菲斯克汽車 (FSR) 2021 Q4 法說會逐字稿

Good afternoon, and thank you for attending today's Fisker Inc. Fourth Quarter 2021 Earnings Call. My name is Austin, and I'll be the moderator for today. (Operator Instructions)

下午好，感謝您參加今天的 Fisker Inc. 2021 年第四季度收益電話會議。我叫 Austin，我是今天的主持人。 （操作員說明）

I would now like to pass the conference over to our host, Dan Galves, VP of Investor Relations. Dan, go ahead.

我現在想將會議轉交給我們的主持人，投資者關係副總裁 Dan Galves。丹，繼續。

Thanks, Austin. And welcome to -- welcome, everyone, to Fisker's earnings call. Joining me on the call as usual 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，奧斯汀。歡迎大家參加 Fisker 的財報電話會議。像往常一樣和我一起參加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。

Before turning it over to Henrik, be advised we will make 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.

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。

Actual results in 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.

財務期間的實際結果受風險和不確定性的影響，這些風險和不確定性可能導致實際結果與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.

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。

We'll reference our financial measures that do not conform to generally accepted accounting principles or GAAP 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.

在今天的電話會議中，我們將參考不符合公認會計原則或 GAAP 的財務措施，包括非 GAAP 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, Dan. Thank you, everyone, for listening in. I think we've got a really exciting earnings call. I'm super excited about it.

謝謝你，丹。謝謝大家的聆聽。我認為我們有一個非常令人興奮的財報電話會議。我對此非常興奮。

This year has just been taking off extremely fast. We are still on target with our SOP date of November 17 this year. That hasn't changed. In fact, I'm really excited about flying over next week to actually get into an Ocean and see it come off the prototype line. I've already had a look at some of the first parts that came in. They look extremely high quality for being this early in the phase. And we, of course, have people on the ground over there inspecting all the parts, et cetera, and working really closely with Magna.

今年剛剛起飛非常快。我們仍然在今年 11 月 17 日的 SOP 日期上實現目標。那沒有改變。事實上，我真的很興奮下週飛過去真正進入海洋並看到它脫離原型線。我已經看過一些第一批進來的零件。它們在這個階段的早期階段看起來質量非常高。當然，我們在現場派人檢查所有零件等等，並與麥格納密切合作。

And I have a lot of faith in Magna, I have to say. We are working closely together. The quality of work they have shown so far has been amazing, and I think we're built in for an amazing, high-quality launch in November this year.

我不得不說，我非常信任麥格納。我們正在密切合作。到目前為止，他們展示的工作質量令人驚嘆，我認為我們已經為今年 11 月的一次令人驚嘆的高質量發布做好了準備。

And of course, the acceleration of reservations has also really taken off this year. It's actually been a 400% increase per day versus 2021. So I'll talk a little bit more about that as well.

當然，今年預訂的加速也真正起飛了。實際上，與 2021 年相比，每天增長了 400%。所以我也會多談一點。

Again, priority one for us is launching the Ocean. And we are working extremely hard. And we are working with all our suppliers to make sure that despite any chip crisis or supply chain difficulties that we are solving them week by week. And it's something that takes a lot of work to do. It's not easy to do it, but so far, we have managed it. And so far, I am still fully sure that we will launch in November because we have this amazing team and these amazing suppliers, and that's something that I think is -- I want to commend the team for because they are really working hard. And I also want to commend our suppliers for that as well.

同樣，我們的首要任務是啟動 Ocean。我們正在非常努力地工作。我們正在與我們所有的供應商合作，以確保儘管存在任何芯片危機或供應鏈困難，但我們每週都在解決它們。這是需要大量工作才能完成的事情。做到這一點並不容易，但到目前為止，我們已經做到了。到目前為止，我仍然完全確定我們將在 11 月推出，因為我們擁有這個了不起的團隊和這些了不起的供應商，我認為這是——我想讚揚這個團隊，因為他們真的很努力。我也想讚揚我們的供應商。

I think one of the reasons that our Fisker Ocean have increased in reservations this year is because -- of course, we showed the vehicle last year. But this year, it's clear for people, this vehicle is actually coming out this year. And when you compare the Fisker Ocean to any announced EV coming out this year, it's clear that we are the leader in so many areas in our price class.

我認為我們的 Fisker Ocean 今年預訂量增加的原因之一是——當然，我們去年展示了這輛車。但是今年，人們很清楚，這輛車實際上是今年問世的。當您將 Fisker Ocean 與今年發布的任何已發布的 EV 進行比較時，很明顯我們在同價位的眾多領域中處於領先地位。

For example, there is no really cool-looking SUV on the $40,000. Let's just make that clear. Secondly, when you look at a $50,000 or even a $68,000 SUV, there is nobody that even comes close to us when it comes to range. The Ultra which starts at $49,900 comes out at 340 mile range, which is clearly leading of any SUV or crossover in the entire world. And the same with our Fisker Ocean Extreme, which comes out at a 350 mile range plus.

例如，40,000 美元上沒有真正酷炫的 SUV。讓我們把它說清楚。其次，當你看一輛 50,000 美元甚至 68,000 美元的 SUV 時，在續航里程方面，沒有人能與我們相提並論。起價為 49,900 美元的 Ultra 續航里程為 340 英里，這顯然領先於全球任何 SUV 或跨界車。我們的 Fisker Ocean Extreme 也是如此，它的續航里程超過 350 英里。

Now that's not the only thing that differentiates the Fisker Ocean Extreme and the Ultra. The Extreme has seen the highest reservation interest probably because that we have so many industry-leading features. In fact, features that no matter what you would pay, nobody would even offer. Even if you go out and try and buy a $400,000 Rolls-Royce, you will not have California mode. You will not have solar roof. You will not have a lot of the things we have in the Fisker Ocean.

現在，這並不是 Fisker Ocean Extreme 和 Ultra 的唯一區別。 Extreme 的預訂興趣最高，可能是因為我們擁有眾多行業領先的功能。事實上，無論您支付多少，都沒有人願意提供這些功能。即使你出去嘗試購買價值 400,000 美元的勞斯萊斯，你也不會有加州模式。你不會有太陽能屋頂。您不會擁有我們在 Fisker Ocean 擁有的很多東西。

One of the things that I'm super excited about that normally belongs to supercars is our torque-vectoring system in the powertrain. I personally drove it on the test track, it just makes you feel like a race car driver. And I think once we get journalists and customers out and experiencing this sometime later this summer, I think we're going to see another amazing uptick in reservation because that is just in its class of its own. So with all these extra things in this vehicle, I think we just -- an offer that cannot be compared.

通常屬於超級跑車的讓我超級興奮的事情之一是我們在動力總成中的扭矩矢量系統。我親自在試車場上駕駛它，它只會讓你感覺自己像個賽車手。而且我認為，一旦我們在今年夏天晚些時候讓記者和客戶出來體驗這一點，我認為我們將看到預訂量再次出現驚人的增長，因為這只是同類產品中的佼佼者。因此，有了這輛車中所有這些額外的東西，我認為我們只是 - 一個無法比較的提議。

And I want to add sort of the last thing, which for me sort of was a natural. When I picked up my iPhone and turned it around to watch a movie, I said to our engineers, "Why can't we just do that in the car?" They were grumbling a bit. But finally, they said, "Let's do it." And I have to say, our engineering team did it. We have a world's first 17.1-inch rotating screen in the Extreme as standard. Just a push of a button, it rotates, you can sit and watch movies. And it's, by the way, also, I believe, going to be the highest resolution screen in the world, which, again, is something that sets the Ocean apart.

