ChargePoint Holdings Inc (CHPT) 2021 Q4 法說會逐字稿

Good morning.

早上好。

My name is Abby, and I will be your conference operator today.

我的名字是艾比，今天我將成為您的會議接線員。

At this time, I would like to welcome everyone to the ChargePoint Fourth Quarter and Full Year 2021 Earnings Conference Call and Webcast.

在這個時候，我想歡迎大家參加 ChargePoint 2021 年第四季度和全年收益電話會議和網絡直播。

(Operator Instructions)

（操作員說明）

I will now turn the call over to Rebecca Chavez, General Counsel.

我現在將把電話轉給總法律顧問 Rebecca Chavez。

Rebecca, please go ahead.

麗貝卡，請繼續。

Good afternoon, and thank you for joining us on today's conference call to discuss ChargePoint Holdings Inc.'s Fourth Quarter and Fiscal 2021 Financial Results.

下午好，感謝您參加今天的電話會議，討論 ChargePoint Holdings Inc. 的第四季度和 2021 財年財務業績。

I'm Rebecca Chavez, the company's General Counsel.

我是 Rebecca Chavez，公司的總法律顧問。

This call is being broadcast over the web and can be accessed on the Investors section of our website at investors.chargepoint.com.

本次電話會議正在網絡上播出，可以在我們網站的投資者部分訪問，網址為investors.chargepoint.com。

With me on today's call are Pasquale Romano, our President and Chief Executive Officer; and Rex Jackson, our Chief Financial Officer.

今天與我通話的是我們的總裁兼首席執行官 Pasquale Romano；和我們的首席財務官雷克斯傑克遜。

This afternoon, we issued our press release announcing results for the fourth quarter and fiscal year ended January 31, 2021, which can be found on our website.

今天下午，我們發布了新聞稿，宣布了截至 2021 年 1 月 31 日的第四季度和財政年度的業績，可以在我們的網站上找到。

We would like to remind you that during this conference call, management will be making forward-looking statements, including statements regarding our expectations related to the financial guidance for the first fiscal quarter and fiscal year 2022, outlook for the sector and company and our expected investment and growth initiatives.

我們想提醒您，在本次電話會議期間，管理層將發表前瞻性陳述，包括關於我們對第一財季和 2022 財年財務指導的預期、行業和公司前景以及我們預期的陳述投資和增長舉措。

These forward-looking statements involve a number of risks and uncertainties, some of which are beyond our control, which could cause actual results to differ materially from those anticipated by these statements.

這些前瞻性陳述涉及許多風險和不確定性，其中一些超出我們的控制範圍，這可能導致實際結果與這些陳述的預期存在重大差異。

These forward-looking statements apply as of today.

這些前瞻性陳述自今天起適用。

You should not rely on them as representing our views in the future, and we undertake no obligation to update these statements after the call.

您不應依賴它們代表我們未來的觀點，我們不承擔在電話會議後更新這些聲明的義務。

For a more detailed description of factors that could cause actual results to differ, please refer to our Form 8-K filed with the SEC on March 1, 2021, and our earnings release posted a few minutes ago on our website and filed with the SEC on Form 8-K.

有關可能導致實際結果不同的因素的更詳細描述，請參閱我們於 2021 年 3 月 1 日向 SEC 提交的 8-K 表格，以及幾分鐘前在我們的網站上發布並提交給 SEC 的收益發布在表格 8-K 上。

Also, please note that certain financial measures we use on this call are expressed on a non-GAAP basis and have been adjusted to exclude certain charges.

此外，請注意，我們在本次電話會議中使用的某些財務指標是在非公認會計原則的基礎上表示的，並且已經過調整以排除某些費用。

For historical periods, we provide the reconciliations of these non-GAAP financial measures to GAAP financial measures in the supplemental financial information that can be found on the Investors section of our website located at investors.chargepoint.com.

對於歷史時期，我們在補充財務信息中提供了這些非公認會計原則財務指標與公認會計原則財務指標的對賬，這些信息可在我們網站的投資者部分（位於investors.chargepoint.com）上找到。

And finally, once we've completed our following remarks, we'll be posting them to our Investor Relations website under the Quarterly Results section.

最後，一旦我們完成以下評論，我們將把它們發佈到我們的投資者關係網站的季度業績部分。

And with that, I'll turn the call over to Pasquale.

有了這個，我會把電話轉給 Pasquale。

Hi, everyone.

大家好。

Thanks for joining, and welcome to our first earnings call as a public company.

感謝您的加入，歡迎參加我們作為上市公司的第一次財報電話會議。

We are very happy to be here.

我們很高興來到這裡。

As a category creator, ChargePoint sees electric mobility having come into its own.

作為一個品類的創造者，ChargePoint 認為電動汽車已經形成了自己的特色。

We're operating across nearly all segments of EV charging, including commercial, fleet and residential, and we believe we are well positioned to take advantage of the growth in the market.

我們在電動汽車充電的幾乎所有領域開展業務，包括商業、車隊和住宅，我們相信我們已做好充分準備利用市場的增長。

We're very happy to have begun trading on March 1 on the New York Stock Exchange.

我們很高興於 3 月 1 日在紐約證券交易所開始交易。

We've raised $480 million in net proceeds as a result and have $650 million in cash on our balance sheet to fund growth.

因此，我們籌集了 4.8 億美元的淨收益，並在資產負債表上擁有 6.5 億美元的現金來為增長提供資金。

I will point out that, that is more cash than we have net spent in our 13-year history to get to this point.

我要指出的是，這比我們在 13 年的歷史中為達到這一點所花費的淨現金還多。

I'll cover achievements for the year.

我將介紹這一年的成就。

Then I'll talk about the outlook for the sector and the company, and I'll hand it to our CFO, Rex Jackson, who will review our fourth quarter and year-end financial results.

然後我將討論該行業和公司的前景，並將其交給我們的首席財務官雷克斯傑克遜，他將審查我們第四季度和年終的財務業績。

Then I'll share some closing comments, and we'll open it up to your questions.

然後我將分享一些結束評論，我們將向您提出問題。

Our story began 13 years ago with the vision that all people and goods could move around the planet on electricity, which is a pervasively distributed resource.

我們的故事始於 13 年前的願景，即所有人和貨物都可以依靠電力在地球上移動，電力是一種普遍分佈的資源。

When we set out to create this new fueling network, we understood we had to be everywhere drivers park, at home, around town, or on the road.

當我們著手創建這個新的加油網絡時，我們明白我們必須在司機停車的任何地方、在家裡、在城鎮周圍或在路上。

Beyond that, the world tends towards fleet over time, ride-hailing services, goods delivery, new kinds of work, et cetera.

除此之外，隨著時間的推移，世界趨向於車隊、叫車服務、貨物交付、新型工作等等。

We created one single complete product portfolio of solutions for nearly every segment of EV charging, commercial, fleet and residential.

我們為幾乎所有電動汽車充電、商業、車隊和住宅領域創建了一個完整的解決方案產品組合。

Today, we are both a pioneer and an established leader in EV charging with proven technology, top tier customers and, more importantly, our business model is capital-light.

今天，我們既是電動汽車充電領域的先驅，也是公認的領導者，擁有成熟的技術、頂級客戶，更重要的是，我們的商業模式是輕資本的。

We have 71% market share of network level 2 charging in North America and thousands of commercial customers, including many of the Fortune 50.

我們在北美擁有 71% 的網絡二級充電市場份額和數千名商業客戶，其中包括許多財富 50 強企業。

Turning to the market.

轉向市場。

Every major automaker is committed to electrification.

每個主要汽車製造商都致力於電氣化。

It's the biggest race since the invention of the automobile.

這是自汽車發明以來最大的一場比賽。

Bloomberg New Energy Finance projects that by 2030, 29% of new vehicles sold in the U.S. and Europe will be electric.

彭博新能源財經預測，到 2030 年，在美國和歐洲銷售的 29% 的新車將是電動的。

And that should be supported by $60 billion in charging infrastructure investment, and that's where we fit in.

這應該得到 600 億美元的充電基礎設施投資的支持，這就是我們適合的地方。

And the bigger point here is that demand for our charging solutions is driven by the collection of EV models.

更重要的一點是，對我們充電解決方案的需求是由 EV 模型的集合驅動的。

No need to pick the next EV winner because ChargePoint is an index for the electrification of mobility.

無需選擇下一個電動汽車贏家，因為 ChargePoint 是移動電氣化的指標。

In a new market, it's common to have a variety of business models with notable differences grouped into the same category.

在一個新市場中，將具有顯著差異的各種商業模式歸為同一類別是很常見的。

It's important to establish first why our customers provide charging services in their parking lots.

首先要確定為什麼我們的客戶在他們的停車場提供充電服務。

For employers and businesses serving consumers, it's an inexpensive way to provide a benefit and align with sustainability initiatives.

對於為消費者服務的雇主和企業而言，這是一種提供福利並與可持續發展計劃保持一致的廉價方式。

For fleets, it's all about improving their economics.

對於車隊來說，一切都是為了提高他們的經濟性。

We sell annual high-margin SaaS subscriptions to the ChargePoint network, charging stations, parts and labor warranty subscriptions and design-build services.

我們向 ChargePoint 網絡、充電站、零件和人工保修訂閱以及設計建造服務銷售年度高利潤 SaaS 訂閱。

We offer an all recurring revenue model as an option where the charging station is bundled into the annual SaaS subscription.

我們提供所有經常性收入模式作為選項，其中充電站捆綁到年度 SaaS 訂閱中。

In the case of fleets, all of that applies, and we sell additional software for charging scheduling and energy cost optimization.

就車隊而言，所有這些都適用，我們銷售用於充電調度和能源成本優化的額外軟件。

In both fleet and commercial, we have comprehensive service and support offerings, and we sell annual subscriptions to our cloud service regardless of the utilization of the stations or energy flowing through them.

