Aeva Technologies Inc (AEVA) 2024 Q2 法說會逐字稿

Good day.

再會。

My name is Calia, and I will be your conference facilitator.

我叫卡莉亞，我將成為你們的會議主持人。

I would like to welcome everyone to the Aeva Technologies Second Quarter 2024 Earnings Conference Call.

我歡迎大家參加 Aeva Technologies 2024 年第二季財報電話會議。

(Operator Instructions) As a reminder, today's conference call is being recorded and simultaneously webcast.

（操作員說明）謹此提醒，今天的電話會議正在錄製並同時進行網路廣播。

I would now like to turn the call over to Andrew Fung, Senior Director of Investor Relations, and Corporate Development.

我現在想將電話轉給投資者關係和企業發展高級總監 Andrew Fung。

Andrew, please go ahead.

安德魯，請繼續。

Thank you, and welcome, everyone, to Aeva's second quarter 2024 earnings conference call.

謝謝並歡迎大家參加 Aeva 的 2024 年第二季財報電話會議。

Joining on the call today are Soroush Salehian, Aeva's Co-Founder and CEO; and Saurabh Sinha, Aeva's CFO.

今天參加電話會議的還有 Aeva 聯合創始人兼執行長 Soroush Salehian；以及 Aeva 財務長 Saurabh Sinha。

Ahead of this call, we issued our second quarter 2024 press release and presentation, which we will refer to today and can be found on our Investor Relations website at investors.aeva.com.

在此次電話會議之前，我們發布了2024 年第二季新聞稿和演示文稿，我們今天將參考這些新聞稿和演示文稿，您可以在我們的投資者關係網站Investors.aeva.com 上找到這些新聞稿和簡報。

Please note that on this call, we will be making forward-looking statements based on current expectations and assumptions, which are subject to risks and uncertainties.

請注意，在本次電話會議中，我們將根據目前的預期和假設做出前瞻性陳述，這些預期和假設存在風險和不確定性。

These statements reflect our views only as of today and should not be relied upon as representative of our views as of any subsequent dates.

這些聲明僅反映我們今天的觀點，不應被視為代表我們在任何後續日期的觀點。

These statements are subject to a variety of risks and uncertainties that could cause actual results to differ materially from expectations.

這些陳述受到各種風險和不確定性的影響，可能導致實際結果與預期有重大差異。

For a further discussion of the material risks and other important factors that could affect our financial results, please refer to our filings with the SEC, including our most recent Form 10-Q and Form 10-K.

有關可能影響我們財務表現的重大風險和其他重要因素的進一步討論，請參閱我們向 SEC 提交的文件，包括我們最新的表格 10-Q 和表格 10-K。

In addition, during today's call we will discuss non-GAAP financial measures, which we believe are useful as supplemental measures of Aeva's performance.

此外，在今天的電話會議中，我們將討論非 GAAP 財務指標，我們認為這些指標可作為 Aeva 績效的補充指標。

These non-GAAP measures should be considered in addition to and not as a substitute for or in isolation from GAAP results.

這些非公認會計原則措施應作為公認會計原則結果的補充，而不是替代或孤立於公認會計原則結果。

The webcast replay of this call will be available on our company website under the Investor Relations link.

本次電話會議的網路直播重播將在我們公司網站的投資者關係連結下提供。

And with that, let me turn the call over to Soroush.

接下來，讓我把電話轉給索魯什。

Thank you, Andrew, and good afternoon, everyone.

謝謝你，安德魯，大家下午好。

In Q2, we achieved key milestones on our existing production programs while also meaningfully advancing on a number of additional opportunities.

在第二季度，我們在現有生產計劃上實現了關鍵里程碑，同時也有意義地推進了許多額外的機會。

Importantly, we secured wins with new customers, highlighting the broadening interest for Aeva's unique 4D LiDAR.

重要的是，我們贏得了新客戶，突顯了人們對 Aeva 獨特的 4D LiDAR 日益廣泛的興趣。

I'd also like to share our key accomplishments in Q2.

我還想分享我們在第二季的主要成就。

We continue to strengthen our partnership with Daimler Truck.

我們繼續加強與戴姆勒卡車的合作關係。

We remain on track with Daimler Truck's program milestones, including continued center shipments to build out the OEM's fleet of on-road vehicles.

我們仍將繼續實現戴姆勒卡車計畫的里程碑，包括持續的中心發貨，以擴大 OEM 的道路車輛車隊。

Daimler Truck also publicly unveiled the autonomous Freightliner vehicle, a technology demonstrator, which incorporates Aeva's 4D LiDAR as the exclusive long-range and ultra-long-range LiDAR and highlights the OEM's progress and commitment to deploying autonomous vehicles at scale.

戴姆勒卡車還公開推出了自動駕駛Freightliner 車輛，這是一款技術演示車，其中採用了Aeva 的4D LiDAR 作為獨家遠程和超遠程LiDAR，並強調了OEM 在大規模部署自動駕駛汽車方面的進展和承諾。

In automotive, we have made significant progress on opportunities with multiple global top 10 passenger vehicle OEMs.

在汽車領域，我們在與多家全球十大乘用車原始設備製造商的合作中取得了重大進展。

With one top passenger OEM, we continue to expect the award decision later this year.

對於一家頂級客運原始設備製造商，我們繼續預計今年稍後會做出裁決。

And with another top passenger OEM, we began a new collaboration around 4D LiDAR vehicle integration.