我想補充最後一件事，這對我來說是很自然的。當我拿起我的 iPhone 轉身看電影時，我對我們的工程師說，“為什麼我們不能在車裡這樣做呢？”他們有些嘀咕。但最後，他們說，“讓我們開始吧。”我不得不說，我們的工程團隊做到了。我們在 Extreme 中標配了全球首款 17.1 英寸旋轉屏幕。只需按一下按鈕，它就會旋轉，您就可以坐下來看電影了。順便說一下，我相信它也將成為世界上分辨率最高的屏幕，這又一次讓海洋與眾不同。

Now what I'm excited about announcing today, which is brand-new announcement, is our world-leading warranty program. And why can we set out a world-leading warranty program? Well, that's because we will have a super high-quality car produced with Magna in Austria. And of course, we have some extremely high-quality international suppliers as well.

現在我很高興今天要宣布的是我們世界領先的保修計劃，這是全新的宣布。以及為什麼我們能製定出世界領先的保修計劃？好吧，那是因為我們將在奧地利擁有與麥格納合作生產的超高品質汽車。當然，我們也有一些非常優質的國際供應商。

So with this warranty, we are having a basic warranty of 6 years and 60,000 miles on our powertrain and battery warranty up to 10 years and 100,000 miles. So powertrain and battery warranty is 10,000 (sic) [10 years], 100,000 miles. And I think that is one of the key things that's going to get people that hasn't had an EV before jumping into a Fisker Ocean because they want to feel that comfort that they're going to get the best warranty in the world, and that means we're standing behind our product. It really shows our confidence in the build quality, the technology quality and the overall durability that we expect of this vehicle.

因此，通過此保修，我們的動力總成和電池保修期為 6 年 60,000 英里，最高可達 10 年 100,000 英里。因此，動力系統和電池保修期為 10,000（原文如此）[10 年]，100,000 英里。而且我認為這是讓那些在跳入 Fisker Ocean 之前沒有擁有過電動汽車的人的關鍵因素之一，因為他們想要感受到他們將獲得世界上最好的保修的舒適感，並且這意味著我們支持我們的產品。這確實表明了我們對這款車的製造質量、技術質量和整體耐用性的信心。

Now we think that what we can see -- we have done, of course, our internal data on our buyers because we are able -- because we interact directly with our customers, we're able to go out and actually do regular surveys to our existing reservation holders. And what we have seen is that they really appreciate some of the features we have in the vehicle. But overall, design is #1. And that's something, again, that sets us apart. And of course, it was -- if it was easy to design a cool car, I assume that most giant automakers will never have a flop. But they obviously do once in a while, so it's not that easy. So that's something I think we're #1 in the world, and we'll kind of remain that.

現在我們認為我們可以看到的——當然，我們已經完成了關於我們買家的內部數據，因為我們能夠——因為我們直接與客戶互動，我們能夠出去並實際進行定期調查以我們現有的預訂持有人。我們所看到的是，他們非常欣賞我們車輛中的一些功能。但總的來說，設計是第一位的。這再次讓我們與眾不同。當然，如果設計一輛很酷的汽車很容易，我想大多數大型汽車製造商都不會失敗。但他們顯然偶爾會這樣做，所以這並不容易。所以這就是我認為我們在世界上排名第一的東西，我們會保持這種狀態。

And then #2 is our commitment to ESG and just creating the world's most environmental-friendly vehicles. And the sustainability aspect of our vehicles go beyond the electrification. It's the vegan interiors, the recycled materials, it's a solar roof, all these things are things that people care about. If they have a choice and can get a sexy, sustainable vehicle versus an unsexy, sustainable vehicle or a sexy, nonsustainable vehicle, why not get both -- best of both worlds? And I think that's what we are seeing in our uptake in the reservations.

然後#2 是我們對 ESG 的承諾，以及創造世界上最環保的車輛。我們車輛的可持續性方面超越了電氣化。純素內飾、回收材料、太陽能屋頂，所有這些都是人們關心的事情。如果他們有選擇並且可以選擇一輛性感的、可持續的汽車，而不是一輛不性感的、可持續的汽車，或者一輛性感的、不可持續的汽車，為什麼不兩者兼而有之——兩全其美呢？我認為這就是我們在接受預訂時所看到的。

Now of course, how can we come out with a vehicle this compelling at this great a price? And part of this is, of course, that we have an internal development process, which is focused on developing vehicles for low cost. And this goes, of course, hand-in-hand with our asset-light business model as well. And finally, we have a development process which is probably the fastest right now in the world. And it allows us to put in the latest technology, which usually, by the way, is cheaper than the old technology. And therefore, when our customers take delivery of vehicle in November, they'll get the latest technology that we had only chosen probably last year and even some of it early this year. So when you normally buy a car, that technology is probably already 3 or 4 years old. So I think that's where we make a difference as well.

當然，現在我們怎樣才能以如此優惠的價格推出如此引人注目的車輛呢？當然，部分原因是我們有一個內部開發流程，專注於開發低成本車輛。當然，這也與我們的輕資產業務模式密切相關。最後，我們的開發流程可能是目前世界上最快的。它使我們能夠採用最新技術，順便說一下，這些技術通常比舊技術便宜。因此，當我們的客戶在 11 月交付車輛時，他們將獲得我們可能只在去年選擇的最新技術，甚至在今年年初選擇了其中的一些技術。因此，當您通常購買汽車時，該技術可能已經有 3 或 4 年的歷史了。所以我認為這也是我們有所作為的地方。

And I also want to say, finally, we are seeing a saturation in the luxury EV market. And I think we have to recognize we were the first ones to think seriously about getting in to creating affordable EVs. And I think that's really something that is now showing its fruits by the reservation that we have created. And of course, with the PEAR that we just decided to go out and open up reservations for, one of the reasons is that we have quite a lot of private people that have asked if they could put reservations last year for the PEAR, we were really hesitant to do that early. We kept on getting some pressure there.

最後，我還想說，我們看到豪華電動汽車市場已經飽和。而且我認為我們必須認識到，我們是第一個認真考慮製造負擔得起的電動汽車的人。我認為這確實是現在通過我們創建的保留展示其成果的東西。當然，對於我們剛剛決定出去並開放預訂的 PEAR，其中一個原因是我們有相當多的私人詢問他們是否可以在去年為 PEAR 預訂，我們是真的很猶豫要不要早點做。我們在那裡一直承受著一些壓力。

And then finally, when we now lately have been in discussions with some global rental car companies that were interested in larger volumes of both the Fisker Ocean and the Fisker PEAR, I personally thought it would be fair to offer reservations for the private people who already asked for it last year. Because obviously, once we make a deal with a large rental car company, they'll scoop up a large amount of these vehicles, which will mean it will be more difficult to get your hands on one of the first ones. So that's really why we opened up the reservations.

最後，當我們最近與一些對大量 Fisker Ocean 和 Fisker PEAR 感興趣的全球租車公司進行討論時，我個人認為為已經去年要求的。因為很明顯，一旦我們與一家大型租車公司達成交易，他們就會搶走大量這些車輛，這意味著您將更難獲得第一批車輛。所以這就是我們開放預訂的真正原因。

And I also want to say that the PEAR program, we actually just here last week, passed one of our first engineering milestones on the PEAR program, so it's actually quite on its way. Exterior design is pretty much frozen. Now why wouldn't we just go out and show this vehicle? Why not just show it and get a lot more excitement around the PEAR? Well, the PEAR looks nothing like the Ocean. In fact, it looks nothing like any other vehicle in the world. And I even hesitate to call it a car. I call it a mobility device. And the reason is that this vehicle is so different in how it looks, how it's going to function, some of the features, some of the way you store things in this vehicle has never been seen before, and that's not something we want to give away to the competition anytime soon, quite frankly.

