菲斯克汽車 (FSR) 2023 Q2 法說會逐字稿

Good morning, and welcome to Fisker Inc. Second Quarter 2023 Earnings Call. (Operator Instructions) As a reminder, this conference call is being recorded.

早上好，歡迎參加 Fisker Inc. 2023 年第二季度收益電話會議。 （操作員說明）謹此提醒，本次電話會議正在錄音。

I would now like to turn the call over to Frank Boroch, VP of Investor Relations. Thank you. Please go ahead, sir.

我現在想將電話轉給投資者關係副總裁 Frank Boroch。謝謝。請繼續，先生。

Thank you, operator. Hello, everyone, and welcome to Fisker's earnings call. As the operator mentioned, my name is Frank Boroch, VP of Investor Relations and Treasury here at Fisker. Joining me on today's call are Henrik Fisker, Chief Executive Officer; Dr. Burkhard Huhnke, Chief Technology Officer; and Dr. Geeta Gupta-Fisker, Chief Financial Officer and Chief Operating Officer.

謝謝你，接線員。大家好，歡迎參加菲斯克的財報電話會議。正如操作員提到的，我叫 Frank Boroch，Fisker 投資者關係和財務副總裁。與我一起參加今天電話會議的還有首席執行官 Henrik Fisker； Burkhard Huhnke 博士，首席技術官；首席財務官兼首席運營官 Geeta Gupta-Fisker 博士。

Please note that today's discussion includes forward-looking statements about our expectations. Actual results and future periods are subject to risks and uncertainties that could cause our 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.

請注意，今天的討論包括有關我們期望的前瞻性陳述。實際結果和未來期間存在風險和不確定性，可能導致我們的結果與預測存在重大差異。這些風險包括我們今天早些時候發布的新聞稿中列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。

Today's discussion also includes certain non-GAAP measures, including non-GAAP operating expenses. Quantitative reconciliations of our non-GAAP financial information to the most directly comparable GAAP financial information, appears in today's earnings release.

今天的討論還包括某些非公認會計原則措施，包括非公認會計原則運營費用。我們的非 GAAP 財務信息與最直接可比的 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.

至此，我很高興將電話轉給 Henrik。

Thank you, Frank. Good morning, everyone. Thank you for joining us today for our second quarter 2023 earnings call.

謝謝你，弗蘭克。大家，早安。感謝您今天參加我們的 2023 年第二季度財報電話會議。

First, I would like to thank all our stakeholders, teams and partners for all the hard work and the continuous progress we have made in 2023. The past few months, we have achieved several significant milestones. Our first product, the Fisker Ocean achieved best-in-class range, providing access to large addressable markets, commenced production ramp-up and began global deliveries. We also had a large-scale media test event, completing an important financing and unveiled our future product line-up yesterday.

首先，我要感謝所有利益相關者、團隊和合作夥伴的辛勤工作以及我們在 2023 年取得的持續進步。過去幾個月，我們實現了幾個重要的里程碑。我們的首款產品 Fisker Ocean 實現了一流的產品系列，為進入大型潛在市場提供了機會，開始提高產量並開始全球交付。昨天我們還舉辦了一場大型媒體測試活動，完成了一項重要融資，並公佈了我們未來的產品陣容。

We believe all of these achievements position us well for long-term sustainable and profitable growth. And talking about profitability, I don't know of any EV start-up that ever made a double-digit profit margin on the very first cars that we have delivered. And I think that really sets the stage for where we're going in the future.

我們相信所有這些成就都為我們的長期可持續和盈利增長奠定了良好的基礎。說到盈利能力，我不知道有哪家電動汽車初創公司在我們交付的第一輛汽車上實現了兩位數的利潤率。我認為這確實為我們未來的發展奠定了基礎。

And of course, it's interesting to see that nobody is really mentioning that anywhere in the news. So I think it's very, very important to mention it here. And I know our CFO is going to talk about this as well, because it really highlights our excellent engineering teams, how they executed the Ocean, to build the materials of that vehicle and what the possibilities are in the future for this vehicle and for our future vehicles, quite frankly.

當然，有趣的是，沒有人在新聞中真正提到這一點。所以我認為在這裡提到這一點非常非常重要。我知道我們的首席財務官也會談論這個，因為它確實突出了我們優秀的工程團隊，他們如何執行海洋，製造該車輛的材料以及該車輛和我們的未來的可能性。坦率地說，未來的車輛。

So it's been exciting to get the Ocean in the hands of our customers over the past few months. And we look forward to quickly expanding deliveries across our launch markets. The Fisker team and all our partners are working around the clock to bring the best-in-class Oceans to our customers as fast as we can.

因此，在過去的幾個月裡，將 Ocean 交到我們的客戶手中是令人興奮的。我們期待在我們的發布市場中快速擴大交付量。 Fisker 團隊和我們所有的合作夥伴正在夜以繼日地工作，以盡快為我們的客戶提供一流的 Oceans。

Now our direct-to-consumer sales and service network supports exceptional customer experience. Our North American flagship location at the globe in Los Angeles has completed all construction. We are awaiting final inspection next Monday. And as soon as that is completed, we expect to open the location. I'm really excited to open this store as it truly demonstrates the experience we want our customers to have. In addition to the comprehensive 24/7 digital storefront, we are establishing a growing physical retail footprint to complement the virtual experience.

現在，我們的直接面向消費者的銷售和服務網絡支持卓越的客戶體驗。我們位於洛杉磯的北美旗艦店已完成所有建設。我們正在等待下週一的最終檢查。一旦完成，我們預計將開設該地點。我很高興能開設這家商店，因為它真正展示了我們希望客戶擁有的體驗。除了全面的 24/7 數字店面外，我們還建立了不斷增長的實體零售足跡，以補充虛擬體驗。

We currently have customer locations opened in Austria, Denmark, Germany, Norway, Sweden and the U.K. And we expect to quickly expand our physical presence to more cities in North America and Europe throughout 2023. Additional upcoming locations include France, Arizona, Maryland, New York and Tennessee, which will bring current locations to 15. In addition, we have a few dozen other properties in negotiation in North America and in Europe and they will also come online this year. We have also expanded our internal service capabilities and Fisker technicians in the field and stationed at our physical locations.

目前，我們在奧地利、丹麥、德國、挪威、瑞典和英國開設了客戶辦事處。我們預計到2023 年，將我們的實體業務迅速擴展到北美和歐洲的更多城市。即將開設的其他辦事處包括法國、亞利桑那州、馬里蘭州、新墨西哥州、約克和田納西州，這將使目前的地點達到15 個。此外，我們在北美和歐洲還有幾十個其他房產正在談判中，它們也將於今年上線。我們還擴大了我們的內部服務能力和 Fisker 現場技術人員以及駐紮在我們實際地點的技術人員。

We complement our third-party service -- to complement our third-party service providers that offer broad geographic coverage in each of our markets. And you can actually see how fast we're able to respond to customers. And I think this really has shown that our broad service network is working really, really well.

我們補充我們的第三方服務——補充我們在每個市場提供廣泛地理覆蓋的第三方服務提供商。您實際上可以看到我們響應客戶的速度有多快。我認為這確實表明我們廣泛的服務網絡運行得非常非常好。

We have started our test drives events as well and will extend these to our Ocean One customers who have not received the vehicles yet and of course, the deposit holders and new customers in North America and Europe going forward. We now have the vehicles we need to start doing these test drives. We have teams ready. And in the last few days, we actually have done quite a lot of test drives.

我們也開始了試駕活動，並將把這些活動擴大到尚未收到車輛的 Ocean One 客戶，當然還有北美和歐洲的存款持有人和新客戶。我們現在擁有開始進行這些試駕所需的車輛。我們已經準備好了隊伍。在過去的幾天裡，我們實際上已經進行了相當多的試駕。

Let's do a little bit of a detailed Ocean update here. Our #1 priority is launching and ramping a high-quality Fisker Ocean with class-leading features and range. We're excited to have begun initial deliveries in Europe and U.S., which will be followed by a fast ramp. In Q2, the Ocean Extreme completed U.S. homologation and achieved an EPA range of 360 miles, which is the longest range of any electric SUV in our class. And of course, in Europe, it's actually the longest range of any electric SUV on sale.

讓我們在這裡進行一些詳細的海洋更新。我們的首要任務是推出和推廣具有一流功能和系列的高品質 Fisker Ocean。我們很高興已經開始在歐洲和美國進行初步交付，隨後將進行快速交付。第二季度，Ocean Extreme 完成了美國認證，並實現了 360 英里的 EPA 續航里程，這是同級電動 SUV 中續航里程最長的。當然，在歐洲，它實際上是在售電動 SUV 中續航里程最長的。

I had the pleasure actually of being on on-hand for initial customer deliveries, both in Europe and Germany and Denmark last quarter. And we have now delivered Fisker Ocean to customers across 4 countries and 5 new states and are rapidly expanding to be in all of our 9 launch countries and, of course, many more states here in the U.S.

事實上，上個季度我很高興能夠在歐洲、德國和丹麥現場為最初的客戶交貨。現在，我們已向 4 個國家和 5 個新州的客戶交付 Fisker Ocean，並正在迅速擴展到所有 9 個發布國家，當然還有美國的更多州。

While we are prioritizing deliveries of the Ocean One and Extreme trims throughout most of 2023, we are currently working through the homologation process for Ultra and Sport trims. We anticipate customers' deliveries of those trims will begin in the fall and Burkhard will also touch upon that a little later. And I'm pretty excited actually that both the Ultra and the Sport also will -- I anticipate they will actually also overachieve on the specifications like range when we get the final certification. So again, I think both of these vehicles will be best-in-class and offer more rains than any of our competitors. So this will obviously broaden the entire customer all the customers that we have available in this segment.

雖然我們在 2023 年的大部分時間裡都會優先交付 Ocean One 和 Extreme 內飾，但我們目前正在完成 Ultra 和 Sport 內飾的認證流程。我們預計客戶將在秋季開始交付這些內飾，伯克哈德也將稍後談到這一點。事實上，我非常興奮的是，Ultra 和 Sport 也會——我預計，當我們獲得最終認證時，它們實際上也會在範圍等規格上取得超額成績。再說一遍，我認為這兩種車輛都將是同類中最好的，並且比我們的任何競爭對手都能提供更多的降雨量。因此，這顯然會擴大整個客戶範圍，即我們在該細分市場中擁有的所有客戶。

The Ocean has a large total addressable market in both Europe and North America, which is where our 9 initial launch countries are. But we also have plans to expand into other regions as well. For example, we announced a limited-edition deliveries into India, which will commence in Q4 this year 2023. And we actually see India as a key market for our vehicles, especially the lower-priced pair that we showed yesterday. And of course, India now is one of the largest car markets in the world. And we expect from 2026, India actually will start accelerating electrification as well.

