菲斯克汽車 (FSR) 2022 Q4 法說會逐字稿

Hello, everyone, and welcome to the Fisker Fourth Quarter and Full Year 2022 Earnings Call. My name is Bruno and I will be operating your call today. (Operator Instructions) I will now hand over to your host, Frank Boroch. Please go ahead.

大家好，歡迎來到 Fisker 第四季度和 2022 年全年收益電話會議。我叫布魯諾，今天我將接聽您的電話。 （操作員說明）我現在將交給您的主持人 Frank Boroch。請繼續。

Thank you, Bruno. Hello, and welcome, everyone, to Fisker's earnings call. As the operator mentioned, my name is Frank Boroch, VP of Investor Relations and Treasury here at Fisker.

謝謝你，布魯諾。大家好，歡迎大家參加 Fisker 的財報電話會議。正如運營商提到的，我的名字是 Fisker 的投資者關係和財務副總裁 Frank Boroch。

Joining me on today's call are Henrik Fisker, our Chief Executive Officer; Dr. Burkhard Huhnke, our Chief Technology Officer; and Dr. Geeta Gupta-Fisker our Chief Financial Officer and Chief Operating Officer.

我們的首席執行官 Henrik Fisker 和我一起參加今天的電話會議；我們的首席技術官 Burkhard Huhnke 博士；以及我們的首席財務官兼首席運營官 Geeta Gupta-Fisker 博士。

Before turning it over to Henrik, be advised we will be making forward-looking statements within the meaning of the federal securities laws. Forward-looking statements generally relate to future events or future financial or operating performance. Our expectations and beliefs regarding these matters may not materialize. Actual results and financial periods are subject to risks and uncertainties that could cause actual results to differ materially from those projected. These risks include those set forth in the press release we issued earlier today as well as those more fully described in our filings with the Securities and Exchange Commission.

在將其移交給 Henrik 之前，請注意我們將在聯邦證券法的含義內做出前瞻性陳述。前瞻性陳述通常與未來事件或未來財務或經營業績有關。我們對這些事項的期望和信念可能不會實現。實際結果和財務期間受風險和不確定因素的影響，這些風險和不確定性可能導致實際結果與預期結果存在重大差異。這些風險包括我們今天早些時候發布的新聞稿中提出的風險，以及我們向美國證券交易委員會提交的文件中更全面描述的風險。

The forward-looking statements in this presentation are based on information available to us as of today. We disclaim any obligation to update any forward-looking statements, except as required by law. We'll reference our financial measures that do not conform to generally accounting GAAP principles today during -- today's call, including non-GAAP operating expenses. This information may be calculated differently than the non-GAAP data presented by other companies. Quantitative reconciliation of our non-GAAP financial information to the directly comparable GAAP financial information appears in today's earnings release.

本演示文稿中的前瞻性陳述基於截至今日我們可獲得的信息。除非法律要求，否則我們不承擔任何更新任何前瞻性陳述的義務。在今天的電話會議中，我們將參考不符合一般公認會計原則原則的財務措施，包括非公認會計原則運營費用。此信息的計算方式可能與其他公司提供的非 GAAP 數據不同。我們的非 GAAP 財務信息與直接可比的 GAAP 財務信息的定量調節出現在今天的收益發布中。

With that, I'm happy to turn the call over to Henrik.

有了這個，我很高興將電話轉給 Henrik。

Thank you, Frank. Good morning, everyone, and thank you for joining us today. It's a little earlier than our usual timing, but we moved the call up as we are all headed back to Austria this afternoon to continue our hands-on manufacturing and supplier engagement.

謝謝你，弗蘭克。大家早上好，感謝您今天加入我們。這比我們通常的時間早了一點，但我們提前了電話會議，因為我們今天下午都將返回奧地利，繼續我們的實際製造和供應商合作。

I want to thank all the stakeholders, teams and partners for an amazing progress we have made in 2022. Of course, 2023 is an inflection year for Fisker, as we reached industrialization and pivot from vehicle development to customer deliveries. The 850 strong Fisker team is hard at work readying our inaugural Fisker launches of Centers+, integrated with our trade-in and after sales service and repair partners, and uplifting our initial mobile service brands among many other key initiatives. We have a fantastic team and are partnered with world-class manufacturer and suppliers. These strengths will sign through this year, and it really is the basis for our business model.

我要感謝所有利益相關者、團隊和合作夥伴，感謝我們在 2022 年取得的驚人進步。當然，2023 年是 Fisker 的轉折年，因為我們實現了工業化，並從車輛開發轉向客戶交付。 850 名強大的 Fisker 團隊正在努力準備我們首次推出的 Fisker Centers+，與我們的以舊換新、售後服務和維修合作夥伴相結合，並在許多其他關鍵舉措中提升我們最初的移動服務品牌。我們擁有一支出色的團隊，並與世界一流的製造商和供應商合作。這些優勢將在今年生效，這確實是我們商業模式的基礎。

Let's start with direct-to-consumer sales and service. We have made progress on last-mile delivery and support infrastructure. California DMV sales license is approved for the Fisker Ocean. We will utilize a third-party vendor for customer title and registration services in the U.S. and EU, which will be integrated into Fisker's customer journey. We have home delivery partners identified for the U.S. and all European launch countries to complement our growing network of our own Centers+ plus delivery locations. We are also planning initial pop-up delivery sites, specifically in areas where we may not have opened delivery centers yet.

讓我們從直接面向消費者的銷售和服務開始。我們在最後一英里交付和支持基礎設施方面取得了進展。 Fisker Ocean 已獲得加州 DMV 銷售許可證。我們將利用第三方供應商在美國和歐盟提供客戶所有權和註冊服務，這些服務將整合到 Fisker 的客戶旅程中。我們為美國和所有歐洲發射國家確定了送貨上門合作夥伴，以補充我們不斷增長的我們自己的 Centers+ 網絡和送貨地點。我們還計劃初始彈出式交付站點，特別是在我們可能尚未開設交付中心的地區。

Trade-in services are available in United States and Europe at -- in all the launch countries and launch areas. Our flagship launches in Los Angeles and Munich, which are slated to open in mid-Q2. As you remember, they were a bit delayed because of COVID, will be complemented by quickly expanding Center+, including Vienna, Copenhagen and Stockholm, where we will offer test drives, services -- service and deliveries of our vehicles.

在美國和歐洲的所有發射國家和發射地區都提供以舊換新服務。我們在洛杉磯和慕尼黑的旗艦店將於第二季度中旬開業。您還記得，由於 COVID，它們有點延遲，將通過快速擴展的 Center+ 進行補充，包括維也納、哥本哈根和斯德哥爾摩，我們將在這些地方提供試駕、服務——我們車輛的服務和交付。

In addition, we signed an innovative Test Drive and Delivery Center in Munich. We are currently in negotiations on more than a dozen properties for additional launches and Center+, vehicle processing centers and service and pickup locations in the U.S. and Europe.

此外，我們還在慕尼黑簽署了一個創新的試駕和交付中心。我們目前正在就美國和歐洲的十多個額外發射和 Center+、車輛處理中心以及服務和取貨地點進行談判。

We made charging -- your Ocean, a more convenient and integrated experience with home charging and public charging partnership in Europe and U.S. now finalized.

我們通過歐洲和美國的家庭充電和公共充電合作夥伴關係實現了充電——你的海洋，這是一種更方便、更綜合的體驗。

Fisker's flexible service approach includes third-party service and repair, provide plus Fisker's own service solutions. Externally, we have nominated partners for aftersales service and repair in key U.S. and European markets, providing broad, geographic coverage for Ocean customers right from the beginning.

Fisker 靈活的服務方式包括第三方服務和維修，提供以及 Fisker 自己的服務解決方案。在外部，我們在美國和歐洲的主要市場指定了售後服務和維修合作夥伴，從一開始就為 Ocean 客戶提供廣泛的地理覆蓋。

Initially, we will provide service options via Fisker-owned service centers and Fisker mobile service. We have started uplifting Fisker mobile technician vehicles to support our flexible and convenient service option.

最初，我們將通過 Fisker 自有服務中心和 Fisker 移動服務提供服務選項。我們已經開始提升 Fisker 移動技術人員車輛，以支持我們靈活方便的服務選項。

In addition to service partners, we have quickly expanded the Fisker collision repair network in the U.S. and Europe for certified, high-quality EV repairs.

除了服務合作夥伴之外，我們還在美國和歐洲迅速擴展了 Fisker 碰撞維修網絡，以提供經過認證的高質量 EV 維修。

Now let's come to the Ocean update. Our #1 priority is launching a high-quality Fisker Ocean with class-leading features and range. We are excited to get the Ocean in the hands of our loyal customers once the homologation process is complete.

現在讓我們來看看海洋更新。我們的第一要務是推出具有一流功能和範圍的高品質 Fisker Ocean。一旦認證過程完成，我們很高興能將 Ocean 交到我們忠實的客戶手中。

The Ocean homologation testing is expected to be completed in March, which will be followed by a regulatory approval processes. I have expected us to be further along when we last spoke in November, but we encounter some testing delays due to weather and COVID absences and some complicated retest that slowed our process. We took on a lot by doing both U.S. and Europe homologation at the same time but the ability to sell the Ocean in so many countries, an important derisking strategy and gives us the opportunity to increase sales and shift to whichever market offers the strongest growth.

海洋認證測試預計將於 3 月完成，隨後將進行監管審批程序。當我們上次在 11 月講話時，我曾預計我們會走得更遠，但由於天氣和 COVID 缺席以及一些複雜的重新測試，我們遇到了一些測試延遲，這減慢了我們的進程。通過同時在美國和歐洲進行認證，我們承擔了很多工作，但能夠在如此多的國家銷售海洋，這是一項重要的去風險戰略，讓我們有機會增加銷售額並轉向增長最強勁的市場。

And I just want to emphasize that it's not normal for any car company to actually do dual homologation in 2 continents. But I think once this is done, it's a huge advantage for us because we have also built out our complete service and sales network in Europe. So it really opens up endless possibilities for growth. We recently completed our EPA and WLTP range test and our internal findings show a longer range for the Fisker Ocean than we initially projected, and this reinforces our expectation that the Ocean will have the world's longest range of any SUV crossover price below $70,000 -- EUR 70,000, and Burkhard would go into that detail later.

我只想強調，任何一家汽車公司實際上在兩大洲進行雙重認證都是不正常的。但我認為一旦完成，這對我們來說是一個巨大的優勢，因為我們還在歐洲建立了完整的服務和銷售網絡。所以它真的為增長開闢了無限的可能性。我們最近完成了 EPA 和 WLTP 續航里程測試，我們的內部調查結果顯示 Fisker Ocean 的續航里程比我們最初預計的更長，這強化了我們的預期，即 Ocean 將擁有世界上續航里程最長的 SUV 跨界車，價格低於 70,000 美元——歐元70,000，Burkhard 稍後會詳細介紹。

If you remember, we had announced 350-mile range here in the U.S. EPA and I would just say, I think it's going to be closer to 360 than 350. And in Europe, we had announced 630 kilometers. And I think this will be closer to 700 than 630. We obviously can't announce the exact numbers yet because they have to be verified by the 2 agencies. But we have run all these tests. And I want to say congratulations to our engineering team because they've done an amazing job in refining every little detail that attributes to getting this long range, more than we originally had expected because we actually use some of these vehicles from our start-up production to actually refine and refine and refine.

如果你還記得，我們在美國 EPA 宣布了 350 英里的續航里程，我只想說，我認為它會更接近 360 英里而不是 350 英里。在歐洲，我們宣布了 630 公里。而且我認為這將比 630 更接近 700。我們顯然還不能公佈確切的數字，因為它們必須由 2 個機構進行驗證。但是我們已經運行了所有這些測試。我想向我們的工程團隊表示祝賀，因為他們在改進每一個細節方面做得非常出色，這些細節歸因於獲得如此長的續航里程，超出了我們最初的預期，因為我們實際上從初創公司開始就使用了其中一些車輛生產實際提煉和提煉和提煉。

And of course, there's not one element alone that makes this long range. It's really the genius, I would say, of our engineering team that has created this and being a company that launched its first vehicle and achieved the world's longest range, I think, is pretty amazing, specifically because it's also an affordable vehicle. So congratulations on that. And I'm super excited when we get the final ratings, but they're going to be good.

