had been engaged with customers, and they'll tell me their test time is such and such over and over and over again and then they go to place the order, and then they tell me they're real test times and they're longer than they were. Why is that? Is it just they're trying to be coy or not tell you everything. So we're -- right now, when things happening is we're definitely trying to fair it out long lead and forecast for multiple customers, as we just stated, to just make sure we have plenty of material on -- that is being purchased.

我的猜測是，在最初的 6 個月或 12 個月內它會變軟，然後會變得更強。走著瞧。這取決於客戶。甚至 - 這有點有趣，我的意思是，即使有測試時間，我也一直在與客戶接觸，他們會一遍又一遍地告訴我他們的測試時間是這樣那樣的，然後他們就去了訂單，然後他們告訴我這是真正的測試時間，而且比原來的要長。這是為什麼？是他們只是想害羞還是不告訴你一切。所以我們 - 現在，當事情發生時，我們肯定會努力為多個客戶提供長期領先和預測，正如我們剛才所說，以確保我們有足夠的材料 - 這就是購買。

But I think they will start a little slower and then gradually pick up. And as we had -- if you look at the amount of capacity that everybody is talking about to hit in 2025, calendar-wise, most people are just really focused on second half '23 and into '24 is where just a lot of capacity is coming online. And so it may be less to do with the timing of us as the timing of that silicon carbide route. And our goal is to get qualified before that ramp happens and have a ton of capacity and material on hand to be able to address it.

但我認為他們會開始慢一點，然後逐漸回升。正如我們所擁有的那樣——如果你看看每個人都在談論的 2025 年產能數量，從日曆上看，大多數人只是真正關注 23 年下半年，而到 24 年是產能過剩的地方即將上線。因此，這可能與我們選擇碳化矽路線的時機關係不大。我們的目標是在斜坡發生之前獲得資格，並擁有大量的產能和材料來解決這個問題。

That's a great question, Gayn. Can you remind us what you think your yearly manufacturing capacity is or could be by the time you get to calendar '25?

這是一個很好的問題，蓋恩。您能否提醒我們您認為到 25 年日曆時您的年製造能力是或可能是什麼？

Yes. I mean it's broken up of maybe a few things. One is seemingly what most people think is the obvious, which is if you kind of look at our facility and you say, well, how many tools can you build on the floor here. But in reality, that's some ways the easiest thing. The tester is basically bolt into water and power and they test themselves. And we have a pretty good sized facility here with enough test base to build significantly. Ken alluded to that, we're actually going to be doing some investments, probably a couple of few million dollars into the facility over the next couple of years, putting in additional power, water drops and some other enhancements to support our wafer pack business as well.

是的。我的意思是它可能被一些東西分解了。一個似乎是大多數人認為顯而易見的，如果你看看我們的設施，你說，好吧，你可以在這裡的地板上建造多少工具。但實際上，這在某些方面是最簡單的事情。測試儀基本上是用螺栓連接到水和電源上的，他們自己測試。我們在這裡有一個相當大的設施，有足夠的測試基地來進行重大建設。 Ken 提到這一點，我們實際上將進行一些投資，可能在未來幾年內向該設施投入幾百萬美元，投入額外的電力、水滴和其他一些增強功能，以支持我們的晶圓封裝業務也是。

But that would allow us to have maybe 10 plus drops, meaning we could be building 10 systems at a time on 2-week spreads. I mean that's a lot of capacity more than the whole industry would take right now. We were building 20 systems a month, for example. The next 1 is the subcontractors that are building all those subassemblies that come to us. And then I have to go down the list of them. But basically, we have multiple chamber suppliers, multiple blade suppliers, multiple premium circuit board suppliers. And generally speaking, even as (inaudible) we are excited, we don't really press that. And the key here is we've been able to do this without really being impacted by everybody's worrying about supply chain outside of 1 thing, and that's the last one, and that is the semiconductor components.

但這將使我們可能有 10 多個下降，這意味著我們可以在 2 週的傳播中一次構建 10 個系統。我的意思是，這比整個行業現在需要的容量要多得多。例如，我們每個月要構建 20 個系統。下一個是分包商，他們正在建造所有來找我們的子組件。然後我必須列出他們的名單。但基本上，我們有多個腔室供應商、多個刀片供應商、多個優質電路板供應商。一般來說，即使（聽不清）我們很興奮，我們也不會真正強調這一點。這裡的關鍵是我們能夠做到這一點，而不會真正受到每個人對供應鏈的擔憂的影響，這是最後一個，那就是半導體組件。

Semiconductor components we have a really, really good handle lock. We know exactly how many that go into the system, we're forecasting, and we're buying semiconductor components right now 12 and 18 months out and have been for 18 months. And because of the -- quite frankly, massive leverage of semiconductor components to our revenue, we're able to afford to buy a lot of semiconductors ahead of time. So we're just not really being caught.

半導體組件我們有一個非常非常好的把手鎖。我們確切地知道有多少進入系統，我們正在預測，我們現在正在購買 12 個月和 18 個月後的半導體組件，並且已經持續了 18 個月。坦率地說，由於半導體組件對我們收入的巨大影響，我們有能力提前購買大量半導體。所以我們並沒有真正被抓住。

Now having said that, we still have our onesie, twosies along the way and hiccups and the guys are working their (inaudible) to just make sure it looks like it's easy. But for the most part, we've just not been impacted and allows us to keep both our lead times down and our capacity up. But could we go ship $100 million, $200 million, $300 million worth of FOX-XP systems in a year? Absolutely.

話雖如此，我們仍然有我們的連體衣，一路上還有打嗝和打嗝，伙計們正在努力（聽不清）以確保它看起來很容易。但在大多數情況下，我們沒有受到影響，使我們能夠縮短交貨時間並提高產能。但我們能否在一年內交付價值 1 億美元、2 億美元、3 億美元的 FOX-XP 系統？絕對地。

Great. And then just 1 last question, and I'll let others chime in. In your guidance of $60 million to $70 million, can you give us just kind of your rough expectation of what you think the customer will be of that?

偉大的。然後只是最後一個問題，我會讓其他人插嘴。在你 6000 萬到 7000 萬美元的指導下，你能否給我們粗略的期望，你認為客戶會是什麼？

Well, not as much as it was last year as a percentage. So that's a good sign. And some of the upside within that range and some of the upside beyond that range includes them and just not always having all the perfect visibility. We have -- obviously, we know a lot we're not sharing, but they're going through all kinds of different manufacturing plan scenarios where they're going to be putting systems, more facilities. And we don't -- even with our current installed base customer, you don't have perfect visibility. So partly, we just buy enough material because we can anticipate the amount of market share that we're going to have.