The Ocean 在歐洲和北美擁有龐大的潛在市場，這也是我們最初推出的 9 個國家/地區。但我們也有計劃擴展到其他地區。例如，我們宣布將在 2023 年第四季度開始向印度交付限量版車型。實際上，我們將印度視為我們車輛的一個關鍵市場，尤其是我們昨天展示的低價車型。當然，印度現在是世界上最大的汽車市場之一。我們預計從 2026 年開始，印度實際上也將開始加速電氣化。

And of course, we have announced that we will open a delivery center later this year in China. And we will start deliveries in Q2 next year in China, all right.

當然，我們已經宣布將於今年晚些時候在中國開設一個交付中心。我們將於明年第二季度在中國開始交付，好吧。

All right. On the PEAR, the PEAR program, design and engineering continues to progress well. For those who had a chance to maybe see the real vehicle yesterday, you can see we pretty much finalized the design of this vehicle, it's frozen -- the entire concept is frozen. We have made some amazing steps towards creating, what I think is going to be, the most exciting vehicle of the century under $30,000, part count, which is actually reduced by 35% is amazing.

好的。在 PEAR 上，PEAR 計劃、設計和工程繼續進展順利。對於那些昨天有機會看到真車的人來說，你可以看到我們幾乎已經完成了這輛車的設計，它已經凍結了——整個概念都凍結了。我們已經取得了一些驚人的進展，以創造本世紀最令人興奮的車輛（我認為這將是 30,000 美元以下），零件數量實際上減少了 35%，這真是令人驚嘆。

And I want to congratulate our innovative engineering team to come up with a completely new body structure for this vehicle. And I'm super excited about that. And that's really one of the reasons we can sell upon to $30,000 and we'll still make money on it. And it is scheduled to go at least available for sale in mid-2025.

我要祝賀我們的創新工程團隊為這款車設計出了全新的車身結構。我對此感到非常興奮。這確實是我們可以賣到 30,000 美元並且仍然可以賺錢的原因之一。預計至少在 2025 年中期上市。

And of course, we continue to work with Foxconn on finalizing plan for an innovative manufacturing setup that will require -- that we will require for this uniquely engineered PEAR. And of course, yesterday, we held our Product Vision Day in California. And it was quite exciting to show all these vehicles.

當然，我們將繼續與富士康合作，最終確定創新製造設置的計劃，這將是我們為這種獨特設計的 PEAR 所需要的。當然，昨天，我們在加利福尼亞州舉行了產品願景日。展示所有這些車輛是非常令人興奮的。

I believe that fundamentally in the automotive industry, it's all about product. It's not just about any sort of car and just making another electric car. We have seen in the past that some electric cars came up, but they weren't really selling. I think we have a fantastic phenomenal product line-up.

我相信，從根本上來說，在汽車行業，一切都與產品有關。這不僅僅是任何類型的汽車，也不僅僅是製造另一輛電動汽車。我們過去已經看到一些電動汽車出現了，但它們並沒有真正銷售。我認為我們擁有非常出色的產品線。

And I think the ability to go into some market segments where there is absolutely no competition is going to give us really the potential to catch and to grab a giant part of that market. I mean if I look at it, there really isn't any electric vehicle under $30,000 today and let alone in a cool electric vehicle. And I think we showed yesterday how cool the PEAR is. And of course, looking at our pickup truck, the Alaska, that vehicle, which will incentives is $37,900. There is no electric pickup truck in that segment. And I don't believe there's any electric pickup truck as cool as sporty as the Alaska is.

我認為，進入一些完全沒有競爭的細分市場的能力將使我們真正有潛力抓住並佔領該市場的巨大份額。我的意思是，如果我看一下，今天確實沒有任何低於 30,000 美元的電動汽車，更不用說很酷的電動汽車了。我想我們昨天展示了 PEAR 有多酷。當然，看看我們的阿拉斯加皮卡車，該車的激勵價格為 37,900 美元。該細分市場還沒有電動皮卡車。我不相信有任何電動皮卡車能像阿拉斯加那樣酷炫、運動。

And will -- our versatility we showed in that vehicle with the bed going from 4.5 to 7.5 feet is just amazing. We already got a ton of response on this positive response for that vehicle. I think we already got 1,000 orders overnight. And I hope we're going to keep expanding the reservations when we get the word out about this truck in the future. I see huge potential there. And the good news is that that vehicle has a lot of Ocean carryover parts. So we should be able to get that very fast into production. And I believe we're going to have very high profit margins of that vehicle as well.

我們在那輛車上展示了我們的多功能性，床的高度從 4.5 英尺到 7.5 英尺，真是令人驚嘆。我們已經收到了大量對該車輛的積極回應。我想我們一夜之間已經收到了 1,000 個訂單。我希望當我們將來得到有關這輛卡車的消息時，我們將繼續擴大預訂。我看到了那裡巨大的潛力。好消息是該車輛有很多海洋遺留零件。所以我們應該能夠很快地將其投入生產。我相信我們的這款車也將獲得非常高的利潤率。

And then, of course, we also showed an expansion on the Ocean with the Force E package which I think is just going to broaden even more the Ocean market going into the more hard-core off-road market, which I think is really unique as well because there really isn't any off-road EV in our market segment that is available for people who want to enjoy off-roading. So I'm very excited that we're going to offer that package already in Q1 next year.

當然，我們還展示了 Force E 套件對海洋的擴展，我認為這將進一步拓寬海洋市場，進入更硬核的越野市場，我認為這確實是獨一無二的另一個原因是，在我們的細分市場中，確實沒有任何越野電動汽車可供那些想要享受越野樂趣的人使用。因此，我很高興我們將在明年第一季度提供該套餐。

And then, of course, finally, the Ronin, it's going to be a low-volume car. I think it's really about exploring new technologies in the end of the day. And of course, it's going to build the brand, which I think is important as well. It's not going to be too big an investment. It's going to be low-volume handmade vehicle, probably under 1,000 units. But it's a super exciting vehicle where we're going to showcase our engineering capabilities and creating a vehicle with the world's longest range, 600 miles. So I'm really excited about that as well.

當然，最後，Ronin，它將是一款小批量的汽車。我認為歸根結底這實際上是關於探索新技術。當然，它將打造品牌，我認為這也很重要。投資不會太大。它將是小批量手工製作的車輛，產量可能低於 1,000 輛。但這是一款超級令人興奮的車輛，我們將在其中展示我們的工程能力並創造出世界上續航里程最長（600 英里）的車輛。所以我對此也非常興奮。

Finally, let's talk about sustainability, because it is one of our most important brand pillars, if not the most important. So the hard work in ESG continues. We recently published our lifecycle assessment for the Fisker Ocean, which is a cradle-to-grave license that details the carbon footprint of the Ocean.

最後，讓我們談談可持續發展，因為它是我們最重要的品牌支柱之一，即使不是最重要的。因此，ESG 方面的努力仍在繼續。我們最近發布了菲斯克海洋的生命週期評估，這是一個從搖籃到墳墓的許可證，詳細介紹了海洋的碳足跡。

The findings were that the Fisker Ocean has the lowest published carbon footprint of any electric SUV, the lowest. So we did really keep to our promise of making the Ocean the world's most sustainable vehicle. And it really highlights the unprecedented sustainability through 5 phases of the vehicle's life from raw materials to the vehicle's end of use. We are very pleased with the results and believe it shows how sustainability is woven into every aspect of our business and is core to what we stand for at Fisker. We are progressing on the company's targets aligned with the United Nations Sustainable Development Goals that are materially relevant to our company.

調查結果顯示，Fisker Ocean 的碳足跡是所有電動 SUV 中公佈的最低的。因此，我們確實兌現了讓海洋成為世界上最可持續發展工具的承諾。它真正凸顯了從原材料到車輛最終使用的車輛生命週期 5 個階段的前所未有的可持續性。我們對結果非常滿意，並相信它表明可持續發展如何融入我們業務的各個方面，並且是我們在 Fisker 所主張的核心。我們正在努力實現公司的目標，這些目標與與我們公司密切相關的聯合國可持續發展目標相一致。

So I think overall, it's just absolutely been a fantastic week for us showing all these products, showing, for the first time, I think any EV company on the first car sold at double-digit margin, I think it's huge. We are really expanding and ramping up our deliveries. Yes, we started a bit slow. I think what's really important here is that we can very fast get to our 300 cars production a day and we will achieve that in the next couple of months. So we are on target for that, which ultimately, when we get to 300 cars a day is 6,000 cars a month, and that is overachieving on a yearly production of 50,000, which was our original goal. But we will overachieve on the monthly target already this year.

所以我認為總的來說，這對我們展示所有這些產品來說絕對是美妙的一周，第一次展示我認為任何電動汽車公司的第一輛汽車以兩位數的利潤率銷售，我認為這是巨大的。我們確實正在擴大和增加我們的交付量。是的，我們開始的有點慢。我認為真正重要的是我們可以很快達到每天生產 300 輛汽車，我們將在接下來的幾個月內實現這一目標。因此，我們的目標是實現這一目標，最終，當我們每天生產 300 輛汽車時，每月生產 6,000 輛汽車，這超出了我們最初的目標年產量 50,000 輛。但今年我們已經超額完成了月度目標。

So I'm very excited about the future and I would like to now hand it over to Burkhard, our Chief Technology Officer.

因此，我對未來感到非常興奮，現在我想將其交給我們的首席技術官 Burkhard。

Thank you, Henrik. During second quarter, we completed dual continent homologation in both Europe and the U.S. for the Fisker Ocean Extreme and achieved the longest range in its segment, as Henrik had pointed out, highlighting all the hard work from our engineering teams and our partners.

謝謝你，亨里克。正如Henrik 所指出的，第二季度，我們在歐洲和美國完成了Fisker Ocean Extreme 的雙大陸認證，並實現了該細分市場中最長的續航里程，這突顯了我們的工程團隊和合作夥伴的辛勤工作。

We are currently working on Canadian and India homologation for the Extreme, which we expect to receive later this quarter. We are also focused on homologating our Ultra and Sport trim levels. The Ultra follows a relatively streamlined process given the similarities to the Extreme versus the Sport, which has a different powertrain and other characteristics.

我們目前正在為 Extreme 進行加拿大和印度認證，預計將在本季度晚些時候收到。我們還致力於認證 Ultra 和 Sport 裝飾級別。鑑於與 Extreme 和 Sport 的相似之處，Ultra 遵循相對精簡的流程，後者俱有不同的動力系統和其他特徵。

We expect to receive approval to sell these trims in the next month or 2, and then initial delivery should start in the fall. As we have discussed before, a vehicle software will continually be iterated. We have equipped the initial Oceans with essential features, which will be enhanced over the coming months and will be complemented by more advanced capabilities.