當然，並不是只有一種元素可以實現這麼遠的射程。這真的是天才，我想說，我們的工程團隊創造了這個，並且作為一家公司推出了第一輛汽車並實現了世界上最長的續航里程，我認為，這是非常了不起的，特別是因為它也是一種負擔得起的汽車。祝賀你。當我們獲得最終收視率時，我非常興奮，但它們會很好。

All right. Let's go to manufacturing and production update. I, along with other senior leaders have been based in Europe actually for the past few months, working closely with all our partners, preparing for production ramp, ensuring we deliver the highest quality possible Ocean from day 1. And I have to say a lot of walking around on the production line, talking to the skilled Magna people and employees about the product, about the quality, doing reviews right there with the cars as they come off the line. It's just fantastic to actually stand there with people who has built cars, some of them for 20, 30 years, amazing high-quality cars. And they actually -- I would say, it's the other way, I almost learn from them exactly how you make such an amazing quality car. And I'm super excited about that, quite frankly.

好的。讓我們去製造和生產更新。在過去的幾個月裡，我和其他高級領導實際上一直在歐洲工作，與我們所有的合作夥伴密切合作，為生產量產做準備，確保我們從第一天起就提供盡可能高品質的 Ocean。我不得不說很多在生產線上走動，與熟練的麥格納員工和員工談論產品、質量，在汽車下線時就在那裡進行檢查。與製造汽車的人站在一起真是太棒了，他們中的一些人已經製造了 20 年、30 年，製造出令人驚嘆的高品質汽車。他們實際上——我會說，這是另一種方式，我幾乎從他們那裡學到了你是如何製造出如此優質的汽車的。坦率地說，我對此非常興奮。

Last week, I oversaw the final extreme cold water testing for powertrain and chassis systems. And I have to say, it was amazing to drive this car on a frozen lake in Northern Sweden. We also had our race car driver there Abbie Eaton. And of course, our engineers there as well. And everybody was just amazed how well this car performed. I'm super excited again to get it in hands of people. And I think what you really do on a lake like this, you actually push the car to an extreme than probably no normal customer will rarely ever do. And it really shows how safe, how predictable, how well this car handles. And part of that is not just electronics and everything else, it's also the actual proportions of the vehicle. So it has to do with the width and wheel-based length. To get that optimized is a hardware thing. And if you don't get it optimized, you can do a lot of tricks with electronic suspension, but at the end of the day, this vehicle fundamentally have the right proportional setup. And that's something that is just making an amazing experience when you drive it.

上週，我監督了動力總成和底盤系統的最終極端冷水測試。我不得不說，在瑞典北部結冰的湖面上駕駛這輛車真是太棒了。我們的賽車手 Abbie Eaton 也在那裡。當然，我們的工程師也在那裡。每個人都對這輛車的性能感到驚訝。我再次非常興奮能把它交到人們手中。而且我認為你在這樣的湖上真正做的事情，實際上是將汽車推向了一個極限，這可能是普通客戶很少會做的。它確實展示了這輛車的安全性、可預測性和操控性。其中一部分不僅僅是電子設備和其他一切，它也是車輛的實際比例。所以它與寬度和基於車輪的長度有關。要獲得優化是硬件方面的事情。如果你不優化它，你可以用電子懸架做很多技巧，但最終，這輛車基本上有正確的比例設置。當你駕駛它時，這就是一種令人驚嘆的體驗。

The serial production lines are undergoing also final tuning. General assembly staff training is almost complete and supplier ordering is well underway. The high level of coordination and integration of the entire supply chain and assembly ecosystem has been impressive. Geeta will discuss the supplier ramp in more detail, key risk we are managing and how we are working with our partners to support the ramp. While almost all of our suppliers are performing, a few have difficulties ramping. So we are happy with our decision to begin with a slow ramp. We are confident we will be ready for customer deliveries once we have received the required regulatory certifications, and we maintain our 2023 production target of 42,400 units.

系列生產線也正在進行最終調整。總裝人員培訓已基本完成，供應商訂購工作正在順利進行中。整個供應鍊和裝配生態系統的高度協調和整合令人印象深刻。 Geeta 將更詳細地討論供應商爬坡、我們正在管理的主要風險以及我們如何與合作夥伴合作以支持爬坡。雖然我們幾乎所有的供應商都在表現，但有一些供應商難以提高。所以我們很高興我們決定從一個緩慢的斜坡開始。我們有信心，一旦獲得所需的監管認證，我們就能為客戶交付做好準備，並且我們將保持 2023 年 42,400 台的生產目標。

Now this is important because, of course, supply chain have to deliver, and of course, there can be hiccups. But here is something very important. I hope everybody will understand. And that is, because of the amazing ability of Magna to ramp, and I'll give you the example. Yes, we only made 56 cars since November last year, but that was on purpose.

現在這很重要，因為當然，供應鏈必須交付，當然，可能會出現問題。但這裡有一件非常重要的事情。希望大家理解。那就是，因為 Magna 驚人的斜坡能力，我會給你舉個例子。是的，自去年 11 月以來我們只生產了 56 輛汽車，但這是故意的。

Today, and actually even last week, and weeks before, Magna can already make 20 cars a day on average. That's 100 cars a week, already now. So the key here -- the key takeaway is that when we are ramping up, specifically in Q2, we are going to have such a strong ramp that any units that may have been lost early on can easily be caught up later in the year. And that's why we maintain our guidance of 42,400 vehicles for the year, extremely important note here.

今天，實際上什至上週，甚至幾週前，麥格納平均每天可以生產 20 輛汽車。現在已經是每週 100 輛汽車了。所以這裡的關鍵 - 關鍵要點是，當我們加速增長時，特別是在第二季度，我們將有如此強勁的增長，以至於早期可能丟失的任何單位都可以在今年晚些時候輕鬆趕上。這就是為什麼我們維持今年 42,400 輛汽車的指導，這裡非常重要。

All right. Let's get to the Ocean demand. Our reservations continue to increase despite new competition and competitors' price reductions. Net reservations and orders now total approximately 65,000 for the Fisker Ocean, reflecting the large and growing, global addressable market for a well-appointed electric SUV. As we start deliveries, we expect increased brand awareness to drive even more customer considerations and demand for the Ocean. We price the Ocean extremely competitively considering the many proprietary features such as class-leading range, California Mode, Solar Sky, Solar Roof, of course, the amount of horsepower in this vehicle for the price, amazing. The 17.1 inch rotating screen and digital 4D radar and on and on, I could keep on that, but it really shows that people appreciate how unique our vehicle is. And as consumers have opportunities to interact in person with Ocean, we expect this value to increase and really resonate and drive even more sales.

好的。讓我們來看看海洋需求。儘管出現了新的競爭和競爭對手的降價，我們的預訂量仍在繼續增加。 Fisker Ocean 的淨預訂和訂單現在總計約為 65,000 輛，反映出裝備精良的電動 SUV 的全球潛在市場規模龐大且不斷增長。當我們開始交付時，我們預計品牌知名度的提高將推動更多的客戶考慮和對海洋的需求。考慮到許多專有功能，例如一流的續航里程、加州模式、太陽能天空、太陽能屋頂，我們為 Ocean 定價極具競爭力，當然，這款車的馬力數量與價格相當，令人驚嘆。 17.1 英寸旋轉屏幕和數字 4D 雷達等等，我可以繼續說下去，但這確實表明人們欣賞我們車輛的獨特性。隨著消費者有機會與 Ocean 進行面對面的互動，我們預計這種價值會增加並真正引起共鳴並推動更多的銷售。

We continue to showcase the Ocean throughout a variety of brand-building activities. 2 of the larger recent events include media, investors and business partners in Austria and Las Vegas. Our pop-ups continue to be very popular with the reservation holders and prospective customers, many of whom drove long distances to get their first glimpse of the Fisker Ocean, which shows how passionate and committed our customers are to the brand. And I really, really appreciate that. And I think it really builds again, a strong foundation for our brand.

我們繼續通過各種品牌建設活動展示海洋。最近舉辦的 2 場大型活動包括奧地利和拉斯維加斯的媒體、投資者和商業夥伴。我們的快閃店繼續受到預訂持有人和潛在客戶的歡迎，其中許多人長途跋涉只為一睹 Fisker Ocean 的風采，這表明我們的客戶對品牌的熱情和承諾。我真的，真的很感激。我認為它真的再次建立起來，為我們的品牌奠定了堅實的基礎。

And since our last earnings call, we also took the Ocean to 6 states in the U.S., Texas, New York, Florida, Las Vegas, Utah and California and also did pop up as many European countries. And of course, we'll continue doing that and actually increase it as we move forward.

自上次財報電話會議以來，我們還將 Ocean 帶到了美國的 6 個州、得克薩斯州、紐約州、佛羅里達州、拉斯維加斯、猶他州和加利福尼亞州，並且也確實出現了許多歐洲國家。當然，我們會繼續這樣做，並在我們前進的過程中實際增加它。

I want to just highlight a couple of really innovative things that are inside the Ocean. One is the user interface. And I know there's been, of course, a few videos on social media about it, but those were all early pre-production versions of this user interface. The final user interface, I just want to tell you, it's amazing. When I go in the car, let me tell you, I actually hate computers, quite frankly. I'm really not good at and I don't know when I use them, they always break down. But I want to tell you, when you get in this car and use it, you don't need any instruction on how to use it. It's just like the first time you picked up an iPhone. It just is intuitive. And that is what's really cool about this user interface, and that was all developed in-house.

我只想強調海洋中的一些真正創新的東西。一個是用戶界面。我知道社交媒體上當然有一些關於它的視頻，但這些都是該用戶界面的早期預生產版本。最終的用戶界面，我只想告訴你，太棒了。當我上車的時候，讓我告訴你，坦率地說，我其實很討厭電腦。我真的不擅長，我不知道什麼時候使用它們，它們總是壞掉。但我想告訴你，當你坐上這輛車並使用它時，你不需要任何關於如何使用它的說明。就像您第一次拿起 iPhone 時一樣。這只是直觀的。這就是這個用戶界面真正酷的地方，而且都是內部開發的。

Now also what is super cool, and I'm really impressed about what we have done in-house is the Ocean over-the-air update capabilities and they are now complete. It's amazing to experience the vehicle getting updated and improved fully over-the-air and this was all developed in-house. It's just super cool to see.

現在還有什麼超級酷的，我對我們內部所做的事情印象深刻的是 Ocean 無線更新功能，它們現在已經完成。體驗車輛完全通過無線方式進行更新和改進的感覺真是太棒了，而且這一切都是內部開發的。看到它真是太酷了。

And then finally, the Ocean will come with advanced ADAS controller and center suite which is designed to be continuously updated through our OTA platform, and Burkhard will talk more about that. It obviously also gives us endless opportunities to bring some really cool features to market later because the foundation is so advanced, like the digital radar, for example.

最後，Ocean 將配備先進的 ADAS 控制器和中央套件，旨在通過我們的 OTA 平台不斷更新，Burkhard 將詳細介紹這一點。顯然，它也為我們提供了無限的機會，可以在以後將一些非常酷的功能推向市場，因為基礎非常先進，例如數字雷達。

Okay. Let me get to a short PEAR update. The PEAR program is progressing well. We achieved our goal of a drivable PEAR prototype before year-end last year, which you may have seen me driving around in L.A. was quite fun actually. Today, we are revealing more of the extra production design. For example, the real lighting is a continuous light strip around the rear window with an integrated, high-mounted brake light. The side view has a unique, iconic, graphic, and a clean sculptural body side with pronounced fenders that really gives you the powerful, wide stance. And it also means a car in this price range is going to handle amazingly.

好的。讓我開始簡短的 PEAR 更新。 PEAR 計劃進展順利。我們在去年年底前實現了可駕駛的 PEAR 原型的目標，你可能已經看到我在洛杉磯開車兜風實際上非常有趣。今天，我們將揭示更多額外的生產設計。例如，真正的照明是圍繞後窗的連續燈帶，帶有集成的高位剎車燈。側視圖具有獨特、標誌性、圖形和乾淨的雕塑車身側面，帶有明顯的擋泥板，真正為您提供強大、寬闊的姿態。這也意味著這個價格範圍內的汽車將具有驚人的操控性。

The overall front lights have the signature Fisker dual light bars surrounded by high tech light graphics. And then the vehicle sits a bit higher off the ground and you also have a high seating position, even though it looks quite sporting. And that's really as perfect, specifically for city driving. And that is combined with this big canopy that's huge around window, which I think today might be the most advanced front windscreen on a modern car because there's a lot of new rules and regulation on how to do front wind screens. So we don't see these super round windscreens anymore that we used to see in the 60s. But we have actually achieved that. And it gives you an amazing view of the road in front of you, anything that happens in front of you.