在車隊和商業領域，我們都提供全面的服務和支持服務，並且無論站點的利用率或流經站點的能量如何，我們都會出售雲服務的年度訂閱。

We don't own the majority of our stations.

我們不擁有我們的大部分電台。

We don't monetize energy.

我們不將能源貨幣化。

We only monetize the driver in the case of home charging.

我們只在家庭充電的情況下通過司機獲利。

Therefore, our model is inherently capital-light.

因此，我們的模型本質上是輕資本的。

And because we are in nearly every segment of charging on 2 continents, there is substantial OpEx leverage because much of the technology is common to serve all those markets and geos.

而且因為我們在兩大洲的幾乎每一個收費領域都有大量的運營支出槓桿作用，因為大部分技術對於服務所有這些市場和地區來說都是通用的。

The quality of our products and services generate higher driver satisfaction that attracts new customers and repeat engagements, further driving greater brand awareness and market penetration.

我們的產品和服務質量提高了駕駛員的滿意度，從而吸引了新客戶和重複參與，進一步提高了品牌知名度和市場滲透率。

There is a significant recurring component in our business, which is not only the subscription revenue, but the incremental electrification of parking spaces within a customer proportional to the incremental EV penetration in their parking lots.

我們的業務中有一個重要的經常性組成部分，這不僅是訂閱收入，而且是客戶內部停車位的電氣化增量，與他們停車場中電動汽車普及率的增量成正比。

This business model is tested, and we are operating currently at scale.

這種商業模式已經過測試，我們目前正在大規模運營。

We are an established company with the right model, and we are very well capitalized.

我們是一家成熟的公司，擁有正確的模式，而且我們資本充足。

Turning to 2020.

轉眼到2020年。

It was a remarkable year on many fronts, and I would like to acknowledge the resilience and dedication of our customers, partners and employees.

在許多方面，這是非凡的一年，我要感謝我們的客戶、合作夥伴和員工的韌性和奉獻精神。

Because ChargePoint's business scales with vehicle adoption, I'll start by noting the Bloomberg New Energy Finance data on total global passenger cars.

由於 ChargePoint 的業務隨著車輛採用而擴展，我將首先關注彭博新能源財經關於全球乘用車總量的數據。

While sales were down 16% in 2020 for overall automobile sales, EV sales were up 48%, indicating the long-term shift to electric is happening even during a health and economic crisis.

雖然 2020 年整體汽車銷量下降了 16%，但電動汽車銷量增長了 48%，這表明即使在健康和經濟危機期間，電動汽車的長期轉變也在發生。

Despite COVID, demand for ChargePoint solutions was strong across segments.

儘管發生了 COVID，但各個細分市場對 ChargePoint 解決方案的需求仍然強勁。

We've long operated on the premise that being in all segments helps to insulate our revenue from behavioral changes in fueling.

我們長期以來的經營前提是，在所有領域都有助於使我們的收入免受加油行為變化的影響。

Notable shifts in driving patterns really prove the benefits of serving a range of segments.

駕駛模式的顯著變化確實證明了服務於一系列細分市場的好處。

Demand shifted as there was less commuting and fewer road trips for fun.

由於通勤減少和娛樂公路旅行減少，需求發生了變化。

Delivery of goods became more critical than ever, which benefited fleets and accelerated their interest in achieving better cost efficiencies through electrification.

貨物交付變得比以往任何時候都更加重要，這使車隊受益，並加速了他們對通過電氣化實現更高成本效率的興趣。

And we observed significant investment in new construction, continued interest from utilities in providing incentives and programs to facilitate the build-out of infrastructure.

我們觀察到對新建築的大量投資，公用事業公司對提供激勵措施和計劃以促進基礎設施建設的持續興趣。

We saw increases in residential demand as more consumers looked for the convenience of home charging.

隨著越來越多的消費者尋求家庭充電的便利性，我們看到住宅需求增加。

Some highlights from our business.

我們業務的一些亮點。

We have one of the world's largest EV charging networks.

我們擁有世界上最大的電動汽車充電網絡之一。

At the end of 2020, we had more than 105,000 active public and private charging spots on our network, with access to an additional 157,000 active public places to charge through roaming integrations with other major EV charging networks across North America and Europe.

到 2020 年底，我們的網絡上有超過 105,000 個活躍的公共和私人充電點，通過與北美和歐洲其他主要電動汽車充電網絡的漫遊集成，可以訪問另外 157,000 個活躍的公共場所進行充電。

In addition, we continue to aggressively expand our network and customer reach, activating more than 24,000 new charging spots and an additional 100,000 places to charge through roaming integrations.

此外，我們繼續積極擴展我們的網絡和客戶覆蓋範圍，激活超過 24,000 個新的充電點和另外 100,000 個通過漫遊集成進行充電的地方。

More than 0.5 billion electric miles were driven in 2020 using our charging solutions, avoiding 129 million kilograms of greenhouse gas emissions.

2020 年，使用我們的充電解決方案行駛了超過 5 億英里的電動里程，避免了 1.29 億公斤的溫室氣體排放。

Our fleet business, which includes delivery and logistics, sales, service and motor pool and shared mobility segment saw significant growth in demand.

我們的車隊業務，包括交付和物流、銷售、服務和汽車共享以及共享出行部門，需求顯著增長。

In 2020, we saw businesses from a range of fleet types, including 11 municipal fleets, 5 Fortune 500 sales and service fleets, 12 utility fleets, 5 transit organizations and a Fortune 100 retail furniture company.

2020 年，我們看到了各種車隊類型的業務，包括 11 個市政車隊、5 個財富 500 強銷售和服務車隊、12 個公用事業車隊、5 個交通組織和一家財富 100 強零售家具公司。

Europe is important to our growth strategy, and we made notable progress last year.

歐洲對我們的增長戰略很重要，去年我們取得了顯著進展。

In addition to the port growth, we are in 16 countries and providing around-the-clock support in 9 languages.

除了端口增長之外，我們還在 16 個國家/地區提供 9 種語言的全天候支持。

We continue to expand our partnership with a leading full-service leasing and fleet management company, providing lease EV solutions for employers.

我們繼續擴大與領先的全方位服務租賃和車隊管理公司的合作夥伴關係，為雇主提供租賃電動汽車解決方案。

We are starting to see referral business coming from that partnership.

我們開始看到來自這種夥伴關係的推薦業務。

With fellow industry participants, we became a founding member of ChargeUp Europe, the European trade association for the EV charging industry, creating the building blocks for an open, competitive and harmonized market for EV charging infrastructure.

與其他行業參與者一起，我們成為了歐洲電動汽車充電行業貿易協會 ChargeUp Europe 的創始成員，為電動汽車充電基礎設施的開放、競爭和協調市場奠定了基礎。

And turning to single-family homes, buoyed by a strong consumer rating, industry recognition and increased interest from utilities wanting to enable residential charging programs, our ChargePoint Home Flex business saw strong demand.

轉向單戶住宅，受到強大的消費者評級、行業認可以及公用事業公司希望啟用住宅充電計劃的興趣增加，我們的 ChargePoint Home Flex 業務看到了強勁的需求。

In addition, we are seeing the beginnings of fleet customers who operate take-home fleets expressing interest in our managed home charging solutions.

此外，我們看到運營帶回家車隊的車隊客戶開始對我們的託管家庭充電解決方案表示興趣。

Drivers continue to rely on ChargePoint, whether that is our top-rated mobile app, our integrations into Google Maps, Apple Maps, Google Wear OS, Apple WatchOS, Apple Pay, Google Pay, PayPal and many more popular consumer platforms.

司機繼續依賴 ChargePoint，無論是我們最受好評的移動應用程序，還是我們與 Google 地圖、Apple Maps、Google Wear OS、Apple WatchOS、Apple Pay、Google Pay、PayPal 以及許多更受歡迎的消費平台的集成。

Joining the growing list of software integrations, we've made notable progress on automotive experiences, including integrations with Apple CarPlay and Android Auto as well as native OEM experiences such as in-car apps in Volvo Recharge models and Polestar and dynamic integration into the myChevrolet app.

加入不斷增長的軟件集成列表，我們在汽車體驗方面取得了顯著進展，包括與 Apple CarPlay 和 Android Auto 的集成以及原生 OEM 體驗，例如沃爾沃 Recharge 車型和 Polestar 中的車載應用程序以及與 myChevrolet 的動態集成應用程序。

Turning to 2021.

轉眼到2021年。

The shift in electric drive is accelerating, and we're excited about the year ahead.

電力驅動的轉變正在加速，我們對未來的一年感到興奮。

The lineup of EVs includes 20 new models across passenger car and fleet segments.

電動汽車的陣容包括乘用車和車隊領域的 20 款新車型。

I'll remind you that our growth scales with EV adoption, and according to Bloomberg New Energy Finance estimates for global EV sales, increased 48% last year and they expect EVs to make up 3.8% of new passenger car sales globally in 2021, with approximately 5% in Europe and 2% in the United States.

我會提醒你，我們的增長隨著電動汽車的採用而擴大，根據彭博新能源財經對全球電動汽車銷量的估計，去年增長了 48%，他們預計電動汽車將在 2021 年佔全球新乘用車銷量的 3.8%，其中歐洲約為 5%，美國約為 2%。

On the commercial side, we're well established in commercial charging in North America.

在商業方面，我們在北美的商業充電方面非常成熟。

Our commercial business is in scale mode.

我們的商業業務處於規模化模式。

We're established in nearly all segments and can support high-growth rates.

我們在幾乎所有領域都建立了基礎，可以支持高增長率。

We had our best fleet quarter ever in Q4 from a billings perspective, and the RFP activity is up 61% quarter-over-quarter.