我們預計將在下個月或兩個月內獲得銷售這些內飾的批准，然後首次交付應在秋季開始。正如我們之前討論的，車輛軟件會不斷迭代。我們為最初的“海洋”配備了基本功能，這些功能將在未來幾個月內得到增強，並輔以更先進的功能。

We are currently working to finalize the integration of new features and packages such as integrated drive assist and outdoor high, which we can push out via over the air release since our vehicles are fully connected. We are incorporating early customer feedback to improve the product.

我們目前正在努力完成新功能和套件的集成，例如集成駕駛輔助和戶外高級功能，由於我們的車輛已完全聯網，因此我們可以通過無線發布來推出這些功能和套件。我們正在整合早期客戶反饋來改進產品。

Our teams are working around the clock to make refinements, which we then flash updates to the fleet of vehicles. We are very proud of product quality of the Ocean and are seeing positive external feedback from those who participated in the media drives in Europe the past few weeks.

我們的團隊正在全天候工作以進行改進，然後我們會將更新更新到車隊中。我們對 Ocean 的產品質量感到非常自豪，並且看到過去幾週參加歐洲媒體活動的人們的積極外部反饋。

Yes, we know there's always room for improvement. And as I mentioned, the vehicle will continually updated. But we're pleased with the excellent product that bringing to the market. We're ready to launch our over-the-air updates and expect to deliver the first over-the-air update to our customers that will support enhanced connectivity, et cetera.

是的，我們知道總是有改進的空間。正如我所提到的，車輛將不斷更新。但我們對推向市場的優秀產品感到滿意。我們已準備好推出無線更新，並期望向我們的客戶提供第一個無線更新，以支持增強的連接等。

Now let me provide an update on PEAR. We are leveraging our experience from the Ocean program and the rapidly expanding in-house technical capabilities, to create a truly revolutionary next generation of mobility.

現在讓我提供 PEAR 的最新情況。我們正在利用海洋計劃的經驗和快速擴展的內部技術能力，創造真正革命性的下一代移動出行。

As I emphasized yesterday at the Product Vision Day, the PEAR really exemplifies what it means to be a data-centric vehicle. Our team has developed a very fast, high-performance centralized computing platform we call Fisker Blade.

正如我昨天在產品願景日上強調的那樣，PEAR 真正體現了以數據為中心的車輛的含義。我們的團隊開發了一個非常快速、高性能的集中式計算平台，我們稱之為 Fisker Blade。

It supports modular, upgradable, single-box compute, and communications within the vehicle. It's an all-new EE architecture designed on a blank sheet to reduce complexity with distributed zonal architecture. The PEAR has a highly connected vehicle with cloud analytics. That allows us to continually monitor and improve the vehicle via rapid over the air software update that makes the vehicle smarter, safer and perform better over its lifetime.

它支持模塊化、可升級、單機計算和車內通信。它是在空白紙上設計的全新 EE 架構，旨在通過分佈式區域架構降低複雜性。 PEAR 擁有高度互聯的車輛和雲分析功能。這使我們能夠通過快速的無線軟件更新來持續監控和改進車輛，使車輛在其使用壽命內變得更智能、更安全、性能更好。

Fisker Blade is a scalable, reusable and flexible platform that can be used for the various EVs in Fisker's product line-up. It's truly a win-win for Fisker and our customers. It leads to lower costs and less software development for Fisker, resulting in more sustainable and affordable vehicles while giving customers more flexible vehicles that are constantly refreshed and improved, resulting in increased vehicle longevity.

Fisker Blade 是一個可擴展、可重複使用且靈活的平台，可用於 Fisker 產品系列中的各種電動汽車。對於 Fisker 和我們的客戶來說，這確實是雙贏。它可以降低 Fisker 的成本並減少軟件開發，從而生產出更具可持續性和價格實惠的車輛，同時為客戶提供更靈活的車輛，並不斷更新和改進，從而延長車輛的使用壽命。

In addition, we are introducing significant innovations in how hardware and software developed, integrated and tested much earlier in the vehicle development cycle, we call shift left. Shift left transformed the traditionally sequential automotive development process into a parallel one. It enables designers to find mistakes earlier in the design process where they are not only easier and cheaper defects, but also where OEMs can have visibility into the earliest parts of the design through virtual models.

此外，我們還在車輛開發週期的早期階段就硬件和軟件的開發、集成和測試方式進行了重大創新，我們稱之為“左移”。左移將傳統的順序汽車開發流程轉變為並行流程。它使設計人員能夠在設計過程中更早地發現錯誤，不僅更容易、更便宜地發現缺陷，而且 OEM 還可以通過虛擬模型了解設計的最早部分。

With the shift left strategy design teams can integrate functional safety and reliability into their PCB design from the start. Begin software development and identify problems up to 18 months earlier before hardware is available. And incorporate security and quality into the software during development and testing and across the supply chain.

通過左移策略，設計團隊可以從一開始就將功能安全性和可靠性集成到 PCB 設計中。在硬件可用之前最多提前 18 個月開始軟件開發並發現問題。並在開發和測試期間以及整個供應鏈中將安全性和質量納入軟件中。

We are implementing the tools and processes to achieve this for PEAR enrollment in any future vehicle forums. We've built an amazing team in-house and have some world-class partners. The Fisker Ocean is in exceptional class-leading vehicle. I'm excited for the years of work we've put into the program to be experienced by more and more customers in the coming months. We are well positioned to support Ocean maturity in the upcoming week of – that forms we showed yesterday.

我們正在實施工具和流程來實現這一目標，以便在未來的車輛論壇中進行 PEAR 註冊。我們已經建立了一支出色的內部團隊，並擁有一些世界一流的合作夥伴。 Fisker Ocean 是一款卓越的同類領先車輛。我很高興我們多年來在該計劃中投入的工作將在未來幾個月內被越來越多的客戶體驗到。我們處於有利位置，可以在即將到來的一周支持海洋的成熟——我們昨天展示的形式。

Thank you. I'll now turn the call over to Geeta.

謝謝。我現在將把電話轉給吉塔。

Thank you, Burkhard. I want to begin by thanking the entire Fisker team, our suppliers, partners, customers and investors. A lot of hard work and focus has gone into building a global EV brand. And it is extremely exciting to see the fruits of our label with more and more Ocean getting in the hands of our customers. I was super excited and had chills when I saw a great product line-up that the team has put together. And I hope we excited our customers, future customers with this amazing product line-up.

謝謝你，布克哈德。首先，我要感謝整個 Fisker 團隊、我們的供應商、合作夥伴、客戶和投資者。為了打造全球電動汽車品牌，我們投入了大量的努力和精力。看到我們的品牌成果越來越多，越來越多的 Ocean 到達我們的客戶手中，這是非常令人興奮的。當我看到團隊打造的出色產品陣容時，我感到非常興奮和不寒而栗。我希望我們能通過這個令人驚嘆的產品系列讓我們的客戶和未來的客戶興奮不已。

Now in the first half of the year, we received approval to sell the Ocean in Europe and U.S. and commenced deliveries in both regions. It's unprecedented and never been done before to actually receive homologation and delivered product in multiple countries at the same time and as a start-up.

今年上半年，我們獲得了在歐洲和美國銷售Ocean的批准，並開始在這兩個地區交付。作為一家初創企業，在多個國家同時獲得認證並交付產品是史無前例的。

The focus for the company for the second half is now expanding into additional geographies in ramping production and delivery volumes. I will give a little bit more detail later on.

該公司下半年的重點是向更多地區擴張，提高產量和交付量。稍後我將提供更多細節。

Now let me provide an update on our manufacturing and supply chain status. We made really good progress ramping up our manufacturing capabilities, ensuring that vehicles coming off the line are of the highest quality. Our main focus has been on supply chain maturity and making sure suppliers are ramping. And they're delivering just in time the volumes that we require to meet our targets.

現在讓我提供有關我們製造和供應鏈狀況的最新信息。我們在提高製造能力方面取得了非常好的進展，確保下線的車輛具有最高的質量。我們的主要重點是供應鏈成熟度並確保供應商不斷增加。他們及時交付了我們實現目標所需的數量。

While as a whole, we've seen some supply chain disruptions easing. We have certain suppliers and sub-suppliers who request a bit more time to ramp and meet our annual high-volume targets. These are not unusual during launch and ramp-up phases. But these don't relate to any supply chain issues. We expect to see over a long duration of time.

總體而言，我們看到供應鏈中斷的情況有所緩解。我們的某些供應商和次級供應商要求更多的時間來提高產量並實現我們的年度大批量目標。這些在啟動和啟動階段並不罕見。但這些與任何供應鏈問題無關。我們預計會在很長一段時間內看到。

While as a whole, our supply chain task forces work directly with our suppliers to identify and break through any volume bottlenecks, we need 100% of our suppliers to increase capacity to align with the adjusted volume forecasts.

雖然作為一個整體，我們的供應鏈工作組直接與供應商合作，以確定並突破任何數量瓶頸，但我們需要 100% 的供應商增加產能，以符合調整後的數量預測。

Again, this is not a scarcity issue, which is harder to solve. These constraints just require a little bit more time and increased collaboration. And we expect all our supplier partners to be able to eventually achieve our capacity requirements. And as Henrik mentioned, we'll exceed our monthly targets. And we expect to increase capacity next year.

再次強調，這不是稀缺問題，稀缺問題更難解決。這些限制只需要多一點時間並加強協作。我們希望所有供應商合作夥伴最終都能達到我們的產能要求。正如 Henrik 提到的，我們將超越每月目標。我們預計明年將增加產能。

These challenges are common for new high-volume platform, launches. And we are confident that we and our partners can solve them.

這些挑戰對於新的大容量平台的發布來說很常見。我們相信我們和我們的合作夥伴能夠解決這些問題。

Now let's go to numbers. We produced 1,022 vehicles in entire Q2 with majority of the production in late May and June. Our first partial quarter of production and exceeded our target assembly rate of 80 units per day at the end of June.

現在我們來看數字。整個第二季度我們生產了 1,022 輛汽車，其中大部分是在 5 月底和 6 月生產的。我們的第一個部分季度已完成生產，並超過了 6 月底每天 80 台的目標組裝率。

In the month of July, which was a partial month, 1,009 units were produced up from 741 units in June. And the peak daily assembly rate hit 140 units in July, again, a 75% improvement from June's peak daily rates that's unprecedented, unprecedented for a start-up.

7 月份是一個不完整的月份，產量從 6 月份的 741 輛增加到 1,009 輛。 7 月份的每日峰值裝配率再次達到 140 台，比 6 月份的每日峰值裝配率提高了 75%，這對於初創企業來說是史無前例的。

July production was impacted by reduced shifts in fewer working days due to the regular summer shutdown at Magna Steyr, which continues through August 15. Now this is a standard practice for certain OEM manufacturing sites, specifically in Europe, which consists of preventive maintenance and upgrades for the assembly facility.