整體前燈具有標誌性的 Fisker 雙燈條，周圍環繞著高科技燈圖形。然後車輛離地稍高，您的座椅位置也很高，儘管它看起來很運動。這真的是完美的，特別是對於城市駕駛。再加上這個巨大的窗戶周圍的大頂篷，我認為今天可能是現代汽車上最先進的前擋風玻璃，因為有很多關於如何製作前擋風玻璃的新規則和規定。所以我們再也看不到我們在 60 年代看到的這些超圓形擋風玻璃了。但我們實際上已經做到了。它可以讓您以驚人的視角看到前方的道路，以及發生在您面前的任何事情。

Finally, the dynamic shape has already undergone extensive aerodynamic testing in the wind tunnel, and we expect the top version to achieve well over 300 miles. We will offer 2 different battery packs because I also think because of the price and the size of the PEAR, this may be a second EV for many EV buyers that already love SUVs and drive SUVs. And therefore, they may not need to carry around a giant expensive battery, if they're only using as a city car. So we'll offer some different variations there.

最後，動態外形已經在風洞中進行了廣泛的空氣動力學測試，我們預計頂級版本將達到 300 英里以上。我們將提供 2 種不同的電池組，因為我還認為，由於 PEAR 的價格和尺寸，對於許多已經喜歡 SUV 和駕駛 SUV 的電動汽車購買者來說，這可能是第二輛電動汽車。因此，如果他們只用作城市汽車，他們可能不需要隨身攜帶巨大而昂貴的電池。所以我們會在那裡提供一些不同的變化。

We also have some super excited different interior variations, but we'll talk about that later. And the PEAR is being engineered using new, automotive specifications. And that's important, the new automotive specification because that's how we achieve the base price of $29,900. That's not a price we just threw out there. We've actually gone through all the development to ensure that, that is the price that we are going to achieve. I'm super excited about that. The current PEAR reservations are just exceeding 5,600. We did release some new images today, so maybe they'll pop up a bit as well.

我們還有一些非常令人興奮的不同內部變化，但我們稍後會討論。 PEAR 正在按照新的汽車規范進行設計。新的汽車規格很重要，因為這是我們實現 29,900 美元基本價格的方式。這不是我們剛剛拋出的價格。實際上，我們已經完成了所有開發工作，以確保這就是我們要達到的價格。我對此非常興奮。當前的 PEAR 預訂量剛剛超過 5,600。我們今天確實發布了一些新圖片，所以它們可能也會出現一些。

And then finally here, I want to talk a bit about our future product portfolio. Because at the end of the day, we do have our goal to reach 1 million vehicles per year. So later this year at our inaugural Investor Day event, we expect to showcase our future -- at least some of our future product portfolio, with several durable prototypes. And they will all be in new segments. And we are still keeping our promise of always having at least 4 unique features in each vehicle. So we will showcase the PEAR, which has some amazing features, never been seen before on any vehicle. We will also showcase a Ronin. And then we will showcase our Alaska program, which is our take on a pickup truck. And we have some amazing features that's never been done on a pickup truck before. I'm super excited about showing that.

最後，我想談談我們未來的產品組合。因為歸根結底，我們的目標確實是達到每年 100 萬輛。因此，在今年晚些時候的首屆投資者日活動中，我們希望展示我們的未來——至少是我們未來產品組合的一部分，以及幾個耐用的原型。他們都將處於新的細分市場。我們仍然信守承諾，即每輛車始終至少具有 4 個獨特的功能。因此，我們將展示 PEAR，它具有一些以前從未在任何車輛上出現過的驚人功能。我們還將展示浪人。然後我們將展示我們的阿拉斯加計劃，這是我們對皮卡車的看法。我們還有一些以前從未在皮卡車上實現過的驚人功能。我非常高興能展示這一點。

There's another cool thing about this pickup truck and that is that we actually are able to use a lot of the Ocean components in that vehicle which means we're going to be able to do it faster and more affordable than probably a lot of other electric pickup trucks out there. It's going to look really, really tough, but still beautiful. So I'm excited about showing that. Anyway, I can get carried away talking about product.

這輛皮卡車還有另一件很酷的事情，那就是我們實際上能夠在該車中使用很多 Ocean 組件，這意味著我們將能夠比許多其他電動汽車更快、更實惠地做到這一點皮卡車在那裡。它看起來真的非常堅韌，但仍然很漂亮。所以我很高興能展示這一點。無論如何，我可以在談論產品時得意忘形。

All right. Let's get to sustainability. That's another of our super brand pillars. It's really at the heart of what we are here for. And the hard work on ESG continues as a company. We are progressing on company targets, aligned with the United Nations Sustainability Development Goals that are materially relevant to our company.

好的。讓我們談談可持續性。這是我們的另一個超級品牌支柱。這真的是我們來這裡的核心。作為一家公司，在 ESG 方面的努力仍在繼續。我們正在實現公司目標，與與我們公司密切相關的聯合國可持續發展目標保持一致。

Additionally, as we prepare for our next annual ESG impact report, we have completed our life cycle assessment for the Fisker Ocean. And based on our foundation of transparency and to lead the auto industry, we expect to publish this LCA or life cycle assessment during the first half of this year. We are super excited to share the results, furthering our leadership in sustainability.

此外，在我們準備下一份年度 ESG 影響報告時，我們已經完成了 Fisker Ocean 的生命週期評估。基於我們透明的基礎和引領汽車行業，我們預計將在今年上半年發布此 LCA 或生命週期評估。我們非常高興能分享結果，進一步鞏固我們在可持續發展方面的領導地位。

And we mentioned on our last call that MSCI upgraded us. And the positive momentum continues. In addition, based on all our hard work and public disclosures, Sustainalytics, the top -- Sustainalytics recently upgraded Fisker 40 spots in global automotive industry rating. We are now the top-ranked U.S. passenger EV OEM, the top rank. Meaning we have the lowest risk rating based on ESG risk rating scores.

我們在上次電話會議上提到 MSCI 對我們進行了升級。積極的勢頭仍在繼續。此外，基於我們所有的辛勤工作和公開披露，Sustainalytics，Sustainalytics 最近升級了 Fisker 在全球汽車行業評級中的第 40 名。我們現在是美國排名第一的乘用電動車 OEM，排名第一。這意味著我們擁有基於 ESG 風險評級分數的最低風險評級。

So I want to come back and say, I am super excited. I'm excited to get on the plane back to Magna, see the cars. But I want to say one thing that's really the surprise here and Geeta will go into details on that. And that is that we are going to be profitable this year, and she will explain that more in details. And just think about this for a moment, because what we could do, not that we want to, but we could essentially just abandon all our future programs and just live of the Ocean. That is incredible derisk. And there is no other start-up that I'm aware of that makes EVs that is profitable from the get-go, from the first year. And I think that's what I'm super excited about. So I'm going to hand it over to Burkhard to talk some more about other exciting things, Burkhard?

所以我想回來說，我非常興奮。我很高興能登上返回麥格納的飛機，看到汽車。但我想說一件真正令人驚訝的事情，Geeta 將對此進行詳細介紹。那就是我們今年將盈利，她將對此進行更詳細的解釋。想一想，因為我們可以做的，不是我們想做的，但我們基本上可以放棄所有未來的計劃，只在海洋中生活。這是令人難以置信的嘲笑。據我所知，沒有其他初創公司生產的電動汽車從一開始就可以盈利，從第一年開始。我認為這就是我非常興奮的地方。所以我要把它交給 Burkhard 來談談其他令人興奮的事情，Burkhard？

Yes. Thank you, Henrik. Out of the entire vehicle development process, the final stage that we are currently in has always been my passion, encompassing aspects such as EE integration and final ADAS validation. Getting into the details of final tuning, especially around software debugging, excites me. As I see the tangible progress we are making each day towards completing the development of a truly spectacular product.

是的。謝謝你，亨里克。在整個車輛開發過程中，我們目前所處的最後階段一直是我的熱情所在，包括 EE 集成和最終 ADAS 驗證等方面。了解最終調整的細節，尤其是圍繞軟件調試，讓我很興奮。正如我所看到的，我們每天都在朝著完成真正出色產品的開發方向取得切實進展。

Beginning with the Fisker Ocean's final engineering testing and validation has progressed quite well over the last few months. Of note, we have completed both our EPA and WLTP range testing and our results show even a longer range for the Fisker Ocean than we initially projected. We look forward to the formal homologations to validate this significant accomplishment.

從 Fisker Ocean 的最終工程測試和驗證開始，過去幾個月進展順利。值得注意的是，我們已經完成了 EPA 和 WLTP 射程測試，我們的結果顯示 Fisker Ocean 的射程比我們最初預計的還要遠。我們期待正式的認證來驗證這一重大成就。

We are currently in the Ocean certification process to confirm all safety requirements, and we continue progressing through the homologation phase. Final validation activities to confirm our vehicle targets have shown that the majority of areas meet or exceed our engineering objectives. I want to commend our teams who have been fully committed to the extensive homologation testing process over the past few months, which has taken longer than originally expected.

我們目前正在進行海洋認證流程，以確認所有安全要求，並且我們將繼續推進認證階段。確認我們的車輛目標的最終驗證活動表明，大多數區域達到或超過了我們的工程目標。我想讚揚我們的團隊，他們在過去幾個月中完全致力於廣泛的認證測試過程，這比原先預期的要長。

Let's unpack the homologation process a bit, which comprises multiple phases. We start with supervised testing, followed by documentation. Some of which can be done in parallel with a testing component. Then we submit final testing results to regulators, followed by regulatory review and approval. Then assurance of certificates, which is U.S. EPA certificate on conformity in U.S., the European Whole Vehicle Type Approval certificate that enable us to sell vehicles.

讓我們稍微分解一下認證過程，它包括多個階段。我們從監督測試開始，然後是文檔。其中一些可以與測試組件並行完成。然後我們將最終測試結果提交給監管機構，然後進行監管審查和批准。然後是證書保證，即美國EPA合格證書，歐洲整車型式批准證書，使我們能夠銷售車輛。

Let me provide a sense of the scale and complexity of the homologation phase. First, we are the only startup that is homologating an advanced vehicle simultaneously in both North America and Europe, that will apply to approximately 20 countries. There are over 100 regulations and around 270 various tests, covering everything from crash testing to software readiness and requires coordination with multiple, regulatory authorities.

讓我大致了解一下認證階段的規模和復雜性。首先，我們是唯一一家同時在北美和歐洲認證先進車輛的初創公司，這將適用於大約 20 個國家。有 100 多項法規和大約 270 項各種測試，涵蓋從碰撞測試到軟件準備就緒的所有內容，需要與多個監管機構協調。

But once this is achieved, it gives us the opportunity to launch in various markets, derisk the total addressable market and grow our brand in these critical markets. Each regulation could have hundreds of pages of requirements and testing. With more even stricter regulations apply from model year 2023, including increased safety standards and cybersecurity rules, requiring hardened performance, all of which we now have to fulfill.

但一旦實現這一點，我們就有機會在各個市場推出產品，降低整個潛在市場的風險，並在這些關鍵市場上發展我們的品牌。每項法規可能有數百頁的要求和測試。從 2023 年車型開始實施更嚴格的法規，包括更高的安全標準和網絡安全規則，要求強化性能，所有這些我們現在都必須滿足。

A new regulation became effective for this model year, including cybersecurity rules requiring hardened performance, spanning every level of control unit to the pipeline and the cloud to ensure functional safety resilience. We only have a few tests left that require calibration of parts and software by suppliers. This process is driving quality, improvements and final calibration of both hardware and software into the product.

一項新法規在本車型年生效，其中包括要求強化性能的網絡安全規則，涵蓋從控制單元到管道和雲的各個級別，以確保功能安全彈性。我們只剩下少數測試需要供應商校準零件和軟件。這個過程推動了產品的質量、改進和硬件和軟件的最終校準。

We expect both European WVTA testing and U.S. FMVSS self-certification testing should be completed in March. We are working closely with the regulators to facilitate efficient review and approvals by the ultimate time frames, for these next steps are not in our control.