從賬單的角度來看，我們在第四季度擁有有史以來最好的車隊季度，RFP 活動環比增長 61%。

And these facts reinforce our confidence about this segment.

這些事實增強了我們對這一細分市場的信心。

The category has historically been vehicle-limited, and we are ready when that unlocks.

該類別歷來是車輛限制的，當它解鎖時我們已經準備好了。

On the residential side, the overwhelming demand by consumers for large battery BEVs is catalyzing interest in connected home chargers and our ChargePoint Home Flex is ready to meet that need.

在住宅方面，消費者對大型電池 BEV 的巨大需求正在激發人們對聯網家用充電器的興趣，我們的 ChargePoint Home Flex 已準備好滿足這一需求。

In North America and Europe, national, state and city governments are accelerating implementation of electrification policies, including mandates or commitments to electrified buses, trucks and fleets.

在北美和歐洲，國家、州和市政府正在加速實施電氣化政策，包括對電動巴士、卡車和車隊的授權或承諾。

We have positive early indication that President Biden is committed to transportation and electrification from signing The Paris Climate Agreement on the first day of his administration to announcing a commitment to electrify federal fleets.

我們有積極的早期跡象表明，拜登總統致力於交通和電氣化，從他執政的第一天簽署《巴黎氣候協議》到宣布承諾使聯邦車隊實現電氣化。

This is in addition to the momentum at the state level.

這是對州一級勢頭的補充。

This commitment to electrification is also echoed in the road map for a renewed U.S.-Canada partnership announced earlier this month.

這一對電氣化的承諾也體現在本月早些時候宣布的美加新夥伴關係的路線圖中。

With established policy teams in place, we believe we are well positioned to engage with government agencies to inform public investment, including grants, tenders and rebate programs, and enable our customers to take advantage of these opportunities.

憑藉已建立的政策團隊，我們相信我們有能力與政府機構合作，為公共投資提供信息，包括贈款、招標和回扣計劃，並使我們的客戶能夠利用這些機會。

Utilities across North America are rolling out incentive programs that provide customers with a rebate towards the purchase of a charger or cover a portion of the cost to make a site ready to install charging infrastructure.

北美各地的公用事業公司正在推出激勵計劃，為客戶提供購買充電器的回扣或支付部分成本以使站點準備好安裝充電基礎設施。

We have honed over many years the teams and processes to leverage these programs.

多年來，我們已經磨練了利用這些計劃的團隊和流程。

2021, we expect to see more utilities propose new programs and extensions of their current programs and expanding the fleet.

到 2021 年，我們預計會看到更多公用事業公司提出新計劃，並擴展其當前計劃並擴大機隊。

We estimate that the multiyear utility program dollars will expand to $830 million available over multiple years.

我們估計多年公用事業計劃的資金將在多年內擴大到 8.3 億美元。

We also expect utilities to address the operational costs for charging by establishing new electricity rates designed specifically for EV fuel that leverage managed charging.

我們還期望公用事業公司通過建立專門為利用管理充電的電動汽車燃料設計的新電價來解決充電的運營成本問題。

We have more money on our balance sheet than we have net spent to reach this point from 2007 to today.

從 2007 年到今天，我們的資產負債表上的錢比我們為達到這一點所花費的淨額還要多。

We have a long history of being good stewards of capital.

作為資本的好管家，我們有著悠久的歷史。

And I'll remind you the use of proceeds for the recent transaction are to continue to scale in Europe, continue our investment in fleet and keep some powder dry in case an opportunity presents itself for selective M&A.

我會提醒你，最近交易的收益用途是繼續在歐洲擴大規模，繼續我們對船隊的投資，並保持一些粉末乾燥，以防出現選擇性併購的機會。

Now over to Rex on the financials.

現在讓雷克斯談談財務。

Thank you, Pasquale, and thank you all for joining our first earnings call.

謝謝你，Pasquale，感謝大家參加我們的第一次財報電話會議。

As Pasquale said, we are very pleased to be here.

正如 Pasquale 所說，我們很高興來到這裡。

To start, I'd like to offer a few baseline comments.

首先，我想提供一些基線評論。

First, my comments are non-GAAP as we define in our earnings release.

首先，我的評論是我們在收益發布中定義的非公認會計原則。

The primary exclusions are stock-based compensation and the effect of the valuation of our preferred stock warrants.

主要的排除是基於股票的補償和我們的優先股認股權證估值的影響。

Second, after a quick review of our results, I will provide revenue estimates for Q1 and for this fiscal year, which ends January 31, 2022.

其次，在快速查看我們的結果後，我將提供第一季度和本財年（截至 2022 年 1 月 31 日）的收入估計。

Third, as you can see in our earnings release, we report revenue along 3 lines: network charging systems, subscriptions and other.

第三，正如您在我們的收益發布中看到的那樣，我們按照 3 條線報告收入：網絡收費系統、訂閱和其他。

Network charging systems represent our network hardware.

網絡收費系統代表我們的網絡硬件。

And as Pasquale said, all of our hardware is network.

正如 Pasquale 所說，我們所有的硬件都是網絡。

Subscriptions include our cloud services, our Assure warranties and ChargePoint as a service offerings, where we bundle solutions into an annual service fee.

訂閱包括我們的雲服務、我們的 Assure 保修和 ChargePoint 即服務產品，我們將解決方案捆綁到年度服務費中。

Other is energy credits, professional services and certain nonmaterial revenue streams.

其他是能源信貸、專業服務和某些非物質收入來源。

Turning to our results.

轉向我們的結果。

Q4 revenue was $42.4 million, down 2% year-over-year, but continuing the year's sequential improvement.

第四季度收入為 4,240 萬美元，同比下降 2%，但延續了全年的連續增長。

Network charging system revenue was down 5% due primarily to the impact of COVID on commercial sales.

網絡收費系統收入下降 5%，主要是由於 COVID 對商業銷售的影響。

Subscription revenue was up 39%, demonstrating the strength of our business model as recurring revenue from our installed base continued to grow.

訂閱收入增長了 39%，證明了我們業務模式的實力，因為我們的安裝基礎的經常性收入持續增長。

Other revenue declined 43%.

其他收入下降了 43%。

In the near term, we will not break down revenue by business lines, which as Pasquale mentioned, are commercial, residential and fleet.

在短期內，我們不會按業務線細分收入，正如 Pasquale 所提到的，它們是商業、住宅和車隊。

However, to give you context, billings by percentage for the fourth quarter were commercial, 68%; fleet, 17%; residential, 12%; and other, 3%.

但是，為了給您提供背景信息，第四季度的百分比是商業的，68%；車隊，17%；住宅，12%；其他，3%。

Notably fleet, a core component of our go-forward strategy, has its best quarter-to-date, nearly doubling its percentage contribution from last year's fourth quarter.

值得注意的是，作為我們前進戰略的核心組成部分的車隊，本季度迄今為止表現最好，其百分比貢獻幾乎是去年第四季度的兩倍。

From a geographic perspective, Q4 revenue from North America was 92% and Europe was 8% compared to 90% and 10%, respectively, in Q4 of last year.

從地域角度來看，第四季度北美和歐洲的收入分別為 92% 和 8%，而去年第四季度分別為 90% 和 10%。

The lower Europe building business more broadly to largely offset no revenue this year from a large network systems customer that was a significant factor last year, and progress building on a large professional services contract from an auto OEM customer that did not reoccur this year.

更廣泛的低歐洲建築業務在很大程度上抵消了今年大型網絡系統客戶的無收入，這是去年的一個重要因素，以及在今年沒有再次出現的汽車 OEM 客戶的大型專業服務合同上取得的進展。

We added hundreds of new customers in the quarter, higher than our average last year.

我們在本季度增加了數百名新客戶，高於去年的平均水平。

Customer rebuys, also a cornerstone of our strategy, was strong at over 60% of total.

客戶回購也是我們戰略的基石，佔總數的 60% 以上。

As Pasquale described, our business is a land-and-expand model, small first purchases create sticky relationships and a significant rebuy rate.

正如 Pasquale 所描述的，我們的業務是土地和擴張模式，小額首次購買會產生粘性關係和顯著的再購買率。

For the full year, we are pleased that revenue of $146.5 million was up 1% versus last year despite COVID and exceeded our expectations for the year described in our published model.

儘管有新冠疫情，全年收入 1.465 億美元仍比去年增長 1%，這超出了我們發布的模型中描述的這一年的預期，我們對此感到高興。

The full year reflected the factors I mentioned in the fourth quarter, with a 40% increase in subscription revenue offsetting a 9% decline in network charging systems revenue.

全年反映了我在第四季度提到的因素，訂閱收入增長了 40%，抵消了網絡收費系統收入下降 9% 的影響。

Other revenue was down 4% year-over-year due to COVID effects.

由於 COVID 影響，其他收入同比下降 4%。

Across our business lines, billings for the full fiscal year were commercial, 70%; fleet, 11%; residential, 14%; and other, 5%.

在我們的業務線中，整個財年的賬單是商業的，佔 70%；車隊，11%；住宅，14%；其他，5%。

Geographically, for the year, North America contributed 93% of revenue and Europe posted 7%, compared to last year's 90% in North America and 10% in Europe due to the factors I just referenced.

從地域上看，由於我剛才提到的因素，今年北美貢獻了 93% 的收入，歐洲貢獻了 7%，相比之下，去年北美和歐洲分別為 90% 和 10%。

Turning to gross margin.

轉向毛利率。

Entering the year, we're coming off of a FY '20 non-GAAP gross margin of 20% from the fourth quarter and 13% for the year, driven down from historically higher percentages, primarily due to ramping new products, margin challenges associated with certain major customers and the resale of third-party products as part of our EU strategy.