我們與另一家頂級客運 OEM 圍繞 4D LiDAR 車輛整合開始了新的合作。

In Industrial, we completed the final validation of our LiDAR-on-Chip in Nikon's product ahead of our first Industrial launch in Q4 of this year.

在工業領域，我們在今年第四季首次推出工業產品之前，完成了尼康產品中片上雷射雷達的最終驗證。

And lastly, Aeva continued to broaden the reach of 4D LiDAR with our expansion into security.

最後，Aeva 透過向安全領域擴張，繼續擴大 4D LiDAR 的覆蓋範圍。

We are proud that a top US National Defense Security organization selected Aeva 4D LiDAR as a primary detection sensor to help protect some of the nation's critical energy infrastructure.

我們感到自豪的是，美國頂級國防安全組織選擇 Aeva 4D LiDAR 作為主要偵測感測器，以幫助保護國家的一些關鍵能源基礎設施。

Let's now discuss in more detail about our recent business developments.

現在讓我們更詳細地討論我們最近的業務發展。

With Daimler Truck, we continue to work closely together and remain on track with the OEMs milestones and the start of production timeline.

我們與戴姆勒卡車繼續密切合作，並保持在原始設備製造商里程碑和生產時間表的開始軌道上。

In Q2, we continued scaling sensor shipments to Daimler Truck and Torc for deployment on additional vehicles for on-road data collection and development.

在第二季度，我們繼續擴大向戴姆勒卡車和 Torc 的傳感器出貨量，以便部署在更多車輛上，用於道路數據收集和開發。

The Aeva team is working very closely together with Torc and Daimler Truck on important use cases for safe operation of trucks at highway speeds.

Aeva 團隊正在與 Torc 和戴姆勒卡車密切合作，開發卡車在高速公路上安全運行的重要用例。

In the last quarter, Daimler Truck also publicly unveiled its battery electric autonomous Freightliner Cascadia technology demonstrator, which incorporates multiple Aeva 4D LiDAR as the exclusive long-range and ultra-long-range LiDAR.

上季度，戴姆勒卡車還公開推出了其電池電動自動駕駛Freightliner Cascadia技術演示車，該演示車採用了多個Aeva 4D LiDAR作為獨家遠程和超遠程LiDAR。

This vehicle highlights the significant progress Daimler Truck is making to commercialize autonomous trucks on US highways and as part of the OEM's broader strategy to deploy a propulsion agnostic autonomous truck platform for scaling automotive trucks to significant volume.

該車輛凸顯了戴姆勒卡車在美國高速公路上自動駕駛卡車商業化方面取得的重大進展，並且作為 OEM 部署與推進無關的自動卡車平台以擴大汽車卡車數量的更廣泛戰略的一部分。

Looking ahead, our focus is on supporting the rollout of additional Daimler Truck vehicles and related on road development as well as preparing for Aeva's start-up production in 2026 in time for Daimler Trucks market entry.

展望未來，我們的重點是支持推出更多戴姆勒卡車車輛和相關道路開發，並為 Aeva 在 2026 年啟動生產做好準備，以便戴姆勒卡車進入市場。

Beyond Daimler Trucks, our engagements for additional automotive programs continue to solidify in Q2, as we advance on a number of opportunities expected to be decided in the coming months and expanded other ones.

除了戴姆勒卡車之外，我們對其他汽車項目的參與在第二季度繼續鞏固，因為我們推進了預計在未來幾個月內決定的許多機會，並擴大了其他機會。

In particular, we made significant strides with multiple global top 10 passenger OEMs.

特別是，我們在與多家全球十大客運整車廠的合作中取得了重大進展。

This includes one we have discussed in the last quarter.

這包括我們在上個季度討論過的一個。

The Aeva team continues to advance in close collaboration with this OEM, and we continue to expect the OEM to make an award decision for this production program later this year.

Aeva 團隊繼續與該 OEM 密切合作，取得進展，我們仍然期望 OEM 在今年稍後就該生產計劃做出授予決定。

With another global top 10 passenger OEM, we have started on a collaboration for 4D LiDAR vehicle integration.

我們已與另一家全球排名前 10 的乘用車 OEM 開始就 4D LiDAR 車輛整合進行合作。

This OEM is experienced with time-of-flight LiDAR and increasingly appreciate the benefits of FMCW for next-generation capabilities.

該 OEM 在飛行時間 LiDAR 方面經驗豐富，並且越來越認識到 FMCW 對下一代功能的優勢。

We look forward to further demonstrating the perception and integration capabilities of our differentiated 4D LiDAR technology.

我們期待進一步展示我們差異化的4D LiDAR技術的感知和整合能力。

More broadly, we are highly encouraged by the industry's growing recognition that FMCW can help enable more advanced capabilities, including automated driving at highway speeds.

更廣泛地說，我們對業界日益認識到 FMCW 可以幫助實現更先進的功能（包括高速公路自動駕駛）感到非常鼓舞。

Following our production program win with Daimler Truck, Aeva is experiencing this in exciting and tangible ways across a broad range of applications from passenger vehicles, commercial vehicles to mobility.

繼我們贏得戴姆勒卡車的生產項目後，Aeva 正在乘用車、商用車和移動出行等廣泛應用中以令人興奮和切實的方式體驗這一點。

Our focus is on meeting the growing interest for Aeva 4D LiDAR and the multiple opportunities to convert production wins in the near term.

我們的重點是滿足人們對 Aeva 4D LiDAR 日益增長的興趣以及短期內轉化生產勝利的多種機會。

Turning now to Industrial.