我們預計歐洲 WVTA 測試和美國 FMVSS 自我認證測試都應在 3 月完成。我們正在與監管機構密切合作，以促進在最終時間框架內進行有效的審查和批准，因為這些後續步驟不在我們的控制範圍內。

Functional safety implementation has been a critical area of focus for our team. We don't want to risk anything when it comes to launching the Ocean. We want to release the product that is reliable from day 1. So we must make sure that everything is 100%. While the final implementation phase is very consuming, it is necessary to produce highest quality for our customers. Our functional safety software has been implemented as being validated and also needs to be documented.

功能安全實施一直是我們團隊關注的關鍵領域。在啟動 Ocean 時，我們不想冒任何風險。我們希望從第一天起就發布可靠的產品。所以我們必須確保一切都是 100%。雖然最終實施階段非常耗時，但有必要為我們的客戶提供最高質量的產品。我們的功能安全軟件已經過驗證，也需要記錄在案。

Through our various final testing, we have confirmed that the Ocean's performance is amazing as we planned. We've taken early feedback on driving dynamics, also for instance, from automotive [genre list] and have implemented those changes into the vehicle. Vehicle dynamics and ride tuning is complete, firmed with serious parts and tires in both warm and cold weather conditions. Results have been finalized and industrialized with our partners with every positive -- with very positive feedback.

通過我們的各種最終測試，我們已經確認 Ocean 的性能與我們的計劃一樣驚人。我們已經從汽車 [類型列表] 等方面獲取了有關駕駛動態的早期反饋，並將這些更改實施到車輛中。車輛動力學和行駛調整是完整的，在溫暖和寒冷的天氣條件下都用嚴肅的零件和輪胎固定。結果已經最終確定並與我們的合作夥伴一起工業化，每一個都是積極的 - 非常積極的反饋。

With the 56 vehicles, we have produced post SOP, we saw there were certain areas where we needed to improve and strengthen the software at supplier level and in terms of integration, which is crucial for seamless, high-quality experience. We set up a task force that uses HR methodologies for issued management and solving software matters with suppliers on a daily basis. We have seen tremendous progress optimizing and hardening the software maturity in the vehicle. Unlike the hardware aspect of the vehicle, we expect continual innovation progress with the vehicle software. We are taking advantage of the valuable time with until homologation certification is complete to deep dive into all possible customer scenarios, debug and perform additional testing to provide customers with the best experience upon delivery.

對於 56 輛車，我們已經製作了 SOP 後，我們發現在某些方面我們需要在供應商級別和集成方面改進和加強軟件，這對於無縫、高質量的體驗至關重要。我們成立了一個工作組，每天使用人力資源方法與供應商進行發布管理和解決軟件問題。我們已經看到了優化和強化車輛軟件成熟度的巨大進步。與車輛的硬件方面不同，我們期待車輛軟件的持續創新進步。我們正在利用認證認證完成之前的寶貴時間深入研究所有可能的客戶場景、調試和執行額外測試，以便在交付時為客戶提供最佳體驗。

All of our efforts remain focused on launching a car with high-quality hardware and software functionality. For example, the Ocean comes equipped with a great set of base ADAS features. The Ocean's ADAS functionality is very competitive and comparable to that seen in premium German brands. As Henrik alluded to, however, there is more validation work needed to finalize of our FI pilot ADAS system in the Ocean.

我們所有的努力仍然集中在推出一款具有高質量硬件和軟件功能的汽車上。例如，Ocean 配備了一套很棒的基本 ADAS 功能。 Ocean 的 ADAS 功能非常有競爭力，可以與德國高端品牌相媲美。然而，正如 Henrik 提到的那樣，需要更多的驗證工作來完成我們在海洋中的 FI 飛行員 ADAS 系統。

We plan to launch OTA updates over time to continue to improve the customer experience and product performance. In terms of OTA readiness, we have successfully implemented OTA updates of key domain controllers, like ADAS, including its sensor set or vehicle control unit or cockpit computer, to name a few. All of the OTA components from ECU component level to Fisker pipeline and cloud has been reviewed by a third party and have been proven to be functionally safe and ISO26262 compliant and furthermore, cybersecurity compliant following ISO 21434.

我們計劃隨著時間的推移推出 OTA 更新，以繼續改善客戶體驗和產品性能。在 OTA 準備方面，我們已經成功實施了關鍵域控制器的 OTA 更新，例如 ADAS，包括其傳感器組或車輛控制單元或駕駛艙計算機，僅舉幾例。從 ECU 組件級別到 Fisker 管道和雲的所有 OTA 組件均已通過第三方審查，並已被證明功能安全且符合 ISO26262 標準，此外還符合 ISO 21434 網絡安全標準。

Similarly, the Ocean multimedia integration is quite impressive. The sound system delivers to your experience in the car. And in cooperation with a leading sound studio, our multimedia experience has been optimized for low NVH and implemented with our unique UI/UX, so users can enjoy a premium, [hazard] free experience.

同樣，Ocean 多媒體集成也令人印象深刻。音響系統為您帶來車內體驗。通過與領先的音響工作室合作，我們的多媒體體驗針對低 NVH 進行了優化，並通過我們獨特的 UI/UX 實現，因此用戶可以享受優質、[危險] 的體驗。

Now to touch briefly on PEAR. While we are currently focus our launch activities for the Ocean PEAR engineering continues to ramp up. And we have made great progress by utilizing our India lab. Our first driver, the PEAR prototype was built at the end of 2022 which marks a significant milestone in the program's development. The PEAR will have a truly revolutionary electrical architecture with the many ECUs in the traditional vehicle consolidated down to just a few central computer units, which we call the Blade Computer. This enables us to execute a fully, next-generation electrical architecture for Fisker PEAR, which will be a software-driven car of the future.

現在簡要介紹一下 PEAR。在我們目前專注於 Ocean PEAR 工程的發射活動的同時，我們還在繼續增加。通過利用我們的印度實驗室，我們取得了很大進展。我們的第一個驅動程序 PEAR 原型是在 2022 年底建造的，這標誌著該程序開發的一個重要里程碑。 PEAR 將擁有真正革命性的電氣架構，將傳統車輛中的許多 ECU 整合為幾個中央計算機單元，我們稱之為刀片式計算機。這使我們能夠為 Fisker PEAR 執行完整的下一代電氣架構，這將是未來的軟件驅動汽車。

We have built an amazing team in-house with significant design and development competence. We have organized ourselves very well to collaborate seamlessly across our Los Angeles, Europe and India teams and time zones and to fight the ongoing impact from COVID. Our team is focused on meeting our commitments and driving new results that support the rapid scaling of our business. Thank you.

我們在內部建立了一支出色的團隊，具有強大的設計和開發能力。我們組織得很好，可以在我們的洛杉磯、歐洲和印度團隊和時區之間無縫協作，並抗擊 COVID 的持續影響。我們的團隊專注於履行我們的承諾並推動新的成果，以支持我們業務的快速擴展。謝謝。

I will now turn the call over to Geeta.

我現在將電話轉給 Geeta。

Thank you, Burkhard. Good morning, everyone. I'm extremely excited to be here today, and I want to start my remarks by thanking the entire Fisker team and all our partners and suppliers for continued hard work and persistence to launch an amazing vehicle. Building an innovative global EV brand is challenging, and our team remains focused on execution, no matter the obstacles and on delivering a very high-quality disruptive vehicle.

謝謝你，伯克哈德。大家，早安。今天來到這裡，我感到非常興奮，首先我要感謝整個 Fisker 團隊以及我們所有的合作夥伴和供應商，感謝他們為推出一款令人驚嘆的車輛而不斷努力和堅持。建立一個創新的全球電動汽車品牌具有挑戰性，我們的團隊仍然專注於執行，無論遇到什麼障礙，並致力於提供非常高質量的顛覆性車輛。

I personally spent the last 4 weeks in Austria with the purchasing and manufacturing teams at Magna. I guess that's more of my COO had than my CFO had. And quite frankly, I'm loving it. Let me provide an update on our manufacturing and supply chain status.

過去 4 週，我個人在奧地利與 Magna 的採購和製造團隊一起度過。我想我的首席運營官比我的首席財務官擁有的更多。坦率地說，我很喜歡它。讓我提供有關我們製造和供應鏈狀態的最新信息。

During the year-end holiday shutdown, at Magna Steyr, we completed the final modifications on equipment processes and structure and facility installation and integration works that involved 25-plus vendors and over 300-plus construction workers. Final tuning is underway in the body and paint shops and the general assembly line, which is scheduled to wrap up by the end of March.

年末休假期間，在麥格納斯太爾，我們完成了設備工藝和結構的最終修改以及設施安裝和集成工作，涉及 25 多家供應商和 300 多名施工人員。車身和油漆車間以及總裝線正在進行最終調整，計劃於 3 月底結束。

Workforce training has occurred in lockstep with plant and facility readiness. Off-line commissioning is ongoing, process are optimized and all relevant process partners are on site. In-line commissioning is also ongoing with integration and testing with equipment and software suppliers, and this is super critical for us to get into the phase of high-volume ramped up production.

勞動力培訓與工廠和設施準備情況同步進行。正在進行離線調試，優化流程，所有相關流程合作夥伴都在現場。在線調試也在與設備和軟件供應商進行集成和測試，這對我們進入大批量生產階段至關重要。

In parallel manufacturing plant readiness, we had an increased presence of various suppliers in January and February on site at Magna Steyr, who are committed to supporting us during this launch phase. We have completed EDI integrations with all our suppliers and callers issued for near-term Q1, Q2, along with '23 calendar year annual rolling forecast that has been released.

在並行製造工廠準備方面，我們在 1 月和 2 月在麥格納斯太爾現場增加了各種供應商，他們致力於在此啟動階段為我們提供支持。我們已經完成了與我們所有供應商和來電者的 EDI 集成，這些供應商和來電者發布了近期第一季度、第二季度，以及已經發布的 '23 日曆年年度滾動預測。

Long-lead material ordering commitments for critical items, such as batteries and drive units have been confirmed with suppliers. Material planning and preproduction teams are in constant communication, sometimes on a daily basis, multiple times a day with suppliers in EU, China and North America to make sure parts ordering is on schedule based on lead times and management of delivery to support the logistic modes Ocean truck and rail.

已與供應商確認電池和驅動單元等關鍵項目的長周期材料訂購承諾。物料計劃和預生產團隊與歐盟、中國和北美的供應商保持持續溝通，有時每天一次，一天多次，以確保根據交貨時間和交付管理按時訂購零件，以支持物流模式海洋卡車和鐵路。

Our China operations are beginning to ramp up, including hiring of our key personnel in China. And our China consolidation center is fully operational, executing Q1, Q2 material received and shipping out of China to Graz to support our production schedule. We expect to begin receiving parts in March in Graz most likely spread out over the month as [all our] suppliers ramp up, and we synchronize just-in-time logistics for all the parts. As we start getting initial parts and subsequentially ramp up in Q2, any part shortages may now become more obvious. Our teams are prepared and have set optimal inventory levels with continuous monitoring of supply chain risks and logistic delays and will react accordingly to avoid any parts supply disruptions.

我們在中國的業務開始增加，包括在中國招聘關鍵人員。我們的中國整合中心已全面投入運營，執行接收的第一季度和第二季度材料，並將其從中國運往格拉茨，以支持我們的生產計劃。我們預計 3 月份開始在格拉茨接收零件，隨著 [我們所有] 供應商的增加，我們很可能會在一個月內分散接收零件，並且我們同步所有零件的準時制物流。隨著我們開始獲得初始零件並隨後在第二季度增加，任何零件短缺現在都可能變得更加明顯。我們的團隊已做好準備並通過持續監控供應鏈風險和物流延遲來設定最佳庫存水平，並將做出相應反應以避免任何零件供應中斷。

Some of our suppliers have already requested more time for [running great ramp] to establish their internal PPAP processes. And as Henrik mentioned, the slow ramp-up was a very good decision to allow suppliers to ramp up parts with high quality. Specifically, one of our [Tier one] supplier is constrained during this ramp-up period, and we are working jointly with them to try and compress this time line. We are partnering with logistical experts to manage the timing and flow of our components for all parts out of Europe and North America. Magna Steyr is executing logistics and managing shipping patterns based on plant production schedules.