進入今年，我們的 20 財年非公認會計準則毛利率從第四季度的 20% 和今年的 13% 下降，這主要是由於新產品的增加和相關的利潤率挑戰。作為我們歐盟戰略的一部分，與某些主要客戶合作並轉售第三方產品。

Non-GAAP gross margin for Q4 was 22%, up from last year's fourth quarter of 20%.

第四季度非美國通用會計準則毛利率為 22%，高於去年第四季度的 20%。

The improvement reflects higher margins yielded by a strong subscription performance and our improving cost structure, partially offset by a mix shift this year towards lower-margin products.

這一改善反映了強勁的訂閱業績和我們不斷改善的成本結構帶來的更高利潤率，部分被今年向低利潤率產品的組合轉變所抵消。

With fewer drivers going to the workplace due to COVID shutdowns, our higher-margin workplace products experienced a slowdown compared to last year.

由於 COVID 關閉，前往工作場所的司機減少，與去年相比，我們利潤率較高的工作場所產品經歷了放緩。

As we look forward, we believe our commercial business will recover when we all get back to work.

展望未來，我們相信我們的商業業務將在我們全部恢復工作後恢復。

And the fleet will also be a significant driver as vehicles become available while supporting our overall outlook and improving blended gross margin.

隨著車輛可用，同時支持我們的整體前景和提高混合毛利率，車隊也將成為一個重要的驅動力。

For the full year, non-GAAP gross margin was 23% compared to 13% the prior year due to the reasons I just mentioned and consistent with our published model.

由於我剛才提到的原因並且與我們發布的模型一致，全年非 GAAP 毛利率為 23%，而上一年為 13%。

Turning to operating expenses.

轉向運營費用。

In the fourth quarter, our non-GAAP operating expenses increased 5% year-over-year to $42.1 million compared to $40.2 million in Q4 FY '20.

第四季度，我們的非 GAAP 運營費用同比增長 5% 至 4210 萬美元，而 20 財年第四季度為 4020 萬美元。

Full year non-GAAP operating expenses were $148.1 million, 1% higher than last year.

全年非公認會計原則運營費用為 1.481 億美元，比去年增長 1%。

For the quarter and the year, these rates reflect our efforts to manage expenses in a difficult 2020 environment.

對於本季度和年度，這些費率反映了我們在艱難的 2020 年環境中管理費用的努力。

We ended the fourth quarter with a cash balance of $145 million.

我們在第四季度結束時的現金餘額為 1.45 億美元。

With the completion of our combination with Switchback Energy Acquisition Corporation on February 26, we increased our cash balance to approximately $615 million.

隨著我們於 2 月 26 日完成與 Switchback Energy Acquisition Corporation 的合併，我們的現金餘額增加到約 6.15 億美元。

We expect to use this cash to fund our growth initiatives, including our expansion in Europe and continued growth in North America.

我們希望將這筆現金用於資助我們的增長計劃，包括我們在歐洲的擴張和在北美的持續增長。

Moving now to guidance.

現在轉向指導。

For the first quarter of fiscal 2022, which is typically seasonally lower than Q4, we expect revenue of $35 million to $40 million, a 7% to 22% increase versus Q1 of last year.

對於通常低於第四季度的 2022 財年第一季度，我們預計收入為 3500 萬美元至 4000 萬美元，比去年第一季度增長 7% 至 22%。

For the year, we expect revenue of $195 million to $205 million, consistent with our model and, at midpoint, a 37% increase year-over-year.

今年，我們預計收入為 1.95 億美元至 2.05 億美元，與我們的模型一致，在中點，同比增長 37%。

Thank you again for joining us, and I'll turn it back to Pasquale for closing comments.

再次感謝您加入我們，我將把它轉回給 Pasquale 以結束評論。

Thanks, Rex.

謝謝，雷克斯。

In closing, I'll reinforce that ChargePoint has focused our vision to move all people and goods on electric power since 2007, and that still drives us today.

最後，我要強調的是，自 2007 年以來，ChargePoint 一直專注於我們的願景，即讓所有人員和貨物都使用電力，這仍然是我們今天的動力。

The company has never pivoted.

公司從未轉型。

This shift to electric mobility is accelerating.

這種向電動汽車的轉變正在加速。

We have a great opportunity here that is still in its early innings.

我們在這裡有一個很好的機會，但仍處於早期階段。

Charging infrastructure is now expected by Bloomberg New Energy Finances measure to be a $190 billion market by 2040.

彭博新能源財務指標預計，到 2040 年，充電基礎設施市場規模將達到 1900 億美元。

Aligned with that, our business model is designed to scale proportionally to the adoption rate of vehicles in the geos we serve.

與此一致，我們的商業模式旨在與我們服務的地理區域中車輛的採用率成比例地擴展。

We have a 13-year foundation to build on, and I will remind you that our business model is capital-light.

我們有 13 年的基礎，我會提醒你，我們的商業模式是輕資本的。

As a leader in EV charging, ChargePoint is well positioned to capitalize on the growing market with great technology, a large customer base and a business model that has been pressure-tested over more than a decade.

作為電動汽車充電領域的領導者，ChargePoint 憑藉出色的技術、龐大的客戶群和經過十多年壓力測試的商業模式，充分利用了不斷增長的市場。

We are the only EV charging company with solutions across segments on 2 continents.

我們是唯一一家在兩大洲提供跨領域解決方案的電動汽車充電公司。

We have operating expense leverage across geographies.

我們擁有跨地區的運營費用槓桿。

We have cost structure scale benefits on our products and services.

我們的產品和服務具有成本結構規模優勢。

And we are excited to be a public company and are committed to continued strong execution across functions.

我們很高興成為一家上市公司，並致力於跨職能繼續強有力的執行。

We are also committed to providing our shareholders with timely and transparent investor communication.

我們還致力於為我們的股東提供及時和透明的投資者溝通。

In closing, I would like to thank our team at ChargePoint for their incredible effort and dedication to getting us to this point.

最後，我要感謝 ChargePoint 的團隊為使我們達到這一點所做的令人難以置信的努力和奉獻。

And as I shared with the employees on our listing day on March 1, I described this moment in our company's history as a semicolon in a sentence that is ChargePoint.

正如我在 3 月 1 日上市當天與員工分享的那樣，我將公司歷史上的這一刻描述為 ChargePoint 一句話中的分號。

It's a brief breath as we continue the journey, with most of the growth ahead of us.

當我們繼續旅程時，這是一個短暫的呼吸，大部分的增長都在我們面前。

With that, I'll be joined by Rex, and we'll open it up for your questions.

有了這個，我會和雷克斯一起，我們會打開它來回答你的問題。

Thank you.

謝謝你。

(Operator Instructions) Our first question comes from Shreyas Patil from Wolfe.

（操作員說明）我們的第一個問題來自 Wolfe 的 Shreyas Patil。

Just wanted to dig into the revenue guidance a little bit.

只是想深入研究一下收入指導。

You're maintaining the guidance for fiscal 2022.

您正在維護 2022 財年的指導。

But can you give us some of the underlying assumptions, either around industry EV demand for North America and Europe and new charging installations?

但是，您能否給我們一些基本假設，無論是圍繞北美和歐洲的行業電動汽車需求以及新的充電設施嗎？

And then also around gross margin.

然後也是毛利率。

I'm curious if -- I think previously you talked about 31% for this year, this would be fiscal 2022.

我很好奇——我想你之前談到今年的 31%，這將是 2022 財年。

Is that what you're expecting?

這是你所期待的嗎？

And how do we think about those drivers as well?

我們如何看待這些驅動因素？

I'll provide some color on that, and then I'll have Rex get into some specifics on the numbers.

我會提供一些顏色，然後我會讓 Rex 詳細了解這些數字。

Thank you for the question.

感謝你的提問。

First of all, I believe you had asked a question about penetration of EVs into the geos that we serve.

首先，我相信你問過一個關於電動汽車滲透到我們服務的地理區域的問題。

And I think that's a very -- that's a bright spot in what has been a challenging auto industry for sales numbers.

我認為這是一個非常 - 這是一個對銷售數字充滿挑戰的汽車行業的一個亮點。

What you're seeing in the industry is an overall decline in auto sales, but an overall increase in the percent of sales that are EVs that offsets that decline in our particular market that's driving essentially demand for our products and services.

您在該行業中看到的是汽車銷量的整體下降，但電動汽車銷量百分比的總體增長抵消了我們特定市場的下降，這基本上推動了對我們的產品和服務的需求。

So that's -- we expect that strength to continue for a very long time.

所以這就是 - 我們預計這種力量將持續很長時間。

And if you look at the new makes and models that are being introduced, I talked about that in my remarks, you've got 20 new EV models in this year alone coming out in both the passenger car space and the fleet space that should drive demand.

如果你看看正在推出的新品牌和車型，我在講話中談到了這一點，僅今年就有 20 款新的電動汽車車型出現在乘用車空間和應該駕駛的車隊空間要求。

I'll remind you that our revenue has been historically and is predicted to continue to map directly to vehicle penetration in both the consumer segment, the residential segment -- or excuse me, commercial segment, residential segment and the fleet segment, they're all -- were all vehicle-attached across the board.

我會提醒您，我們的收入一直是歷史性的，並且預計將繼續直接映射到消費者細分市場、住宅細分市場的車輛滲透率——或者對不起，商業細分市場、住宅細分市場和車隊細分市場，它們是全部——全都安裝在車輛上。

And so if you believe, which we do, that the vehicles will continue to come in greater and greater percentages and greater and greater numbers, our revenue should follow suit.

因此，如果你相信，我們相信，車輛將繼續以越來越大的百分比和越來越多的數量出現，我們的收入應該也會效仿。

In terms of gross margin, I'll make one comment and then I'll hand it over to Rex.

在毛利率方面，我將發表評論，然後將其交給雷克斯。

Our gross margin, we believe, as COVID begins to subside, our revenue mix will return to a pre-COVID revenue mix that will be a favorable trend with respect to gross margin.