現在轉向工業。

Aeva is on schedule for our first industrial launch in the fourth quarter.

Aeva 按計劃在第四季進行首次工業發布。

Over the quarter, we successfully completed the final validation of our LiDAR-on-Chip module in Nikon's product and are now preparing for our deliveries to Nikon in Q4.

在本季度，我們成功完成了尼康產品中片上雷射雷達模組的最終驗證，目前正在準備在第四季度向尼康交付。

In support of this, we have also successfully scaled up our dedicated LiDAR chip manufacturing line at Fabrinet.

為了支持這一目標，我們還成功擴大了 Fabrinet 的專用雷射雷達晶片生產線。

This first collaboration with Nikon is for industrial metrology applications where Nikon's existing customers across automotive, aerospace and renewable energy already use Nikon's high-precision inspection products in the manufacturing processes, including some of the leading OEMs and automotive players in the space.

與尼康的首次合作是針對工業計量應用，尼康在汽車、航空航太和可再生能源領域的現有客戶已經在製造過程中使用尼康的高精度檢測產品，其中包括該領域的一些領先的原始設備製造商和汽車製造商。

With Aeva's LiDAR-on-Chip module, we will together offer micron level accuracy in a faster, smaller and lower-cost solution that we believe will open new opportunities.

借助 Aeva 的片上雷射雷達模組，我們將以更快、更小、成本更低的解決方案提供微米級精度，我們相信這將帶來新的機會。

This upcoming launch will mark a pivotal milestone for Aeva as we progress from the development stage to commercialization for the first time in industrial automation.

這次即將推出的產品將標誌著 Aeva 的關鍵里程碑，因為我們在工業自動化領域首次從開發階段邁向商業化。

While we plan to scale our dedicated manufacturing production line at Fabrinet over time, we believe this transition has the potential to accelerate our other ongoing engagements.

雖然我們計劃隨著時間的推移擴大 Fabrinet 的專用製造生產線，但我們相信這一轉變有可能加速我們其他正在進行的業務。

We continue to engage with industrial leaders on expanding into additional opportunities where we can leverage the same Aeva LiDAR-on-Chip module and our perception platform software for industrial metrology and automation across a broad range of navigations.

我們繼續與業界領導者合作，拓展更多機會，利用相同的 Aeva LiDAR-on-Chip 模組和我們的感知平台軟體，在廣泛的導航領域實現工業計量和自動化。

Now speaking of new applications, we recently announced Aeva's first expansion into security.

現在談到新應用程序，我們最近宣布 Aeva 首次擴展到安全領域。

Our 4D LiDAR was selected by top US National Defense Security organization to help protect critical US energy infrastructure.

我們的 4D LiDAR 被美國頂級國防安全組織選中來幫助保護美國關鍵的能源基礎設施。

Aeva sensors are expected to be a primary detection sensor to protect sensitive locations in various facilities from intrusion, such as water entries and exits and at perimeter fences.

Aeva 感測器預計將成為主要偵測感測器，用於保護各種設施中的敏感位置免受入侵，例如進水口和出口以及週邊圍欄。

We expect to deliver the first set of sensors later this year.

我們預計將在今年稍後交付第一組感測器。

This selection comes after evaluation of other technologies, including 3D time-of-flight LiDAR.

這項選擇是在對包括 3D 飛行時間雷射雷達在內的其他技術進行評估之後做出的。

Because of our instant velocity data, immediate to interference and ultra-long range, Aeva 4D LiDAR was selected to enable faster and more reliable detection.

由於我們的即時速度資料、即時抗干擾和超長距離，我們選擇 Aeva 4D LiDAR 來實現更快、更可靠的偵測。

Aeva's mission is to bring the next wave of perception to a broad range of applications, and this one is another example of the increasing interest to adopt our technology across a diverse mix of end markets, including for some of the most demanding and high-stakes physical security applications.

Aeva 的使命是將下一波感知浪潮帶入更廣泛的應用領域，這也是人們越來越有興趣在各種終端市場（包括一些要求最高、風險最高的市場）採用我們的技術的另一個例子。

We look forward to supporting this important application and helping to protect some of our nation's critical infrastructure.

我們期待支持這項重要的應用程式並幫助保護我們國家的一些關鍵基礎設施。

Lastly, I would like to share a bit more about our new collaboration in rail.

最後，我想分享更多關於我們在鐵路領域的新合作的資訊。

Aeva 4D LiDAR was selected for Germany's automated train program.

Aeva 4D LiDAR 被選用於德國的自動化列車計畫。

This program is funded by the Germany Federal Ministry of Economic Affairs and Climate Action and managed by Germany's national rail operator, Deutsche Bahn, in collaboration with other industry leaders such as Bosch and Siemens.

該計畫由德國聯邦經濟事務和氣候行動部資助，由德國國家鐵路營運商德國鐵路公司與博世和西門子等其他產業領導者合作管理。

The group is developing driverless fully automated passenger train dispatch and parking functionality by 2026.

該集團正在開發無人駕駛全自動客運列車調度和停車功能，到 2026 年。

Aeva's 4D LiDAR was selected after evaluation of other sensors, including 3D time-of-flight LiDAR.

在評估其他感測器（包括 3D 飛行時間 LiDAR）後，選擇了 Aeva 的 4D LiDAR。

Our ability to instantly detect velocity enables faster and more reliable detection of hazards, which can add critical reaction time to avoid obstacles surrounding train tracks.