由於Magna Steyr 夏季定期停產（持續到8 月15 日），導致7 月份的生產受到工作日減少的影響。現在，這是某些OEM 製造工廠（特別是歐洲）的標準做法，其中包括預防性維護和升級用於裝配設施。

Our shutdowns will take place in the summer currently and at year-end. We are also using the summer shutdown to help some of our suppliers' banned parts to support our volume ramp up. Coming out of summer shutdown, we will be able to immediately resume manufacturing at the rate we would add due to the highly automated nature of advanced manufacturing today.

我們的停工將在夏季和年底進行。我們還利用夏季停產的機會來幫助我們的一些供應商禁用零件，以支持我們的產量增加。夏季停工結束後，由於當今先進製造業的高度自動化特性，我們將能夠立即按照我們增加的速度恢復生產。

Since our U.S. approvals happened late in the second quarter, we have begun our standard Ocean vessel transport to multiple ports in the United States and in Europe. And in certain countries in Europe, we are trucking. This will enable us to expand both U.S. delivery volumes and geographic distribution in short order.

由於我們在第二季度末獲得了美國的批准，我們已經開始向美國和歐洲的多個港口進行標準海運船舶運輸。在歐洲的某些國家，我們提供卡車運輸。這將使我們能夠在短時間內擴大美國的交付量和地理分佈。

To give you a sense of the near-term upcoming ramp, one of the key commodities is batteries. We already have over 8,000 batteries in transit to Europe or already received. With a total of 2,031 vehicles produced between Q2 and during the partial month of July, Magna Steyr handed over just under 60 vehicles in June and rest of the vehicles in July that is around 876 customer vehicles.

為了讓您了解近期即將到來的增長，關鍵商品之一是電池。我們已經有 8,000 多塊電池正在運往歐洲或已收到。第二季度至 7 月的部分月份期間，麥格納斯太爾共生產了 2,031 輛汽車，6 月交付了近 60 輛汽車，7 月交付了其餘車輛，約為 876 輛客戶車輛。

And the majority of these occurred, as I said, in late June and July, which are making their way through logistics, to their respective countries and customers. These include U.S.A., Austria, Germany, Denmark, Sweden and Norway.

正如我所說，其中大部分發生在六月下旬和七月，它們正在通過物流到達各自的國家和客戶。其中包括美國、奧地利、德國、丹麥、瑞典和挪威。

Now let me talk a little bit about deliveries. Yes, we reported, we delivered 11 vehicles in June out of the under 60 vehicles Magna delivered to us in June.

現在讓我談談交付。是的，我們報導過，麥格納 6 月份交付給我們的車輛數量不足 60 輛，其中 6 月份交付了 11 輛。

However, till date, we have delivered over 120 vehicles to customers. And as each day goes by, we increased our deliveries to tens of hundreds of vehicles every day, because we are delivering in multiple countries every single day. So the numbers will only go up every single day.

然而，迄今為止，我們已向客戶交付了 120 多輛汽車。隨著時間一天天過去，我們的交付量增加到每天數以萬計的車輛，因為我們每天都在多個國家/地區進行交付。所以這個數字每天只會增加。

Looking ahead, as we announced, we are investing in additional battery capacity, to support higher volumes than originally anticipated next year. This enables us to expand beyond the initial 5 gigawatt hour annual capacity we announced in late 2021.

展望未來，正如我們所宣布的，我們正在投資增加電池容量，以支持明年比最初預期更高的產量。這使我們能夠在 2021 年底宣布的最初 5 吉瓦時年產能的基礎上進行擴展。

This decision demonstrates our confidence in the growth potential of our business fueled by the impressive demand for a class-leading Fisker Ocean. That Magna Steyr without having to invest additional CapEx, we can go to 70,000; volume per year. Beyond that, we would have to invest in minor CapEx.

這一決定表明我們對我們的業務增長潛力充滿信心，而對一流菲斯克海洋的巨大需求推動了這一增長潛力。那麥格納斯太爾無需投入額外的CapEx，我們就可以到70,000；每年的數量。除此之外，我們還必須投資少量的資本支出。

The critical point is to make sure all our suppliers, especially long lead parts get ramped up simultaneously. We are already paying attention to growing customer demands globally. And we are going to address increasing capacity with our suppliers already this year.

關鍵點是確保我們所有的供應商，特別是長引線零件同時增加。我們已經在關注全球不斷增長的客戶需求。今年我們將與供應商一起解決增加產能的問題。

Our digital first direct-to-consumer business model went live last quarter, with the full digital purchase journey including financing and insurance offerings providing a convenient one-stop solution. Our approval rates are unprecedented. We are very proud with Chase and Santander providing great solutions to our customers.

我們的數字化首個直接面向消費者的業務模式於上季度上線，包括融資和保險產品在內的完整數字化購買旅程提供了便捷的一站式解決方案。我們的支持率是前所未有的。我們對大通銀行和桑坦德銀行為我們的客戶提供出色的解決方案感到非常自豪。

We continue to enhance the Fisker web and app platforms to allow our customers to seamlessly purchase their vehicles. And we plan to introduce new functionality over the coming months. We have -- we are introducing trade-ins, insurance and many other exciting products that provide a complete ownership experience.

我們繼續增強 Fisker 網絡和應用程序平台，讓我們的客戶能夠無縫購買他們的車輛。我們計劃在未來幾個月內推出新功能。我們正在推出以舊換新、保險和許多其他令人興奮的產品，以提供完整的擁有體驗。

Now turning to our Q2 results, the balance sheet and 2023 outlook. Second quarter was our first in a momentous first quarter with revenue derived from vehicle sales, a very exciting milestone for a company that brings the company from the PowerPoint, from a potential automotive company to a real automotive company in 2 continents, in Europe and in the U.S.

現在轉向我們的第二季度業績、資產負債表和 2023 年展望。第二季度是我們在重要的第一季度中首次實現了來自汽車銷售的收入，這對於一家公司來說是一個非常令人興奮的里程碑，它使公司從PowerPoint 中，從一家潛在的汽車公司成為一家真正的汽車公司，業務遍及歐洲和美洲兩大洲。美國。

Second quarter revenue totaled $825,000 driven primarily by initial Ocean vehicle sales. During the quarter, as I mentioned earlier, we delivered 11 vehicles of the 60 vehicles handed by Magna to us.

第二季度收入總計 825,000 美元，主要由最初的海洋車輛銷售推動。正如我之前提到的，本季度我們交付了麥格納交付給我們的 60 輛汽車中的 11 輛。

But we had a unique situation during this period as 3 of those vehicles were sold to some early-stage investors' who had provided Fisker with capital very early on at lower interest rates in return for a free-based vehicle. And they paid the difference between the base and Ocean One price. And this was not Henrik and myself.

但在此期間我們遇到了一個獨特的情況，其中 3 個工具被出售給了一些早期投資者，這些投資者很早就以較低的利率向菲斯克提供了資金，以換取免費工具。他們支付了基本價格和海洋一號價格之間的差額。這不是亨里克和我自己。

This population represents up to 30 potential vehicles. Our second quarter cost of goods sold totaled $763,000, reflecting some costs associated with initial production ramp. Consistent with what we have guided before, we saw a positive gross margin for the quarter of $62,000 or 7.5% despite the discounted early-stage investor vehicles and early operational costs that negatively impacted our margins in the quarter.

該群體代表最多 30 輛潛在車輛。我們第二季度的銷售成本總計 763,000 美元，反映了與初始產量提升相關的一些成本。與我們之前的指導一致，儘管早期投資者工具打折和早期運營成本對我們本季度的利潤產生了負面影響，但本季度的毛利率仍為 62,000 美元，即 7.5%。

Excluding these early-stage investor vehicles, our gross margin was an unprecedented never done before by any other start-up on the first initial vehicles, an 18.5% an astounding 18.5%.

排除這些早期投資者工具，我們的毛利率達到了前所未有的水平，達到了 18.5%，達到了驚人的 18.5%，這是任何其他初創公司在第一批初始工具上從未達到過的。

Our Q2 operating expenses totaled $88 million, which was flat year-over-year and a 28% decline quarter-over-quarter that shows an unprecedented discipline on cash management expense management. Loss from operations was $87.9 million, also approximately unchanged from last year.

我們第二季度的運營費用總計 8800 萬美元，同比持平，環比下降 28%，這表明我們對現金管理費用管理採取了前所未有的紀律。運營虧損為 8,790 萬美元，也與去年基本持平。

Net loss totaled $85.5 million or $0.25 loss per share compared to $0.36 loss per share last year. Capital expenditures came in at $91.3 million for the quarter, which were driven by primarily supplier milestone payments, packaging and facility investments with respect to manufacturing.

淨虧損總計 8550 萬美元，即每股虧損 0.25 美元，而去年每股虧損 0.36 美元。本季度資本支出為 9130 萬美元，主要由供應商里程碑付款、包裝和製造方面的設施投資推動。

We continue to prudently access the capital markets to support our business plan. During the quarter, we raised approximately $88 million from our at-the-market equity program and subsequently canceled the remaining balance.

我們繼續審慎地進入資本市場以支持我們的業務計劃。本季度，我們從市場股權計劃中籌集了約 8800 萬美元，隨後取消了剩餘餘額。

Similar to 2 years ago, when we issued the industry's first out of green convertible, we recently executed an innovative financing structure, which bolstered the balance sheet with a $340 million aggregate principal 0% coupon. Senior unsecured convertible notes offering due in 2025, which has the potential to double to $680 million in principal balance after 12 months.

與兩年前類似，當我們發行業界第一隻綠色可轉換債券時，我們最近執行了創新的融資結構，以 3.4 億美元的總本金 0% 票面利率增強了資產負債表。高級無抵押可轉換票據發行將於 2025 年到期，12 個月後本金餘額有可能翻倍至 6.8 億美元。

This transaction was conducted with an investor which has deep pockets with over $20 billion AUM who wishes not to be named. The zero coupon transaction resulted in gross proceeds of $300 million to Fisker.

這項交易是由一位財力雄厚、資產管理規模超過 200 億美元、不願透露姓名的投資者進行的。此次零息票交易為 Fisker 帶來了 3 億美元的總收益。

We finished Q2 with $522 million in cash and restricted cash, which would have been $822 million pro forma for the convert issuance on a gross basis, similar to a year ago levels. This cash balance excludes approximately $33 million in VAT receivables, which we expect to receive as refunds or to monetize against upcoming sales taxes due to the original issue discount from the zero coupon bond instead of actual cash interest expenses. We will accrete the noncash discount on the P&L as interest expense is approximately $5 million each quarter.