我還想說 PEAR 計劃，實際上我們上周剛剛在這裡，通過了我們在 PEAR 計劃上的第一個工程里程碑之一，所以它實際上已經在路上了。外觀設計幾乎是凍結的。現在我們為什麼不出去展示這輛車呢？為什麼不只是展示它並在 PEAR 周圍獲得更多的興奮呢？好吧，PEAR 看起來一點也不像海洋。事實上，它看起來與世界上任何其他車輛都不一樣。我什至不願意稱它為汽車。我稱之為移動設備。原因是這輛車在外觀、功能、一些功能、一些你在這輛車上存放東西的方式上都是如此不同，這是我們以前從未見過的，這不是我們想要提供的坦率地說，很快就會離開比賽。

But I also want to highlight another thing that is the essence of Fisker and what we're doing with technology. So one of the things that's very important for Fisker, and we're -- I think we're taking the first radical step in the world of any automaker, is, as we always said, we're a digital car company. So our plans in the future is have an overwhelming amount of over-the-air digital features and updates rather than a whole bunch of hardware options. And what that allows us is to create a reoccurring revenue over the lifetime of these vehicles.

但我還想強調另一件事，即 Fisker 的精髓以及我們正在用技術做的事情。因此，對菲斯克來說非常重要的一件事，我們是——我認為我們正在向任何汽車製造商邁出激進的第一步，就像我們一直說的那樣，我們是一家數字汽車公司。所以我們未來的計劃是擁有大量的無線數字功能和更新，而不是一大堆硬件選項。這讓我們能夠在這些車輛的生命週期內創造經常性收入。

And of course, it opens up totally new revenue streams, not only for us, but also, for example, for a global rental car partner, where you don't anymore have to -- for example, you remember clearly when you, a few years ago, had to order a navigation system and you actually had to take them all back and carry it out in the car and put it in there. With our vehicle, we're going to offer probably dozens of over-the-air upgrades that you can do in your rental car, and that we and our rental car partner can make money on. And you only really need to order it if you need it, and you can actually order that probably any time during the time you use the car.

當然，它開闢了全新的收入來源，不僅為我們，而且，例如，對於全球租車合作夥伴，您不再需要 - 例如，您清楚地記得當您，幾年前，我不得不訂購一個導航系統，實際上你不得不把它們全部拿回來，放在車裡，然後把它放在那裡。對於我們的車輛，我們可能會提供數十種無線升級，您可以在租用的汽車中進行這些升級，我們和我們的租車合作夥伴可以從中賺錢。而且您只需要在需要時才真正需要訂購它，實際上您可以在使用汽車期間的任何時間訂購它。

And that, of course, also goes through into our flexible lease where we will own this vehicle for 12 years. And imagine the reoccurring revenue you have over 12 years on a vehicle that has been paid off after probably about 4 years. That, of course, is a long-term vision, but I think it's important to have it in there because we are here to redefine the car industry as we know it.

當然，這也適用於我們靈活的租約，我們將擁有這輛車 12 年。想像一下您在大約 4 年後還清的車輛在 12 年內的經常性收入。當然，這是一個長期願景，但我認為實現這一目標很重要，因為我們來這裡是為了重新定義我們所知道的汽車行業。

Now coming back to the Ocean here for a moment to talk a little bit about the revenue and the mix of buyers. So about 80% of the Ocean reservation holders are planning to buy 1 of the 2 top trims. And how do we know that? Again, we went out and we did our own survey with our reservation holders. That's one of the advantages about being direct to customers, we can do these surveys and get feedback within 24 hours. So 80% intend to buy 1 or 2 top trims, which gives us an average selling price of about $56,000 for the Ocean, which, of course, then would give us an average revenue of about -- already a potential revenue at this point in time with -- by the way, we just passed 31,000 orders. I think we announced 30,000 an hour ago, but we actually passed 31,000 orders. So they just keep coming in faster. And with that, we have just passed a potential revenue of $1.7 billion, which I think is amazing.

現在回到 Ocean，談談收入和買家的構成。因此，大約 80% 的 Ocean 預訂持有人計劃購買 2 個頂級內飾中的 1 個。我們怎麼知道的？再一次，我們出去了，我們對我們的預訂持有人進行了自己的調查。這是直接面向客戶的優勢之一，我們可以進行這些調查並在 24 小時內獲得反饋。所以 80% 的人打算購買 1 或 2 個頂飾，這使我們的 Ocean 平均售價約為 56,000 美元，當然，這會給我們帶來大約 - 在這一點上已經是潛在收入順便說一句，我們剛剛通過了 31,000 個訂單。我想我們一個小時前宣布了 30,000，但實際上我們通過了 31,000 個訂單。所以他們只是繼續更快地進入。有了這個，我們剛剛超過了 17 億美元的潛在收入，我認為這是驚人的。

Now we see it, again, as I mentioned earlier, with the PEAR, reservations are coming in fast. I think it shows the outstanding product features and expectation there is to Fisker and the brand that we will deliver something super exciting.

現在我們再次看到，正如我之前提到的，PEAR 的預訂量正在快速增加。我認為它展示了 Fisker 和品牌的出色產品功能和期望，我們將提供一些超級令人興奮的東西。

Now finally, conversion of reservations to orders, that's obviously going to be something that we're going to focus on later this year. We have sort of a placement holder of a website and a configurator. We are planning a very elaborate, I think, industry-leading configurator coming out late this summer, and that will allow people to go in to truly configure their vehicles into the minute detail in an incredible, engaging way that has not been seen before.

現在終於，將預訂轉化為訂單，這顯然是我們今年晚些時候要關注的事情。我們有一種網站和配置器的放置器。我認為，我們正計劃在今年夏末推出一個非常精細的、行業領先的配置器，這將使人們能夠以一種前所未有的令人難以置信的、引人入勝的方式真正地將他們的車輛配置到微小的細節中。

And after that, in October, we'll start reaching out to customers and they firm up their orders. And my expectation is that we will be able to firm up orders that are -- meaning we will be totally sold out for next year. I mean seeing the rate that we are running in at now is 31,000, I don't see any problem in easily getting way past our goal of 50,000 reservations this year, in fact, probably a lot higher. So the conversion into 50,000 firm orders shouldn't be that difficult. I'm fully convinced about that. And of course, also, we are opening a couple of experience centers here this summer.

在那之後，在 10 月份，我們開始接觸客戶，他們將確認訂單。我的期望是我們將能夠確定訂單——這意味著明年我們將完全售罄。我的意思是，我們目前的預訂率是 31,000，我認為輕鬆超過今年 50,000 的預訂目標沒有任何問題，事實上，可能要高得多。因此，轉換為 50,000 個確定訂單應該沒有那麼困難。我對此深信不疑。當然，今年夏天我們還將在這裡開設幾個體驗中心。

Now why are we not blowing millions of dollars on TV commercials and all that? Because we have all these orders coming in, and I want to have that firepower when I need it, and that's probably going to be more next year. But we, of course, still have done some marketing in a very innovative, efficient way, which, of course, is the reason why we keep getting all these orders in.

現在我們為什麼不在電視廣告上投入數百萬美元呢？因為我們收到了所有這些訂單，我想在需要時擁有火力，明年可能會更多。但是，當然，我們仍然以一種非常創新、高效的方式進行了一些營銷，這當然是我們不斷獲得所有這些訂單的原因。

Now finally, I just want to talk a little bit about the future product that we are planning. I want to say that why -- somebody is asking, "Why are you starting the second car when you haven't even started delivering the first one?" Well, here's why. The real market of EVs -- and I'm not talking about the EV luxury market, it was already starting to be saturated, but if you think about the rest of the car market under $50,000, that is so thinly occupied.

最後，我只想談談我們正在規劃的未來產品。我想說的是為什麼——有人在問，“為什麼你還沒有開始交付第一輛車就開始生產第二輛車？”好吧，這就是原因。真正的電動汽車市場——我說的不是豪華電動汽車市場，它已經開始飽和，但如果你想想 50,000 美元以下的汽車市場的其餘部分，那是非常稀少的。

I mean if you look at gasoline cars, you have at least a dozen and many segments, 2 or 3 dozen alternatives in every single gasoline segment. Today, there are segments in the EVs that are completely unoccupied. You can't even find a car. I challenge you to go and find a real sexy SUV, and I didn't say a hatchback or crossover, but SUV under $40,000. I'm challenging you to find a sexy, high-tech electric vehicle under $30,000. Just anyone.