嗯，沒有去年的百分比那麼高。所以這是一個好兆頭。該範圍內的一些上行和超出該範圍的一些上行包括它們，只是並不總是具有所有完美的可見性。我們有 - 顯然，我們知道很多我們沒有分享，但他們正在經歷各種不同的製造計劃場景，他們將放置系統，更多設施。而且我們沒有——即使是我們目前已安裝的基礎客戶，您也沒有完美的可見性。因此，部分地，我們只是購買足夠的材料，因為我們可以預測我們將擁有的市場份額。

But we definitely have within that number, several new customers and not just engineering but first production systems being installed. And the part of the front end of that too is how many will we get installed in time? Will we have any kind of rev rec things with respect to being right on the edge with their acceptance that creates some of the sort of uncertainty. Guys, if we didn't have to do quarters or years, you hear from CEOs all the time, my life would be a lot easier -- the reality is, if I just look in the next year or I look out through next December and you look at what that ramp looks like, I'm way more focused on that, but I get it. We've got street expectations to meet, and we want to make our shareholders happy to I just think exactly timing everything within the quarter, sometimes it's harder. And that's where you see that kind of wiggle room of the 60 -- at least $60 million to $70 million, and then make statements that can we have capacity to do beyond that.

但我們肯定在這個數字之內，有幾個新客戶，不僅是工程，而且是第一個安裝的生產系統。前端的部分也是我們將及時安裝多少？我們是否會接受任何形式的 rev rec 事情，因為他們的接受會產生一些不確定性。伙計們，如果我們不必做季度或年度，你總是聽到 CEO 們的聲音，我的生活會輕鬆很多——現實是，如果我只看明年，或者展望明年 12 月你看看那個坡道是什麼樣子的，我更專注於那個，但我明白了。我們有街頭期望要滿足，我們想讓我們的股東高興我只是認為準確地在本季度內安排所有事情，有時會更難。這就是你看到 60 歲的那種迴旋餘地——至少 6000 萬到 7000 萬美元，然後發表聲明，讓我們有能力做更多的事情。

That's great. And just a quick follow-up on that. Using your words, if you could just look out for December after of next year. If we look at your business in a calendar basis next year that you're excited about it, how big of a revenue range opportunity are you thinking about?

那太棒了。並對此進行快速跟進。用你的話來說，如果你能在明年之後的 12 月看看。如果我們明年在日曆基礎上查看您的業務，您對此感到興奮，那麼您考慮的收入範圍機會有多大？

Yes, I'm not going to go there, Christian. Sorry. We spend a lot of time making sure -- that's the 1 thing we do discuss with the board pretty hard to make sure I apologize for that. But I will tell you, I'm very confident and I'll go ahead and it's not a big stretch out there. We definitely believe that we'll grow next year over this year. Let me leave it at that.

是的，我不會去那裡，克里斯蒂安。對不起。我們花了很多時間來確保——這是我們與董事會討論的一件事，很難確保我為此道歉。但我會告訴你，我非常有信心，我會繼續前進，這並不是一個很大的延伸。我們絕對相信我們明年會比今年增長。讓我把它留在那裡。

The next question comes from Bradford Ferguson of Halter Ferguson Financial Group.

下一個問題來自 Halter Ferguson Financial Group 的 Bradford Ferguson。

I'm curious, is your lead customer successfully making their own substrate. Wolfspeed has come out and said on a go-forward basis, as of some certain date, they're not going to be selling substrate or extra substrate to other suppliers of silicon carbide devices. Curious if this is a risk for Aehr Test Systems.

我很好奇，您的主要客戶是否成功地製作了自己的基材。 Wolfspeed 已經站出來表示，從某個特定日期開始，他們不會向其他碳化矽器件供應商出售襯底或額外襯底。好奇這是否對 Aehr 測試系統構成風險。

So obviously, we have insight under nondisclosures and given the fact that I said I'm talking to all the major suppliers, you can imply, I'm talking to every 1 of the big guys, including the ones you mentioned and then some under nondisclosures. And that gives me in many ways, way more visibility than others, but primarily related to the devices. They're exactly what they know nonpublic related to their substrates.

所以很明顯，我們在保密方面有洞察力，鑑於我說我正在與所有主要供應商交談，你可以暗示，我正在與每一個大人物交談，包括你提到的那些，然後是一些在保密。這在很多方面給了我比其他人更多的可見性，但主要與設備有關。他們正是他們所知道的與其底物相關的非公開內容。

I don't have as much visibility that I wouldn't really share. It's my belief that all of the major suppliers are all having success and counting on success of developing their own substrate supply chain. And obviously, that includes the big guys.

我沒有太多的知名度，我不會真正分享。我相信所有主要供應商都取得了成功，並指望成功開發自己的基板供應鏈。顯然，這包括大個子。

Wolfspeed, of course, has been -- was the major supplier of it. They're obviously expecting to be very successful making devices out of that. ST, with their announcement of their new fab or their manufacturing facility is absolutely counting on ramping their own and obviously, on semiconductor is not the 1 along those lines. And of course, Infineon's got some work going on, too.

當然，Wolfspeed 一直是它的主要供應商。他們顯然希望能夠非常成功地製造出這樣的設備。 ST，隨著他們宣布他們的新工廠或他們的製造設施絕對指望他們自己的，顯然，半導體不是沿著這些路線的 1。當然，英飛凌也有一些工作要做。

It's my belief that all of them will be successful. I don't -- I'm not hearing anyone that can genuinely say there's certainly people that are saying that's not as easy as it looks. It takes some time, but there's a lot of money we can put in. I mean Wolfspeed spent 30 years working on this stuff. And their competitors are spending more money to make pools in this year than maybe Wolfspeed spent in their whole career. So I don't know if that's fair, but it feels like that. So there's a lot of energy to go try and solve this problem. And my belief is they'll find tough figure it out.

我相信他們都會成功。我沒有——我沒有聽到任何人可以真誠地說肯定有人會說這並不像看起來那麼容易。這需要一些時間，但我們可以投入大量資金。我的意思是 Wolfspeed 花了 30 年的時間研究這些東西。他們的競爭對手今年花在台球上的錢可能比 Wolfspeed 在他們整個職業生涯中花的錢還多。所以我不知道這是否公平，但感覺就是這樣。所以有很多精力去嘗試解決這個問題。我相信他們會發現很難解決。

One name I haven't heard you mention as Infineon. Are there any large silicon carbide makers who aren't doing wafer-level burn-in or doing that in mass than the others intend to do?

我沒聽你提到過英飛凌這個名字。是否有任何大型碳化矽製造商沒有進行晶圓級老化或比其他製造商大規模地進行老化？

Let me do it differently. There's -- most of the vendor -- most of the companies today have either little or 0 wafer level burn-in with the exception of our lead customer. I actually happen to know by quantity how many wafers of capacity and it is a very small fraction comparatively. Keep in mind, one of my systems can test 18 wafers at a time. We've publicly talked about our competitors. I choose really not to do it in this forum because don't they can read about it. And it's not because it's -- but the people that are out there test 1 wafer at a time with a proper and it just doesn't scale. I mean in the same footprint of -- I actually used this analogy, I apologize if I did it on this group before.