我們的一些供應商已經要求更多的時間來 [running great ramp] 來建立他們的內部 PPAP 流程。正如 Henrik 所提到的，緩慢的提升是一個非常好的決定，可以讓供應商提升高質量的零件。具體來說，我們的一個 [Tier one] 供應商在這個加速階段受到限制，我們正在與他們合作，試圖壓縮這個時間線。我們正在與物流專家合作，管理歐洲和北美以外所有零件的時間安排和組件流程。 Magna Steyr 正在根據工廠生產計劃執行物流和管理運輸模式。

Battery shipment from China has been tested and verified for all 3 modes of shipping, rail truck and sea freight. Critical components like batteries with long lead and long transit times, we have partnered with a professional service provider [Maersk] who is managing our end-to-end shipments from China, including storing the batteries in Europe and managing the on-time delivery to the assembly plant.

來自中國的電池運輸已經過所有 3 種運輸方式、鐵路卡車和海運的測試和驗證。電池等關鍵部件的交貨期長且運輸時間長，我們與專業服務提供商 [馬士基] 合作，後者負責管理我們從中國發出的端到端貨運，包括在歐洲存儲電池並管理按時交付到裝配廠。

In addition, Maersk provides secure warehousing for our batteries, whilst I was in Austria, I visited the state-of-the-art 3,000 square meter battery storage facilities, which is only 40 miles from Magna's plant, and it supplements battery safety stock on site at Magna. I was extremely impressed with the practices that Maersk follows for storage, advanced and sophisticated ways in which they lock material, they look at safety procedures. Now we've seen continued improvements in commodity and logistics costs.

此外，馬士基為我們的電池提供安全的倉儲，我在奧地利期間參觀了距離麥格納工廠僅 40 英里的最先進的 3,000 平方米電池存儲設施，它補充了電池安全庫存在麥格納的網站。我對馬士基在存儲方面所遵循的實踐、他們鎖定材料的先進和復雜的方法以及他們查看安全程序的做法印象深刻。現在我們看到商品和物流成本持續改善。

Steel and aluminum are both down over 30% from 2022 highs. Battery raw material prices, such as nickel and cobalt are down meaningfully from peaks, while lithium carbonate has started to ease in recent months. And we expect prices to continue to decline throughout 2023. I had an excellent discussion with our partner CATL in China, and they have assured us that Fisker will get the best prices as material prices come down.

鋼鐵和鋁均較 2022 年的高點下跌了 30% 以上。鎳和鈷等電池原材料價格從峰值大幅下跌，而碳酸鋰近幾個月開始回落。我們預計價格將在整個 2023 年繼續下降。我與我們在中國的合作夥伴 CATL 進行了很好的討論，他們向我們保證，隨著材料價格的下降，Fisker 將獲得最優惠的價格。

Now we are even starting to hear industry watchers discuss potential oversupply of battery materials in the future. We've seen a significant improvement in European energy prices with European natural gas prices now back down to mid-2021 levels. Logistic costs and container prices have reduced meaningfully as more container capacity has become available, and we frankly saw this as Maersk were shipping batteries from China to Graz. For example, Ocean freight costs are approximately 70% lower than a year ago. Slower economic growth and lower inflation this year could provide further commodity and supply chain relief and lower input costs in general. As a digital direct-to-consumer brand, our online ecosystem is a critical platform for interacting with our customers and connecting them with their vehicles.

現在我們甚至開始聽到行業觀察家討論未來電池材料可能供過於求的問題。我們已經看到歐洲能源價格顯著改善，歐洲天然氣價格現已回落至 2021 年中期的水平。隨著更多集裝箱容量的可用，物流成本和集裝箱價格顯著下降，坦率地說，我們看到了這一點，因為馬士基將電池從中國運往格拉茨。例如，海運成本比一年前降低了大約 70%。今年經濟增長放緩和通脹下降可能會進一步緩解商品和供應鏈壓力，並降低總體投入成本。作為一個直接面向消費者的數字品牌，我們的在線生態系統是與客戶互動並將他們與車輛聯繫起來的重要平台。

In November, we introduced our interactive 3-D configurator and an updated app and website. I must say that we -- I apologize on behalf of the entire Fisker team for early glitches in our digital offerings. We were a little too excited to get it out to get some excitement with our customers. We will continue to evolve the platform as our customers provide feedback on their experiences. The new version of our web application and iOS App is planned to go live this coming Thursday, March 2, and Android will go live on Thursday, March 16. And we look forward to receive your feedback.

11 月，我們推出了交互式 3-D 配置器以及更新的應用程序和網站。我必須說我們——我代表整個 Fisker 團隊為我們數字產品中的早期故障道歉。我們有點太興奮了，沒法把它拿出來讓我們的客戶興奮起來。隨著我們的客戶提供有關他們體驗的反饋，我們將繼續改進該平台。我們的新版網絡應用程序和 iOS 應用程序計劃於 3 月 2 日星期四上線，Android 版將於 3 月 16 日星期四上線。我們期待收到您的反饋。

This new Fisker Web and App are improved for a seamless and intuitive way to explore and own a Fisker EV. The benefits of the new Fisker app are as follows: number one, new my Fisker account profile management hub for reservations and orders which I personally architected with the team. Number two, new Ocean ordering process, including a price estimator with delivery trade in and financing choices, which is an excellent task force that was done between marketing, between finance teams, between IT teams, a seamless collaboration, completely developed in-house. And finally, an enhanced 3-D configurator with the most up-to-date product information, packages, options and accessories, and I must say, it is one of the most easy-to-use configurators out there.

這個新的 Fisker Web 和應用程序經過改進，可以以無縫和直觀的方式探索和擁有 Fisker EV。新的 Fisker 應用程序的優勢如下：第一，新的我的 Fisker 帳戶配置文件管理中心，用於預訂和訂單，這是我與團隊親自設計的。第二，新的 Ocean 訂購流程，包括帶有交付交易和融資選擇的價格估算器，這是一個出色的工作組，在營銷團隊、財務團隊之間、IT 團隊之間完成，無縫協作，完全在內部開發。最後，增強型 3-D 配置器具有最新的產品信息、包裝、選項和附件，我必須說，它是目前最易於使用的配置器之一。

Now turning to our Q4 results. balance sheet and 2023 outlook. Fourth quarter revenue totaled USD 306,000 driven by sales of Fisker branding, home charging solutions and merchandise. I know a lot of people are eager to understand whether we booked revenue for the 15 fleet vehicle sales to Magna. So let me address this.

現在轉向我們的第四季度結果。資產負債表和 2023 年展望。受 Fisker 品牌、家庭充電解決方案和商品銷售的推動，第四季度總收入為 306,000 美元。我知道很多人都渴望了解我們是否將向 Magna 銷售的 15 輛車隊車輛計入收入。所以讓我來解決這個問題。

We built 15 fleet vehicles for Magna in December. As of year-end, in 2022, these vehicles were still on our books as we built them in December. In January, Magna started using these vehicles for data collection, improvements, and validating additional features to be added in months to come. Due to planned vehicle use, revenue recognition per GAAP does not apply. One of these vehicles is currently being showcased to 15 OEMs in Sweden to highlight joint powertrain capabilities of both Fisker and Magna. And I'm personally super excited to go out there in about 10 days and see how that vehicle is doing.

我們在 12 月為 Magna 建造了 15 輛車隊車輛。截至年底，即 2022 年，這些車輛在我們 12 月製造時仍在我們的賬簿上。 1 月，麥格納開始使用這些車輛進行數據收集、改進和驗證將在未來幾個月內添加的其他功能。由於計劃使用車輛，因此不適用按 GAAP 的收入確認。其中一款車輛目前正在瑞典向 15 家原始設備製造商展示，以突出 Fisker 和 Magna 的聯合動力總成能力。我個人非常興奮能在大約 10 天后去那裡看看那輛車的表現如何。

Our Q4 operating expenses were $178 million or $176 million ex stock compensation expense, while capital expenditures came in at $34 million for the quarter. Full year OpEx and CapEx of $702 million, excluding stock compensation expense, came in below the low end of our guidance range of $715 million to $790 million. We are pleased with this result and believe it is a continued testament of our ability to carefully manage spending while continuing to execute on our business plan. Such discipline does not come by chance, it comes by design.

我們第四季度的運營費用為 1.78 億美元或 1.76 億美元的股票補償費用，而本季度的資本支出為 3400 萬美元。全年運營支出和資本支出為 7.02 億美元，不包括股票補償費用，低於我們 7.15 億美元至 7.9 億美元指導範圍的低端。我們對這一結果感到滿意，並相信這繼續證明了我們在繼續執行我們的業務計劃的同時謹慎管理支出的能力。這樣的紀律不是偶然的，而是設計出來的。

SG&A was modestly lower on strong cost control and lean operations and also because we needed to do less marketing overall since Henrik talked about the excellent reservation numbers we have. CapEx was also well contained, again due to disciplined management due to certain benefits with respect to FX, some real reductions in CapEx, which we didn't need and also certain payments moved into 2023.

由於強大的成本控制和精益運營，SG&A 略有降低，而且因為 Henrik 談到我們擁有出色的預訂數量，我們需要減少整體營銷。資本支出也得到了很好的控制，這也是由於外匯方面的某些好處導致的嚴格管理，資本支出的一些實際減少，這是我們不需要的，而且某些付款也進入了 2023 年。

On the other hand, R&D was higher as we started to reach industrialization and certain key milestones, which actually triggers accruals of certain ED&D.

另一方面，隨著我們開始實現工業化和某些關鍵里程碑，研發費用更高，這實際上觸發了某些 ED&D 的應計費用。

In addition, in order to keep our program timing on track, we also made a decision to utilize some low-volume tooling during this period, which also increased R&D. And as a result, some of the CapEx also moved into 2023.

此外，為了讓我們的計劃時間保持在正軌，我們還決定在此期間使用一些小批量工具，這也增加了研發。結果，一些資本支出也進入了 2023 年。

Our balance sheet remains solid. We finished Q4 with over $736 million in cash, better than we had expected and higher than consensus forecast due to deliberate cost management and opportunistic ATM usage.

我們的資產負債表仍然穩健。由於刻意的成本管理和機會主義的 ATM 使用，我們以超過 7.36 億美元的現金結束了第四季度，好於我們的預期，也高於普遍預期。

For reference, this is approximately $100 million higher than consensus average as we see it. This excludes approximately $28 million of VAT receivables, which are delayed to 2023 and would have added to cash balances if we had received them last year.

作為參考，這比我們認為的共識平均水平高出約 1 億美元。這不包括大約 2800 萬美元的增值稅應收賬款，這些應收賬款被推遲到 2023 年，如果我們去年收到它們，它們會增加現金餘額。

During the quarter, we brought in approximately $57 million from our $350 million at-the-market equity program, which is part of the $2 billion shelf. We have demonstrated our agile business management and prudent liquidity. We remain focused on optimizing our investments and cost structure to remain fit for purpose and aligns with our production and delivery cadence. Again, I want to highlight, in 2022, our 2022 OpEx may seem higher than expected. But overall, CapEx taking into account we are way ahead.

在本季度，我們從 3.5 億美元的上市股票計劃中獲得了大約 5700 萬美元，這是 20 億美元貨架的一部分。我們展示了靈活的業務管理和審慎的流動性。我們仍然專注於優化我們的投資和成本結構，以保持符合目的並與我們的生產和交付節奏保持一致。我想再次強調，在 2022 年，我們的 2022 年運營支出似乎高於預期。但總的來說，考慮到我們的資本支出，我們遙遙領先。

Turning to 2023 guidance. Our overall non-GAAP SG&A, R&D plus CapEx guidance for 2023 stands at $535 million to $610 million range. This guidance reflects our efforts to advance our product development goals while maintaining liquidity that is commensurate with our asset-light model. We've also identified strategic levers we can pull if our sales plans change. We have the capital for Ocean launch. If we decided to focus only on Ocean, as Henrik mentioned, we can enhance liquidity further in case capital markets are tighter. We have engaged an investment bank to secure non-dilutive capital, and I'm pleased to say that we have received a couple of initial terms and are in discussion with lenders for working capital facilities for later this year as we go into see production. We are currently evaluating this initial offers.