我們能夠即時偵測速度，從而能夠更快、更可靠地偵測危險，這可以增加關鍵的反應時間，以避免火車軌道周圍的障礙物。

In addition, Aeva's unique ability to offer precise real-time location state estimation without the use of GPS, means we can provide accurate positioning even where GPS can be compromised, such as tunnels, urban canyon, and other areas where trains regularly operate.

此外，Aeva 具有無需使用GPS 即可提供精確實時位置狀態估計的獨特能力，這意味著即使在GPS 可能受到影響的地方（例如隧道、城市峽谷和火車經常運行的其他區域），我們也可以提供準確的定位。

We are excited to work with some of the rail industry leaders on this project and leverage 4D LiDAR's perception to bring new levels of automation to this end market.

我們很高興能與一些鐵路行業領導者在這個項目上合作，並利用 4D LiDAR 的感知為該終端市場帶來新的自動化水平。

With that, let me turn the call over to Saurabh to discuss the financials.

接下來，讓我將電話轉給 Saurabh，討論財務狀況。

Thank you, Soroush, and good afternoon, everyone.

謝謝索魯什，大家下午好。

Let us now turn to Aeva's Q2 financial results.

現在讓我們來看看 Aeva 第二季的財務表現。

Revenue in Q2 was $2 million, driven by sensor shipments to multiple customers and NRE from Daimler Trucks.

第二季的收入為 200 萬美元，主要得益於向多個客戶發貨的傳感器以及戴姆勒卡車的 NRE。

Non-GAAP operating loss was $32 million as we maintained a deliberate and disciplined approach to spend.

由於我們保持深思熟慮和嚴格的支出方式，非 GAAP 營運損失為 3,200 萬美元。

In Q2, gross cash use, which we define as operating cash flow less capital expenditure was $29.9 million.

第二季度，現金使用總額（我們將其定義為營運現金流減去資本支出）為 2,990 萬美元。

At the end of the quarter, our total liquidity stood at $285.2 million, of which $160.2 million was in cash, cash equivalents and marketable securities and $125 million in an undrawn facility.

截至本季末，我們的流動資金總額為 2.852 億美元，其中 1.602 億美元為現金、現金等價物和有價證券，1.25 億美元為未提取融資。

We believe this capital position will continue to enable us to support our existing production partners, and together with our unique 4D LiDAR technology, convert more of our commercial momentum to additional production program wins in the coming months.

我們相信，這一資本地位將繼續使我們能夠支持現有的生產合作夥伴，並與我們獨特的 4D LiDAR 技術一起，在未來幾個月將我們的更多商業動力轉化為額外的生產項目勝利。

With that, let me turn the call back to Soroush for closing remarks.

接下來，讓我將電話轉回索魯什，讓其致閉幕詞。

Thank you, Saurabh.

謝謝你，索拉布。

To wrap up, in Q2, we continued to deliver on key milestones for our production partners, including Daimler Truck and Nikon and secured additional customers in new applications such as security and railway.

最後，在第二季度，我們繼續為戴姆勒卡車和尼康等生產合作夥伴實現關鍵里程碑，並在安全和鐵路等新應用領域贏得了更多客戶。

I'd like to thank the Aeva team for their determination to advance our commercial momentum in tangible ways in just three months.

我要感謝 Aeva 團隊決心在短短三個月內以切實的方式推進我們的商業動能。

And I also like to express our appreciation to all of our stakeholders for their ongoing support.

我還要對所有利害關係人的持續支持表示感謝。

Our increasing list of wins and the significant progress on new opportunities are further indication of the growing demand for our products across a diverse mix of markets and Aeva's leadership position to drive this adoption with our 4D LiDAR technology.

我們不斷增加的勝利清單以及在新機會方面取得的重大進展進一步表明了不同市場對我們產品的需求不斷增長，以及 Aeva 在推動 4D LiDAR 技術的採用方面的領導地位。

Aeva is in the final stages of a number of key opportunities and continue to advance on other engagements across automotive and beyond.

Aeva 正處於許多關鍵機會的最後階段，並將繼續推進汽車及其他領域的其他業務。

We believe we remain in a strong position to continue converting portion of these opportunities to win this year and continue to further Aeva's mission to bring the next wave of perception to a broad range of applications from automotive to industrial automation and beyond.

我們相信，我們仍然處於有利地位，能夠繼續將部分機會轉化為今年的勝利，並繼續推進 Aeva 的使命，將下一波感知帶入從汽車到工業自動化等廣泛的應用。

With that, we will now open the line up for questions.

至此，我們現在開始提問。

(Operator Instructions)

（操作員說明）

Colin Rusch, Oppenheimer.

科林‧魯施，奧本海默。

Thanks so much guys.

非常感謝你們。

It's great to see you move into the security space.

很高興看到您進入安全領域。

And I'm curious how leverageable that opportunity is for you?

我很好奇這個機會對你來說有多大的運用價值？

It seems like that's potentially relatively robust pricing and getting through the vetting process there could mean that there's other doors open.

這似乎是潛在相對穩健的定價，並且通過那裡的審查程序可能意味著還有其他大門敞開。

I just want to get a sense of total scope of that and the cadence at which you might be able to attack it.

我只是想了解它的整體範圍以及你可以攻擊它的節奏。

Colin, sure.

科林，當然。

This is Soroush.

這是索魯什。

Happy to answer that.

很高興回答這個問題。

Look, you are absolutely, we are actually very excited about this.

聽著，你絕對是，我們對此感到非常興奮。

This is our first expansion in security.