讓我換一種方式。除了我們的主要客戶外，大多數供應商今天的大多數公司都有很少或 0 的晶圓級老化。我實際上碰巧知道有多少晶圓的容量，相對來說它是很小的一部分。請記住，我的一個系統一次可以測試 18 個晶圓。我們公開談論過我們的競爭對手。我真的選擇不在這個論壇上這樣做，因為他們不能閱讀它。這不是因為它是 - 而是那裡的人一次測試 1 個晶圓，並且它只是無法擴展。我的意思是——我實際上使用了這個類比，如果我以前在這個組中做過，我很抱歉。

But our tester and the surrounding area that it takes to actually service it is about the size of like a small [pre-S] car, and it sits in a parking lot. Like imagine that space. okay? That's what our system is. And in that stall I'm looking at our parking lot in that room, actually, it's smaller than that. But in that room, you can test 18 wafers. That's about the same size as our competitors test 1.

但是我們的測試儀和實際維修它所需的周邊區域大約有一輛小型 [pre-S] 汽車那麼大，而且它位於停車場。就像想像那個空間一樣。好的？這就是我們的系統。在那個攤位上，我看著我們在那個房間裡的停車場，實際上，它比那個小。但在那個房間裡，你可以測試 18 個晶圓。這與我們的競爭對手測試 1 的大小大致相同。

If you go through the math, and I've done this before, if you realize that the world needs 8 million wafers in 2030, that was a Canaccord number, and I round down using like $8,700 a year with inefficiencies, et cetera, you need 1,000 wafers an hour to meet that demand. So if you start looking at like a 10-hour burn-in time, you have 10,000 wafers of capacity. That's a 10,000 car parking lot by my competitor.

如果您計算一下，並且我之前已經這樣做過，如果您意識到 2030 年世界需要 800 萬片晶圓，那是一個 Canaccord 數字，而我每年使用 8,700 美元四捨五入，但效率低下，等等，您每小時需要 1,000 片晶圓才能滿足這一需求。因此，如果您開始考慮 10 小時的老化時間，您就有 10,000 個晶圓的產能。那是我的競爭對手的 10,000 個停車位。

Now we're 18x smaller. We're not 0 footprint. But in the cost of a manufacturing floor of a wafer fab, that's enormous. And so if you're a player playing in a market that's going to need 10,000 wafers of capacity of testers, and you want to have 20% market share, and you need 2,000 wafers of capacity, where are you going to put that? There's no test floor in the world that has 2,000 wafers -- that can support 2,000 wafers -- wafer prober for silicon carbide. There's no way. So we are just obviously a very big opportunity.

現在我們縮小了 18 倍。我們不是零足跡。但在晶圓廠的製造車間的成本中，這是巨大的。因此，如果你是一個需要 10,000 片測試儀產能的市場參與者，並且你想擁有 20% 的市場份額，並且需要 2,000 片產能，你打算把它放在哪裡？世界上沒有擁有 2,000 片晶圓的測試台——可以支持 2,000 片晶圓——用於碳化矽的晶圓探測器。不可能。所以我們顯然是一個非常大的機會。

Can I ask 1 more? You mentioned a brand-new player that's an experienced chipmaker. Are there chip makers that are going to enter this market in size is like the current announced plans of the top 3 players, like our or other people going in...

我可以再問1個嗎？您提到了一位經驗豐富的芯片製造商的全新玩家。是否有芯片製造商將進入這個市場規模就像目前宣布的前 3 名玩家的計劃一樣，就像我們或其他人進入......

Yes, we're talking to now several. I had to go double check that because we've been talking to these guys for not very long, by the way. I mean I don't even think it's been 4 months that we went from 0 to first order in 4 months with these guys. I had to go double check to make sure they haven't publicly said anything when I wrote that, but they haven't. And we -- there's another customer we've been working with that has never said anything public either, but I did notice they showed up at 1 of the trade shows recently, I'm still not going to talk any more about it, but we know they have massive plans on the order of some of the current top 4s.

是的，我們現在正在談論幾個。順便說一句，我不得不仔細檢查一下，因為我們和這些人談的時間不長。我的意思是，我什至不認為我們與這些傢伙在 4 個月內從 0 到第一次訂購已經 4 個月了。我必須仔細檢查以確保他們在我寫這篇文章時沒有公開說過任何話，但他們沒有。而且我們 - 我們一直在與之合作的另一位客戶也從未公開說過任何事情，但我確實注意到他們最近出現在其中一個貿易展上，我仍然不會再談論它，但是我們知道他們有一些目前排名前四的龐大計劃。

Keep in mind -- and this is always -- I've done this math before, it's always interesting. If you just go through the simple math of these forecasts, I'd say there was 125,000 wafer starts to do silicon carbide last year, and there's 4 million, I think, as members like 25x. Another way of thinking about it is that all of the silicon carbide that was built last year, right, is not even, what, 2% or -- what is the -- I'm sorry, 25 -- 4% of the overall market. Do you get that? So all of the suppliers today don't even dent the market in 8 years.

請記住——這總是——我以前做過這個數學，它總是很有趣。如果您只是通過這些預測的簡單數學計算，我會說去年有 125,000 個晶圓開始使用碳化矽，我認為有 400 萬個，就像 25x 這樣的成員。另一種思考方式是，去年建造的所有碳化矽，對，不均勻，什麼，2% 或者 - 什麼是 - 對不起，25 - 4%市場。你明白嗎？所以今天所有的供應商在 8 年內都沒有削弱市場。

So they all have to grow substantially. People need to grow a lot to just sustain a small percentage market share. So they're going to need a lot more players. I mean, I sat in meetings where leaders like ST Microelectronics who is the #1 at a conference last May in San Diego. He stood up and said, "Listen, I just want to be very clear. We have no plans to build enough capacity to maintain a 50% market share like we did last year." They just don't. They're not going to spend that much. So by definition, they're going to lose market share from being #1 at 50%, but they're still planning to grow like a huge amount, but they're not going to grow 25x. So the world actually needs a lot more players.

所以他們都必須大幅增長。人們需要大量增長才能維持一小部分市場份額。所以他們需要更多的球員。我的意思是，我參加了去年 5 月在聖地亞哥舉行的一次會議上，ST Microelectronics 等領導者的會議。他站起來說：“聽著，我只想說清楚。我們沒有計劃像去年那樣建立足夠的產能來維持 50% 的市場份額。”他們只是沒有。他們不會花那麼多錢。因此，根據定義，他們將失去 50% 的第一名的市場份額，但他們仍計劃大幅增長，但不會增長 25 倍。所以這個世界實際上需要更多的玩家。

The next question comes from Gregory Ratliff with Nobis Partners.

下一個問題來自 Nobis Partners 的 Gregory Ratliff。

Congratulations on the company and the opportunity. One thought I have is to carry on with that final question. And if you were to look at the -- maybe the weaknesses in the structure of the company currently or the competitive threats down the road, could you give us a bit of your thinking regarding what you need to do to continue to be a champion or to be a champion with the tough competition they hit.