我們相信，隨著 COVID 開始消退，我們的毛利率將恢復到 COVID 之前的收入組合，這將是毛利率的有利趨勢。

And also, as our overall volumes increase on both the hardware and software products that we sell into the market, we expect that the trend that we have in gross margin will continue nicely.

此外，隨著我們向市場銷售的硬件和軟件產品的整體銷量增加，我們預計毛利率的趨勢將繼續保持良好。

Rex?

雷克斯？

Thanks, Pat.

謝謝，帕特。

So Shreyas, first of all, nice to see you on our first earnings call.

所以 Shreyas，首先，很高興在我們的第一次財報電話會議上見到你。

So thank you for joining.

所以謝謝你的加入。

Secondly, from a revenue guidance perspective, first thing I would say is we're embracing the number that's out there as we look out over the next 4 quarters.

其次，從收入指導的角度來看，我要說的第一件事是，在我們展望未來 4 個季度時，我們正在接受現有的數字。

Secondly, there is some seasonality.

其次，有一定的季節性。

So that's why we put Q1 where we put it.

所以這就是為什麼我們把 Q1 放在我們放的地方。

We're typically down Q4 to Q1.

我們通常在第四季度到第一季度下降。

That would tell you, mathematically, we're looking at a strong second half.

這會告訴你，從數學上講，我們正在尋找強勁的下半年。

I think there's 2 things there.

我認為那裡有兩件事。

One is that's very typical from a pattern perspective for the company.

一個是從公司模式的角度來看，這是非常典型的。

And secondly, we do think that people are going to get back to work sometime later this year, and that will have beneficial effects both on the top line and gross margin that Pat just mentioned.

其次，我們確實認為人們將在今年晚些時候重返工作崗位，這將對帕特剛剛提到的收入和毛利率產生有益影響。

From a confidence perspective, as Pat said, there are a lot of vehicles coming out this year.

正如帕特所說，從信心的角度來看，今年有很多車輛問世。

The -- I think the percentage is up, and actually the unit count is up as well.

- 我認為百分比上升了，實際上單位數也上升了。

So we directly correlate to that, as you know, our model is 100% built on our attach rate to new vehicles.

因此，我們直接與此相關，如您所知，我們的模型 100% 建立在我們對新車的附加率之上。

So that's how we build our outlook.

所以這就是我們建立我們的前景的方式。

We do have a pretty good pipeline, in terms of pipeline visibility.

就管道可見性而言，我們確實有一個非常好的管道。

So we have a great pipeline, but the visibility is pretty good, sorry.

所以我們有一個很棒的管道，但是能見度很好，抱歉。

And so that's how we have constructed our view of the year.

這就是我們如何構建我們對這一年的看法。

One thing you'll note in Q4 is that fleet really picked up.

您會在第四季度注意到的一件事是車隊真的回升了。

Fleet had its best quarter from a billings perspective in the history of the company.

從公司歷史上比林斯的角度來看，Fleet 的季度表現最好。

And the one place in this -- in our business where nobody fell asleep in COVID is fleet.

而在這方面——在我們的業務中，沒有人在 COVID 中睡著了的地方就是車隊。

Fleet has really picked up from an RFP perspective to get the total cost of ownership.

從 RFP 的角度來看，Fleet 確實獲得了總體擁有成本。

And they're just -- it really comes down to vehicles with those guys.

他們只是 - 這真的歸結為那些傢伙的車輛。

So that's how we constructed our model to begin with.

這就是我們開始構建模型的方式。

And we're comfortable saying we think that we'll execute on that.

我們很高興地說我們認為我們會執行此操作。

Lastly, on gross margin.

最後，關於毛利率。

I'm not going to guide on gross margin.

我不會指導毛利率。

I don't think that makes sense because we're so heavily mix-dependent.

我不認為這是有道理的，因為我們非常依賴混合。

As you know, our commercial business has different products and different gross margin profiles.

如您所知，我們的商業業務有不同的產品和不同的毛利率。

Fleet is very different as well.

艦隊也非常不同。

So I really want people to think about us on a blended basis.

所以我真的希望人們在混合的基礎上考慮我們。

And I think we're going to see margin expansion, as Pat said, as we go through the year.

而且我認為，正如帕特所說，隨著我們這一年的發展，我們將看到利潤增長。

Okay.

好的。

Great.

偉大的。

And then I wanted to maybe touch on Europe.

然後我想談談歐洲。

You mentioned 7% of revenue in 2020.

您提到了 2020 年收入的 7%。

Looking out, I think by mid-decade, roughly mid-decade, you're thinking about -- it looks like it's posed to may be roughly 1/3 of the revenue.

展望未來，我認為到十年中期，大約十年中期，你正在考慮 - 看起來它可能大約是收入的 1/3。

Can you maybe just help frame what some of the expectations are around either L2 market share, where would that be today and by 2025?

您能否幫助制定一些關於 L2 市場份額的預期，今天和 2025 年會在哪裡？

And I wanted to better understand the partnership with the leasing company that you mentioned, because I think they are talking about pretty aggressive growth in terms of BEV penetration.

我想更好地了解與您提到的租賃公司的合作關係，因為我認為他們正在談論 BEV 滲透率方面的相當積極的增長。

I think they recently talked about increasing that mix in terms of vehicles they lease to 30% by 2025 and maybe 50% by 2030.

我認為他們最近談到了到 2025 年將租賃車輛的比例增加到 30%，到 2030 年可能增加到 50%。

So I'm just trying to understand how that would flow through to ChargePoint, either from a residential and then commercial perspective.

所以我只是想從住宅和商業的角度了解這將如何流向 ChargePoint。

So thanks for the question, all components of that, I think, were insightful.

因此，感謝您提出的問題，我認為其中的所有組成部分都很有見地。

The way -- so first of all, I want to establish a couple of things.

方式——首先，我想確定幾件事。

We based our long-term model on the Bloomberg New Energy Finance estimates for vehicles.

我們的長期模型基於彭博新能源財經對汽車的估計。

And any revisions that might happen or any changes that might happen in the future could move that vehicle number up or down.

任何可能發生的修訂或未來可能發生的任何變化都可能使該車輛數量上升或下降。

We think that there is a lot of positive sentiment and momentum, especially in Europe with respect to makes and models, especially given the automakers all have -- the automakers that serve that market have all made broad statements about fully electrifying their product lines as they move forward through the decade.

我們認為有很多積極的情緒和動力，特別是在歐洲，尤其是在品牌和車型方面，特別是考慮到汽車製造商都有——服務於該市場的汽車製造商都發表了關於全面電氣化其產品線的廣泛聲明，因為他們十年前行。

So I think what you'll see is continued -- for us, continued penetration into Europe.

所以我認為你會看到繼續——對我們來說，繼續滲透到歐洲。

Europe is a very fragmented market right now.

歐洲現在是一個非常分散的市場。

And we think we can be a tremendous consolidating force in that market to provide the same driver experience that we have here or there.

而且我們認為我們可以成為該市場的巨大整合力量，以提供與我們在這里或那里相同的駕駛員體驗。

And as you mentioned, with the leasecos, they're serving the employer-provided vehicles as part of compensation.

正如你所提到的，對於租賃公司，他們為雇主提供的車輛提供服務作為補償的一部分。

That phenomena doesn't exist here.

這種現像在這裡不存在。

So it actually provides a nice concentrated way for us to establish market share quickly in Europe.

所以它實際上為我們在歐洲快速建立市場份額提供了一個很好的集中方式。

And so we're leaning in heavily there because, obviously, it's a great way and a coordinated method to get a new customer up and running at their workplace.

因此，我們大力支持那裡，因為顯然，這是讓新客戶在他們的工作場所啟動並運行的一種很好的方式和協調的方法。

And then also, there's a home component there as well where that leaseco bundles that home charging solution optionally into the contract with the employer.

然後，那裡還有一個家庭組件，leaseco 將家庭充電解決方案選擇性地捆綁到與雇主的合同中。

Rex?

雷克斯？

Yes.

是的。

So focusing on Europe.

所以專注於歐洲。

Last year, Europe was -- sorry, Q4 Europe was about 8% of our billings.

去年，歐洲——抱歉，第四季度歐洲大約占我們賬單的 8%。

We're looking at a meaningful increase on that next year on a percentage basis, something in the order of 50% increase percentage-wise.

我們正在考慮明年以百分比為基礎的有意義的增長，大約是 50% 的百分比增長。

Obviously, the company is going to -- we're anticipating we'll grow next year.

顯然，公司將會——我們預計明年我們會增長。

And therefore, the actual dollar values will grow as well.

因此，實際的美元價值也會增長。

So I think we're in good shape.

所以我認為我們的狀態很好。

You mentioned market share.

你提到了市場份額。

Our market share in Europe is in the low- to mid-single digits.

我們在歐洲的市場份額處於中低個位數。

Hard to project what that might look like at the end of the year, but I can tell you we're putting a lot of wood behind the arrow in Europe this year and would expect meaningful growth both on a dollar and percentage basis.

很難預測今年年底會是什麼樣子，但我可以告訴你，我們今年在歐洲投入了大量資金，預計在美元和百分比的基礎上都有有意義的增長。

Our next question comes from Colin Rusch from Oppenheimer & Co.

我們的下一個問題來自 Oppenheimer & Co. 的 Colin Rusch。

Can you just give us a sense of trends on sales conversion rates and cycle times, particularly related to the commercial customers in North America as you've kind of gone through the back half of 2021 and are looking into the first half of fiscal '22?

您能否讓我們了解一下銷售轉化率和周期時間的趨勢，特別是與北美的商業客戶有關，因為您已經經歷了 2021 年下半年並正在研究 22 財年上半年?

So Colin, thank you for the question.