這是我們在安全方面的首次擴展。

We're excited to grow in the market here.

我們很高興能在這裡的市場上成長。

First of all, a little bit of background.

首先，介紹一點背景知識。

This top National Security Defense organization selected us as really going through a whole gamut of testing for a number of different technologies, including valid other time-of-flight LiDAR's.

這個頂級國家安全防禦組織之所以選擇我們，是因為我們確實對許多不同的技術進行了全面的測試，包括有效的其他飛行時間雷射雷達。

And really, I think what they realized, which we have been talking about for some time now is this additional capability that 4D LiDAR and FMCW technology brings to the table do apply beyond automotive to other applications, including basically longer range detection, better resolution, enabling faster and really comes down to faster and more reliable detection.

事實上，我認為他們意識到，我們已經討論了一段時間了，4D LiDAR 和FMCW 技術帶來的附加功能確實適用於汽車以外的其他應用，包括基本上更遠的距離檢測、更好的分辨率、實現更快，真正歸結為更快、更可靠的檢測。

So I think overall, as you mentioned, this is significantly higher ASPs than automotive.

所以我認為總的來說，正如您所提到的，這比汽車行業的平均售價要高得多。

We're talking at the beginning around order of magnitude higher.

我們一開始談論的是更高的數量級。

It is obviously near term.

顯然這是近期的事。

It's part of our plan.

這是我們計劃的一部分。

We've always talked about diversifying, bringing applications, including not just progressing automotive, which we really showed this quarter, not just the solid progress solidifying with our - the one top 10 OEM, adding another top 10 OEM in the engagement process, but also now expanding this new application.

我們一直在談論多元化，帶來應用，不僅包括進步的汽車，我們在本季度真正展示了這一點，不僅僅是鞏固我們的堅實進步- 排名前10 的OEM，在參與過程中增加了另一家排名前10 的OEM，但現在也在擴展這個新應用程式。

I think importantly, we think it's just a start of Aeva and Security.

我認為重要的是，我們認為這只是 Aeva 和 Security 的一個開始。

We are actually engaged in a number of other opportunities in defense and security, where we see that expanding.

實際上，我們在國防和安全領域參與了許多其他機會，我們看到這種機會正在不斷擴大。

This win, I think importantly, provides a vote of confidence in our technology for others to also start adopting that, and we really hope to capitalize on this and work with additional opportunities that we can convert over time.

我認為重要的是，這次勝利為我們的技術投了一張信任票，讓其他人也開始採用該技術，我們真的希望利用這一點，並與我們可以隨著時間的推移轉化的更多機會合作。

And again, this is consistent with our mission to bring really next level perception across broad applications.

再說一次，這與我們的使命是一致的，即在廣泛的應用程式中帶來真正的新水平感知。

And the key focus here is being able to do so means we are really using the same investment we've made on our 4D LiDAR-on-Chip module and technology in automotive.

這裡的重點是能夠做到這一點，這意味著我們真正將我們在 4D LiDAR 片上模組和技術上所做的投資用於汽車領域。

And then taking that expanding to maybe with different algorithms, but the same core technology with not really having to now then make significant additional investments or spend to go tackle those other applications.

然後將其擴展到可能使用不同的演算法，但使用相同的核心技術，現在實際上不必進行大量的額外投資或花費來處理其他應用程式。

And I think as we are going towards production as we scale, we see our ability to expand these opportunities to, I think, meaningfully further increase as well.

我認為，當我們隨著規模的擴大而走向生產時，我們看到我們擴大這些機會的能力，我認為，也有意義地進一步增加。

Great.

偉大的。

And then with the scale-up of the dedicated line and getting full validation for the Nikon products, can you talk about into surprises, whether positive or negative in terms of performance, efficiency of that production and anything within that validation process that maybe we want to be thinking about as a tailwind or a headwind here for you guys?

然後，隨著專用生產線的規模擴大並獲得尼康產品的全面驗證，您能否談談驚喜，無論是在性能、生產效率以及驗證過程中我們可能想要的任何方面，無論是積極還是消極對你們來說是順風還是逆風？

Yes.

是的。

I think we have been working, obviously with our manufacturing line at Fabrinet for some time, out at Fabrinet.

我認為我們已經在 Fabrinet 的生產線工作了一段時間了。

And I think we said at the beginning of the year that we're going to be working on creating this dedicated manufacturing line for our LiDAR-on-Chip module.

我想我們在今年年初就說過，我們將致力於為我們的片上雷射雷達模組創建這條專用生產線。

I think this is one of the advantages of having everything integrated at the chip level, right?

我認為這是在晶片級整合所有內容的優勢之一，對嗎？

We're not using any fiber, reducing the BOM cost, making the process as automated as possible.

我們不使用任何光纖，降低了 BOM 成本，讓流程盡可能自動化。

And so, what we see here now is actually we were able to deliver on getting the dedicated line up and running a bit ahead of schedule.

因此，我們現在看到的是，我們實際上能夠提前一點實現專用線路的啟動和運行。

So that's actually important.

所以這實際上很重要。

We're planning for this around Q3, ahead of Q4 timeframe.

我們計劃在第三季左右、第四季前進行此計劃。

Now our Q2 already have completed this.

現在我們的第二季已經完成了這個。

Which means really things have been going actually pretty smoothly.

這意味著事情實際上進展得相當順利。

So we are starting to turn up the production on here with the dedicated line.

因此，我們開始用專用生產線在這裡進行生產。

This is going to, of course, support all of our production programs.