我的意思是，如果你看看汽油車，你至少有十幾個細分市場，每個汽油細分市場都有 2 到 3 打替代品。如今，電動汽車中的某些部分完全無人居住。你甚至找不到一輛車。我挑戰你去找一輛真正性感的 SUV，我說的不是掀背車或跨界車，而是 40,000 美元以下的 SUV。我向您發起挑戰，請您在 30,000 美元以下找到一輛性感的高科技電動汽車。只是任何人。

Now with that in mind, think about what's going to happen in the next 2 years. All this market share is going to be up for grabs. And if we are having a vehicle among the very few, we will have the ability to take a much larger market share than we normally would have if you would have 50 competitors, and we don't. All these competitors that everybody is talking about is coming out with $60,000, $70,000, $80,000 plot cars. We are coming out with vehicles in segments that nobody's even in and nobody's even announced in the next 2 years.

考慮到這一點，想想未來 2 年會發生什麼。所有這些市場份額都將被爭奪。如果我們在極少數人中擁有一輛汽車，我們將有能力佔據比通常有 50 個競爭對手時更大的市場份額，而我們沒有。每個人都在談論的所有這些競爭對手都推出了 60,000 美元、70,000 美元、80,000 美元的繪圖車。我們將在未來 2 年內甚至還沒有人宣布的細分市場推出車輛。

And let's face it, even if you announce a car today, it won't come out before 2025. The PEAR, because we announced it yesterday, it doesn't mean we started it yesterday. We started that a year ago. So we're already well ahead of the curve. We are well ahead of anybody that we are seeing as real competitors, in my view. And that's really what the advantage with Fisker is. And that's why we are starting not 1 product, not 2 products, not 3, but 4 products so we are sure that we have 4 segment-leading products in production before 2025 because we want to go out and take a large slice of this pie.

讓我們面對現實吧，即使你今天宣布推出一款汽車，它也不會在 2025 年之前問世。PEAR，因為我們昨天宣布了它，並不意味著我們昨天就開始了它。我們一年前就開始了。所以我們已經遙遙領先了。在我看來，我們遠遠領先於我們視為真正競爭對手的任何人。這確實是 Fisker 的優勢所在。這就是為什麼我們開始的不是 1 種產品，不是 2 種產品，不是 3 種產品，而是 4 種產品，所以我們確信在 2025 年之前我們有 4 種細分市場領先的產品投入生產，因為我們想走出去，從這個蛋糕中分得一大塊.

All these different segments that we're going into, we're going to have the best vehicle, and that's why we're going to be able to accelerate in our orders. We're not here to say, "Hey, let's make 1 car," and then 3 years later, "Let's start another car." That's not how these times work. The whole world's moving way too fast. The good news is Fisker, we are moving the fastest, and we already took these decisions 2, 3 years ago.

我們將進入所有這些不同的細分市場，我們將擁有最好的車輛，這就是為什麼我們能夠加快訂單的原因。我們不是來這裡說，“嘿，讓我們製造一輛車，”然後 3 年後，“讓我們開始另一輛車。”這些時代不是這樣運作的。整個世界的移動速度太快了。好消息是 Fisker，我們行動最快，我們在 2、3 年前就已經做出了這些決定。

So with that, I'm sure I forgot a few things that are -- for me, was maybe not so exciting about numbers and how many people and all that, but I know we have a lot of other capable people to talk about this. I want to hand it over to Burkhard because he has some exciting stuff to talk about when it comes to technology. Burkhard?

因此，我確定我忘記了一些事情 - 對我來說，數字和人數之類的可能並不那麼令人興奮，但我知道我們還有很多其他有能力的人來談論這個.我想把它交給 Burkhard，因為他在技術方面有一些令人興奮的話題要談。伯克哈德？

Yes. Thank you, Henrik.

是的。謝謝你，亨里克。

Let me start with Fisker Ocean. As Henrik said, the prototype test and validation program is fully on track. The prototype program has many phases and purposes. Of course, it's to ensure all the components are seamlessly integrated and that all our virtual modeling of performance is coming through in the physical world.

讓我從 Fisker Ocean 開始。正如 Henrik 所說，原型測試和驗證程序已完全按計劃進行。原型程序有許多階段和目的。當然，這是為了確保所有組件都無縫集成，並確保我們所有的性能虛擬模型都在物理世界中實現。

But it also has the critical function of keeping very tight coordination with the supply chain, ensuring that the entire vehicle is ready for launch, and that takes on added importance during a time of fragile supply chains. We are able to continuously monitor potential shortages of components. And when there are early warning signs, rapidly innovate solutions to derisk and -- a particular component, any particular component.

但它也具有與供應鏈保持非常緊密協調的關鍵功能，確保整車準備好發射，並且在供應鏈脆弱的時期顯得更加重要。我們能夠持續監控組件的潛在短缺。當出現預警信號時，迅速創新解決方案以消除風險——特定組件，任何特定組件。

Here are some quick updates on the prototype process since last quarter. Testing of the prior prototype stage is ongoing, so we are in the midst of a vehicle dynamics calibration and tuning in Italy. We've also begun cold-weather testing in Sweden, where we can test our powertrain and chassis systems in extreme cold temperatures as well as a variety of snow, ice and wet road conditions.

以下是自上個季度以來原型流程的一些快速更新。先前原型階段的測試正在進行中，因此我們正在意大利進行車輛動力學校準和調整。我們還在瑞典開始了寒冷天氣測試，在那裡我們可以在極端寒冷的溫度以及各種雪、冰和潮濕的道路條件下測試我們的動力總成和底盤系統。

The complete vehicle prototype shop at the assembly facility in Austria is fully operational, and the first complete prototype vehicles are coming off the line. And these vehicles will soon start testing all vehicle attributes such as safety, crash test, ADAS, climate control, powertrain system performance, the chassis, vehicle dynamics, electrical integration and complete vehicle durability and more. This prototype operation will soon have the capacity to produce up to 2 cars per day, on track with what we said on the Q3 call.

奧地利總裝廠的整車樣車車間全面投入運營，首批整車樣車即將下線。這些車輛將很快開始測試所有車輛屬性，例如安全性、碰撞測試、ADAS、氣候控制、動力總成系統性能、底盤、車輛動力學、電氣集成和整車耐久性等。該原型操作很快將具備每天最多生產 2 輛汽車的能力，與我們在第三季度電話會議上所說的一樣。

Overall, the process -- progress has been very positive. Our confidence in the quality and in on-time launch is very high and, as Henrik mentioned, has given us the confidence to launch Fisker Ocean with an industry-leading warranty.

總的來說，這個過程——進展非常積極。我們對質量和按時發布的信心非常高，正如 Henrik 提到的，這讓我們有信心推出具有行業領先保修的 Fisker Ocean。

I also wish to say a few words on some of the technical aspects of Fisker PEAR. Fisker's development and recruiting activities so far have led to significant growth in our in-house design and development competence on the entire hardware and software stack, both in the U.S. and India. This will be augmented by a powertrain development and technical center of excellence we are implementing here in Southern California that will focus on all powertrain's aspects, both hardware and software as well as general vehicle benchmarking and root cause analysis.

我還想就 Fisker PEAR 的一些技術方面說幾句話。迄今為止，Fisker 的開發和招聘活動已使我們在美國和印度的整個硬件和軟件堆棧的內部設計和開發能力顯著提高。這將通過我們在南加州實施的動力總成開發和技術卓越中心得到加強，該中心將專注於動力總成的所有方面，包括硬件和軟件以及一般車輛基準測試和根本原因分析。

On PEAR specifically, this development of competencies and supply chain partnerships, leveraging advanced silicon and software solution, is enabling the next-generation electrical architecture for Fisker PEAR. With the dozens of ECUs in the traditional vehicle consolidated down to a few central computer units, this planned architecture will support a best-in-class, connected, high-performance compute [ADA system] with embedded and cloud-supported machine learning and AI technologies.