祝賀公司和機會。我的一個想法是繼續最後一個問題。如果你要看看——也許是公司目前結構的弱點或未來的競爭威脅，你能否給我們一些關於你需要做些什麼才能繼續成為冠軍或在他們遇到的激烈競爭中成為冠軍。

Okay. So I'm not foolish to think that as the market is obviously large and growing, there won't be people trying to figure out how to get into it. We are in a particularly unique scenario where the way we do our testing is truly unique. Perhaps you could say it could be in a negative commendation. If you look at every wafer tester in the world, I've been in this industry for 35 years, I've built them for most of that. The way you build an ATE system to test semiconductors is all the same. Every 1 of the companies, all 20 of them in the last 20 years have done it the same way. You build a tester box that sits on 1 of the 3 main wafer prober company's probers, it docks to 1 of 20 probe card suppliers in the 3 different industries: the tester, the prober and the pro card supplier have effectively have multiple people competing for the same capability and then people buy those tools, integrate it themselves and put them on their floor. And that is a very successful business. It's -- combined, it's a big chunk of the $13 billion semiconductor automated test business last year.

好的。所以我並不愚蠢地認為，由於市場顯然很大並且還在增長，不會有人試圖弄清楚如何進入它。我們處於一個特別獨特的場景中，我們進行測試的方式確實是獨一無二的。也許你可以說它可能是負面的讚揚。如果你看看世界上的每一台晶圓測試儀，我已經在這個行業工作了 35 年，其中大部分時間都是我製造的。構建 ATE 系統來測試半導體的方式都是一樣的。在過去的 20 年中，每 1 家公司，所有 20 家公司都以同樣的方式做到了這一點。您構建了一個測試儀盒，該測試儀盒位於 3 家主要晶圓探測器公司的探測器中的 1 台上，它與 3 個不同行業的 20 家探針卡供應商中的 1 家對接：測試儀、探測器和專業卡供應商有效地讓多人競爭相同的功能，然後人們購買這些工具，自行集成並將它們放在自己的地板上。這是一項非常成功的業務。加起來，它是去年價值 130 億美元的半導體自動化測試業務的很大一部分。

The problem with that is that those test times are all designed around seconds of test time. And so that test sell might be an average somewhere between $1 million and $2 million to test the wafer. If you just look at the capital depreciation testing 1 or 2 or 4 or 8 devices at a time, it's extremely expensive to do it, but the test times are so low, it's okay.

問題在於這些測試時間都是圍繞幾秒鐘的測試時間設計的。因此，測試晶圓的平均銷售額可能在 100 萬美元到 200 萬美元之間。如果只看一次測試 1 或 2 或 4 或 8 台設備的資本折舊，這樣做非常昂貴，但測試時間如此之短，還可以。

Now you take that exact same test time. And by the way, that's how you test silicon carbide at wafer level today. Functional test of a silicon carbide device takes about 2.5 seconds. And most of the testers that are in production today are between 1 and 8 devices at a time. It's really cheap and easy to do that. When you go to burn them in, they now take 12 hours. Well, how are you going to do that with a tester that take an only test 8 at a time. You just can't do that. We built a machine aimed at a completely different market, which is the idea that we're going to take package part burn-in level costs and parallelism and implement that at wafer level. And we made investments over the last decade to do that, quite frankly, looking at macroeconomic trends of heterogeneous integration of semiconductors, of automotive devices going in this direction of multi-die modules going in this direction. Do not kid yourself. We did not think silicon carbide 8 years ago was going to be this great hot market or that the world would actually be contemplating that we're all going to be driving electric vehicles in 20 years, okay?

現在你採取完全相同的測試時間。順便說一句，這就是您今天在晶圓級測試碳化矽的方式。碳化矽器件的功能測試大約需要 2.5 秒。今天生產的大多數測試儀一次在 1 到 8 台設備之間。這真的很便宜而且很容易做到這一點。當你去燒它們時，它們現在需要 12 個小時。好吧，對於一次只進行 8 次測試的測試人員，您將如何做到這一點。你就是不能那樣做。我們針對完全不同的市場製造了一台機器，這就是我們將採取封裝部分老化水平成本和並行性並在晶圓級實施的想法。坦率地說，我們在過去十年中進行了投資，以觀察半導體異構集成的宏觀經濟趨勢，汽車設備朝著這個方向發展，多芯片模塊朝著這個方向發展。不要自欺欺人。我們不認為 8 年前碳化矽會成為如此熱門的市場，或者世界實際上會考慮在 20 年內我們都將駕駛電動汽車，好嗎？

But what we did do is anticipate the market trends that we're headed in this direction. And quite frankly, we're sitting out in front of this when the silicon carbide hit us sideways. And we just call it what it is, we called the shot that it was headed in this direction, and we were ready and prepared to take advantage of the wave and it's really exciting. It is not that easy to do what we do. And we have an entire list of patents to defend it, and we will defend that with any company that tries to build a tester like ours or any customer that tries to use a tester built by someone else that looks like ours.

但我們所做的是預測我們朝著這個方向前進的市場趨勢。坦率地說，當碳化矽從側面擊中我們時，我們正坐在外面。我們只是把它叫做它是什麼，我們稱之為它朝這個方向前進的鏡頭，我們已經準備好並準備好利用這波浪潮，這真的很令人興奮。做我們所做的事情並不容易。我們有完整的專利清單來捍衛它，我們將與任何試圖建造像我們這樣的測試儀的公司或任何試圖使用由其他人建造的看起來像我們的測試儀的客戶進行捍衛。

In the meantime, we have a long head start and we're -- our goal is to get engage with as many of these customers as we can. Also, we're working directly with some of the automotive suppliers now who now would look to qualify the tool and then they could qualify it backwards into multiple vendors so that once we're qualified, I don't think anyone's going to want to switch anyhow. I know I'm pretty being specific about our strategy, but that's how it's playing out right now.

與此同時，我們的起步很長，我們的目標是盡可能多地與這些客戶互動。此外，我們現在正在與一些汽車供應商直接合作，他們現在希望對該工具進行資格認證，然後他們可以將其向後授予多個供應商資格，這樣一旦我們獲得資格，我認為沒有人會想要無論如何切換。我知道我對我們的策略非常具體，但這就是它現在的表現。

So having said that, we're also running like hell. We're absolutely making sure that we do not limit anyone in capacity of testers. We have the shortest lead times of any tester company I've heard of. I mean, I took an order a lot 2 weeks ago and shipped at the end of the week. I'll take an order -- I'm not going to talk about when my next orders are, but I'm going to be announcing some orders, they're going to ship within a quarter, okay? We have that ability, and we can tell the customer we can meet their capacity demands that they're imagining out 12 and 6 and 18 months -- right, 12, 18 and 2 years, sorry.

話雖如此，我們也像地獄一樣奔跑。我們絕對確保我們不會限制任何人的測試人員能力。在我聽說過的所有測試儀公司中，我們的交貨時間最短。我的意思是，我兩週前下了很多訂單，並在周末發貨。我會接受訂單——我不會談論我的下一個訂單是什麼時候，但我會宣布一些訂單，他們將在四分之一內發貨，好嗎？我們有這種能力，我們可以告訴客戶我們可以滿足他們的容量需求，他們正在想像 12 個月、6 個月和 18 個月——對，12 年、18 年和 2 年，抱歉。

So the next thing is just technically. There are some things, and it's not so much a weakness as it is, people would like to do more testing or be able to do it. So we took our power supplies that were going at about 30 volts and we increased them to 40 volts. We're now trying to make sure there's no technical reason you need to go away from us. So now we have the ability to give you a technical solution for engineering characterization of high-voltage high gates all the different threshold voltages and stuff that you do for qualification and then move that into high-volume production either in the same configuration or in cost optimize configuration that we don't really get to on these calls, but we have some tricks up our sleeve to actually do characterization with higher cost performing systems and then go to a production volume on that hits a price point that is very novel.