當然，這將支持我們所有的製作計劃。

We are already scaling shipments for Daimler Truck in which the on-road vehicle is ongoing.

我們已經在擴大戴姆勒卡車的出貨量，其中公路車輛正在進行中。

We're going to be using that also for Nikon shipment starting in Q4 and then hopefully others as go along that we talked about.

我們也將在第四季開始將其用於尼康發貨，然後希望其他人也能按照我們討論的方式進行。

But I think having that is obviously a critical milestone for us.

但我認為這對我們來說顯然是一個重要的里程碑。

So that allows us to have the production readiness on time.

這樣我們就可以準時做好生產準備。

I think beyond manufacturing also, we have been able in the past quarter continue our automotive Tier 1 readiness as a direct supplier.

我認為，除了製造之外，我們在過去的季度繼續作為直接供應商做好汽車一級準備。

We achieved this ISO 27001 certification, which is an information security that builds further confidence for not just our existing production customers but others to work with us on additional programs.

我們獲得了 ISO 27001 認證，這是一項資訊安全認證，不僅為我們現有的生產客戶，而且為其他與我們合作開展其他專案的客戶增強了信心。

One more thing I want to highlight on Nikon specifically, this is just the beginning of our collaboration with Nikon.

我還想特別強調尼康的一件事，這只是我們與尼康合作的開始。

Obviously, this is a multiyear program.

顯然，這是一個多年計劃。

Again, as you mentioned, similar to security, this is a program where ASPs are higher, similar maybe over higher in automotive.

再次，正如您所提到的，與安全性類似，這是一個 ASP 較高的項目，類似的汽車行業可能會更高。

It's also near term.

也是近期的事了。

And we're working together with Nikon that over time as we ramp up for potential to grow additional new opportunities.

我們正在與尼康合作，隨著時間的推移，我們將不斷增強潛力，創造更多新機會。

And more broadly, in industrial automation, we also see that the ability for sensing technology really to use the same core chip module with different algorithms, different software achieve micron level of accuracy and precision.

更廣泛地說，在工業自動化領域，我們也看到感測技術真正能夠使用相同的核心晶片模組，不同的演算法、不同的軟體來達到微米級的準確度和精度。

That is something that's not really possible really with any other LiDAR technology.

這是任何其他光達技術都無法真正實現的。

So this is a market that we see is, in some ways, pretty interesting and ripe for Aeva to go after.

因此，我們認為，從某些方面來說，這是一個非常有趣且適合 Aeva 追逐的市場。

We have been executing on this.

我們一直在執行這件事。

And the fact that we have been able to now complete this in a validation, the final Nikon product gives us further confidence to then go after expanding in this market as well.

事實上，我們現在已經能夠在驗證中完成這項任務，而最終的尼康產品讓我們更有信心在這個市場上擴張。

So we're doing all of this, just to be clear, while we are making significant progress and not letting up on the traction that we see in automotive and actually increasing that as well.

因此，我們正在做這一切，只是為了清楚起見，同時我們正在取得重大進展，並且不會放鬆我們在汽車領域看到的牽引力，並且實際上也在增加這種牽引力。

All right.

好的。

Thanks so much.

非常感謝。

Joe Moore, Morgan Stanley.

喬摩爾，摩根士丹利。

Great.

偉大的。

Thank you.

謝謝。

I wonder in terms of the top 10 passenger OEM that you're talking about.

我想知道您所說的前 10 名客運 OEM 是指哪家。

Do you know if the opportunity there is kind of an OEM option?

您知道是否有機會提供 OEM 選項嗎？

Is it more standard?

是不是更標準了？

And then you mentioned other progress with other top 10 OEMs.

然後您提到了與其他十大 OEM 廠商的其他進展。

Maybe if you could talk about how much energy you're putting into customers beyond the sort of big two that you've sort of talked about the Daimler as well as the big passenger opportunity?

也許您可以談談您在戴姆勒以及大乘客機會之外的兩大巨頭之外為客戶投入了多少精力？

Yes.

是的。

Sure, Joe. Happy to answer that.

當然，喬。很高興回答這個問題。

So obviously, as you know, we have been focused on, of course, delivering on Daimler for first OEM, SOP and automotive.

顯然，如您所知，我們當然一直專注於為戴姆勒提供第一個 OEM、SOP 和汽車服務。

We're, of course, working on Nikon, as mentioned.

當然，正如前面提到的，我們正在研究尼康。

I think with this top 10 OEM that we talked about last quarter; we have continued to solidify our position and our progress together.

我認為我們上季度討論過的十大 OEM 廠商；我們繼續鞏固我們的地位並共同進步。

We've completed -- of course, that completed the valuation of our product.

當然，我們已經完成了對我們產品的評估。

We completed the audit, which contributed to continuous maturity gain of our company as a Tier 1 status.

我們完成了審計，這有助於我們公司持續獲得一級地位。

We finished ISO 27001, information security as well, further commitment to our readiness.

我們也完成了 ISO 27001 和資訊安全認證，進一步致力於我們的準備工作。

I think at this point, I would say it's important because we have continued in close collaboration with them, aligning on the technical perception requirements.

我認為在這一點上，我想說這很重要，因為我們繼續與他們密切合作，調整技術感知要求。

We're actually starting the commercial discussions and negotiations as well.

我們實際上也開始了商業討論和談判。

And this is kind of the second time that we've been doing this, right?

這已經是我們第二次這樣做了，對吧？

So first time with Daimler Truck and now a passenger car with this OEM.