特別是在 PEAR 上，這種能力和供應鏈合作夥伴關係的發展，利用先進的矽和軟件解決方案，正在為 Fisker PEAR 實現下一代電氣架構。隨著傳統車輛中的數十個 ECU 整合為幾個中央計算機單元，這個計劃中的架構將支持一流的、連接的、高性能的計算 [ADA 系統]，具有嵌入式和雲支持的機器學習和人工智能技術。

Fisker's software-driven ADAS architecture will enable a further leap in safety features and will support Level 3 advanced driver assist functions. Inside the cabin, the cockpit computer will drive the highest resolution displays with cutting-edge graphic processors. The consolidation of ECUs and addition of smart zonal gateway compute, it's tremendous capability, but also lowest mass reduces complexity of the [wiring harness] and lowers the overall bill of material cost.

Fisker 的軟件驅動 ADAS 架構將實現安全功能的進一步飛躍，並將支持 Level 3 高級駕駛員輔助功能。在機艙內，駕駛艙計算機將驅動具有尖端圖形處理器的最高分辨率顯示器。 ECU 的整合和智能區域網關計算的增加，它具有巨大的能力，而且最小的質量降低了 [線束] 的複雜性並降低了整體物料清單成本。

In addition, Fisker will continue to build on our existing, over-the-air, updatable platform supported by 5G and WiFi 6, including, as Henrik had stated, digital life cycle management with highest level of security, always updated with the new software and technology improvements. We call it seamless compute from cloud to edge. The car becomes smarter and even safer over its lifetime.

此外，Fisker 將繼續在我們現有的、無線、可更新的平台上構建，該平台由 5G 和 WiFi 6 支持，包括，正如 Henrik 所說，具有最高安全級別的數字生命週期管理，始終使用新軟件進行更新和技術改進。我們稱之為從雲到邊緣的無縫計算。汽車在其整個生命週期內變得更智能、更安全。

Thanks very much. Now I turn the call over to Geeta.

非常感謝。現在我把電話轉給 Geeta。

Thank you, Burkhard, and welcome, everyone. 2021 was a great year for Fisker, but it also went superfast. We all worked really hard to get to where we are today.

謝謝你，Burkhard，歡迎大家。 2021 年對菲斯克來說是偉大的一年，但它也過得超快。我們都非常努力地工作才能達到今天的成就。

We have continued to grow our talented and passionate team, brought onboard all our key suppliers and progressed in every area to get ready for launch. We have developed an amazing product packed with advanced technologies. All key suppliers are identified, nominated and on board. We're in full execution mode for the prototype and testing phase as well as serial tooling for high-volume production, and all our partners are fully aligned with the schedule through launch. And as Henrik mentioned, we're feeling really good about customer demand crossing 31,000 reservations for the Fisker Ocean today.

我們不斷壯大我們才華橫溢、充滿激情的團隊，招募了所有主要供應商，並在各個領域取得進展，為發布做好準備。我們開發了一款採用先進技術的驚人產品。所有主要供應商都已確定、提名並加入。我們處於原型和測試階段的完整執行模式以及用於大批量生產的串行工具，並且我們所有的合作夥伴都完全按照發布的時間表進行調整。正如 Henrik 所提到的，我們對今天 Fisker Ocean 的客戶需求超過 31,000 個預訂感到非常滿意。

As a start-up, we have both learned a lot and executed critical milestones in a very short span of time. The Ocean development process has generated significant IP at the platform, component design, real integration level, including serial tools that we are funding. A good deal of these design components and tools can be used for our future vehicles.

作為一家初創公司，我們在很短的時間內學到了很多東西並完成了關鍵的里程碑。 Ocean 開發過程在平台、組件設計、真正的集成級別上產生了重要的 IP，包括我們正在資助的系列工具。這些設計組件和工具中有很多可以用於我們未來的車輛。

As the concept base of PEAR is completed, we are now identifying carrying over content that will be shared from Ocean to PEAR. Given the highly differentiated and unique design of PEAR, we will clearly have new content, but all carryover parts will benefit the bill of materials of both Ocean and PEAR.

隨著 PEAR 概念庫的完成，我們現在正在確定將從 Ocean 共享到 PEAR 的繼承內容。鑑於 PEAR 高度差異化和獨特的設計，我們顯然會有新的內容，但所有遺留部分都將使 Ocean 和 PEAR 的材料清單受益。

We expect that sharing of components and intellectual property will help us further optimize R&D and CapEx investments, which would typically be in billions for a traditional OEM. We also anticipate volume-based reductions in general for PEAR due to its intrinsic high volume expectations and specifically for parts that can be shared amongst all our vehicles.

我們預計共享組件和知識產權將幫助我們進一步優化研發和資本支出投資，傳統 OEM 的投資通常為數十億美元。由於 PEAR 固有的高銷量預期，特別是可以在我們所有車輛之間共享的零件，我們還預計 PEAR 總體上會出現基於銷量的減少。

Going beyond vehicle development itself, we've architected the company to scale in every which way. IT solutions and architectures are generally the least exciting part of the business, but I am personally committed to good process as this is the only way to scale all aspects ranging from engineering, supply chain integration, vehicle forecasting and ordering and customer experience, all need to be managed seamlessly and efficiently.

除了車輛開發本身，我們還設計了公司以在各個方面進行擴展。 IT 解決方案和架構通常是業務中最不令人興奮的部分，但我個人致力於良好的流程，因為這是擴展從工程、供應鏈集成、車輛預測和訂購以及客戶體驗等所有方面的唯一途徑，所有這些都需要得到無縫和高效的管理。

We've implemented several IT systems from ERP, CRM, PLM as well as several platforms to create a seamless IT architecture that can be scaled globally for all our vehicle programs and for all customers all over the world. We continue to invest in our critical IT infrastructure as this is key for the scalability of our businesses.

我們已經實施了來自 ERP、CRM、PLM 的多個 IT 系統以及多個平台，以創建一個無縫的 IT 架構，該架構可以在全球範圍內擴展，適用於我們所有的車輛項目和世界各地的所有客戶。我們繼續投資於我們的關鍵 IT 基礎設施，因為這是我們業務可擴展性的關鍵。

We also continue to form our global entities as we will be selling in multiple launch markets or clearly beyond United States. Our teams are now knee-deep in architecting and fully integrating systems for a frictionless user journey from the ordering process to trading valuation to financing to ownership experience. I'm personally really excited to announce today that we have nominated JPMorgan Chase in North America and Santander in Europe as our banking partners for point-of-sale retail loans for all our customers.

我們還將繼續組建我們的全球實體，因為我們將在多個發射市場或顯然在美國以外的地區進行銷售。我們的團隊現在致力於構建和完全集成系統，以實現從訂購流程到交易估值、融資到所有權體驗的無摩擦用戶旅程。我個人非常高興今天宣布，我們已提名北美的摩根大通銀行和歐洲的桑坦德銀行作為我們的銀行合作夥伴，為所有客戶提供銷售點零售貸款。

The customer experience inside and outside the car is supported by our creation of a highly scalable, secure, multi-cloud infrastructure to support Fisker's future vehicle fleet. We are utilizing state-of-the-art technologies and providing for bidirectional connection between the vehicle and the cloud. This means that our vehicles and our mobile app are fully intertwined, and the changes in the vehicle will be immediately reflected on mobile devices and vice versa.

我們創建了高度可擴展、安全的多雲基礎架構，以支持 Fisker 未來的車隊，從而支持車內和車外的客戶體驗。我們正在利用最先進的技術，並提供車輛和雲之間的雙向連接。這意味著我們的車輛和我們的移動應用程序完全交織在一起，車輛的變化將立即反映在移動設備上，反之亦然。

Our over-the-air update strategy is unique and fully driven by Fisker cloud. This allows us to update individual vehicles as well as portions of all the fleet of vehicles. Overall, the goal of our digital strategy is to improve the user's ownership experience and develop unique touch points with the customer to create a positive feedback loop.