轉向 2023 年指導。我們對 2023 年的整體非 GAAP SG&A、R&D 和 CapEx 指導在 5.35 億美元至 6.1 億美元的範圍內。該指南反映了我們為推進產品開發目標所做的努力，同時保持與我們的輕資產模型相稱的流動性。如果我們的銷售計劃發生變化，我們還確定了可以採取的戰略槓桿。我們有Ocean發射的資本。如果我們決定只關注海洋，正如 Henrik 提到的那樣，我們可以在資本市場趨緊的情況下進一步提高流動性。我們已經聘請了一家投資銀行來確保非稀釋性資本，我很高興地說我們已經收到了幾個初步條款，並且正在與貸方討論今年晚些時候我們開始生產時的營運資金安排。我們目前正在評估這個初始報價。

We are targeting 2023 production of up to 42,400 units, provided our supply chain delivers as forecasted, and we received homologation in a timely manner. Similarly, we expect 2023 gross margins in the range of 8% to 12% and potentially positive EBITDA. These numbers could get better as we achieve efficiencies with our suppliers and if input costs keep going further down.

我們的目標是到 2023 年生產多達 42,400 台，前提是我們的供應鏈按預期交付，並且我們及時收到認證。同樣，我們預計 2023 年的毛利率在 8% 至 12% 之間，EBITDA 可能為正。隨著我們與供應商一起提高效率，並且如果投入成本繼續下降，這些數字可能會變得更好。

We will be self-sustainable as a company with these margins given our asset-light approach. Fisker continues to strategically strengthen our in-house technical capabilities, total team members now over 850. We are broadening our geographic footprint reflective of our global business model. Today, we are incorporated in 16 countries, and we currently have team members in 10 of these markets. We anticipate opening new markets shortly.

鑑於我們的輕資產方法，我們作為一家擁有這些利潤率的公司將能夠自我維持。 Fisker 繼續戰略性地加強我們的內部技術能力，團隊成員總數現已超過 850 人。我們正在擴大反映我們全球商業模式的地理足跡。今天，我們在 16 個國家/地區設立了公司，目前我們在其中 10 個市場擁有團隊成員。我們預計很快就會打開新市場。

Our technical center of excellence in India has accounted for significant hiring in the past few quarters, providing Fisker with round-the-clock technical expertise. I'm extremely proud of the Fisker team, our partners and suppliers for all these accomplishments we've made in 2022 and already in early '23 and the unwavering focus on launching an amazing vehicle. We continue to show agility and resiliency and adjust whenever needed to stay on track. We're now happy to take your questions.

我們在印度的卓越技術中心在過去幾個季度招聘了大量人才，為 Fisker 提供全天候的技術專長。我為 Fisker 團隊、我們的合作夥伴和供應商感到非常自豪，因為我們在 2022 年和 23 年初取得了所有這些成就，並且堅定不移地專注於推出一款令人驚嘆的車輛。我們繼續表現出敏捷性和彈性，並在需要時進行調整以保持在正軌上。我們現在很樂意回答您的問題。

Operator, please start the question-and-answer session.

接線員，請開始問答環節。

(Operator Instructions) Our first question is from Chris McNally from Evercore.

（操作員說明）我們的第一個問題來自 Evercore 的 Chris McNally。

And really appreciate all the guidance details. It's very helpful. So maybe 2 questions, one for Henrik on-demand and one for Geeta on gross margins.

非常感謝所有指導細節。這非常有幫助。所以可能有 2 個問題，一個針對 Henrik 點播，一個針對 Geeta 關於毛利率的問題。

Henrik, how do we monitor and sort of encourage the order conversion. I think investors seem super focused on -- your 65,000 net orders is great. but it's only a couple of hundred down. So how do you keep sort of the lower trends engaged where they may have wait times of over 9 months? I know you've talked about the higher trends mostly being delivered in 2023. But if you can talk about order conversion and how you're monitoring customer engagement, that would be great.

Henrik，我們如何監控和鼓勵訂單轉換。我認為投資者似乎非常關注——你的 65,000 筆淨訂單很棒。但它只下降了幾百。那麼，您如何在等待時間超過 9 個月的情況下保持較低趨勢的參與度呢？我知道你已經談到了主要在 2023 年交付的更高趨勢。但如果你能談談訂單轉換以及你如何監控客戶參與度，那就太好了。

Yes. Absolutely. So I mean, first of all, as I think most people know, we have already converted quite a lot of orders. They were done out of 2 reasons. One, we had a limited 5,000 Ocean Ones, where we took a nonrefundable [$5,000 below] deposit. So those are pretty much gone. We actually have 1,000 people under waiting list to get an Ocean One. We then also have sold or fully firm orders for several, several thousands of other vehicles out of the U.S., which were came out of the IRA where we had that 1 week, where we took the opportunity to offer people to make a firm commitment. So they had potentially the possibility to get this tax refund of $7,500. So that's already gone.

是的。絕對地。所以我的意思是，首先，我想大多數人都知道，我們已經轉換了很多訂單。他們這樣做有兩個原因。第一，我們有 5,000 個限量版 Ocean Ones，我們在那裡收取了不可退還的 [低於 5,000 美元] 押金。所以那些幾乎都消失了。我們實際上有 1,000 人在等待獲得海洋一號。然後，我們還從美國出售或完全確定了數以千計的其他車輛的訂單，這些車輛來自 IRA，在那裡我們有 1 週的時間，我們藉此機會讓人們做出堅定的承諾。因此，他們有可能獲得 7,500 美元的退稅。所以那已經過去了。

Now the next step is we're going to open up for firm reservations starting with the extreme very shortly, both in Europe and U.S., and we have a lot of people who are super excited about doing that, so they can obviously make a firm order, start putting in their colors and wheels, et cetera. So at this point, I think we're seeing a really, really firm commitment from most of our reservation holders. What we are doing is, we are reaching out to our reservation holders almost every week. We also don't want to [imitate] them with stuff from us, but we keep them up to speed with what's going on. I think the fact that we have not raised prices, we have been firm with our pricing. We set up pricing a long time ago, and it works with our business model. We make money on our vehicles. And I think that's a very important part of why we have loyal customers.

現在下一步是，我們將很快在歐洲和美國開放從極端開始的堅定保留，我們有很多人對此非常興奮，所以他們顯然可以做出堅定的訂單，開始放入他們的顏色和輪子，等等。所以在這一點上，我認為我們看到了大多數預訂持有人的真正、非常堅定的承諾。我們正在做的是，我們幾乎每週都會聯繫我們的預訂持有人。我們也不想[模仿]他們用我們的東西，但我們讓他們跟上正在發生的事情。我認為事實上我們沒有提價，我們的定價一直很堅定。我們很久以前就制定了定價，它與我們的商業模式相得益彰。我們靠我們的車賺錢。我認為這是我們擁有忠實客戶的一個非常重要的部分。

I also think once we get this vehicle on the road or even people who can go and actually try it, I actually think that's going to be the ultimate conversion weapon when somebody gets into the vehicle and go, wow, this thing is amazing.

我還認為，一旦我們讓這輛車上路，或者甚至是可以去實際嘗試的人，我實際上認為這將成為最終的轉換武器，當有人上車然後走的時候，哇，這東西太棒了。

So that's all I will say. But the fact that we continue seeing a growth in our reservations, I think, really shows the unique product that we have because, not everybody keeps seeing growth when you see more competition coming, and somebody lowering prices, et cetera. But I think that really shows that we have a great product.

這就是我要說的。但事實上，我們繼續看到我們的預訂量增長，我認為，這確實表明了我們擁有的獨特產品，因為當你看到更多的競爭到來，有人降價等等時，並不是每個人都能看到增長。但我認為這確實表明我們擁有出色的產品。

And Geeta, maybe real quickly on the gross margins. Again, I appreciate the visibility. Could you just walk us through sort of the risk and opportunities around the range, 8% to 12%, how do we think about ramping that throughout the year? Could you be gross margin positive sort of in one of the earlier quarters, let's call it Q3. And then just remind us how the margin and the supply agreement works in contract manufacturing.

而 Geeta，毛利率可能很快就會提高。我再次感謝能見度。您能否帶我們了解一下 8% 到 12% 範圍內的風險和機遇，我們如何考慮全年增加？您能否在較早的一個季度中獲得毛利率，我們稱之為第三季度。然後提醒我們保證金和供應協議在合同製造中的運作方式。

Sure, Chris. So I think that the 8% to 12% gross margins that we have outlined, these are actually GAAP accounting base. They include stock-based compensation. So we have taken into account all the investments we have made. And we have factored those in when we look at these gross margins, I think you asked the question, what are the risks and opportunities? So I think from my point of view, to achieve these gross margins, I don't frankly see a risk unless battery prices trouble. So I don't frankly see a risk on achieving the gross margins. We make these gross margins from the first car, and I think I've highlighted that multiple times in multiple earning calls, and that is because of our asset-light strategy. And we don't have those huge factory billions of dollars of cost to account or amortize against. Opportunities...

當然，克里斯。所以我認為我們概述的 8% 到 12% 的毛利率，這些實際上是 GAAP 會計基礎。它們包括基於股票的補償。所以我們已經考慮了我們所做的所有投資。當我們查看這些毛利率時，我們已經將這些因素考慮在內，我想你問了這個問題，風險和機遇是什麼？所以我認為，從我的角度來看，要實現這些毛利率，坦率地說，除非電池價格出現問題，否則我不認為存在風險。因此，坦率地說，我不認為實現毛利率存在風險。我們從第一輛車中獲得這些毛利率，我想我已經在多次財報電話會議上多次強調了這一點，這是因為我們的輕資產戰略。而且我們沒有那些巨大的工廠數十億美元的成本來計算或攤銷。機會...

And then -- sorry, Geeta. I just wanted to interrupt. Is it possible you could just give how long -- I mean you have obviously visibility on your battery prices for a certain number of quarters. So when you were making the comment about battery, is that for longer-term gross margins, obviously, there would be more variability -- just wanted to interrupt.

然後——對不起，吉塔。我只是想打斷一下。您是否可以只給出多長時間 - 我的意思是您可以清楚地了解某些季度的電池價格。所以當你對電池發表評論時，對於長期毛利率來說，顯然會有更多的可變性——只是想打斷一下。

So, yes, sure. So Chris, when it comes to battery prices, our battery contract is already set in stone. And what changes is the certain material prices which are linked to indexes, so which are common to everybody, not just us. The second place where you have the ability to influence the battery price is volume, obviously. So as Henrik mentioned, as our opportunity to grow increases, I'm expecting, as I discussed with our partner, CATL, volume can also have an impact.

所以，是的，當然。所以克里斯，談到電池價格，我們的電池合同已經敲定。變化的是與指數掛鉤的某些材料價格，所以這對每個人來說都是共同的，而不僅僅是我們。顯然，您有能力影響電池價格的第二個地方是體積。因此，正如 Henrik 提到的那樣，隨著我們增長機會的增加，我預計，正如我與我們的合作夥伴 CATL 討論的那樣，銷量也會產生影響。

The third area that can have an impact on battery pricing is, if we decide with CATL to jointly participate in mining. I don't see that happening anytime soon. We're an asset-light business, but I would never say never, should we have an opportunity to do something which is ethical and which is exciting to address the pricing.

第三個可能對電池定價產生影響的領域是，如果我們決定與 CATL 共同參與挖礦。我認為這種情況不會很快發生。我們是一家輕資產企業，但我永遠不會說永遠，如果我們有機會做一些合乎道德且令人興奮的事情來解決定價問題。

So I'm not concerned about battery pricing. I think we've seen the highs of the highs, and I'm expecting that we are now going to get tapering off with respect to battery prices.

所以我不關心電池定價。我認為我們已經看到了高點中的高點，我預計我們現在將逐漸減少電池價格。

In terms of -- I'll talk a little bit about opportunities and I'll come to contract manufacturing. In terms of opportunities, if input prices keep going down, I see that as an opportunity for us to improve our gross margins. Also, I think that we have an opportunity here to look at a very sustainable product with respect to all the components and commodities. I alluded earlier to steel and other areas.