所以接下來的事情只是技術上的。有些事情，與其說是弱點，不如說是，人們願意做更多的測試或能夠做到。因此，我們使用了大約 30 伏的電源，並將它們增加到 40 伏。我們現在正努力確保您無需出於技術原因離開我們。因此，現在我們有能力為您提供高壓高柵極工程特性的技術解決方案，所有不同的閾值電壓和您為認證所做的事情，然後以相同的配置或成本將其投入大批量生產優化配置，我們在這些調用中並沒有真正得到，但我們有一些技巧可以用更高成本性能的系統實際進行表徵，然後達到非常新穎的價格點的量產。

And so we're trying to hit it on all phase technically, commercially capacity to be able to address it and then we have IP patents to protect ourselves. And then we're just paranoid and running as fast as we can.

因此，我們正試圖在技術和商業能力的所有階段都能夠解決它，然後我們擁有知識產權專利來保護自己。然後我們只是偏執並儘可能快地運行。

The next question comes from Matthew Winthrop with Equitable.

下一個問題來自 Equitable 的 Matthew Winthrop。

I wanted to just blow some smoke for a quick second, as you know, as a retail adviser. I've been following Aehr for 4, 5 years. Lived through the downtime and you were so brutally honest when things weren't great. And I just wanted to thank you and commend the fact that you guys have kept your eye on the ball and obviously, you're starting to see some successes, and that's a rare attribute in this environment that we're in. So nice work.

如您所知，作為零售顧問，我只想快速吹點煙。我已經關注 Aehr 4、5 年了。度過了停工期，當事情不是很好時，你是如此殘酷地誠實。我只是想感謝你們並讚揚你們一直關注球的事實，顯然，你們開始看到一些成功，這在我們所處的環境中是一個罕見的屬性。如此出色的工作.

I really appreciate that.

我非常感謝。

Real quickly, it does seem on the outset that you're having shorter lead times of how well a customer wanted to see and when they got it and they messed around for a while. (inaudible) that correct the mass adoption or that your system really does work that well. But what's changed now? Are there more in the workforce that suddenly it sounds like the sales lead time is a little quicker unless I'm misinterpreting that.

真的很快，從一開始，您似乎確實縮短了客戶希望看到的產品以及他們何時得到它並且他們搞砸了一段時間的交貨時間。 （聽不清）糾正大規模採用或您的系統確實運行良好。但現在發生了什麼變化？是否有更多的勞動力突然聽起來銷售提前期有點快，除非我誤解了這一點。

Yes, I think I got it. You broke up a little, so I apologize, but I think I got the gist of it. So let me kind of repeat it back a little bit. So this idea that -- it seems like things are going a little faster, maybe the sales cycle is a little shorter, et cetera. There's -- that's absolutely the case. And I think there's a few things going on there. This really is 1 where COVID being over helps, okay? I mean, it just things were so slow with current and new customers and people weren't traveling, and it's hard to sell, and it's hard to communicate and you can only do so much overtone. So that's definitely 1 of them.

是的，我想我明白了。你分手了一點，所以我很抱歉，但我想我明白了要點。所以讓我稍微重複一下。所以這個想法 - 似乎事情進展得更快了，也許銷售週期更短了，等等。有——絕對是這樣。我認為那裡發生了一些事情。這真的是 COVID 過度幫助的 1 點，好嗎？我的意思是，現在和新客戶的速度太慢了，人們沒有旅行，而且很難推銷，也很難溝通，你只能做這麼多的泛音。所以這絕對是其中之一。

There's also this element that if you -- 3 years ago, right, we were selling these systems. People know the lead customers on this platform were Apple, Intel and ST Microelectronics and some of these because they were 10% customers for us, right? But they're still kind of -- is it real? Does it really make sense? It's kind of niche-y, these are weird whatever it is, right? It's like I'm not sure. Then all of a sudden, as people know that 1 of the big silicon carbide customers came along and bought this and quite frankly, bought 1 system in (inaudible) for more than a year. Of course, COVID was going on. So there's still sort of this is it real? Is it really going to work that whole thing.

還有一個因素是，如果你 - 3 年前，對，我們正在銷售這些系統。人們知道這個平台上的主要客戶是蘋果、英特爾和意法半導體，其中一些是因為他們是我們 10% 的客戶，對吧？但它們仍然有點——是真的嗎？這真的有意義嗎？這有點小眾，不管它是什麼，這些都很奇怪，對吧？好像我不確定。然後突然之間，正如人們知道的那樣，有 1 個大碳化矽客戶來買了這個，坦率地說，在一年多的時間裡（聽不清）購買了 1 個系統。當然，COVID還在繼續。所以還是有這樣的，這是真的嗎？它真的會起作用嗎？

Then all of sudden they start ramping, then all of a sudden from what it feels like, and I've heard this directly they -- companies that they're selling to are kind of coming back because they really have done a good job of marketing themselves as being quality differentiated, selling the modules, selling the quality of the modules. And quite frankly, they did presentations. They talked about their wafer level burn-in early.

然後他們突然開始加速，然後突然從感覺開始，我直接聽到了他們 - 他們出售給的公司有點回來，因為他們真的做得很好將自己營銷為質量差異化，銷售模塊，銷售模塊的質量。坦率地說，他們做了演示。他們很早就談到了他們的晶圓級老化。

And I think it's come through. So then they're winning deals and those customers, their customers are turnaround talking to now their competitors and saying, "Oh, do you have wafer level burn-in", there's no doubt some of that's going on, okay? And we're doing everything we can do to foster that environment, okay? Because all we have to do is get somebody to say I want to do wafer-level burn-in. And right now, we win. Because our value proposition, our solution, our lead times, our price points they're a slam dunk. And so right now, it's like we're not taking advantage of this. We're not raising our -- we did not raise our prices, guys, okay? Did not do it.

我認為它已經通過了。所以他們贏得了交易，那些客戶，他們的客戶現在正在與他們的競爭對手交談並說，“哦，你有晶圓級老化”，毫無疑問，其中一些正在發生，好嗎？我們正在盡我們所能來營造這種環境，好嗎？因為我們所要做的就是讓某人說我想做晶圓級老化。而現在，我們贏了。因為我們的價值主張、我們的解決方案、我們的交貨時間、我們的價格點，它們都是扣籃。所以現在，就好像我們沒有利用這一點。我們沒有提高我們的 - 我們沒有提高我們的價格，伙計們，好嗎？沒有這樣做。

We had some things where our costs went up. I mean I did pay $50,000 to ship a chamber in last Christmas. It was crazy, but I didn't pass that along to my customer. I'm not doing that game. And I -- we make good money. We're going to make a lot of it. We're going to provide value to our customers, and we're going to be there for them. And I think that we're in this in a good position because of that.