我們的無線更新策略是獨一無二的，完全由 Fisker 雲驅動。這使我們能夠更新單個車輛以及所有車隊的一部分。總的來說，我們數字戰略的目標是改善用戶的擁有體驗並開發與客戶的獨特接觸點以創建積極的反饋循環。

The cloud infrastructure is also a key enabler to provide unique experiences to our customers through the human machine interface. We have invested in a state-of-the-art screen and are now focusing on utilizing that not only for intuitive control of the vehicle systems, but also to deliver exciting and useful content to our customers. We are working with multiple technology partners and suppliers to deliver very unique content in a variety of areas, including data, navigation, music, video and beyond. We also look forward to making announcements in these areas prior to Fisker Ocean launch. And of course, these content opportunities will be included in all future products beyond Ocean as well.

雲基礎設施也是通過人機界面為我們的客戶提供獨特體驗的關鍵推動因素。我們投資了最先進的屏幕，現在專注於利用它不僅可以直觀地控制車輛系統，還可以為我們的客戶提供令人興奮和有用的內容。我們正在與多個技術合作夥伴和供應商合作，在各個領域提供非常獨特的內容，包括數據、導航、音樂、視頻等。我們也期待在 Fisker Ocean 發布之前在這些領域發佈公告。當然，這些內容機會也將包含在 Ocean 以外的所有未來產品中。

Now let's move to financials. Regarding the balance sheet, as you can see from our cash balance and guidance, we have stayed disciplined with our spending, and we have the resources to fund the Ocean program launch in November and to stay on track with our other projects in 2022.

現在讓我們轉向財務。關於資產負債表，正如您從我們的現金餘額和指導中看到的那樣，我們一直嚴格控制支出，我們有資源為 11 月啟動的海洋計劃提供資金，並在 2022 年繼續推進我們的其他項目。

Looking at the Ocean ramp post-November, we are developing a very robust working capital model and are in discussions with several large balance sheet banks for access to asset-backed credit lines to fund working capital needs in a nondiluted way. It also helps that we've been given industry standard payment terms by many suppliers. And of course, if we feel the need to bolster the balance sheet further, we have shown in the past that we have good access to public markets.

看看 11 月之後的 Ocean ramp，我們正在開發一個非常強大的營運資金模型，並正在與幾家大型資產負債表銀行討論獲得資產支持的信貸額度，以非稀釋的方式為營運資金需求提供資金。這也有助於我們獲得許多供應商的行業標準付款條件。當然，如果我們覺得有必要進一步加強資產負債表，我們過去已經表明我們可以很好地進入公開市場。

Finally, before turning to the outlook, I'd like to note that in addition to what Burkhard stated about the management of semiconductor and other component supply, we're also very well aware of global challenges in logistics pricing and timing. As we plan for sales and after sales, we are taking this challenge head on and are already engaging with third-party logistics suppliers and specialists to plan ahead of time in terms of both inbound logistics of parts to Magna Steyr and outbound logistics of complete vehicles to various launch countries and repair parts to our designated warehouses and service partners. Direct-to-customer sales approach means we know where our future customers are and can plan all the way to last mile deliveries way ahead of time.

最後，在談到前景之前，我想指出，除了 Burkhard 所說的關於半導體和其他組件供應管理的內容外，我們也非常清楚物流定價和時間安排方面的全球挑戰。在我們計劃銷售和售後時，我們正在直面這一挑戰，並已與第三方物流供應商和專家合作，提前規劃麥格納斯太爾零部件的入站物流和整車的出站物流到各個發射國家和維修零件到我們指定的倉庫和服務合作夥伴。直接面向客戶的銷售方式意味著我們知道我們未來的客戶在哪裡，並且可以提前計劃到最後一英里的交付。

Now turning to our results and outlook. Our operating expenses in Q4 line closely with internal expectations and the guidance we provided on our Q3 call. Capital expenditures more than tripled versus Q3 levels, but again, was somewhat below our expectations. Despite meaningful ongoing work, the timing of CapEx billing continues to come slower than our forecast. Operationally, the increase in R&D in Q4 versus Q3 was primarily the result of increased headcount, increased prototype spending and meaningful payments to suppliers for engineering, design and development. Increase in SG&A expense in Q4 versus Q3 was a result of higher headcount and higher marketing expenses related to the LA Auto Show and other marketing activities.

現在轉向我們的結果和展望。我們在第四季度的運營支出與內部預期以及我們在第三季度電話會議上提供的指導非常吻合。與第三季度相比，資本支出增加了兩倍多，但同樣低於我們的預期。儘管正在進行有意義的工作，但資本支出計費的時間仍然比我們的預測慢。在運營方面，與第三季度相比，第四季度研發的增長主要是由於員工人數增加、原型支出增加以及向供應商支付工程、設計和開發費用。與第三季度相比，第四季度的 SG&A 費用增加是由於員工人數增加以及與洛杉磯車展和其他營銷活動相關的營銷費用增加。

Turning to our outlook. As noted in our press release, our overall non-GAAP OpEx plus CapEx guidance for 2022 is $715 million to $790 million. This compares to a total of $458 million in 2021. The bulk of the spend is continued execution of Ocean through launch plus costs of running the business with PEAR R&D spending ramp in second half of the year. Product-related CapEx is exclusive for Ocean as we do not expect any significant CapEx on PEAR this year.

轉向我們的前景。正如我們在新聞稿中指出的那樣，我們 2022 年的總體非 GAAP 運營支出和資本支出指導為 7.15 億美元至 7.9 億美元。相比之下，2021 年的支出總額為 4.58 億美元。大部分支出是通過發布繼續執行 Ocean，加上 PEAR 研發支出在下半年增加的業務運營成本。與產品相關的資本支出是 Ocean 獨有的，因為我們預計今年 PEAR 不會有任何重大資本支出。

Happy to answer guidance-related questions in Q&A, but I would like to highlight a couple of very important points. Number one, on the engineering side, our product engineering headcount will transition to spending the bulk of their time in -- on PEAR over the course of the year. Engineering headcount will increase, but we are focused on adding incremental headcount at our development center in India, where there's a lot of talent but at a lower overall cost. And as I noted above, we will be leveraging significant IP, which is shared between Ocean and PEAR program.

很高興在問答中回答與指導相關的問題，但我想強調幾個非常重要的觀點。第一，在工程方面，我們的產品工程人員將在這一年中將大部分時間花在 PEAR 上。工程人員將增加，但我們專注於在印度的開發中心增加增量人員，那裡有很多人才，但總體成本較低。正如我上面提到的，我們將利用 Ocean 和 PEAR 計劃共享的重要 IP。

Number two, I'm very pleased we have green-lit a powertrain development center here in Southern California that will focus on everything from pack design to thermal management to battery management system design. We have already built strong internal capability in these areas, but we're building that out and providing the technology and tools required to increase expertise in these -- in this critical area. This center of excellence will also be used for vehicle teardown benchmarking as well as root cause analysis, as Burkhard explained earlier as well.

第二，我很高興我們在南加州為動力總成開發中心開了綠燈，該中心將專注於從電池組設計到熱管理再到電池管理系統設計的方方面面。我們已經在這些領域建立了強大的內部能力，但我們正在構建它並提供增加這些領域專業知識所需的技術和工具——在這個關鍵領域。正如 Burkhard 之前解釋的那樣，該卓越中心還將用於車輛拆解基準測試和根本原因分析。

Finally, as we approach launch, I want to reimpose something that is unique to our capital-light strategy. All our manufacturing planning and launch costs with Magna Steyr are included in this guidance, including the cost of manufacturing the initial Ocean volume in 2022. Any sharing of launch costs with our partner, including unabsorbed overhead of the manufacturing facility, are all pre-fixed, prenegotiated and included in our guidance, which helps us to avoid the uncertainty and cash spending volatility around the launch period that plagues many start-ups. We wanted to make that clear for your modeling purposes.