所以科林，謝謝你的問題。

And so obviously, things are converting as EVs penetrate and as it becomes abundantly clear to facilities managers in all segments that this trend is here to stay.

很明顯，隨著電動汽車的滲透，所有領域的設施管理人員都非常清楚，這種趨勢將持續下去，事情正在發生轉變。

The conversion rates, obviously, in the pipeline improved.

顯然，轉換率正在提高。

We have a very strong pipeline going into the year.

我們有一個非常強大的管道進入這一年。

And one of the things that we are -- one trend that we are seeing in our sales force is the ability to, on an increasing basis, close and win business in our sales telephone contact center, which I think is an interesting indicator to us.

我們的一件事——我們在銷售隊伍中看到的一個趨勢是，我們的銷售電話聯絡中心越來越有能力關閉並贏得業務，我認為這對我們來說是一個有趣的指標.

It's a leading indicator, a significant part of our sales right now, but it will continue to grow.

這是一個領先指標，是我們目前銷售額的重要組成部分，但它將繼續增長。

And I think it's a leading indicator in the conversion, the ability to convert the pipeline to real sales.

我認為這是轉換的領先指標，將管道轉換為實際銷售的能力。

With respect to our business in terms of how much pipeline at the beginning of the quarter or how much of the quarter is visible at the beginning of the quarter, it is roughly, roughly in the half, maybe a little less, perspective in terms of how much we see at the beginning of the quarter booked versus how much is closed and won.

關於我們的業務，就季度初有多少管道或季度初可見多少季度而言，大致是，大約一半，也許少一點，就以下方面而言我們在季度初看到的預訂量與關閉和贏得的數量。

And this is in the highly granular commercial segment.

這是在高度精細的商業領域。

The fleet segment is a bit different, we get more visibility there.

車隊部分有點不同，我們在那裡獲得了更多的知名度。

So what does that tell you?

那這告訴你什麼？

That tells you that it's moving pretty fluidly.

這告訴你它的移動非常流暢。

And we expect that to increase.

我們預計這種情況會增加。

And what gives us confidence in our numbers on a go-forward basis is just the historical attach rate model that we've developed that shows that as long as we're in a geography and serving it well with support and sales coverage, good deep channel coverage, well-trained installers, et cetera, that we've got the ability to convert the demand that those cars generate in sales.

讓我們在前進的基礎上對我們的數字充滿信心的正是我們開發的歷史附加率模型，它表明只要我們在一個地理區域內並通過支持和銷售覆蓋率很好地為它服務，很好的深度渠道覆蓋、訓練有素的安裝人員等，我們有能力將這些汽車在銷售中產生的需求轉化為需求。

Rex, do you want anything to add?

雷克斯，你有什麼要補充的嗎？

No, that's perfect.

不，那是完美的。

All right.

好的。

That's super helpful.

這非常有幫助。

And then within the fleet segment, looking at the competitive dynamics of depot design and some of the software offerings in terms of operating multiple chargers and being able to manage multiple charging vehicles, I think, have at the moment.

然後在車隊領域，我認為，在運營多個充電器和能夠管理多個充電車輛方面，查看倉庫設計的競爭動態和一些軟件產品。

Could you talk about where you're sitting in terms of the competitive landscape?

你能談談你在競爭格局方面的位置嗎？

And how important that is in terms of some of those fleet -- that fleet backlog that you're looking at developing over the next, call it, 1 year, 1.5 years?

就其中一些機隊而言，這有多重要——你正在考慮在未來發展的機隊積壓，稱之為 1 年，1.5 年？

Yes.

是的。

So we come -- we view ourselves as a very complete solution provider in the fleet segment.

所以我們來了——我們將自己視為車隊領域非常完整的解決方案提供商。

We have a very comprehensive software solutions and the engagement with the fleet customer really starts there.

我們擁有非常全面的軟件解決方案，與車隊客戶的合作真正從這裡開始。

It's a software conversation from the beginning because of the need, especially in very large fleets, to integrate with their route planning and telematics business systems that determine when a vehicle needs to leave the next day and also what its mileage for its routes will necessarily be.

它從一開始就是一個軟件對話，因為需要，特別是在非常大的車隊中，與他們的路線規劃和遠程信息處理業務系統集成，以確定車輛第二天何時需要離開，以及它的路線里程必然是多少.

And also the energy economics, depending on where the depot situated, may have some fluctuation as to when or how best to optimize the dispensation to minimize the cost of the energy.

此外，取決於倉庫所在位置的能源經濟學可能會在何時或如何最好地優化分配以最小化能源成本方面存在一些波動。

So our software focuses on that problem set.

因此，我們的軟件專注於該問題集。

And as a result, we have built our support operations, which, with our Assure Pro product, has all of the necessary options to engage with different kinds of fleets that like to be -- like to support their depots in a different way.

因此，我們建立了我們的支持業務，通過我們的 Assure Pro 產品，它擁有所有必要的選項來與喜歡的不同類型的車隊合作——喜歡以不同的方式支持他們的倉庫。

Some wanted fully turnkey.

有些人想要完全交鑰匙。

Some they want to do some of the support themselves and stock spares.

有些人想自己做一些支持和庫存備件。

So we can engage in that way with fleets.

因此，我們可以以這種方式與艦隊互動。

And then lastly, we have the charging solutions, the hardware itself that we built, it's very flexible and it's completely designed with our software in mind.

最後，我們有充電解決方案，我們構建的硬件本身，它非常靈活，並且在設計時完全考慮到了我們的軟件。

They're also completely designed with uptime in mind for mission-critical applications like fleet.

它們的設計還完全考慮了正常運行時間，適用於車隊等關鍵任務應用程序。

So we're pretty confident that our package is very, very, very competitive there on the fleet side from a functionality perspective.

因此，我們非常有信心，從功能的角度來看，我們的軟件包在車隊方面非常、非常、非常有競爭力。

Okay.

好的。

Helpful.

有幫助。

And then final question for me is just around supply chain.

然後對我來說最後一個問題是關於供應鏈的。

Obviously, there's a lot of lumpiness within various industries in terms of components and being able to deliver full solutions on time.

顯然，各個行業在組件和能夠按時交付完整解決方案方面存在很多問題。

Can you guys just touch on any sort of inefficiencies in the supply chain, expediting fees, component charges?

你們能談談供應鏈中的任何效率低下、加急費用、組件費用嗎？

And how are you expecting that to impact gross margins here in the first and second quarter of fiscal '22?

您預計這將如何影響 22 財年第一季度和第二季度的毛利率？

Yes.

是的。

That's great question, subject of a lot of conversation inside of ChargePoint.

這是一個很好的問題，是 ChargePoint 內部大量討論的主題。

Obviously, on the operations side, we're trying to stay very, very focused on this, especially given that we're in a high-growth market.

顯然，在運營方面，我們正努力保持非常非常專注於這一點，特別是考慮到我們處於一個高增長的市場。

And so a couple of things.

還有幾件事。

First of all, last year, we did not miss shipments based on supply chain issues.

首先，去年我們並沒有因為供應鏈問題錯過出貨。

We -- and as you see by the numbers, the mix -- as Rex has mentioned in his remarks, the mix shifted pretty substantially between segments, which means the hardware mix, which is affected by those circumstances that you're outlining, changed and we were -- we managed to be resilient against that through a whole lot of hard work on the part of our operations team.

我們——正如你從數字中看到的那樣，混合——正如雷克斯在他的評論中提到的那樣，混合在各個部分之間發生了相當大的變化，這意味著受你所概述的那些情況影響的硬件組合發生了變化我們是 - 通過我們運營團隊的大量辛勤工作，我們設法抵禦了這種情況。

As we move forward, and I'll remind you that we use -- we have 3 contract manufacturing relationships in the company.

隨著我們前進，我會提醒您，我們使用 - 我們在公司中有 3 個合同製造關係。

So these are large CMs that have good supply chain mechanisms of their own right, but we are actually putting in mitigation strategies and have been with respect to safety inventory.

因此，這些大型 CM 本身擁有良好的供應鏈機制，但我們實際上正在製定緩解策略，並且一直在考慮安全庫存。

I can't say that we're perfectly going to be able to avoid whatever comes around the corner.

我不能說我們完全能夠避免任何即將發生的事情。

But we did, I think, a yeoman's work in the past year and on a go-forward basis.

但我認為，在過去的一年裡，我們做了一個自耕農的工作，而且是在前進的基礎上。

We're really focusing on it to keep ourselves as insulated as possible from this.

我們真的專注於它，以使自己盡可能地與它絕緣。

We obviously, last year -- you asked specifically about expedite charges, we saw some.

我們很明顯，去年 - 你特別詢問了加急費用，我們看到了一些。

I don't think they were massively material, Rex, but they were -- but they -- but you always will get that to some degree when you have mix shift around and the business scale beyond what our initial models were for the beginning of the year.

雷克斯，我不認為它們是非常重要的，但它們是——但它們——但當你有混合轉變和業務規模超出我們最初模型的開始時，你總是會在某種程度上得到它那一年。

Yes.

是的。

And Colin, what you might expect that you think this will happen is our inventory is probably going to trend up a bit because there's some silicon stuff you want to make sure you don't have exposure to and some other components.

Colin，您可能期望您認為會發生這種情況的是，我們的庫存可能會呈上升趨勢，因為您需要確保不會接觸到一些矽材料和其他一些組件。

And obviously, we want to plan for growth.

顯然，我們想要為增長做計劃。

The good news is I think our obsolescence risk is really low.

好消息是我認為我們的過時風險非常低。

So we're going to try to take the risk out of the supply chain by bulking up a little bit.

因此，我們將嘗試通過增加一點點來消除供應鏈中的風險。

Our next question from the line comes from Gabe Daoud from Cowen.

我們的下一個問題來自 Cowen 的 Gabe Daoud。

Congrats on getting the deal done and on your first quarter here.