就-我會談談機會，我會談到合同製造。就機會而言，如果投入價格繼續下跌，我認為這是我們提高毛利率的機會。此外，我認為我們在這裡有機會研究一種關於所有組件和商品的非常可持續的產品。我之前提到過鋼鐵和其他領域。

Now let's look at contract manufacturing. So contract manufacturing, again, I think we've talked about it many times, and you were in the plant, and you saw on your own why we don't have the inefficiencies and Magna doesn't have the inefficiencies that every startup has. There are multiple products made on the same line. So we are part of the multiple product lines. That means that you share the cost base along with other customers. So that's the first thing.

現在讓我們看看合同製造。所以合同製造，我想我們已經談過很多次了，你在工廠裡，你親眼看到了為什麼我們沒有效率低下，而麥格納沒有像每家初創公司那樣效率低下.同一條生產線上生產多種產品。所以我們是多個產品線的一部分。這意味著您與其他客戶共享成本基礎。所以這是第一件事。

The second thing I want to highlight is that the way the contract -- this is launch here. It's not a full year of production. This is launch year. So any fixed cost they apply for next year, so we have a fairly defined manufacturing agreement. We don't reveal our assembly cost. That's our trade secret. So we keep that in-house. But we're very confident that these prices stay. Of course, there's been an increase with respect to inflation. So those labor costs are very well known. The labor is union, but we factored in even those inflationary increases in the gross margins that I gave you guys.

我要強調的第二件事是合同的方式——這是在這裡發布的。這不是一整年的生產。今年是發射年。所以他們明年申請的任何固定成本，所以我們有一個相當明確的製造協議。我們不透露組裝成本。那是我們的商業秘密。所以我們將其保留在內部。但我們非常有信心這些價格會保持不變。當然，通貨膨脹有所增加。所以這些勞動力成本是眾所周知的。勞工是工會，但我們甚至在我給你們的毛利率中考慮了那些通脹增長。

Our next question is from Jeff Osborne from Cowen and Co.

我們的下一個問題來自 Cowen and Co. 的 Jeff Osborne。

Two quick ones. Maybe just a follow-up on the prior line of questioning, Geeta. What is the lag of raw material price changes to when it would flow through on your battery pricing? Is that like 6 months, 12 months? Is there any time frame you can add to that?

兩個快的。 Geeta，也許只是對先前問題的跟進。原材料價格變化與電池定價的滯後時間是多少？是 6 個月、12 個月嗎？您可以添加任何時間框架嗎？

Quarterly. Quarterly.

季刊。季刊。

Quarterly. Got it. Perfect. And then speaking of quarterly how should we think about the cadence of production through the year? Last quarter, you had given some helpful commentary on what you thought production would be by quarter. You obviously reiterated guidance for the full year. I assume we should be all on the same page, not assuming any deliveries in calendar Q1. And then is the old production ramp still applicable or no?

季刊。知道了。完美的。然後說到季度，我們應該如何考慮全年的生產節奏？上個季度，您對您認為每個季度的產量給出了一些有用的評論。您顯然重申了全年的指導方針。我假設我們應該都在同一頁面上，而不是假設日曆 Q1 有任何交付。那麼舊的生產坡道是否仍然適用？

Those are a lot of questions. So let me take one by one. So deliveries have nothing to do with production. Deliveries have to do with homologation and getting the approvals to sell the cars. So I want to separate the 2. We can produce cars today. As long as we get -- like I mentioned earlier, we are starting to get parts. I saw batteries last week. I'm seeing other parts coming in. So as long as parts keep coming in, we can produce the cars, no problem. But what we need is the certification to sell the vehicles in Europe and U.S. And I think Burkhard went into great detail about that already.

這些問題很多。因此，讓我一一列舉。所以交貨與生產無關。交付與認證和獲得銷售汽車的批准有關。所以我想把 2 分開。我們今天可以生產汽車。只要我們得到 - 就像我之前提到的那樣，我們就會開始獲得零件。我上週看到了電池。我看到其他零件進來了。所以只要零件不斷進來，我們就可以生產汽車，沒問題。但我們需要的是在歐洲和美國銷售車輛的認證，我認為 Burkhard 已經對此進行了非常詳細的介紹。

Now let's come to production itself. We can produce -- Henrik mentioned 20 cars a day, and we have a very clear plan with Magna Steyr on how to increase this production capacity week on week on week, all the way through to December this year. So the numbers we had -- the guidance we had given hasn't changed in terms of what we can produce.

現在讓我們來生產本身。我們可以生產——Henrik 提到每天生產 20 輛汽車，我們與 Magna Steyr 有一個非常明確的計劃，關於如何逐週提高產能，一直到今年 12 月。所以我們擁有的數字 - 我們給出的指導在我們可以生產的方面沒有改變。

What we need to monitor, as I mentioned, is supplier ramp-up. So as I alluded to, certain suppliers, they feel they need a little bit more time for their own PPAP processes, high-quality PPAP processes, and we will monitor what that means between March, April, May in terms of where they get to peak production. But I'm expecting that by June time frame, all the suppliers are fully ramped up to our production needs, which is more or less 5,000 a month at this point in time.

正如我所提到的，我們需要監控的是供應商的增長。因此，正如我提到的，某些供應商認為他們需要更多時間來處理他們自己的 PPAP 流程，高質量的 PPAP 流程，我們將在 3 月、4 月和 5 月之間監測這意味著他們到達哪裡生產高峰期。但我預計到 6 月的時間框架，所有供應商都將完全滿足我們的生產需求，此時每月大約 5,000 個。

Our next question is from Dan Levy from Barclays.

我們的下一個問題來自巴克萊銀行的 Dan Levy。

I wanted to ask about the R&D guidance. So you're guiding to 2023 R&D is $160 million to $190 million. This is a significant step down from the $400 million plus you did in 2022. So maybe you could just talk about, please, the underlying requirements or dynamics in R&D spend, why it steps down? And maybe what R&D is required in the future for new product, be it PEAR, Ronin or Alaska.

我想問一下研髮指導。所以你指導 2023 年的研發是 1.6 億到 1.9 億美元。與你在 2022 年所做的 4 億美元相比，這是一個重大的進步。所以也許你可以談談研發支出的基本要求或動態，為什麼它會減少？也許未來新產品需要什麼樣的研發，無論是 PEAR、Ronin 還是 Alaska。

Great question, Dan. So Dan, when a company starts up operations, you have a certain level of inefficiency, and that's why we have a lot of outside suppliers and we have relied on Magna to do some of the engineering. Also, we relied on certain suppliers do some of the engineering, which is why you saw a higher ED&D bill for Ocean.

好問題，丹。所以丹，當一家公司開始運營時，你會有一定程度的低效率，這就是為什麼我們有很多外部供應商，我們依靠麥格納來做一些工程。此外，我們依賴某些供應商進行一些工程設計，這就是為什麼你看到 Ocean 的 ED&D 費用更高。

Now as we go into the second vehicle, on one hand, we have enhanced our own internal team, including a pretty significant employee base in India which, as we know, is a much reduced cost than hiring here in California. So that accounts for some of the reduced costs where we brought some of the R&D in-house.

現在，當我們進入第二個工具時，一方面，我們已經加強了我們自己的內部團隊，包括在印度的一個相當重要的員工基礎，正如我們所知，這比在加利福尼亞這裡僱用成本要低得多。因此，這可以解釋我們在內部進行一些研發的部分成本降低的原因。

The second point is that we have certain areas where we don't have to repeat the engineering, let me give you some examples. So for example, the OTA pipeline that Burkhard talked about, once those investments are in place, we don't have to repeat them. Henrik talked about UI/UX, once the development, the base UI/UX experience is developed, now you're doing a spin-off, you're going to modify that. So there are many, many, many areas, including, I can talk about in EE architecture where we have the capability to take over certain components from certain suppliers and carry over and use those over our second vehicle. And finally, we are more efficient. We have a team that works together, smarter, just far more efficient when it comes to next year.

第二點是我們有一些區域不需要重複工程，讓我舉幾個例子。因此，例如，Burkhard 談到的 OTA 管道，一旦這些投資到位，我們就不必重複它們。 Henrik 談到了 UI/UX，一旦開發，基本的 UI/UX 體驗就開發好了，現在你要做一個衍生產品，你要修改它。所以有很多很多領域，包括，我可以在 EE 架構中談論我們有能力從某些供應商那裡接管某些組件，並在我們的第二輛車上繼承和使用這些組件。最後，我們更有效率。我們有一個團隊一起工作，更聰明，明年的效率要高得多。

And Dan, maybe just to add to that, you mentioned Alaska. That will be very broadly based on the Ocean. We're going to call it the [FT 32] platform, but it's really a derivative of the Ocean. So again, you're not now engineering account from ground up. And that's also why we can have. We can create a driver, prototype really quickly because when we created the first driver prototype of the Ocean, there was nothing there. Everything had to be new. That's not the case with future vehicles.

丹，也許只是補充一點，你提到了阿拉斯加。這將非常廣泛地基於海洋。我們將稱之為 [FT 32] 平台，但它實際上是 Ocean 的衍生產品。再說一次，您現在不是從頭開始設計帳戶。這也是我們可以擁有的原因。我們可以非常快速地創建驅動程序原型，因為當我們創建 Ocean 的第一個驅動程序原型時，那裡什麼都沒有。一切都必須是新的。未來的車輛並非如此。

Dan, I hate to say the final comment, but frankly, there is a price point for new startup. There's a price of entry and suppliers generally charge you a higher ED&D once you get past that phase, you are welcomed into the club and you get treated like a real OEM.

丹，我不想說最後的評論，但坦率地說，新創業公司是有價格點的。一旦進入這個階段，供應商通常會向您收取更高的 ED&D 費用，歡迎您加入俱樂部，並像真正的 OEM 一樣對待您。

Great. And then a follow-up. Maybe you can talk a bit more about the time line of PEAR. You mentioned you have a prototype, but how many incremental prototype stages are there?

偉大的。然後是跟進。也許你可以多談談 PEAR 的時間線。你提到你有一個原型，但是有多少增量原型階段？

At what point do you start to do the supplier sourcing, when does the BOM get locked in? And I think you had mentioned at one point that there was a high amount of carryover content from Ocean to PEAR. Maybe you can reiterate, that's still the case or any incremental color on that front, please?

您什麼時候開始進行供應商採購，BOM 何時鎖定？我想你曾經提到過從 Ocean 到 PEAR 有大量的遺留內容。也許你可以重申，情況仍然如此，或者在前面有任何增量顏色，好嗎？

Yes. So first, what I mentioned was a new way to specify a vehicle. And what I mean by that is that when anyone, anywhere in the world creates a car, it is a set of spec books, and spec book means that every part could be the mirror. For example, there's a spec book on the mirror and that spec book, for example on The mirror might contain 20 different things from the light has to be to test, the cap on the mirror, everything that's in that mirror, a little electric motor whatever. And what normally happens is, you create that spec book, specifically as a start-up together with suppliers, sometimes. What happens with normal OEMs or traditional OEMs has been added for a while, they take the spec book from their previous car and they apply it to the next car, which essentially -- I mean it's just like a recipe in a bakery when the son or daughter takes over, they will use the same recipe as the mother and father did and nothing really changes.

是的。所以首先，我提到的是一種指定車輛的新方法。我的意思是，當世界上任何地方的任何人製造汽車時，它就是一套規格書，而規格書意味著每個零件都可以是鏡子。例如，鏡子上有一本規格書，那本規格書，例如，鏡子可能包含 20 種不同的東西，必須測試的燈，鏡子上的蓋子，鏡子裡的所有東西，一個小電動機任何。通常情況下，您有時會與供應商一起創建該規格書，特別是作為一家初創公司。普通原始設備製造商或傳統原始設備製造商會發生什麼情況已經有一段時間了，他們從他們以前的汽車中獲取規格書並將其應用於下一輛車，這基本上 - 我的意思是就像兒子在麵包店裡的食譜一樣或女兒接手，他們將使用與母親和父親相同的食譜，沒有什麼真正的改變。

In our case, we decided with a PEAR to actually completely redo the spec books. We obviously had all the experience with the Ocean, and we find comp through it and certain elements that are great at the Ocean that we can use real use, but other things may be too premium because at the end of the day, the Fisker Ocean is a premium vehicle that goes all the way up to $70,000. So of course, it has certain engineering solutions that fits that premium segment.