最後，當我們接近發佈時，我想重新強加一些對我們的輕資本戰略來說獨一無二的東西。我們與麥格納斯太爾的所有製造計劃和發射成本都包含在本指南中，包括 2022 年初始 Ocean 體積的製造成本。與我們的合作夥伴分攤的任何發射成本，包括製造設施的未吸收間接費用，都是預先確定的，預先協商並包含在我們的指導中，這有助於我們避免困擾許多初創企業的啟動期間的不確定性和現金支出波動。我們希望為您的建模目的明確這一點。

I am extremely proud of the entire Fisker team for all the accomplishments in 2021 and the sense of confidence across the entire organization as we look ahead to launch a fantastic vehicle on time and on -- and continue to show our innovation and product and our discipline in finance.

我為整個 Fisker 團隊在 2021 年取得的所有成就以及整個組織的信心感到非常自豪，因為我們期待著按時推出一款出色的車輛——並繼續展示我們的創新和產品以及我們的紀律在財務上。

We're now happy to take your questions.

我們現在很樂意回答您的問題。

Thanks, Geeta.

謝謝，吉塔。

Austin, can you collect the Q&A queue, please?

奧斯汀，你能收集問答隊列嗎？

(Operator Instructions) Our first question is from Dan Levy of Credit Suisse.

（操作員說明）我們的第一個問題來自瑞士信貸的 Dan Levy。

Wanted to start with -- I see your press release, you have guidance on the spend, but maybe you could just comment here. I don't see anything -- you're giving operating expense. You haven't guided to the total EBIT amount given just factoring in revenue. So what is a reasonable expectation for -- in 2022, the number of deliveries that you'll have by the end of the year, given start -- launch of production mid-November and just what that equates to or what you expect in revenue on that?

想要開始——我看到了你的新聞稿，你有關於支出的指導，但也許你可以在這裡發表評論。我什麼也沒看到——你在支付運營費用。您還沒有指導僅考慮收入的息稅前利潤總額。那麼什麼是合理的預期 - 在 2022 年，你將在年底交付的數量，給定開始 - 11 月中旬開始生產，以及這等同於或你對收入的預期在那？

So Dan, I'm not dumb enough to make that forecast. But hey, Dan, joking aside, just for the modeling purposes, I wouldn't want to give this because it's not a material amount. We start SOP on 17 November. And bear in mind, December is holiday in the factory. I do think that the time to the vehicles being shipped out of the factory and in the hands of customers, there's always a lag. So for modeling purposes, I would not put too much onus on any meaningful deliveries or revenues at the end of this year. I think what's critical is that we will reach SOP, and we will have the capability to have a full year of production and a very seamless ramp-up next year, and that's what we are fundamentally focused on.

所以丹，我還不夠笨，無法做出這樣的預測。但是，嘿，Dan，開個玩笑，只是為了建模目的，我不想給出這個，因為它不是一個實質性的數量。我們在 11 月 17 日開始 SOP。請記住，12 月是工廠的假期。我確實認為，車輛從工廠運出到客戶手中的時間總是存在滯後。因此，出於建模目的，我不會對今年年底任何有意義的交付或收入承擔太多責任。我認為關鍵是我們將達到 SOP，我們將有能力在明年進行一整年的生產和非常無縫的提升，這就是我們從根本上關注的重點。

Well, great. Great. And then just -- the second question is just between now and the start of production, is there a view on just what the largest pain point is that needs to be addressed? Or if there's any one risk that needs to be monitored more than anything else just to ensure you have SOP. I mean what's the one variable that needs to be monitored to make sure that you're on time by mid-November, if there is one?

好吧，太好了。偉大的。然後 - 第二個問題是從現在到開始生產，是否有關於需要解決的最大痛點的觀點？或者，如果有任何一項風險比其他任何事情都更需要監控，只是為了確保您擁有 SOP。我的意思是需要監控的變量是什麼，以確保您在 11 月中旬之前準時到達，如果有的話？

Dan, as you know, we're -- we are in this sort of little uncertainty in the world around supply chain and chips, as I mentioned already. We are monitoring that weekly between all our suppliers. Magna has been amazing here as well because, of course, it's not just Magna Steyr we're working with, we're also working with many of the Magna companies. So as a group, this is a gigantic corporation. And they, of course, also have a certain amount of purchasing power around the world.

丹，正如你所知，正如我已經提到的那樣，我們在供應鍊和芯片方面處於世界上的這種小不確定性中。我們每週都會在所有供應商之間進行監控。麥格納在這裡也很出色，因為當然，我們不僅與麥格納斯太爾合作，我們還與許多麥格納公司合作。所以作為一個團體，這是一個巨大的公司。當然，他們在全球範圍內也擁有一定的購買力。

So I think so far, we have managed that really well. And the good news is that it's not like we're -- if we were launching next week, I might have been a little nervous. But in November, we have been ahead of the curve. I mean we have already laid out our expectations to our suppliers. So, so far, I think, actually, that's going really well.

所以我認為到目前為止，我們做得非常好。好消息是，這不像我們——如果我們下週推出，我可能會有點緊張。但在 11 月，我們已經走在了曲線的前面。我的意思是我們已經向我們的供應商提出了我們的期望。所以，到目前為止，我認為，實際上，一切都非常順利。

Secondly, I was, of course, always a little complaining to Magna, why can't we do earlier this or earlier that, but now that I look at it, it's quite good to see the conservativeness of Magna starting prototyping. And I'm flying over, as I said, next year -- sorry, next week to see the -- one of the prototypes on the line. And you will be making hundreds of prototypes before you even SOP, and that's very unusual for a start-up. So again, we are taking that risk out. I'm not saying SOP is when we built the first handful of cars.

其次，當然，我總是有點抱怨麥格納，為什麼我們不能早點做這個或早點做那個，但現在我看了一下，很高興看到麥格納開始原型製作的保守性。正如我所說，明年我將飛過 - 抱歉，下週會看到 - 生產線上的一個原型。你甚至會在 SOP 之前製作數百個原型，這對於初創企業來說是非常不尋常的。因此，我們再次消除了這種風險。我並不是說 SOP 就是我們製造第一批汽車的時候。

So I think that overall, we are really just monitoring and staying on top of things, and I think that's the key. There's no magic here other than a lot of hard work, but a lot of talented people with incredible suppliers, and that's really what we are focused on.

所以我認為總的來說，我們真的只是在監控並掌握一切，我認為這是關鍵。除了大量的辛勤工作之外，這裡沒有什麼神奇之處，但是有很多才華橫溢的人和令人難以置信的供應商，而這正是我們真正關注的。

Thank you, Dan.

謝謝你，丹。

Next question, Austin, please.

下一個問題，請 Austin 發言。

Our next question is from Itay Michaeli of Citigroup.

我們的下一個問題來自花旗集團的 Itay Michaeli。

Just 2 questions for me. First, the release mentioned potentially large volume commercial customers for Ocean and PEAR reservation. Just curious if you could share a bit more detail around that size, timing. And maybe to an extent, these could be rental fleets or even rideshare fleet, just curious on what you're seeing there.

只問我兩個問題。首先，該新聞稿提到 Ocean 和 PEAR 預訂的潛在大量商業客戶。只是好奇您是否可以分享有關該大小和時間的更多詳細信息。也許在某種程度上，這些可能是租賃車隊，甚至是拼車車隊，只是對你在那裡看到的東西感到好奇。

Yes. Thank you. We already have a couple of commercial deals, some rideshare groups in Europe. What we are talking about here is much larger deals with international rental car companies. And as I mentioned, I think there's a few really innovative rental car companies out there who's seeing the opportunity to get first to market with the most exciting EVs. And I also think they're seeing that very soon, customers not only are going to want to have EVs, but might even turn to rental car companies to maybe even try the first EV before they buy one. And then finally, the revenue and profit possibilities with modern vehicles like Fisker with over-the-air options, et cetera, is a whole new development that has never been seen in the rental car market before. So we have been in talks with several about some major deals and how we can both benefit from this. And I expect we will do such a deal not within months, but maybe rather within weeks. But we're still doing negotiations here, so it's a little too early to give more details on this.