第二季度結束時，我們擁有 5.22 億美元的現金和限制性現金，按總額計算，預計轉換發行的金額為 8.22 億美元，與去年同期的水平相似。該現金餘額不包括約3300 萬美元的增值稅應收賬款，我們預計這些應收增值稅將作為退款收到，或因零息債券的原始發行折扣而不是實際現金利息支出而針對即將到來的銷售稅貨幣化。我們將在損益表上增加非現金折扣，因為每個季度的利息支出約為 500 萬美元。

Now turning to the outlook. As noted in today's press release, we are updating our production guidance for 2023 to a range of 20,000 to 23,000 units as our compressed time line of producing these units in half a year are challenged by only one supplier's near-term ramp capability due to limited hours in a day for their labor to ramp their product.

現在轉向前景。正如今天的新聞稿中所指出的，我們將 2023 年的生產指導更新為 20,000 至 23,000 輛，因為我們在半年內生產這些裝置的壓縮時間線受到只有一家供應商近期產能有限的挑戰。他們每天要花幾個小時來生產產品。

We do not expect this to impact any of our future year's production capacity. In fact, we expect our supplier to ramp further up. We still anticipate gross margins for the full year 2023 in the 8% to 12% range despite exceeding targets in Q2, provided input costs do not change dramatically. Our overall non-GAAP SG&A, R&D plus CapEx guidance for 2023 is now $565 million to $640 million. The increase from last year's quarter was driven by under-absorbed costs prior to production.

我們預計這不會影響我們未來一年的產能。事實上，我們預計我們的供應商會進一步增加。儘管第二季度超出了目標，但前提是投入成本不會發生大幅變化，我們仍預計 2023 年全年毛利率將在 8% 至 12% 範圍內。我們 2023 年的整體非 GAAP SG&A、研發加上資本支出指導目前為 5.65 億至 6.4 億美元。與去年季度相比的增長是由於生產前成本吸收不足所致。

Collectively, this guidance balances our asset-light model, disciplined cost management and prudent investment plans. The Fisker team is now represented in 12 countries and growing. And our reach is growing as we continue with the rollout of the Ocean One to all our launch markets and prepare for the next wave of countries we will enter.

總的來說，該指南平衡了我們的輕資產模式、嚴格的成本管理和審慎的投資計劃。 Fisker 團隊目前在 12 個國家/地區設有代表處，並且還在不斷壯大。隨著我們繼續向所有發布市場推出 Ocean One，並為我們將進入的下一波國家/地區做好準備，我們的影響力正在不斷擴大。

I'd like to thank the entire hardworking Fisker team for all their hard work, unwavering focus on launching an amazing vehicle and customer service that we are now providing. We'll continue to show agility, resilience and adjust whenever needed to stay on track.

我要感謝整個辛勤工作的 Fisker 團隊的辛勤工作、堅定不移地專注於推出我們現在提供的令人驚嘆的車輛和客戶服務。我們將繼續表現出敏捷性、韌性，並在需要時進行調整，以保持正軌。

We're now happy to take your questions. Operator, please go to our first question.

我們現在很樂意回答您的問題。接線員，請回答我們的第一個問題。

(Operator Instructions) Our first question will come from Chris Pearce from Needham.

（操作員說明）我們的第一個問題將由來自 Needham 的 Chris Pearce 提出。

I just wanted to see if you could help with the time line on production to deliveries. You kind of went into detail on Magna's shutdown for the summer and give some production numbers for July.

我只是想看看你是否可以幫助安排生產到交貨的時間。您詳細介紹了麥格納夏季停產的情況，並提供了一些 7 月份的生產數據。

So I'm thinking that production is going to be very back-end weighted to the fourth quarter and does that mean deliveries are going to be kind of delivery of these vehicles will be in the first quarter of 2024. And I just want to get a sense if I had that time line, right, then I have a separate question as well.

因此，我認為生產將在第四季度進行後端加權，這是否意味著這些車輛的交付將在 2024 年第一季度進行。我只想知道從某種意義上說，如果我有那個時間線，對吧，那麼我還有一個單獨的問題。

Yes. I think as we mature our production and we translate what's handed over from Magna to us. We optimized countries where we can manage to deliver earlier in the quarter or countries where we have later -- countries which have longer logistics get delivered earlier countries, which have faster logistics get delivered later.

是的。我認為，隨著我們生產的成熟，我們會翻譯麥格納交給我們的東西。我們優化了能夠在本季度較早交貨的國家/地區或較晚交貨的國家/地區（物流時間較長的國家/地區較早交貨，而物流較快的國家/地區則較晚交貨）。

For example, Austria can pretty much be delivered within 48 hours as soon as Magna hands over the vehicles to us. Just to put things in perspective, when Magna hands over vehicles to us, they have to be trucked to a train line, which is 8 kilometers away.

比如奧地利，麥格納把車交給我們後，幾乎可以在48小時內送達。客觀地說，當麥格納將車輛交給我們時，它們必須用卡車運到8公里外的火車線路上。

Once they get trucked to this train line, they have to be loaded onto the train line. They then make their -- or if they're truck to Germany or Austria, they have to go on a truck. We put about 6 vehicles on a truck.

一旦它們被卡車運到這條火車線上，就必須被裝載到火車線上。然後他們製造他們的——或者如果他們用卡車運往德國或奧地利，他們就必須用卡車去。我們在一輛卡車上裝了大約 6 輛車。

Once they get to a port in the bridge, they have to be loaded on to a vessel to Scandinavian countries and to North America. East Coast is about 10 days to 14 days. West Coast is a bit longer. So obviously, these logistics, to a certain extent, govern how we manage vehicle movements from Magna to our prospective customers.

一旦到達橋上的港口，它們就必須被裝上船前往斯堪的納維亞國家和北美。東海岸大約10天到14天。西海岸有點長。顯然，這些物流在某種程度上決定了我們如何管理從麥格納到潛在客戶的車輛運輸。

Once the vehicles arrive in Fisker locations, destinations, certain countries require a limited period of time, when you can convert customers if they are financing, of course, if they are cash customers less restrictive.

一旦車輛到達菲斯克地點、目的地、某些國家，就需要一段有限的時間，在此期間您可以轉換客戶，如果他們是融資，當然，如果他們是現金客戶則限制較少。

But if they're going through a chase, Santander financing and registrations require a certain period of time. So you've got to give about a week or so to allow for financing, getting all the registration documents as well. But I expect that the inefficiency will convert into more -- efficiencies and reduce time frames as we move further. So production to conversion will get only better with time.

但如果他們正在經歷追逐，桑坦德銀行的融資和註冊需要一定的時間。因此，您必須花大約一周左右的時間才能獲得融資，並獲得所有註冊文件。但我預計，隨著我們的進一步發展，低效率將轉化為更高的效率並縮短時間框架。因此，隨著時間的推移，生產到轉化只會變得更好。

Okay. Okay. And then just lastly, on the gross margin, I believe other competitors or other start-up EV OEMs have talked about unfavorable pricing that they're receiving from suppliers, given their small supplier ramp for initial production. So I'm just curious how you're able to kind of achieve these gross margins?

好的。好的。最後，在毛利率方面，我相信其他競爭對手或其他初創電動汽車原始設備製造商已經談到了他們從供應商那裡收到的不利定價，因為他們的初始生產供應商規模較小。所以我很好奇你們是如何實現這些毛利率的？

Is the Magna relationship helping you guys with your suppliers achieved better cost per unit when you make the vehicle? Or I guess the broader question is, as you increase production, should gross margins go higher from here? Or are you seeing the benefits you're already seeing that the cost per part benefits because of the Magna relationship. And that's how you're able to achieve those gross margins now is kind of how the question.

麥格納的合作關係是否可以幫助你們與供應商在製造車輛時實現更好的單位成本？或者我想更廣泛的問題是，隨著產量的增加，毛利率是否應該更高？或者您是否看到了您已經看到的好處，即由於與麥格納的關係而降低了每個零件的成本。這就是你現在如何能夠實現這些毛利率的問題。

So Magna is a contract manufacturer for us, Magna doesn't buy parts for us. We manage supply chain relationships directly ourselves. But to answer your question on gross margins, the first critical topic is to design and engineer a vehicle where you have thought about gross margins.

所以麥格納是我們的合同製造商，麥格納不為我們購買零件。我們自己直接管理供應鏈關係。但要回答您關於毛利率的問題，第一個關鍵主題是設計和製造您考慮過毛利率的車輛。

You have thought about material input, you have thought about the number of parts. So we -- from the get-go created an organization that thought about selling a $37,500 car, not $100,000 car. So the entire organization thinks about a few parts.

你考慮過材料的投入，你考慮過零件的數量。因此，我們從一開始就創建了一個組織，考慮的是銷售 37,500 美元的汽車，而不是 100,000 美元的汽車。所以整個組織都會考慮幾個部分。

The entire organization thinks about the steel stamp body, how can, we engineer the car for more efficiency. So that's the first topic. The second topic is that we've seen battery costs go down. So the input costs on batteries went down from Q1 from Q2 to Q3.

整個組織都在思考鋼印車身，我們如何設計汽車以提高效率。這就是第一個主題。第二個主題是我們看到電池成本下降。因此，電池的投入成本從第一季度、第二季度到第三季度都有所下降。

So I expect those trends to continue to further go down. And I think number three, what's really critical is to look at volumes in terms of the program lifetime. So from a program lifetime, we have a 50,000 annual volume. And those volumes are fairly straightforward.

因此，我預計這些趨勢將繼續進一步下降。我認為第三，真正關鍵的是從程序生命週期的角度來看待數量。因此，從程序生命週期來看，我們的年銷量為 50,000。這些卷相當簡單。

We also, by the way, don't amortize our investments. I can't comment on what other start-ups do, but legacy -- OEMs do amortize their investments. They also amortize their ED&D that they in-house spend, which we don't amortize, because we actually spend the money with our suppliers.

順便說一句，我們也不攤銷我們的投資。我無法評論其他初創企業的做法，但傳統的 OEM 確實會攤銷他們的投資。他們還攤銷內部支出的 ED&D，而我們不攤銷，因為我們實際上把錢花在了供應商身上。

So again, from our perspective, we have an asset-light strategy, a very different business model to other start-ups or legacy OEMs.

因此，從我們的角度來看，我們採取的是輕資產戰略，這是一種與其他初創企業或傳統原始設備製造商截然不同的商業模式。

Our next question comes from Jeffrey Osborne from Cowen.

我們的下一個問題來自考恩的杰弗裡·奧斯本。

Congratulations on the strong margins. So thanks for the detail so far on the call. I was hoping to flesh out the nature of the supplier constraint. You mentioned the labor.