恭喜您完成交易並在這裡完成第一季度。

Maybe I was hoping to start or just go back to Europe.

也許我希望開始或只是回到歐洲。

Could you maybe just remind us, Pat, in your last comment, you did mention the 3 contract manufacturers you do have.

您能否提醒我們，Pat，在您的最後評論中，您確實提到了您擁有的 3 家合同製造商。

But could you -- so could you maybe just give us an update on the Europe strategy and whether you're now 100% on contract manufacturing for the AC products in Europe.

但是您能否 - 您是否可以向我們提供有關歐洲戰略的最新信息，以及您現在是否 100% 參與歐洲 AC 產品的合同製造。

I think you guys were anticipating to be 100% on your AC products using contract manufacturing.

我認為你們期望使用合同製造來 100% 使用您的 AC 產品。

But just curious if you had an update there.

但只是好奇你是否有更新。

So our products almost across the board are built by contract manufacturers now.

所以我們的產品現在幾乎全線都是由合同製造商製造的。

If -- we may do some small things with local manufacturers for new product introduction and early engineering or very, very, very early customer engagements, but nothing -- no major supply now comes from anything but our contract manufacturing partners.

如果 - 我們可能會與當地製造商一起做一些小事情，以引入新產品和早期工程，或者非常、非常、非常早期的客戶參與，但什麼都沒有 - 現在除了我們的合同製造合作夥伴之外，沒有任何主要供應來自任何地方。

The contract manufacturing partners have global supply chains, and they have the ability to cover us globally and also along with the supply chain partners or our distribution partners that we're using for logistics.

合同製造合作夥伴擁有全球供應鏈，他們有能力在全球範圍內覆蓋我們，並與我們用於物流的供應鏈合作夥伴或我們的分銷合作夥伴一起。

So your specific question with respect to Europe, we are currently using some white label product in Europe that has been generally customized for us on the AC side, because your question was specifically on AC.

所以你關於歐洲的具體問題，我們目前在歐洲使用一些白標產品，通常在 AC 方面為我們定制，因為你的問題是專門針對 AC 的。

And that will -- that, obviously, we will continue to evolve our product line on the AC side in Europe and stay tuned.

這將 - 顯然，我們將繼續在歐洲的交流電方面發展我們的產品線並繼續關注。

Okay.

好的。

Okay.

好的。

That's helpful.

這很有幫助。

Maybe just a follow-up.

也許只是一個後續。

Do you feel at this point the team and the human capital that you have behind the effort to expand in Europe is sufficient?

在這一點上，您覺得您在歐洲擴張的團隊和人力資本是否足夠？

I know you were building out the team and you've made a number of expansions in that area.

我知道您正在組建團隊，並且在該領域進行了許多擴展。

But just curious if you think from a people standpoint, you're well staffed now for the growth initiative you had?

但只是好奇，如果您從人員的角度來看，您現在為您的增長計劃配備了充足的人員？

Yes.

是的。

So we're at about 100 people or so in Europe, maybe higher now, and we're going to be increasing that pretty significantly over this year.

所以我們在歐洲大約有 100 人左右，現在可能更高，而且我們將在今年大幅增加。

In fact, it's a big focus for us on the hiring side.

事實上，這是我們在招聘方面的一個重點。

I'll remind you where our locations are.

我會提醒你我們的位置在哪裡。

We have our European headquarters in Amsterdam.

我們在阿姆斯特丹設有歐洲總部。

We have a collection of individuals also in the Munich, Germany area.

我們在德國慕尼黑地區也有一些個人。

And then we have a decent-sized facility in Reading right outside of London in the U.K.

然後我們在英國倫敦郊外的雷丁有一個相當大的設施。

We are putting -- we are positioning pretty much all functions that we -- all corporate functions in Europe.

我們正在將 - 我們正在定位幾乎所有我們的職能 - 在歐洲的所有公司職能。

So we have finance, legal, R&D, sales, marketing, et cetera.

所以我們有財務、法律、研發、銷售、營銷等。

So we're essentially multilocal in that we need to make sure that we have the functional coverage in the region to operate quickly in the region.

所以我們本質上是多地的，因為我們需要確保我們在該地區擁有功能覆蓋，以便在該地區快速運作。

Also make sure that we can deal with all the nuances of selling and building products for local regions.

還要確保我們能夠處理為當地銷售和建造產品的所有細微差別。

Now with respect to R&D, I want to point out something that's incredibly important.

現在關於研發，我想指出一些非常重要的事情。

The product line is a generally world product line.

該產品線是通用的世界產品線。

There are some areas where the hardware product line may have things that are specific to a region.

在某些領域，硬件產品線可能具有特定於某個地區的東西。

Over time, even that will be a world product line.

隨著時間的推移，即使這樣也將成為世界產品線。

And the software, while it has its language nuances, support nuances, things like that in different regions, it is a world platform.

該軟件雖然在不同地區有其語言細微差別、支持細微差別等，但它是一個世界平台。

Therefore, the R&D operating expense leverage in being in Europe and North America is very high and that we do not have to have a separate product line with separate software and very separate processes and procedures for Europe.

因此，在歐洲和北美的研發運營費用槓桿率非常高，我們不必為歐洲擁有單獨的軟件和非常單獨的流程和程序的單獨產品線。

This also helps us greatly in fleet, where there's a lot of commonality in product line as well.

這也極大地幫助了我們在產品線中也有很多共性的車隊。

So the real -- so the people that we have positioned in the European market now -- and as I said, it's going to be a big headcount growth area for us, that's just the tip of the iceberg because our R&D team and lots of other functions in the company are operating, producing intellectual property and products for the world essentially.

所以真正的 - 所以我們現在在歐洲市場定位的人員 - 正如我所說，這將是我們的一個巨大的員工增長領域，這只是冰山一角，因為我們的研發團隊和許多公司的其他職能基本上是為世界運營、生產知識產權和產品。

We have a question now from Craig Irwin from ROTH Capital Partners.

我們現在有一個來自 ROTH Capital Partners 的 Craig Irwin 的問題。

So I wanted to ask a little bit about the guidance for this year.

所以我想問一些關於今年的指導意見。

Obviously, you're expecting strengthening into the end of the year.

顯然，您預計到今年年底會有所加強。

Can you maybe describe for us the contribution from people returning to work?

您能否為我們描述一下人們重返工作崗位的貢獻？

Are you assuming something related to sort of a taper down of this COVID effect and a benefit from your strength in workplaces as people do return to the workplace?

您是否假設某些事情與這種 COVID 效應的逐漸減弱有關，並且隨著人們返回工作場所而從您在工作場所的力量中受益？

And I guess as a second part in there, is there activity going on right now with your customer base preparing for, obviously, the additional charging spots, given that EV fleets are growing quite nicely while everybody's stuck with work from home?

而且我想作為其中的第二部分，鑑於電動汽車車隊的增長非常好，而每個人都堅持在家工作，您的客戶群顯然正在為額外的充電點做準備，現在是否正在進行活動？

Yes, great question.

是的，很好的問題。

Our expectations with respect to full return to work in a -- and now probably have a new twist, set of twist to it, in the kind of work styles and methodologies that have evolved during COVID, we expect that to be back-end loaded in the year, the second half of the -- second half phenomena and we'll be coming out of it over Q1 and Q2.

我們對完全重返工作崗位的期望——現在可能有一個新的轉折，一組轉折，在 COVID 期間已經發展的那種工作方式和方法，我們希望這將被後端加載在這一年，下半年現象的下半年，我們將在第一季度和第二季度擺脫它。

We expect that fully to show up in the numerics towards the back half of the year.

我們預計這將在今年下半年的數字中充分體現。

With that said, we've had incredible resilience in the business where the mix has moved around as evidenced by the overperformance relative to our expectations for the last year.

話雖如此，我們在業務組合發生變化的業務中具有令人難以置信的彈性，相對於我們對去年的預期的超額表現證明了這一點。

So going into the year, we see fleet being really strong on a year-over-year basis.

因此，進入這一年，我們看到船隊同比增長非常強勁。

Even within last year, it grew substantially in percentage over the year.

即使在去年，它的百分比也比去年大幅增長。

We see workplace coming back.

我們看到工作場所回來了。

We see residential staying strong.

我們看到住宅保持強勁。

We see the subsegment of multifamily inside of residential really getting a lot of attention.

我們看到住宅內的多戶型細分市場確實受到了很多關注。

We have now the -- the plans aren't fully hatched, of course, but we have the Biden administration providing potentially some stimulus in the form of support for infrastructure, and our little corner of that will be charging infrastructure.

我們現在有了——當然，這些計劃還沒有完全孵化出來，但是拜登政府可能會以支持基礎設施的形式提供一些刺激，而我們的小角落將是為基礎設施充電。

And how that plays out, we don't exactly know yet, but we're participating in the discussions with the administration.

至於結果如何，我們還不完全清楚，但我們正在參與與政府的討論。

So hopefully, that will also be a tailwind.

所以希望，這也將是一個順風。

So we see a lot of general tailwinds.

所以我們看到了很多普遍的順風。

The specific question with respect to our people prepping for the return to work, we do see construction happening during -- throughout the COVID period, where people with an eye towards the long game in real estate were preparing and renovating properties given that there was limited occupancy.

關於我們的員工準備重返工作崗位的具體問題，我們確實看到在整個 COVID 時期都在進行施工，鑑於房地產有限，著眼於房地產長期競爭的人們正在準備和翻新房產佔用。

In those segments, we did see plenty of activity.

在這些細分市場中，我們確實看到了很多活動。

You also have a backbone of utility programs.

您還擁有實用程序的骨幹。

You noticed in my remarks that the available funds on a go-forward basis are climbing.

您在我的講話中註意到，在前進的基礎上，可用資金正在攀升。

These utility programs are multiyear, I want to make sure you get that clarification from my comments.