第一次使用戴姆勒卡車，現在又使用該 OEM 生產乘用車。

To your question about the option or not.

關於您關於該選項的問題。

What I can say is that there is an OEM that has experience already with time-of-flight LiDAR, they have done that and understand what they can and probably what they cannot do.

我能說的是，有一家 OEM 已經擁有飛行時間雷射雷達的經驗，他們已經做到了這一點，並且了解他們能做什麼，可能不能做什麼。

And they're looking at a mass production volume across multiple vehicle lines, which we see as significant production volume opportunities for enabling highway speed automation.

他們正在考慮跨多個車輛系列進行大規模生產，我們認為這是實現高速公路速度自動化的重要生產機會。

So the way you think about this is not that it's like some very niche full only level for autonomy that is on some portion of vehicles.

因此，您對此的思考方式並不是說它就像車輛某些部分上的某種非常利基的完全自主等級。

It is that next-generation ADAS capability, this is driving capability where it extends it to highway autonomy for higher speed.

這就是下一代 ADAS 功能，這是將其擴展到高速公路自動駕駛以實現更高速度的駕駛功能。

And we're really encouraged in our collaboration that we see their interest around using FMCW, to enable that higher speed automation.

我們在合作中看到他們對使用 FMCW 來實現更高速自動化的興趣，這讓我們深受鼓舞。

Which they're also seeing that's not quite really that quite there yet with the age and technology they're working with.

他們還發現，以他們正在使用的年齡和技術來看，這還不是那麼完全。

So that's what I can say.

這就是我能說的。

So we're encouraged with that and their appreciation of our technology and continue to obviously work with them with expectation that the decision be made later this year.

因此，我們對此以及他們對我們技術的讚賞感到鼓舞，並且顯然會繼續與他們合作，並期望在今年晚些時候做出決定。

Great.

偉大的。

Thank you.

謝謝。

Richard Shannon, Craig-Hallum.

理查德·香農，克雷格·哈勒姆。

Hi, guys.

嗨，大家好。

Thanks for taking my questions.

感謝您回答我的問題。

Let's hear, maybe touching on Nikon here.

讓我們聽聽，也許這裡會牽扯到尼康。

Obviously, interesting to see the kind of the first customer getting just some nice volume here.

顯然，很有趣的是看到第一個客戶在這裡獲得了一些不錯的銷售。

I wonder if you can kind of discuss what you have from them, whether it's forecast or even ordered so far here.

我想知道你是否可以討論一下你從他們那裡得到了什麼，無論是預測的還是到目前為止已經訂購的。

And how do we think about a kind of revenue run rate as you get into production presumably sometime next year?

當你大概在明年某個時候投入生產時，我們如何考慮一種收入運作率？

I'm not sure if we have a good way of understanding of the scale here, clearly, it's smaller than what you might look for a larger automotive program, but not really sure I have a good sense of scale here.

我不確定我們是否有一個很好的方式來理解這裡的規模，顯然，它比您可能尋找的更大的汽車項目要小，但不太確定我在這裡有很好的規模感。

So maybe you can kind of couch that in some terms, I think that would be helpful.

所以也許你可以在某些方面說一下，我認為這會有所幫助。

Sure.

當然。

Let me answer that question, and of course, Ron can add.

讓我回答這個問題，當然，羅恩可以補充。

So obviously, this is a multi-year program with long commitments with Nikon.

顯然，這是一個與尼康長期合作的多年計劃。

As I mentioned, the strong ASP, the way you think about that is multiples in order of magnet higher than automotive.

正如我所提到的，強勁的平均售價，你可以想像它是磁鐵的幾倍，比汽車高。

From a volume standpoint, obviously, what we can share and be careful there, but think of it as similar to maybe a mobility program, right?

從數量的角度來看，顯然我們可以分享並小心謹慎，但可以將其視為類似於流動性計劃，對嗎？

So when you look at the net benefit, things balance out from volume versus ASP obviously.

因此，當您查看淨收益時，很明顯，銷量與平均售價之間存在平衡。

So - and as I mentioned, we're starting at the end of this year with the launch and then ramp up over time.

因此，正如我所提到的，我們將從今年年底開始發布，然後隨著時間的推移逐步推進。

I think the way we think about this is, this is, again, a first program opportunity with Nikon.

我認為我們對此的看法是，這又是與尼康合作的第一個專案機會。

We are working across other opportunities, and we see that potential to grow over time.

我們正在尋找其他機會，我們看到這種潛力會隨著時間的推移而增長。

And beyond the industrial automation, this is -- as this is being vetted as the first product that actually can deploy into industrial automation, we see the similar need with a number of other customers and others from an industrial automation and metrology standpoint.

除了工業自動化之外，由於它正在被審查為第一個實際上可以部署到工業自動化的產品，我們從工業自動化和計量的角度看到了許多其他客戶和其他客戶的類似需求。

I believe to get to kind of micron-level precision that we think can actually further expand on that.

我相信達到微米級精度，我們認為實際上可以進一步擴展這一點。

So that's kind of what I can share about kind of the size, of course, and the opportunity.

當然，這就是我可以分享的關於規模和機會的內容。

We're pretty excited about that.

我們對此感到非常興奮。

And obviously, having dedicated line to help us manufacture for everybody, including Nikon down there, others at Fabrinet helps us to expand on this growth and capitalize on it.

顯然，擁有專門的生產線來幫助我們為每個人製造，包括尼康，Fabrinet 的其他人幫助我們擴大這種增長並利用它。

But that's what I can say.