恭喜您獲得了強勁的利潤。感謝您提供迄今為止通話中的詳細信息。我希望能夠充實供應商約束的本質。你提到了勞動力。

Was the component or product in question always intended to be labor intensive? Or is this an issue of touring didn't work and you're having to do rework and any additional details on how you're going to resolve that problem would be helpful.

所涉及的組件或產品是否始終是勞動密集型的？或者這是巡演不起作用的問題，您必須進行返工，並且有關如何解決該問題的任何其他詳細信息都會有所幫助。

Jeff, it's a simple case of how many units can you crank out a day, as simple as that. So unlike electronics where you can just sort of print millions of PCBAs, there are certain components in automotive, which are more exhaustive to make, which require more time.

傑夫，這是一個簡單的例子，你一天可以生產多少個單位，就這麼簡單。因此，與可以打印數百萬個 PCBA 的電子產品不同，汽車中的某些組件製造起來更加詳盡，需要更多的時間。

And it's the cost of what a line can produce, what is the capacity of a line, what is the line tool dough to produce. So this particular line is tooled up to produce 50,000 units a year and they simply can't crank it out in 6 months.

它是一條生產線可以生產什麼的成本，一條生產線的容量是多少，生產線工具麵團是多少。因此，這條特定的生產線每年可生產 50,000 件，但他們根本無法在 6 個月內完成生產。

And so just the pending that, that will be resolved by Q1 that you'll run at that run rate that you talked about?

因此，只有懸而未決的問題將在第一季度解決，您將按照您談到的運行速率運行？

Yes.

是的。

The 6,000 a month?

一個月6000？

Yes.

是的。

Do you exit the year at that and you feel comfortable that that suppliers may be investments to resolve that in terms of hiring?

您是否在這一年結束時感到放心，供應商可能會通過投資來解決招聘方面的問題？

Sorry, Jeff, could you repeat the -- sorry, would you repeat the last point, please?

抱歉，傑夫，你能重複一下——抱歉，請你重複一下最後一點好嗎？

Does the supplier has made the effort to go through the hiring exercise to running 6,000 a month by January or December, you said you hit that run rate by the end of the year. So I just want to make sure that is that beyond get to get there?

供應商是否已努力在 1 月或 12 月之前完成每月 6,000 名員工的招聘工作，您說您在年底之前達到了該運行率。所以我只是想確定這是否超出了到達目標的範圍？

Yes, it's a two-shift operation, so we already running a two-shift operation. If the supplier needs to run the three-shift, they'll run a three-shift. But I think that in a full year a two-shift operation is good enough to get us the volume that we need.

是的，這是兩班制操作，所以我們已經在進行兩班制操作。如果供應商需要實行三班制，他們就會實行三班制。但我認為，一整年的兩班制操作足以滿足我們所需的產量。

And then just a quick one on the PEAR and Alaska. It's great to see last night in LA. What is the commonality of the 2 platforms in particular in the Alaska certainly, you thought that was -- leveraging part from the 3, I would imagine you'd be able to do the same in those margin accretive.

然後快速介紹一下梨樹和阿拉斯加。昨晚在洛杉磯見到真是太好了。當然，這兩個平台的共同點是什麼，特別是在阿拉斯加，你認為——利用這三個平台的一部分，我想你能夠在這些利潤增值方面做同樣的事情。

Is there any way to dimension what the commonality is for those 2 platforms Ultra to the Ocean?

有什麼方法可以確定這兩個 Ultra to the Ocean 平台的共性嗎？

Yes, it's very high. And I would say probably we're in the region of I mean if you exclude the body panels, we are probably in the region of about 85% to 90%. So I would say it's extremely high commonality.

是的，它非常高。我想說，我們可能處於這個區域，我的意思是，如果排除車身面板，我們可能處於大約 85% 到 90% 的區域。所以我想說這是非常高的通用性。

It's really just an extended Ocean platform where we have added wheel-based to a rear. We are even using the same battery size, which allows us to have this Fudin truck, which actually moves right down behind the battery, which would not be possible in any other pickup truck where the battery goes all the way to the rear axle. So in hours, it doesn't.

它實際上只是一個擴展的海洋平台，我們在後部添加了輪式平台。我們甚至使用相同的電池尺寸，這使得我們能夠擁有這款 Fudin 卡車，它實際上在電池後面向下移動，這在電池一直延伸到後軸的任何其他皮卡車中是不可能的。所以幾個小時後，就沒有了。

It also gives really good weight distribution and you can put a lot of load in the back because you don't have the battery running all the way to the back. So it's -- like I said, it's very high commonality and that's also one of the reasons we should be able to get a very fast to market.

它還提供了非常好的重量分佈，您可以在後面放置大量負載，因為您沒有電池一直運行到後面。所以，就像我說的，它具有非常高的通用性，這也是我們能夠快速上市的原因之一。

Our next question comes from Pavel Molchanov from Raymond James.

我們的下一個問題來自雷蒙德·詹姆斯的帕維爾·莫爾恰諾夫。

It seems like battery prices have really permuted in the past 100 days, kind of 4, 5 months, perhaps. Is that consistent with your expectations? Or is there perhaps some room to achieve not savings compared to the initial assumptions?

電池價格似乎在過去 100 天（也許是 4、5 個月）內確實發生了變化。這符合你的期望嗎？或者與最初的假設相比，是否還有實現節省的空間？

Battery price is actually quite transparent. You can see – to be honest the LME and the Shanghai Metal Exchange. So it's not a secret that we buy batteries from CATL. Shanghai Metal Exchange is obviously the obvious exchange for us to look at raw materials.

電池價格其實是相當透明的。你可以看到——老實說是倫敦金屬交易所和上海金屬交易所。所以我們從寧德時代購買電池已經不是什麼秘密了。上海金屬交易所顯然是我們關注原材料的明顯交易所。

And you're absolutely right, raw materials have gone down. And I think everybody is benefitted from it. And we have two different chemistries as you kNow in our car, NMC and LFP. And the mechanical components, we have a good edge on because we are, of course, procuring them in China with CATLs. So I expect the trend continues this way. And it stabilizes the market because, frankly, in my opinion, customers need to be able to afford electric vehicles.

你說得對，原材料已經下降了。我認為每個人都從中受益。正如您所知，我們的汽車中有兩種不同的化學成分：NMC 和 LFP。至於機械部件，我們有很好的優勢，因為我們當然是通過寧德時代在中國採購它們。所以我預計這種趨勢會繼續下去。它穩定了市場，因為坦率地說，在我看來，客戶需要能夠買得起電動汽車。

Batteries are a significant part of the bomb. And for us to make affordable EVs and for prices to stabilize, battery cost has to go down, there is no other way.

電池是炸彈的重要組成部分。為了製造出價格實惠的電動汽車並穩定價格，電池成本必須下降，沒有其他辦法。

Okay. Let me follow up on the new models that you guys unveiled yesterday. For everything, except of course, the Ocean in Austria, will the new models be produced in the United States in-house?

好的。讓我跟進一下你們昨天發布的新型號。對於一切，當然除了奧地利的海洋，新型號是否會在美國內部生產？

So obviously, the pickup truck the Alaska has to be produced here in the U.S. because that's where the main market is. We are also eventually planning to bring Ocean over here to the U.S. and build it here as well for the U.S. market. We see the uptake in Europe and just a general outlook in Europe to be extremely promising. And I think Magna Europe can probably serve Europe already from next year with their capacity. So we need extra capacity probably by in the next year or beginning of 2025 here in the U.S. The PEAR, as we already announced, will also be built here in the U.S. We are still in final talks with Foxconn.

顯然，阿拉斯加皮卡車必須在美國生產，因為那是主要市場。我們最終還計劃將 Ocean 帶到美國，並在這里為美國市場建造它。我們看到歐洲的採用率以及歐洲的總體前景非常有希望。我認為麥格納歐洲可能從明年起就可以憑藉其產能為歐洲提供服務。因此，我們可能需要在明年或 2025 年初在美國增加產能。正如我們已經宣布的那樣，PEAR 也將在美國建造。我們仍在與富士康進行最終談判。

I mean, when you deal with the contract manufacturing, it's a little different because you have to go through all the details of each vehicle to understand the exact cost of assembly.

我的意思是，當你處理合同製造時，情況有點不同，因為你必須仔細檢查每輛車的所有細節，以了解裝配的確切成本。

Now the vehicles we showed yesterday, all of them, it's not just a show car that we showed. Those are actually vehicles that had been in development for quite a long time. I mean the PEAR, we start development in '21. The Ronin, we started in '22 and the same with the Alaska, we started last year.

我們昨天展示的所有車輛，不僅僅是我們展示的展示車。這些實際上是已經開發了很長時間的車輛。我的意思是 PEAR，我們從 21 年開始開發。 Ronin，我們從 22 年開始，阿拉斯加也是如此，我們去年開始。

So all these vehicles are actually pretty far in their development time. So now it's just a matter of us later this year, deciding on the exact manufacturing location or potential manufacturing partners.

因此，所有這些車輛的開發時間實際上還很長。因此，現在只需我們在今年晚些時候決定確切的製造地點或潛在的製造合作夥伴即可。

Operator, now we'll take some of the retail investor questions. First one, it's been mentioned that the Fisker team is in talks with other partners to expand production. Can you expand on this and update us on these partnerships? Will they be for the Ocean only or for all Fisker EVs? And then any update on production start dates for some -- for the other vehicle programs?

接線員，現在我們將回答散戶投資者的一些問題。首先，有人提到菲斯克團隊正在與其他合作夥伴就擴大生產進行談判。您能否詳細介紹一下並向我們介紹這些合作夥伴關係的最新情況？它們僅適用於海洋還是適用於所有菲斯克電動汽車？那麼其他車輛項目的生產開始日期有什麼更新嗎？

Well, I mean, obviously, when you have confidential talks, there's a reason why they're confidential. So we can't really like elaborate on those. But I would say on a high-level note. What we are interesting in is strategic partnerships that spans over all our product lines and our large strategic partnerships.

嗯，我的意思是，顯然，當你進行機密會談時，它們是保密的是有原因的。所以我們真的不想詳細說明這些。但我要從高層次上說。我們感興趣的是跨越我們所有產品線的戰略合作夥伴關係以及我們的大型戰略合作夥伴關係。

So we are not really looking at adjusting one vehicle out and doing a partnership on that. I think that's the important thing here. I do think that the amazing product line we showed yesterday, which is all vehicles that can go to market within the next two years is something unique.

因此，我們並不是真正考慮調整一輛車並就此建立合作夥伴關係。我認為這就是重要的事情。我確實認為我們昨天展示的令人驚嘆的產品線，即所有可以在未來兩年內上市的車輛是獨一無二的。

There's no other company – there's no other car company on the planet. I don't care if they're traditional OEM or start-up that had a kind of product line that we just showed yesterday.