這些實用程序是多年的，我想確保您從我的評論中得到澄清。

But we -- those programs have time fuses on them typically.

但是我們——這些程序通常都有時間熔斷器。

And so if there's a program enforced in a particular geography that's providing some subsidy for either the make-ready or even beyond that on things that -- on sites that have been more largely affected by COVID, that will put counter pressure on the business erosion there, the temporary business erosion due to COVID.

因此，如果在特定地區實施了一項計劃，該計劃為準備就緒的事物提供一些補貼，甚至超出補貼——在受 COVID 影響更大的網站上，這將對業務侵蝕產生反壓力在那裡，由於COVID造成的臨時業務侵蝕。

The next question I want to ask is about the new product road map.

我想問的下一個問題是關於新產品路線圖的。

So you did touch on the new AC product allowing you to move away from third-party product in Europe maybe into the end of the year.

所以你確實接觸了新的 AC 產品，讓你可能在今年年底之前擺脫歐洲的第三方產品。

I believe there's also a fleet product that's in the road map for this year.

我相信今年的路線圖中還有一個車隊產品。

Can you update us on the status of these 2 products?

你能告訴我們這兩種產品的狀態嗎？

Do we have a specific quarter or time point where these are expected to be launched?

我們是否有預計推出這些產品的特定季度或時間點？

And what sort of margin implications does this have both, I guess, on the European opportunity and then your success you're seeing in fleets these days?

我猜，這對歐洲的機會以及你這些天在車隊中看到的成功都有什麼樣的利潤影響？

So obviously, I can't comment on unannounced product launches.

所以很明顯，我不能對未宣布的產品發布發表評論。

I wish I could tell you, I'm really excited about a lot of the things that we're doing in the R&D team.

我希望我能告訴你，我對我們在研發團隊中所做的很多事情感到非常興奮。

But I really can't comment on specifics of dates and markets that we'll be launching product into.

但我真的無法評論我們將推出產品的具體日期和市場。

What I will tell you is that with your gross margin question, obviously, it's a big focus for the company.

我要告訴你的是，對於你的毛利率問題，顯然，這是公司的一個重點。

And as we continue to evolve our product line and work our supply chain, move up the scale ladder as more and more volume ensues on the hardware side, specifically, I would expect the gross margins to continue on the trends that we've indicated in the past.

隨著我們繼續發展我們的產品線和工作我們的供應鏈，隨著硬件方面的數量越來越多，我預計毛利率將繼續按照我們在過去。

Yes.

是的。

I can certainly say, add to that, we factored in new product introductions to our planning this year.

我可以肯定地說，除此之外，我們在今年的計劃中考慮了新產品的推出。

So when you look at our model, we know when we're planning on doing X and Y, as Pat said, we can't say what X and Y is, but they're in the plan.

所以當你看我們的模型時，我們知道我們什麼時候計劃做 X 和 Y，正如 Pat 所說，我們不能說 X 和 Y 是什麼，但它們在計劃中。

And so it's not a surprise kind of thing.

因此，這並不奇怪。

We just need to get it launch COGS right.

我們只需要讓它正確啟動 COGS。

Understood.

明白了。

That makes sense.

這就說得通了。

My last question is directly about gross margins on the DC fast-charging products.

我的最後一個問題是關於直流快速充電產品的毛利率。

So the skeptics out there have been critical about the margin progression of ChargePoint over the last 2 years.

因此，懷疑論者對 ChargePoint 在過去 2 年的利潤率進展持批評態度。

And people that unpack the margin progress obviously understand this is a business mix issue and it's also the DC fast-charging product coming into the market quite nicely.

了解利潤率進展的人顯然明白這是一個業務組合問題，也是 DC 快速充電產品很好地進入市場。

Can you maybe comment a little bit about margin progress on the DC fast-charging units?

您能否評論一下直流快速充電裝置的利潤率進展？

Where are we versus your plan?

我們與您的計劃相比在哪裡？

Is there room for that to continue improving over the next few quarters?

在接下來的幾個季度中，這種情況是否有繼續改善的空間？

So I'll have Rex speak to the specifics on the trajectory there.

所以我會讓雷克斯談談那裡的軌跡細節。

I want to just provide a bit of color, which I think is important.

我只想提供一點顏色，我認為這很重要。

Our fast-charge product line is not a product line, but it is a modular architecture that is going to continue to evolve into derivative products over time.

我們的快充產品線不是產品線，而是模塊化架構，隨著時間的推移會不斷演變成衍生產品。

And so we made a very ambitious investment in the initial set of products built on that architecture and are continuing to evolve it.

因此，我們對基於該架構的初始產品集進行了非常雄心勃勃的投資，並繼續對其進行改進。

And when you start out with ambitious products like that in what is low volume because the market is a low-volume market there, in general, as you start up those product lines and you get contract manufacturing moving and you invest in all the test infrastructure you need, you're going to have -- as a first time through the system, you're going to have gross margin impact on the company.

當你開始生產雄心勃勃的產品時，因為市場是一個小批量的市場，所以一般來說，當你啟動這些產品線時，你開始進行合同製造，並投資於所有的測試基礎設施您需要，您將擁有 - 作為第一次通過該系統，您將對公司產生毛利率影響。

It's just a result of investing.

這只是投資的結果。

And then -- but obviously, we have good plans in place to continue to evolve and move that.

然後 - 但顯然，我們制定了良好的計劃來繼續發展和推動它。

Rex, I'll let you comment on the specific numerics.

雷克斯，我會讓你評論具體的數字。

Yes.

是的。

So Craig, the margin, as you know, on the fast charge product is currently very thin, shall we say.

所以克雷格，如你所知，快充產品的利潤目前非常薄，容我們說吧。

So it's a very thin.

所以它很薄。

I think by the end of this year -- we've made great progress last year.

我認為到今年年底——我們去年取得了很大進展。

This year, we'll break into meaningful flat to positive territory on the gross margins.

今年，我們將在毛利率上進入有意義的持平至正區域。

One of the things about our DC fast-charge architecture, which Pat just mentioned, yes, we've made investments, but there's also an element of market education, customer education and ultimate acceptance not all products are created equal.

Pat 剛剛提到的關於我們的 DC 快速充電架構的一件事是，是的，我們已經進行了投資，但也有市場教育、客戶教育和最終接受的要素，並非所有產品都是生來平等的。

So we did manage to -- I think we taught the market something from an AC product perspective, which is why I think we've been as successful as we've been in the U.S. and hopefully, increasingly so, in Europe on that side.

所以我們確實做到了——我認為我們從空調產品的角度向市場傳授了一些東西，這就是為什麼我認為我們在美國取得了同樣成功，希望在歐洲越來越成功.

Our DC fast-charge product is a better product than anything else in the market.

我們的直流快充產品比市場上任何其他產品都好。

It's not all about a single number, but the number in terms of output is strong.

這不僅僅是一個數字，而是輸出方面的數字很強。

It's all the features, functionality, the reliability, et cetera.

這是所有的特性、功能、可靠性等等。

So we have some additional market education to do.

所以我們還有一些額外的市場教育要做。

So I think that will help us from an ASP perspective.

所以我認為這將從 ASP 的角度幫助我們。

And then we're going to take the cost curve down notably this year and we'll be fine by the end of the year.

然後我們將在今年顯著降低成本曲線，到年底我們會好起來的。

That sounds like a great plan.

這聽起來像是一個很棒的計劃。

So congratulations on the successful listing.

那麼恭喜上市成功。

Thank you.

謝謝你。

Thank you very much.

非常感謝。

So we don't have any further questions on the line.

所以我們沒有任何進一步的問題。

So if I hand back over to the management team for any closing remarks.

因此，如果我將任何結束語交還給管理團隊。

Certainly.

當然。

So first of all, thank you to all that are attending our first earnings call here.

因此，首先，感謝所有參加我們第一次財報電話會議的人。

We're very excited to be here and to be listed on the New York Stock Exchange.

我們很高興來到這裡並在紐約證券交易所上市。

Thank you to the folks that asked questions, I think it helps a lot.

感謝提問的人，我覺得很有幫助。

The questions help a lot to educate investors out there on the dynamics of what is a very new and exciting market.

這些問題有助於教育投資者了解一個非常新的和令人興奮的市場的動態。

We're happy, very happy to finally have this market after a 13-year journey with the -- that the company has been on to finally see all of the pieces coming together in the market: vehicles, battery technology, consumer user experiences for charging, just a myriad of things, plus all the secondary things that have to get integrated there with respect to energy and policy and all those pieces.

我們很高興，非常高興經過 13 年的旅程終於擁有了這個市場——該公司終於看到了市場上的所有部分：車輛、電池技術、消費者用戶體驗充電，只是無數的事情，再加上所有在能源和政策方面必須整合的次要事物以及所有這些部分。

So on a go-forward basis, I think there's just a lot of -- there's going to be a lot of excitement in this industry.

因此，在前進的基礎上，我認為這個行業會有很多 - 會有很多令人興奮的事情。

What we're going to do is we are going to keep our heads screwed on straight and execute.

我們要做的是保持頭腦清醒並執行。

And for us, it's all about execution.

對我們來說，這一切都與執行有關。

We know exactly what we're doing.

我們確切地知道我們在做什麼。

We've been in this space for a very long time.

我們在這個領域已經很長時間了。

And it's not theoretical for us right now, it's all about practical execution.

現在對我們來說這不是理論上的，而是關於實際執行的。

And we hope to turn in good results for our shareholders.

我們希望為我們的股東帶來好的結果。

Thank you so much for attending.

非常感謝您的出席。

Ladies and gentlemen, this concludes today's call.

女士們，先生們，今天的電話會議到此結束。

Thank you for joining.

感謝您的加入。

You may now disconnect your lines.

您現在可以斷開線路。