我們有一些成本上升的事情。我的意思是我確實在去年聖誕節支付了 50,000 美元來運送一個房間。這太瘋狂了，但我沒有把它傳遞給我的客戶。我不玩那個遊戲。而我——我們賺了很多錢。我們要做很多。我們將為客戶提供價值，我們將為他們服務。我認為我們因此處於有利位置。

That's great. I have 1 follow-up, if I may. I'll lock like an analyst here. Last quarter, what were you projecting for potential revenues for -- was the calendar -- fiscal '23 because now I think you've release said $60-odd million, maybe more. Has that number just in the last quarter increased dramatically? Or was that...

那太棒了。如果可以的話，我有 1 次跟進。我會在這裡像分析師一樣鎖定。上個季度，您預計 23 財年的潛在收入是什麼，因為現在我認為您已經發布了 60 多萬美元，也許更多。僅在上個季度，這個數字就急劇增加了嗎？還是那...

We really only provide guidance annually, and we only do it once a year, although we have kind of fallen into that we reiterate or in some cases, we've uptick. So we provided that guidance. And I get it, people said, what does that mean at least $60 million or $70 million. Is it $60 million? Is it $70 million? And we were not intentionally trying to be cute, but that still feels about right.

我們真的只每年提供指導，而且我們每年只提供一次，儘管我們已經陷入了我們重申的那種情況，或者在某些情況下，我們已經上升了。所以我們提供了指導。我明白了，人們說，這意味著至少 6000 萬美元或 7000 萬美元是什麼意思。是6000萬美元嗎？是7000萬美元嗎？我們並沒有刻意想要變得可愛，但這仍然是對的。

I mean, we think we're in good shape for that. And it just really depends on some of the timing of these customers' ramps. So sometimes I don't feed anyone questions, but I'm going to feed you a question. That is, were you able to shift everything your customers wanted last quarter? Yes. So why was it only 10 whatever? That's all they wanted. I mean that's the reality of it. And you think you're going to grow. Why? Because the customers want more, and I can build more. It's sort of like that. We're actually ahead of the game on this. And so now I get into why is it that there was -- it seems softer than Q4, and I know some of those reasons. So very private proud customers' ramps and their design wins and when they wanted WaferPaks and I got facility issues with people that are talking about rating on new facilities and some of that stuff is just hard to handicap and know what the answer is.

我的意思是，我們認為我們的狀態很好。它只是真的取決於這些客戶坡道的一些時間。所以有時我不會向任何人提出問題，但我會向你提出問題。也就是說，您是否能夠在上個季度改變客戶想要的一切？是的。那麼為什麼只有10個呢？這就是他們想要的。我的意思是這就是現實。你認為你會成長。為什麼？因為客戶想要更多，我可以建造更多。有點像這樣。我們實際上在這方面處於領先地位。所以現在我明白為什麼會有 - 它似乎比第四季度更軟，我知道其中一些原因。因此，非常私人的自豪客戶的坡道和他們的設計獲勝，當他們想要 WaferPaks 時，我與正在談論對新設施進行評級的人遇到設施問題，其中一些東西很難阻礙並知道答案是什麼。

And so -- and of course, I have to guess correctly with these guys -- and some of this is -- I'm pretty confident of winning these customers, but it will be -- it will feel good when they give us the first POs too, right? So it's a little bit hard to guide that way. But yes, we did not change our guidance, if you will. I guess we said we're very confident of that number. And as our backlog builds up and if the backlog and the customers asked for more than that, we'll guide up at that time or as it makes sense. But again, we're not trying to play that game.

所以——當然，我必須正確猜測這些傢伙——其中一些是——我對贏得這些客戶很有信心，但它會——當他們給我們提供第一個 PO 也是，對吧？因此，引導這種方式有點困難。但是，是的，我們沒有改變我們的指導，如果你願意的話。我想我們說過我們對這個數字非常有信心。隨著我們積壓工作的增加，如果積壓工作和客戶要求的不止這些，我們將在那個時候或在有意義的時候進行指導。但同樣，我們並不是想玩那個遊戲。

The next question is from Larry Chlebina with Chlebina Capital.

下一個問題來自 Chlebina Capital 的 Larry Chlebina。

A real quick question on this new version of your XP in terms of the higher voltages or the adjustable voltages. If the testing that you did in the past for particularly large silicon carbide customer, I think it was in August of last year. Does that mean that this is the process that they're going to use, these higher voltages one? I think you just send them some...

關於更高電壓或可調電壓的新版本 XP 的一個真正快速的問題。如果您過去為特別大的碳化矽客戶進行的測試，我認為是在去年 8 月。這是否意味著這是他們將要使用的過程，這些更高的電壓？我想你只是給他們一些...

Let me try and answer it as clear as I can...

讓我試著盡可能清楚地回答它......

The follow-on is, is the higher voltage or this adjustable voltage the way you think most potential customers are going to go? Or are they...

接下來是，您認為大多數潛在客戶會採用更高電壓還是這種可調電壓？還是他們...

You asked it that way. That will be easy for me because it's -- I'm not trying to deploy here, okay? But let me try to catch it. So there are several ways, not 10, there's primarily 2 main ways that you can stress these MOSFET devices to weed out infant mortality, okay? A MOSFET is a transistor. A transistor, if you imagine a water valve like on your sink is a great analogy. All you do is a transistor allows electrical current or water to flow through it when you turn on the valve or, in this case, apply a voltage to the gate. That's it.

你是這麼問的。這對我來說很容易，因為它——我不想在這裡部署，好嗎？但讓我試著抓住它。所以有幾種方法，而不是 10 種，主要有 2 種主要方法可以讓這些 MOSFET 器件消除嬰兒死亡率，好嗎？ MOSFET是晶體管。晶體管，如果你想像像你的水槽上的水閥是一個很好的類比。您所做的只是一個晶體管，當您打開閥門時，晶體管允許電流或水流過它，或者在這種情況下，向柵極施加電壓。而已。

You apply a voltage, water flows through it, you turn off the gate, the water stops flowing through it. If the device works properly, when you turn it off, it doesn't drip. We call that leakage. If you put a big power pressure behind it, it might leak a little and they actually specify how much it leaks, but if it leaks more than that, it's bad, okay?

你施加一個電壓，水流過它，你關掉門，水停止流過它。如果設備工作正常，當你關閉它時，它不會滴水。我們稱之為洩漏。如果你在它後面施加很大的動力壓力，它可能會洩漏一點，他們實際上會指定它洩漏多少，但如果它洩漏得更多，那就不好了，好嗎？

Now there are 2 main stresses you can do to verify that. One of them is a gate bias, a high-voltage gate bias on the gate itself. Imagine the valve I'm describing I want you to put your hand on the valve and I want you to turn it over as hard as you can, try and break it on, okay? Sounds kind of odd, but that's exactly what we do. We basically overstress the gate and if the gate breaks, it snaps off. We actually call that a glass rod snap in-house. We love showing those to customers, particularly when they take 24 or 48 hours to show up, okay? That is a failure that shows up. It is the primary failure in silicon carbide MOSFETs that everybody talks about, and you have to get rid of those.