沒有其他公司——地球上沒有其他汽車公司。我不在乎他們是傳統的 OEM 還是擁有我們昨天剛剛展示的產品線的初創企業。

And the reason we can bring them fast to market is because they're already very far into the engineering process. So obviously, having a strategic partner would mean we might even be able to bring them faster to market in higher volume. So that's something we're looking at. It's not something that we -- is a must.

我們之所以能夠將它們快速推向市場，是因為它們已經進入了工程流程。顯然，擁有戰略合作夥伴意味著我們甚至可以更快地將更多產品推向市場。這就是我們正在研究的事情。這不是我們必須要做的事情。

But I think we are always open to discussions. And we continue to having interesting discussions with different potential partners, but I can't really elaborate more on that right now.

但我認為我們始終願意進行討論。我們繼續與不同的潛在合作夥伴進行有趣的討論，但我現在無法詳細說明這一點。

Thank you. Other question, some of the early customer feedback is that the Ocean software is slow or a little laggy. What steps are being taken to improve this? And can this be addressed with OTA updates?

謝謝。其他問題，一些早期客戶反饋是 Ocean 軟件速度慢或有點滯後。正在採取哪些措施來改善這一情況？這個問題可以通過 OTA 更新來解決嗎？

Actually, that's a really interesting one. I've read a number of comments. And in fact, yesterday, I had a chance to talk to Sean Callahan, A.K. Fiscoradi. And I asked Sean, Sean I've read a bunch of comments online, which says the UI/UX and software is very laggy. And I said, I have a feeling, there was a fake Bloomberg article that tried to tell people that there was an issue with software and software was laggy and very few people want to defy that.

事實上，這是一個非常有趣的事情。我讀了很多評論。事實上，昨天，我有機會與 A.K. 肖恩·卡拉漢 (Sean Callahan) 交談。菲斯科拉迪。我問 Sean，Sean 我在網上讀了很多評論，說 UI/UX 和軟件非常滯後。我說，我有一種感覺，彭博社有一篇假文章試圖告訴人們軟件存在問題，軟件速度很慢，很少有人願意否認這一點。

So Sean, tell me, what do you mean by software is Laggy? So 2 things. First of all, I asked Sean to run a review on his forum where he should ask people especially the 120 owners who received their cars. Let's go from tap to tap to tap and let's see how long it takes to go from tap-to-tap to tap. How many seconds and then let's do a comparative vehicle.

那麼肖恩，告訴我，你所說的軟件 Laggy 是什麼意思？所以有兩件事。首先，我要求 Sean 在他的論壇上進行評論，他應該向人們尤其是 120 名收到汽車的車主詢問。讓我們從點擊到點擊再到點擊，看看從點擊到點擊再到點擊需要多長時間。多少秒，然後我們做一個對比車輛。

And Sean said, "Well, people are comparing this to the iPhone." Now if I'd like to be compared to the iPhone, that's a completely different metric. So that's the first thing. The second thing is that I think that we have to put into perspective what we consider as the vehicle and the connected vehicle and what do we expect of the vehicle.

肖恩說：“嗯，人們正在將其與 iPhone 進行比較。”現在，如果我想與 iPhone 進行比較，那是一個完全不同的指標。這是第一件事。第二件事是，我認為我們必須正確看待我們對車輛和聯網車輛的看法，以及我們對車輛的期望。

I'd like to pass it on to Burkhard now to talk about what is laggy software and what can we do to make the experience like Apple?

我現在想請 Burkhard 來談談什麼是滯後軟件，以及我們可以做些什麼來打造像 Apple 一樣的體驗？

Yes. Thanks, Geeta. So as we have mentioned, the software will be continually iterated. So we've equipped Ocean number One with essential features and this will be enhanced over the coming months and will be complemented by more advanced capabilities. We are currently working to finalize the integration of new features and packages. And we will push that via our over-the-air pipeline and release that since our vehicles are fully connected. And that is the smartphone experience Geeta was just referring to. You get constantly update.

是的。謝謝，吉塔。正如我們所提到的，該軟件將不斷迭代。因此，我們為“海洋一號”配備了基本功能，並將在未來幾個月內得到增強，並輔以更先進的功能。我們目前正在努力完成新功能和軟件包的集成。我們將通過我們的無線管道推動並釋放它，因為我們的車輛已完全連接。這就是 Geeta 剛才提到的智能手機體驗。你會不斷更新。

And that makes it so interesting and attractive to keep the car fresh and updated. We have incorporated our early customer feedback. So even incorporating into these updates, the customer feedback, who can do that. Our teams are working around the clock to make refinements, which we then flush into the fleet of vehicles. So we're ready to launch our OTA updates and expect to deliver the first OTA to our customers that will support enhanced connectivity, et cetera.

這使得保持汽車新鮮和更新變得如此有趣和有吸引力。我們已經納入了早期客戶的反饋。因此，即使將客戶反饋納入這些更新中，誰也能做到這一點。我們的團隊晝夜不停地工作以進行改進，然後將其註入車隊中。因此，我們已準備好啟動 OTA 更新，並期望向我們的客戶提供第一個 OTA，以支持增強的連接等。

Thank you. Let's now go back to the analyst queue, operator.

謝謝。現在讓我們回到分析師隊列，操作員。

Our next question comes from Adam Jonas from Morgan Stanley.

我們的下一個問題來自摩根士丹利的亞當喬納斯。

I wanted to see some color for -- or guidance on second half working capital. Thank you for the detail on the OpEx and CapEx.

我想看到一些關於下半年營運資金的色彩或指導。感謝您提供有關運營支出和資本支出的詳細信息。

But given the working capital usage this quarter and maybe some of the ranges of gaps between production and deliveries you have, I don't know if you could give us any sense for that.

但考慮到本季度的營運資金使用情況，以及生產和交付之間的一些差距範圍，我不知道您是否能給我們任何解釋。

And I apologize if this question was already asked. I had some audio difficulties. Thanks, Henrik.

如果這個問題已經被問過，我深表歉意。我遇到了一些音頻問題。謝謝，亨里克。

Adam, except for adding $30 million in our SG&A, which we require for customer deliveries and for certain other expansion, there's no change to our guidance. We have the capital required for our second half.

Adam，除了在 SG&A 中增加 3000 萬美元（我們需要用於客戶交付和某些其他擴張）之外，我們的指導沒有變化。我們有下半年所需的資金。

Our next question will be from Christopher McNally from Evercore ISI.

我們的下一個問題將來自 Evercore ISI 的 Christopher McNally。

I wanted to focusing on that production ramp that you talked about specifically if you would -- it seems like from the implied guidance, you'll hit that 300 per day rate sort of 6,000 per month some time either October-November, just looking at the cadence of what you described for Q3 and Q4.

我想重點關注您具體談到的產量增長，如果您願意的話，從隱含的指導來看，您將在10 月至11 月的某個時間達到每天300 件，每月6,000 件，只需看看您所描述的第三季度和第四季度的節奏。

Could you just maybe clarify the parts issue with the sub-supplier that you've talked about? Will they be ramped by Q4? Or is that a process that will take longer from Q4 into Q1?

您能否澄清一下您所談到的與分供應商的零件問題？他們會在第四季度增加嗎？或者這個過程從第四季度到第一季度需要更長的時間？

As I mentioned, they are banking parts in the summer shutdown right now. And they are going to a 2 shift, and if needed, they'll go to a 3-shift operation to provide us the parts we need.

正如我所提到的，他們現在正在夏季停工期間儲存零件。他們將進行兩班倒，如果需要，他們將進行三班倒，為我們提供我們需要的零件。

So it basically seems that some time in Q4, you'll actually hit that that rate and then that whatever that 5,000 to 6,000 per month will extend into '24. Is that the right way to think about it?

所以基本上看來，在第四季度的某個時候，你實際上會達到這個速度，然後每月 5,000 到 6,000 的數字將延續到 24 年。這是正確的思考方式嗎？

Yes. So the way to think about it is that when we can make 300 cars a day, we need the relevant parts to arrive at Magna Steyr. The bigger parts need to arrive the same week, the smaller parts can be stored. So that's the way to think. So what matters, is when we assemble cars, we have the parts ready. And that's what you have to time. It doesn't matter if a supplier can ramp in December second half, last two weeks, it doesn't help us.

是的。所以思考的方式是，當我們每天可以生產300輛汽車時，我們需要相關零件才能到達麥格納斯太爾。較大的零件需要在同一周到達，較小的零件可以存儲。這就是思考的方式。所以重要的是，當我們組裝汽車時，我們已經準備好了零件。這就是你必須花的時間。供應商能否在 12 月下旬、最後兩週增加產量並不重要，這對我們沒有幫助。

What matters is the parts are banked, ready and waiting. If they don't have the ability to ramp at the time and that's what we're working on right now. All the suppliers that have ramp issues are taking this 2- or 3-week period to bank parts. And we're doing this right now.

重要的是零件已經儲存起來，準備就緒，等待著。如果他們當時沒有能力提升，這就是我們現在正在努力的。所有遇到產能問題的供應商都會用兩到三週的時間來儲存零件。我們現在正在這樣做。

Super clear. Second part of the question, I mean, Henrik, if you show the product displayed yesterday. I think some of the questions that people will ask then is with some of the timing of the Alaska talking about sort of, again, around that turn of the year of 2025, when will we have the sort of the know-how of the agreements with Foxconn, because basically, these vehicles are going to be built in North America to get the IRA credit.

超級清晰。問題的第二部分，我的意思是，Henrik，如果你展示昨天展示的產品。我認為人們屆時會問的一些問題是阿拉斯加號在 2025 年之際再次談論的一些問題，我們什麼時候才能掌握協議的具體知識與富士康合作，因為基本上，這些車輛將在北美製造以獲得IRA 信用。

And I'm conscious that we may not always get to the full disclosure of that agreement. But when will there be something that's enough that you can kind of disclose where the vehicle is going to be built and just kind of talk about it, Foxconn and Fisker together.

我意識到我們可能並不總是能夠完全披露該協議。但什麼時候才會有足夠的東西讓你可以透露車輛將在哪裡製造，然後富士康和菲斯克一起談論它。

Yes, I expect that we will announce manufacturing of these vehicles within the next 3 months.

是的，我預計我們將在未來 3 個月內宣布生產這些車輛。

I think we have time for one more question.

我想我們還有時間再問一個問題。

Our final question will come from James Picariello from BNP Paribas.

我們的最後一個問題將由法國巴黎銀行的 James Picariello 提出。

Just in the Geeta's prepared remarks on this. I mean the unprecedented ambition with respect to a simultaneous multi-continent homologation and delivery logistics effort on top of all the real-time servicing demands that will need to be met once these Oceans get out to a while. It does seem to be a strategy that might have no equal, especially for a start-up. So what gives you the confidence to go after this launch in such a global fashion right out of the gate, would it be more manageable and cost efficient to just focus on one region or not necessarily?