在我們的案例中，我們決定使用 PEAR 實際上完全重做規格書。我們顯然擁有 Ocean 的所有經驗，我們通過它找到了可比性以及 Ocean 中的某些元素，我們可以實際使用，但其他東西可能太高級了，因為歸根結底，Fisker Ocean是一款價格最高可達 70,000 美元的高級車輛。因此，當然，它有適合該高端細分市場的某些工程解決方案。

But when we looked at the PEAR, we wanted to come up with some ideas that has never been done before to achieve our goal of being able to sell this vehicle for $29,900 as the base price and make money of it. And we went through all that and have already gone through all that. We have also gone through how can we lower the cost of the total development? Maybe we do less prototypes, maybe do prototypes at different stage. There's a whole bunch of things we're going through. Now I'm not about to show our menu, just like Coca-Cola doesn't show their ingredients, so they're lying in some safe somewhere. And so it does here at Fisker. So I'm not going to elaborate more on that. But believe me, it's a pretty exciting program, and it will come out at $29,900.

但是當我們研究 PEAR 時，我們想提出一些以前從未做過的想法來實現我們的目標，即能夠以 29,900 美元的底價出售這輛車並從中賺錢。我們經歷了所有這些，並且已經經歷了所有這些。我們也經歷過如何才能降低總的開發成本？也許我們做的原型更少，也許在不同的階段做原型。我們正在經歷一大堆事情。現在我不打算展示我們的菜單，就像可口可樂不展示他們的成分一樣，所以他們躺在某個安全的地方。 Fisker 也是如此。所以我不打算詳細說明這一點。但請相信我，這是一個非常令人興奮的程序，售價為 29,900 美元。

Dan, you asked a question about the BOM and you asked a question about supply engagement. So I think what I'm super excited about is learning more and more about e-architecture from Burkhard and how amazing and lean the e-architecture will be. So I'll pass on to Burkhard to explain a little bit, and then I'll jump back in on the BOM.

丹，你問了一個關於物料清單的問題，你問了一個關於供應參與的問題。所以我認為讓我超級興奮的是從 Burkhard 那裡學到越來越多關於電子架構的知識，以及電子架構將多麼驚人和精益。所以我會請 Burkhard 稍微解釋一下，然後我會跳回 BOM。

Let me talk about the central computers. So in original -- or in traditional car manufacturers, we have many ECUs, which are now consolidated to just a few. If you imagine how many ECUs need power supply, need packaging, need housing. We can reduce that to just a few with this saying the complexity to consolidating into less computers is playing in that advantage, not just in regards to owning the software on one hand side and all the features and functions being implemented in those fewer computers but also reducing the complexity with suppliers, reducing the complexity on cost, reducing the complexity of wiring harness.

讓我談談中央計算機。所以在最初——或者在傳統汽車製造商中，我們有很多 ECU，現在合併為幾個。你想像一下有多少ECU需要供電，需要封裝，需要外殼。我們可以將其減少到只有少數，因為整合到更少的計算機中的複雜性正在發揮這一優勢，不僅在一方面擁有軟件以及在這些較少的計算機中實現的所有特性和功能方面，而且降低與供應商的複雜性，降低成本上的複雜性，降低線束的複雜性。

Just a few centralized computers allow you actually to reduce extremely the cost from components to wiring harness, to ED&D. And that is we are doing currently, consolidating into this new architecture, which really becomes now a software-driven car where we see the future going, specifically for PEAR, it allows us to reduce drastically the BOM cost from the e-architecture, although the complexity of the domain computers are increasing. This is the advantage of the future e-architecture, which we are implementing into the PEAR.

只需幾台集中式計算機，您實際上就可以極大地降低從組件到線束，再到 ED&D 的成本。這就是我們目前正在做的，整合到這個新架構中，它現在真的變成了軟件驅動的汽車，我們看到了未來的發展方向，特別是對於 PEAR，它使我們能夠從電子架構中大幅降低 BOM 成本，儘管域計算機的複雜性正在增加。這是我們正在 PEAR 中實現的未來電子架構的優勢。

So Dan, just to highlight between Henrik and Burkhard, overall, the car has a few parts whether it's electrical components or its mechanical components, less material means less cost. Also means that you have less integration, both electrical and hardware means that your prototyping costs are less, means that your overall complexity is less. So the way we look at PEAR, we are engineering the entire e-architecture in-house. It's well underway. We are working with -- we have identified some of our SoCs already. We have identified what chips we want with respect to infotainment. We are in the process of finalizing ADAS. And then when it comes to the actual body and chassis, the development is being done in-house completely. We are almost final negotiations when it comes to powertrain. So we have identified pretty much all long lead commodities and suppliers.

所以 Dan，只是為了在 Henrik 和 Burkhard 之間強調，總的來說，汽車有幾個部件，無論是電氣部件還是機械部件，更少的材料意味著更少的成本。還意味著您的集成度更低，電氣和硬件都意味著您的原型設計成本更低，意味著您的整體複雜性更低。所以我們看待 PEAR 的方式是，我們在內部設計整個電子架構。一切順利。我們正在與 - 我們已經確定了一些 SoC。我們已經確定了我們想要的信息娛樂芯片。我們正在完成 ADAS 的定稿。然後，當涉及到實際的車身和底盤時，開發工作完全在內部完成。在動力總成方面，我們幾乎是最後的談判。所以我們已經確定了幾乎所有的長鉛商品和供應商。

Our next question is from Itay Michaeli from Citi.

我們的下一個問題來自花旗銀行的 Itay Michaeli。

Just a couple of quick follow-ups from me. First, hoping you could just talk a little bit about the cadence you expect for gross margin this year. I think you mentioned earlier that, this is a launch year and maybe there's certain, I guess, treatment of fixed costs. I was hoping if you could elaborate a bit more on the gross margin kind of in year 1 and year 2 in terms of the earlier comment.

只是我的一些快速跟進。首先，希望你能談談你對今年毛利率的預期節奏。我想你之前提到過，今年是發射年，我想也許有固定成本的處理方法。我希望你能根據之前的評論詳細說明第 1 年和第 2 年的毛利率類型。

Itay, I'm not generally given guidance for '24, sorry. Is that the question? Or sorry, are you asking me how it will -- Okay. So the gross margin I've given is on an annual basis, not giving guidance on a quarterly basis.

Itay，抱歉，我一般不會得到 24 年的指導。是這個問題嗎？或者抱歉，你是在問我它會怎樣——好的。所以我給出的毛利率是按年計算的，而不是按季度給出的指導。

Got it. And I guess, I guess, would there be different treatment of certain costs next year? I just want to elaborate if there's a comment you made around sort of the gross margin treatment initially in the launch year.

知道了。我想，我想，明年某些成本會有不同的處理方式嗎？我只想詳細說明您是否對最初在發布年份的毛利率處理方式發表了評論。

No. Because we don't have our own factory, as I explained, all the costs we have are amortized over the period of time, we haven't determined whether the life of those tools is 7 or 10 years. That's still to be determined as we get into sales. But I don't see minor launch costs, but I would not -- if you're putting a model together, I would not simulate it based on other vertically integrated EVs.

沒有。因為我們沒有自己的工廠，正如我所解釋的，我們所有的成本都是在一段時間內攤銷的，我們還沒有確定那些工具的壽命是7年還是10年。當我們開始銷售時，這仍有待確定。但我沒有看到較小的啟動成本，但我不會——如果你把一個模型放在一起，我不會基於其他垂直整合的電動汽車來模擬它。

Got it. Perfect. That's helpful, one of that clarification. And just secondly, maybe going back to the PEAR to the earlier commentary on the Blade Computer and the new electrical architecture. Are you able to quantify maybe at a high level how much of that is contributing to more efficient R&D spending this year as well as what you think the ultimate BOM kind of benefit would be of that next-generation architecture.

知道了。完美的。這很有幫助，其中之一是澄清。其次，也許回到 PEAR 之前關於刀片式計算機和新電氣架構的評論。您是否能夠在高層次上量化其中有多少有助於提高今年的研發支出效率，以及您認為下一代架構的最終 BOM 類型的好處是什麼？

At an overall vehicle level, it's enormous. It's just enormous because you're reducing the number of hardware and you fundamentally able to upgrade features through the application layer. So once your hardware is in, your operating system is in, you're fundamentally changing things through your application layer. So reducing hardware means a lower BOM. I think this is our trade secret. So I would hate to give our trade secret on what the BOM is. But what I can tell you is, that we are starting to develop the entire vehicle from the basis of the e-architecture because at the end of the day, you decide which ECUs to virtualize.

在整個車輛層面，它是巨大的。它非常巨大，因為您正在減少硬件數量，並且您從根本上能夠通過應用層升級功能。因此，一旦您的硬件和操作系統都投入使用，您就可以通過應用程序層從根本上改變一切。因此，減少硬件意味著更低的 BOM。我認為這是我們的商業秘密。所以我不想透露我們關於 BOM 是什麼的商業秘密。但我可以告訴你的是，我們開始在電子架構的基礎上開發整車，因為最終，你決定要虛擬化哪些 ECU。

But more importantly you also start to impact supply chain and you start to create a more beneficial supply chain and you also need less complexity in purchasing. So I think that for us, this is really critical to get a very, very sophisticated e-architecture. It does, by the way, impact powertrain and it impacts pretty much every other module. I just want to see if Burkhard wants to add anything.

但更重要的是，你也開始影響供應鏈，你開始創建一個更有利的供應鏈，你也需要更少的採購複雜性。所以我認為對我們來說，這對於獲得非常非常複雜的電子架構非常關鍵。順便說一句，它確實會影響動力總成，並且會影響幾乎所有其他模塊。我只是想看看 Burkhard 是否想添加任何內容。

Besides reduction of the BOM cost, it increases the performance drastically. So that is an interesting trade-off although the BOM cost is being reduced, the high-performance compute allows you future features and functionality, which is even beyond anything you could imagine. So that is quite amazing and then you have the super powerful computer within a network inside the car which is even giving us more opportunity for the life cycle management.

除了降低 BOM 成本外，它還顯著提高了性能。所以這是一個有趣的權衡，雖然 BOM 成本正在降低，但高性能計算允許您未來的特性和功能，這甚至超出您的想像。所以這真是太神奇了，然後你在車內的網絡中擁有超級強大的計算機，這甚至為我們提供了更多的生命週期管理機會。

The one item I do want to add Itay is, if in the future, you want to upgrade the vehicle the more and more that sits on the application layer means you have less cost for model year changes or upgrades because they are software-driven rather than hardware-driven or black box driven that comes from suppliers.

Itay 我想補充的一個項目是，如果在未來，你想要升級車輛，那麼越來越多的應用程序層意味著你可以減少模型年度更改或升級的成本，因為它們是軟件驅動的，而不是而不是來自供應商的硬件驅動或黑盒驅動。

That's very helpful. Just a final question. With cash at over $700 million in the guidance you outlined today, just curious how you're thinking about minimum cash this year liquidity? And just kind of your overall plans there.

這很有幫助。最後一個問題。在您今天概述的指導中，現金超過 7 億美元，只是好奇您如何考慮今年的最低現金流動性？還有你的總體計劃。

I think we are self-sustainable. So we have a very good cash position. And as you see, the guidance is $535 million to $610 million. I think year-on-year, we've shown that we are always at the lower end or below guidance. So I would let you do your model yourself.

我認為我們是可以自我維持的。所以我們的現金狀況非常好。如您所見，指導價為 5.35 億美元至 6.1 億美元。我認為與去年同期相比，我們已經表明我們始終處於低端或低於指導。所以我會讓你自己做你的模型。

Ladies and gentlemen, we currently have no further questions. I will now hand back to Henrik Fisker for final remarks. Please go ahead.

女士們，先生們，我們目前沒有進一步的問題。我現在將交還給 Henrik Fisker 做最後的評論。請繼續。

Thank you very much. This was a super exciting earnings call. But I will be jumping on a plane back to Austria to make sure we get full speed in the production. And as soon as homologation is there, we're going to start delivering a bunch of cars. I'm super excited. Thanks for joining in. And have a fantastic week.

非常感謝。這是一次超級激動人心的財報電話會議。但我會跳上飛機返回奧地利，以確保我們能夠全速製作。一旦獲得認證，我們就會開始交付大量汽車。我超級興奮。感謝您的加入。祝您度過愉快的一周。

Ladies and gentlemen, this concludes today's call. Thank you for joining. You may now disconnect your lines.

女士們，先生們，今天的電話會議到此結束。感謝您的加入。您現在可以斷開線路。