現在，您可以通過兩個主要壓力來驗證這一點。其中之一是柵極偏置，即柵極本身的高壓柵極偏置。想像一下我正在描述的閥門，我希望您將手放在閥門上，並希望您盡可能用力將其翻轉過來，嘗試將其打開，好嗎？聽起來有點奇怪，但這正是我們所做的。我們基本上對門施加過大壓力，如果門壞了，它就會折斷。我們實際上稱其為內部玻璃棒卡扣。我們喜歡向客戶展示這些，尤其是當他們需要 24 或 48 小時才能出現時，好嗎？這是一個出現的失敗。這是每個人都在談論的碳化矽 MOSFET 的主要故障，您必須擺脫這些故障。

Those show up in cars and you have what we call a walk home event, which is you get out of your car and you walk home when it dies, okay? So those need to be weeded out, and that's what we do primarily, okay? Because the gate oxide has defects in it in the manufacturing process that I'll get into it, but they are not going away if you -- if those flow through all the way to your end customer, that's bad, okay? So we apply a high-voltage gate bias onto the gate to overstress it to try and crack it off, and that's a primary way of doing it.

那些出現在車裡，你有我們所說的步行回家活動，就是你從你的車裡出來，當它死的時候你步行回家，好嗎？所以那些需要被淘汰，這就是我們主要做的，好嗎？因為柵極氧化物在製造過程中存在缺陷，我將對其進行介紹，但如果你這樣做，它們不會消失——如果這些缺陷一直流到你的最終客戶，那很糟糕，好嗎？因此，我們在柵極上施加高壓柵極偏壓以對其施加過壓以嘗試將其破壞，這是實現此目的的主要方法。

Another test is called the reverse bias, which is imagine putting really high pressure on that valve, water pressure. It's called voltage in this case. And it shouldn't leak through. Now the difference between that test, that's a good quality test or a reliability test, meaning you want to do that during your process to validate the devices do not fail. And you'll do that over, say, a 2,000 hour. That's not necessarily a production test. The production test may only take a few seconds. But there are people that want to do qualification of that high voltage and there are some people that have done it in production, and we have now provide them with a solution to do that, okay?

另一項測試稱為反向偏置，即想像在該閥門上施加非常高的壓力，即水壓。在這種情況下稱為電壓。它不應該洩漏。現在該測試之間的區別是質量測試或可靠性測試，這意味著您希望在驗證設備不會失敗的過程中這樣做。你會在 2,000 小時內完成這項工作。這不一定是生產測試。生產測試可能只需要幾秒鐘。但是有些人想要對那種高壓進行鑑定，有些人已經在生產中做到了，我們現在已經為他們提供了解決方案，好嗎？

Having said that, you can't do the same as the gate. You actually -- if let's say, the device is rated, for 1,200 volts, you don't apply 1,800 volts to the device. It will kill it, it will weaken it, and it will not be shippable. So you can only put 1,200 volts on it. So it's not really a burn-in stress condition. It's a functional test validation and you might want to do it for a few seconds, but it's not necessarily a production test. But you know what, if you want to put my system in production with that, you go for it. It costs a little bit more. I'll be happy to do it, and I'll sell you FOX-XPs forever.

話雖如此，你不能做和門一樣的事情。實際上，如果假設設備的額定電壓為 1,200 伏，則您不會對設備施加 1,800 伏。它會殺死它，它會削弱它，而且它是不可運輸的。因此，您只能在其上施加 1,200 伏電壓。因此，這並不是真正的老化壓力狀況。這是一個功能測試驗證，您可能想要做幾秒鐘，但它不一定是生產測試。但是你知道嗎，如果你想把我的系統投入生產，你就去做吧。它的成本要高一些。我很樂意這樣做，我會永遠賣給你 FOX-XP。

Our opinion, and we've been fairly open about it, is that you want to do characterization, you want to do that and you want to get that out of production as soon as you can and you should go to this gate bias testing, and that's our story. And you -- we now have the tools to give you whatever you want to do, you can buy whatever you want, we'll be happy to sell it to you. It is more expensive to do reverse bias, but we're cheaper than anybody else by a long way.

我們的觀點，而且我們對此持相當開放的態度，是您想要進行表徵，您想要這樣做，並且您希望盡快將其從生產中取出，您應該進行此柵極偏置測試，這就是我們的故事。而你——我們現在有工具給你任何你想做的事情，你可以買任何你想要的東西，我們很樂意賣給你。做反向偏置的成本更高，但我們比其他任何人都便宜很多。

Do you think most of the systems will be like the original version going forward?

你認為大多數係統會像原來的版本一樣嗎？

I do. I do. I do. I think over time, that's really where the cost is going, and that's we've been talking about multiple. By the way, the new BVCM, I know nobody cares about our language here, but the new bipolar voltage, it actually allows us to go a little higher voltage. We had some people that want to do that. Interestingly, as the devices mature, the voltage is actually going down. So we're kind of feel like -- but there are some people that asked for it, particularly in the gallium nitride and so we're like, sure, no problem. We also have a negative voltage. And there's some technical white papers out there that people are doing to do that as an accelerant and now we have, I think, the only solution out there to do that even in packaged parts.

我願意。我願意。我願意。我認為隨著時間的推移，這就是成本的真正所在，這就是我們一直在談論的倍數。順便說一句，新的 BVCM，我知道這裡沒有人關心我們的語言，但是新的雙極電壓，它實際上允許我們提高一點電壓。我們有一些人想要這樣做。有趣的是，隨著設備的成熟，電壓實際上正在下降。所以我們有點感覺——但有些人要求它，特別是在氮化鎵中，所以我們覺得，當然，沒問題。我們也有負電壓。並且有一些技術白皮書，人們正在這樣做作為促進劑，我認為，現在我們擁有唯一的解決方案，即使在包裝部件中也能做到這一點。

So now we have the ability to do a negative voltage, which is something people may want to do too, and we'll be happy to sell in those systems. It looks just like our current system, it just simply goes a larger voltage range.

所以現在我們有能力產生負電壓，這也是人們可能想做的事情，我們很樂意在這些系統中銷售。它看起來就像我們當前的系統，只是電壓範圍更大。

Okay. I'm glad you introduced the fully automated aligner, which gives you the fully automated XP. Do you have a name for the XP fully automated yet?

好的。我很高興您介紹了全自動對準器，它為您提供了全自動 XP。你有完全自動化的 XP 的名字嗎？

No, because I'm leaking my -- that we're taking orders, but I haven't -- we haven't even put it on the website yet. So I don't yet. But actually, I do if you're under nondisclosure, but you have to qualify first as a silicon carbide buyer and you don't qualify. I'm kidding for everybody's watching Larry always asks me about this thing. We'll be talking about that in a little bit here, Larry. But yes, as Larry alludes to, we are selling as a turnkey solution with an integrated XP with the automated aligner attached to it. And we'll probably make those announcements with those first production orders that we get from customers.