但這就是我能說的。

Okay.

好的。

That's helpful.

這很有幫助。

Maybe a quick follow-on question here regarding your top 10 OEM that you talked about here for the last few quarters.

也許這裡有一個關於您過去幾個季度在這裡談論的十大 OEM 的快速後續問題。

It seems to have been seeing some delays in terms of decision-making on LiDAR and broader autonomy programs here.

在雷射雷達和更廣泛的自主計劃方面的決策似乎出現了一些延誤。

I know you repeated the language you expected a decision sometime this year.

我知道你重複了你期望今年某個時候做出決定的措辭。

Has there been any delays there?

那裡有延誤嗎？

Is there any risk of that moving into 2025 at all?

進入 2025 年是否有任何風險？

Yes.

是的。

Good question.

好問題。

I think what's interesting that we see in the market is that in, I would say, an environment where we see some of the maybe others in the space, either reducing some of the activities around RFQs or some of the time lines pushing out.

我認為我們在市場上看到的有趣之處在於，在這樣的環境中，我們看到了該領域可能存在的其他一些情況，要么減少了一些圍繞詢價的活動，要么推遲了一些時間線。

We've always maintained a talked about that the industry is transitioning from kind of time-of-flight towards FMCW and 4D LiDAR.

我們一直在談論該行業正在從飛行時間向 FMCW 和 4D LiDAR 過渡。

We think this actually has been helpful for us as evidenced by the fact that, one, we are on track with Daimler Truck.

我們認為這實際上對我們有幫助，這一點可以從以下事實證明：第一，我們與戴姆勒卡車的合作正步入正軌。

We talked about our SOP time remaining with 2026.

我們討論了 2026 年剩餘的 SOP 時間。

We're continue hitting milestones.

我們正在繼續達到里程碑。

We're strengthening our partnership there.

我們正在加強我們在那裡的合作夥伴關係。

Two, with this top 10 OEM we talked about last quarter, we are continuing on track, as I mentioned, with further engagement with the technical team, completion of the audit and now starting the commercial negotiation discussions there and that we've maintained that what we believe is the timing for the decision still remains to be this year.

第二，對於我們上季度談到的這家排名前10 位的OEM，正如我所提到的，我們正在繼續走上正軌，進一步與技術團隊合作，完成審核，現在開始在那裡進行商業談判討論，而我們一直堅持這一點我們認為，做出決定的時機仍然是今年。

Of course, we don't control their time line, but this is all the indications and the feedback we have, and we're very encouraged by our progress so far.

當然，我們無法控制他們的時間表，但這就是我們得到的所有跡象和回饋，我們對迄今為止的進展感到非常鼓舞。

We are continuing working with them around how we actually integrate and our technology also in the vehicle level.

我們正在繼續與他們合作，圍繞我們如何在車輛層面實際整合以及我們的技術進行合作。

Now importantly, also, we have now added a new engagement from another top 10 passenger OEM.

現在還重要的是，我們現在又增加了另一家排名前 10 名的乘客原始設備製造商 (OEM) 的新參與。

This is another OEM that's working with a time-of-flight solution and is also looking to potentially transition to 4D LiDAR.

這是另一家正在使用飛行時間解決方案的 OEM，也希望有可能過渡到 4D LiDAR。

So there's another major program, major volumes globally, timelines are similar in line with the other top 10 passenger OEM.

因此，還有另一個主要計劃，全球範圍內的主要銷量，時間表與其他十大客運 OEM 類似。

And we are - I think, importantly, very encouraged by the OEM's desire to only work with Aeva on this kind of deep level of vehicle integration concept.

我認為，重要的是，我們對 OEM 只希望與 Aeva 就這種深層的車輛整合概念進行合作的願望感到非常鼓舞。

So that's something that gives us some indication around where there's maybe some reduction activities, we're seeing an increase in activities.

因此，這向我們提供了一些跡象，表明哪些活動可能會減少，而我們將看到活動增加。

And obviously, some of these are transitions from other technologies.

顯然，其中一些是其他技術的過渡。

And this is consistent with what we have talked about in the past and the broader trend that we're seeing in the industry.

這與我們過去討論過的以及我們在行業中看到的更廣泛的趨勢是一致的。

Obviously, look, we're not expecting to win everything, but we are seeing increasing interest in technology.

顯然，我們並不期望贏得一切，但我們看到人們對科技的興趣日益濃厚。

We're progressing on the right track.

我們正沿著正確的軌道前進。

We have maintained our time lines as we have talked about it.

正如我們所討論的那樣，我們維持了我們的時間表。

And that's something that we see as important.

這是我們認為很重要的事。

So overall, I would say, while maybe some of those others may have pushed out with what we are involved and active with, we are seeing our current programs on time and other programs coming up, giving us multiple shots on goal that we feel good about securing at least one program in the next months.

因此，總的來說，我想說，雖然其他一些人可能已經推出了我們所參與和積極參與的項目，但我們看到我們當前的計劃按時進行，其他計劃即將推出，這讓我們有多次射門的機會，我們感覺很好關於在接下來的幾個月中確保至少一個項目。

Okay.

好的。

Great.

偉大的。

Thanks Soroush.

謝謝索魯什。

And it does appear there are no further questions at this time.

目前看來確實沒有其他問題了。

This does conclude today's program.

今天的節目到此結束。

Thank you for your participation.

感謝您的參與。

You may disconnect at any time, and have a wonderful evening.

您可以隨時斷開連接，並度過一個美好的夜晚。