就在吉塔準備好的評論中。我的意思是，除了這些海洋離開一段時間後需要滿足的所有實時服務需求之外，還需要滿足同時進行多大陸認證和交付物流工作的空前雄心。這似乎確實是一種無與倫比的策略，尤其是對於初創企業而言。那麼，是什麼讓您有信心以如此全球性的方式推出這一產品？只關註一個地區是否更易於管理且更具成本效益？或者不一定？

No, I think -- so yes, let me take some of that question at least. We have actually set up quite an amazing organization in Europe already. We have people in all the launch countries already. We have service partners assigned in all the launch countries. We have, as Geeta mentioned, finance available in all these countries. And I think we have already seen with our vehicle, I mean, electric vehicles do not need the type of service at a gasoline vehicle need. We have mobile technicians. We have been able to reach out to anybody who needed something extremely quickly.

不，我想——所以是的，至少讓我回答這個問題的一部分。事實上，我們已經在歐洲建立了一個非常了不起的組織。我們已經在所有發射國家/地區派駐了人員。我們在所有發布國家/地區都分配了服務合作夥伴。正如吉塔提到的，我們在所有這些國家都有可用的資金。我認為我們已經看到我們的車輛，我的意思是，電動汽車不需要汽油車所需的服務類型。我們有移動技術人員。我們能夠非常快速地聯繫到任何需要幫助的人。

So I think it's really a benefit for us. We don't really see that as a hindrance or a negative or something that holds us back. On the contrary, I think it's great to be able to have customers in all these locations immediately. I think the U.S. we are concentrating in fewer states right now.

所以我認為這對我們來說確實是一個好處。我們並不真正認為這是一種障礙、消極因素或阻礙我們前進的因素。相反，我認為能夠立即在所有這些地點擁有客戶真是太好了。我認為美國現在我們集中在更少的州。

I think we're in about 5 states delivering vehicles. So in the U.S., we actually are concentrating on 5 of the main states where we have most of the customers because it is a little easier here. But Europe, all the launch countries they are pretty much laid out. And I think it also means that we can accelerate extremely fast because we have such a huge customer base that are ready to take delivery of the vehicle.

我認為我們在大約 5 個州交付車輛。因此，在美國，我們實際上專注於擁有大多數客戶的 5 個主要州，因為這裡更容易一些。但是歐洲，所有的發射國家都已經佈局好了。我認為這也意味著我們可以極快地加速，因為我們擁有龐大的客戶群，已經準備好接收車輛。

And just -- that's very helpful. And then just on the 20,000 to 23,000 production range. I know there are a lot of factors on the delivery side. But is there a -- just a range off of this production target to think about deliveries?

這非常有幫助。然後就是 20,000 到 23,000 的生產範圍。我知道交付方面有很多因素。但是，是否有一個距離這個生產目標一個範圍來考慮交付？

Well, I think -- if I can just take that. First of all, speaking about a yearly target, when we really only are talking about half a year production is probably a little misguided quite frankly. I think we need to talk about the daily volume that we want to have. Now talking about how many cars can we deliver, let's say, we do 20,000 vehicles, how many of those can we deliver? Like Geeta mentioned, the strategy we have is that probably in November or is the last shipment that goes out to the U.S., so we can still deliver all these vehicles in late December.

好吧，我想——如果我能接受的話。首先，談到年度目標，坦率地說，當我們實際上只談論半年產量時，可能有點誤導。我認為我們需要討論我們想要的每日交易量。現在說我們能交付多少輛車，比如說我們做了2萬輛車，我們能交付多少輛？正如 Geeta 提到的，我們的策略是可能在 11 月，或者是最後一批運往美國的車輛，所以我們仍然可以在 12 月下旬交付所有這些車輛。

And then all the vehicles that are produced in December are going to be delivered in Europe. And the very last vehicles probably made just before Christmas are going to be delivered in Austria and Germany because you're talking about like Geeta said a couple of days to deliver those cars. So I would say our target would be to get up to about a 95% delivery rate of our volume.

然後12月份生產的所有車輛都將在歐洲交付。最後一批汽車可能會在聖誕節前生產，將在奧地利和德國交付，因為你所說的就像吉塔所說的幾天才能交付這些汽車。所以我想說，我們的目標是達到我們數量的 95% 左右的交付率。

We have time for one more question from the retail platform. There's been a lot of discussion in news from other automotive brands about charging networks. Can you update us on Fisker's charging network relationships and any plans for expansion?

我們還有時間回答零售平台的另一個問題。其他汽車品牌的新聞中也有很多關於充電網絡的討論。您能否向我們介紹一下 Fisker 充電網絡關係以及任何擴張計劃的最新情況？

Yes. So we've announced our public charging partnerships, ChargePoint in North America and DevPower in Alego in Europe, to provide our customers with broad coverage. And it's really encouraging to hear the various announcements about expanding fast charging network across North America. We are very open to discussing charging with all potential partners. We believe the more coverage, the better for the customer and for expanding EV adoption in general.

是的。因此，我們宣布了我們的公共充電合作夥伴關係，即北美的 ChargePoint 和歐洲 Alego 的 DevPower，為我們的客戶提供廣泛的覆蓋範圍。聽到有關在北美擴展快速充電網絡的各種公告確實令人鼓舞。我們非常願意與所有潛在合作夥伴討論收費問題。我們相信，覆蓋範圍越廣，對客戶和擴大電動汽車的普遍採用就越好。

It's important for our customers to have access to charge both of their homes and on the go. Europe has a common standard, but U.S. has competing standards. We believe competition advances innovation and it helps improve the customer experience.

對於我們的客戶來說，能夠在家中和旅途中充電非常重要。歐洲有共同標準，但美國有競爭標準。我們相信競爭促進創新，有助於改善客戶體驗。

I understand there's a lot of anxiety if we have any discussions with Tesla to use the Supercharger network. We absolutely will do whatever is the right thing for our customers, whatever supports our customers. From our standpoint, we have a fully drawn up agreement. Fisker has signed the NACS agreement. We're just waiting for a signature from Tesla.

我知道，如果我們與特斯拉討論使用超級充電網絡的問題，人們會感到非常焦慮。我們絕對會做任何對我們的客戶正確的事情，任何支持我們的客戶的事情。從我們的角度來看，我們已經制定了一份完整的協議。菲斯克已簽署 NACS 協議。我們只是在等待特斯拉的簽名。

Great. Thank you. That concludes today's Q&A. Operator?

偉大的。謝謝。今天的問答就到此結束。操作員？

I would now like to turn the call back over to Henrik Fisker for any closing remarks.

我現在想將電話轉回給亨里克·菲斯克，請他發表結束語。

Well, thank you very much. I kind of want to come a little bit back to 2 points. One, the products that we showed yesterday, I want to emphasize that these are all vehicles that have been in development for quite a long time. We have an amazing team at Fisker. They work extremely hard. We have some really good suppliers. They are working with as well on these vehicles, all of these vehicles.

好的，謝謝。我有點想回到2點。第一，我們昨天展示的產品，我想強調的是，這些都是已經開發了很長時間的車輛。菲斯克擁有一支出色的團隊。他們工作非常努力。我們有一些非常好的供應商。他們也在這些車輛上進行合作，所有這些車輛。

And we're going to be able to put all these vehicles into production within the next 2 years, which I think is super exciting. And it really will allow us to grab a huge market in whatever market we go in a huge part of that market because we don't see a lot of competitors for any of these vehicles, quite frankly, when you look at even what other car companies have announced.

我們將能夠在未來兩年內將所有這些車輛投入生產，我認為這是非常令人興奮的。它確實將使我們能夠在我們進入的任何市場中搶占一個巨大的市場，因為我們沒有看到任何這些車輛的很多競爭對手，坦率地說，當你看看其他什麼汽車時公司已經宣布。

So that's something I'm super excited about. I'm also really excited about our positive gross margins, quite frankly, because normally in an EV start-up, you are running obviously companies running 2 or 3 years with massive losses, which obviously means you need to raise a lot of money just to cover those losses. So we are not in that position.

所以這是我非常興奮的事情。坦率地說，我對我們的正毛利率也感到非常興奮，因為通常在電動汽車初創企業中，你經營的公司顯然運行了 2 或 3 年並出現巨額虧損，這顯然意味著你需要籌集大量資金來彌補這些損失。所以我們不處於那個位置。

We kind of have now a program, the Ocean, which is starts paying some of the bills, and that's just amazing. And I think I want to really give kudos to our engineering team, to our finance team for having achieved this. This is just outstanding and actually even overachieved. We actually have higher gross margins than we had anticipated, again, because of how we've structured this program and how our vehicles are engineered, and it's just amazing.

我們現在有一個項目，海洋，它開始支付一些賬單，這真是太棒了。我想我真的要向我們的工程團隊和財務團隊表示敬意，因為他們實現了這一目標。這非常出色，甚至超出了預期。實際上，我們的毛利率比我們預期的要高，這又是因為我們如何構建該計劃以及我們的車輛是如何設計的，這真是太棒了。

And here in the end, I'd also like to than our reservation holders. I know it's really tough to wait for this Ocean, you've read about it. It's got amazing reviews and I know it's tough to wait. And we all hear actually are really annoyed as well that we can't bring these vehicles quicker out to you, but we are scaling up.

最後，我還要感謝我們的預訂者。我知道等待這個海洋真的很艱難，你已經讀過它了。它得到了令人驚嘆的評論，我知道等待是很艱難的。我們都聽說實際上我們也很惱火，因為我們無法更快地將這些車輛交付給您，但我們正在擴大規模。

We actually are hiring a lot more people. A boat does take like either said 10 to 14 days to get into Baltimore, so we can't really change that. But we are already shipping more vehicles on the boat; several hundred vehicles are getting on boats. We are getting more trucks going. So I think you're going to see a huge acceleration in deliveries already here in -- and really scaling up. So I'm very excited about that.

我們實際上正在僱用更多的人。一艘船確實需要 10 到 14 天才能到達巴爾的摩，所以我們無法真正改變這一點。但我們已經在船上運送了更多車輛；數百輛車正在上船。我們正在讓更多的卡車開動。因此，我認為您將會看到這裡的交付量大幅加速，而且規模確實在擴大。所以我對此感到非常興奮。

And of course, also, I want to thank all our partners, everyone and all our investors for also dialing into this call. Thank you very much, everyone.

當然，我還要感謝我們所有的合作夥伴、所有人和所有投資者也撥通了這次電話會議。非常感謝大家。

Thank you.

謝謝。

This concludes today's conference call. Thank you for your participation. You may now disconnect.

今天的電話會議到此結束。感謝您的參與。您現在可以斷開連接。