不，因為我洩露了我的——我們正在接受訂單，但我沒有——我們甚至還沒有把它放在網站上。所以我還沒有。但實際上，如果您處於保密狀態，我會這樣做，但您必須首先獲得碳化矽買家資格，而您沒有資格。我在開玩笑，因為每個人都在看拉里總是問我這件事。拉里，我們稍後會在這裡討論這個問題。但是，是的，正如拉里所暗示的那樣，我們作為交鑰匙解決方案銷售，帶有集成的 XP 和附加的自動對準器。我們可能會在從客戶那裡獲得的第一批生產訂單中發布這些公告。

I know that, that was originally targeting memory, and there's a lot of memory activity out there. To be able to get to a record standing for that wafer sorting -- because you talked about the need to sort wafers or devices for threshold voltage in silicon carbide, so you can match them up later. When you have a similar need in Flash to sort those based on quality or available cells, is that kind of the same thought that...

我知道，那最初是針對內存的，那裡有很多內存活動。為了能夠在晶圓分揀方面創下紀錄——因為您談到需要針對碳化矽中的閾值電壓對晶圓或設備進行分揀，因此您可以稍後對其進行匹配。當您在 Flash 中有類似的需求來根據質量或可用單元格對它們進行排序時，這種想法是否相同......

Yes. I mean I'm probably a little too familiar with that because you got a little wrong. But generally, yes, the cycling test of NAND flash memory and wafer level is 1 -- is a potentially critically -- it's a good idea before you put it into enterprise-based solid-state devices and there are people that are doing that today. And you are correct. Our FOX-XP system when we first were talking to it, we were engaged in talking with some of the memory suppliers and our FOX-XP system is capable of testing class memory. So it's kind of funny that MOSFET is a single transistor and the tester is also capable of testing of full memory.

是的。我的意思是我可能有點太熟悉了，因為你有點錯了。但一般來說，是的，NAND 閃存和晶圓級的循環測試是 1——這是一個潛在的關鍵——在將其放入基於企業的固態設備之前這是一個好主意，而且今天有人正在這樣做.你是對的。我們第一次與 FOX-XP 系統交談時，我們正在與一些內存供應商進行交談，我們的 FOX-XP 系統能夠測試類內存。所以有趣的是，MOSFET 是一個單晶體管，而測試儀也能夠測試全內存。

As people know, one of the challenges we had at the time when we did not have automation. And candidly, we were pretty small, and we were on the drawing board with this solution as opposed to now we're shipping it in volume. So that may give you some insight as to what our long-term intentions are.

眾所周知，我們在沒有自動化的時候面臨的挑戰之一。坦率地說，我們還很小，我們正在設計這個解決方案，而不是現在我們正在批量發貨。因此，這可能會讓您對我們的長期意圖有所了解。

So just 1 more thing on that score. You can potentially get 2 birds with 1 stone. You get the infant mortality screening as well as the sorting. And how are they doing that currently? What are they using?

所以在這個分數上只有一件事。您可能會用 1 塊石頭得到 2 隻鳥。您將獲得嬰兒死亡率篩查和分類。他們目前是如何做到的？他們在用什麼？

Are we talking about memory guys?

我們在談論記憶的傢伙嗎？

Yes.

是的。

Memory guys use a memory IT system, primarily from Advantest Teradyne, or in-house-built systems. And...

內存人員使用主要來自 Advantest Teradyne 的內存 IT 系統或內部構建的系統。和...

No single wafer systems aren't they?

沒有單晶片系統，不是嗎？

They are or there is a solution out there for people that use a multi-wafer prober. So they're basically like 12 probers kind of bolted together and on top of each other. They're very expensive, but with a custom in-house test system that does it. That architecturally is significantly more expensive than us and it has a larger footprint.

對於使用多晶片探測器的人來說，他們是或者有一個解決方案。所以它們基本上就像 12 個探測器，它們用螺栓固定在一起，相互重疊。它們非常昂貴，但有一個定制的內部測試系統可以做到這一點。這在架構上比我們貴得多，而且佔地面積更大。

Yes. So you saw some substantially smaller footprint because you can do 18 at a time. So it seems to me that while these guys are starting to plan out new fabs, and you mentioned in the last time there would be a new fab deployment. You'd want to get to a record stat as soon as possible. And then you might think that, that would upset the people that sell those testers and [mats] because there's whole floors fall, right?

是的。所以你看到了一些小得多的足跡，因為你一次可以做 18 個。所以在我看來，當這些人開始計劃新的晶圓廠時，你上次提到會有一個新的晶圓廠部署。您希望盡快獲得創紀錄的統計數據。然後你可能會想，這會讓那些賣那些測試儀和[墊子]的人感到不安，因為整層樓都掉了，對吧？

Well upset me if I were selling them testers. Yes.

如果我向他們出售測試儀，那我會很不高興。是的。

And just 1 last thing. In the past, you mentioned even though you can do 18 at a time, the volume would be so massive. You would still need how many potential XPs for a typical, say, a Flash fab?

只有最後一件事。過去，您提到即使您一次可以做 18 個，但數量會很大。對於一個典型的（比如 Flash 晶圓廠）來說，您仍然需要多少潛在的 XP？

75 to 100 per floor.

每層75到100。

Fully automated?

全自動？

Yes. If they were counting. Folks online, Larry, I do want to be also clear, we do not currently have revenue expectations for shipping into the memory guys this year. But if you are investing in us, you're always investing in us getting into memory someday, I just want to balance the enthusiasm. And Larry knows darn well that it's one of my absolute pet feeds and one of my passions is to get this company into the memory business. So thank you, Larry, for teeing that up.

是的。如果他們在數。網友們，拉里，我也想明確一點，我們目前沒有對今年出貨到內存的收入預期。但如果你投資於我們，你總是投資於我們有一天會進入記憶，我只是想平衡熱情。拉里非常清楚，這是我絕對的寵物飼料之一，我的熱情之一就是讓這家公司進入內存業務。所以，謝謝你，拉里，為它開球。

At this time, there are no more questions in the queue. I would like to...

此時，隊列中沒有更多問題。我想...

We are glad we're able to get to everybody. Thank you, operator. I'm glad we had a chance a couple of times ago, I think we cut off a little early. We're trying to get our can statements in, in the first 30 minutes and give people enough air to get their questions in.

我們很高興我們能夠接觸到每個人。謝謝你，接線員。我很高興我們之前有過幾次機會，我想我們中斷的有點早。我們試圖在前 30 分鐘內完成我們的陳述，並讓人們有足夠的空氣來表達他們的問題。

So I really appreciate all our shareholders that have been sticking with us. And we're really excited about this new market opportunity this year and heading into the next years. And we look forward to seeing anyone that happens to be coming into town a visit. We do take those or at one of the shareholder meetings or the investor conferences. We're getting a lot more miles on us these days. So thank you very much for your time, and we'll talk to you next time. Bye-bye.

因此，我非常感謝一直支持我們的所有股東。我們對今年和未來幾年的這個新市場機會感到非常興奮。我們期待看到任何碰巧來到鎮上的人。我們確實接受了這些或在股東大會或投資者會議之一。這些天來，我們的里程越來越多。非常感謝您抽出寶貴時間，我們下次再與您交談。再見。

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

會議現已結束。感謝您參加今天的演講。您現在可以斷開連接。