是的。謝謝。我們已經有幾筆商業交易，在歐洲有一些拼車團體。我們在這裡談論的是與國際租車公司的更大交易。正如我所提到的，我認為有一些真正具有創新精神的汽車租賃公司看到了率先將最令人興奮的電動汽車推向市場的機會。而且我還認為他們很快就會看到，客戶不僅會想要擁有電動汽車，甚至可能會求助於租車公司，甚至可能會在購買電動汽車之前嘗試第一輛電動汽車。最後，像 Fisker 這樣帶有無線選項等的現代車輛的收入和利潤可能性是一個全新的發展，這在以前的汽車租賃市場上是從未見過的。因此，我們一直在與幾家公司就一些重大交易以及我們如何從中受益進行談判。我預計我們不會在幾個月內達成這樣的協議，但可能會在幾週內達成。但我們仍在進行談判，所以現在就此提供更多細節還為時過早。

That's very helpful, Henrik. Maybe 2 super quick follow-ups on PEAR. One, I don't know if you could share anything on the initial round of reservations. And also, how should we think about the timing for, I guess, a formal unveiling of the vehicle?

這很有幫助，亨里克。也許有 2 個關於 PEAR 的超快速跟進。第一，我不知道您是否可以在第一輪預訂中分享任何信息。而且，我想我們應該如何考慮車輛正式揭幕的時間？

So I mentioned earlier, normally, I wouldn't have mind unveiling it later this year, but this is so radical, this vehicle. And I think if we can have a head start of a couple of years over anybody else, that's going to be phenomenal for the type of market share we can take.

所以我之前提到過，通常情況下，我不介意在今年晚些時候揭開它的面紗，但這輛車太激進了。而且我認為，如果我們能夠比其他任何人領先幾年，那麼對於我們可以佔據的市場份額類型來說，這將是驚人的。

My goal is that we will ultimately produce over 1 million PEARs a year sometime after 2025. Obviously, that's going to demand multiple factories in multiple continents, but I think this vehicle has the potential of being iconic globally. It's designed not to fit in a segment but to fit in a future lifestyle, and we just don't want to give that revolution away to anybody else. So we're not going to show that vehicle probably before later next year.

我的目標是，到 2025 年之後的某個時候，我們最終將每年生產超過 100 萬個 PEAR。顯然，這將需要多個大陸的多家工廠，但我認為這款車有可能成為全球標誌性車型。它的設計不是為了適應某個細分市場，而是為了適應未來的生活方式，我們只是不想把這場革命讓給任何其他人。所以我們可能不會在明年晚些時候之前展示那輛車。

Thank you, Itay.

謝謝你，伊泰。

Next question, please.

請下一個問題。

Our next question is from Jeoffrey Lambujon of Tudor.

我們的下一個問題來自都鐸王朝的 Jeoffrey Lambujon。

Maybe first on PEAR following the news yesterday on the reservations opening up, which I think is a bit sooner than folks might have been expecting, as you alluded to. So I'm very excited to hear about your commentary on that. My question on it is about the minimal production of 250,000 units that came to the news, which I know you've spoken to before as an ultimate short-term target versus maybe a 150,000 range if a greenfield facility was the route that you went.

也許首先是在 PEAR 上，繼昨天開放預訂的消息之後，我認為這比人們預期的要早一些，正如你提到的那樣。所以我很高興聽到你對此的評論。我的問題是關於新聞中 250,000 台的最低產量，我知道你之前曾說過這是一個最終的短期目標，而如果你選擇新建工廠，則可能是 150,000 台。

But just given the challenges that other automakers have faced in designing and bringing a sub-$30,000 all-electric vehicle to market, it'd be great if you could just speak to what you see as some of the gating factors or key milestones in reaching that level of production and what differentiates Fisker's plans from competitors, just as we try and get a sense for all the moving pieces in terms of what parts of the supply chain [are streamlined with part sharing] with the Ocean and how you think about battery supply and sourcing. And then, of course, what you all think about as you internally forecast demand.

但是，考慮到其他汽車製造商在設計和將低於 30,000 美元的全電動汽車推向市場時所面臨的挑戰，如果您能談談您認為是達到目標的一些門控因素或關鍵里程碑，那就太好了這種生產水平以及 Fisker 的計劃與競爭對手的區別，就像我們試圖了解所有移動部件的供應鏈的哪些部分 [通過部分共享進行簡化] 與海洋以及你如何看待電池一樣供應和採購。然後，當然，你們在內部預測需求時都在想什麼。

Yes. I mean, look, having already received over 1,000 reservations, I think the demand of 250,000 is easily going to be achieved. Obviously, the Ohio factory, the Foxconn have obtained gives us even higher potential than that.

是的。我的意思是，看，已經收到超過 1,000 個預訂，我認為 250,000 的需求很容易實現。顯然，富士康獲得的俄亥俄州工廠給了我們更大的潛力。

But coming back to some of the other areas of supply chain, as you know, we signed a deal with CATL last year. That's the world's largest manufacturer of battery cells. And in that deal is our ability to increase the volume by giving them at least 12 years sort of heads-up -- oh, sorry, 12 months, sorry, heads-up. Sorry about that, I'm wanting to say 12 months. So 12 months heads-up and then we can increase volume.

但回到供應鏈的其他一些領域，如你所知，我們去年與 CATL 簽署了一項協議。那是世界上最大的電池製造商。在那筆交易中，我們有能力通過給他們至少 12 年的單挑來增加數量——哦，對不起，12 個月，對不起，單挑。抱歉，我想說 12 個月。所以 12 個月的單挑，然後我們可以增加數量。

Here is the interesting thing is that I think once you have developed a battery module together, and once you have developed battery pack together, it's a lot easier to increase the volume than if you're just randomly going around to different battery makers buying cells and making them -- making battery packs yourself because that becomes much more difficult when you have to suddenly increase the volume. So I think that the relationship, what we have with CATL has been built over many years, it's going to help us get to the volume we need. And of course, let's also not forget, I think it's pretty public knowledge that Foxconn is also very intertwined with CATL. So I think we got 2 conglomerates that have both interest in the PEAR program, specifically when we talk about these type of volumes and specifically when we talk about making these vehicles globally and potentially, eventually, make battery cells and packs locally near these factories. And I think that's really the advantage about this program.

有趣的是，我認為一旦你們一起開發了一個電池模塊，並且一旦你們一起開發了電池組，那麼增加體積比你只是隨機地去不同的電池製造商購買電池要容易得多並製造它們——自己製造電池組，因為當你不得不突然增加體積時，這會變得更加困難。所以我認為我們與 CATL 的關係已經建立了很多年，它將幫助我們達到我們需要的數量。當然，我們也不要忘記，我認為富士康與 CATL 的關係也非常密切，這是眾所周知的事實。因此，我認為我們有 2 家企業集團對 PEAR 計劃都感興趣，特別是當我們談論這些類型的數量時，特別是當我們談論在全球範圍內製造這些車輛並可能最終在這些工廠附近本地製造電池和電池組時。我認為這確實是該計劃的優勢。

What's happening right now in the EV world is that every manufacturer around the world is launching random EVs, and they're usually projected to make 50,000 to 100,000 of those EVs. And we're making a vehicle where we think the potential is 1 million in a market where you can easily sell 1 million if you have an incredible vehicle, and that's really different with this vehicle. And suppliers love the idea of being able to supply 1 part in 1 million parts. There is nothing better for a supplier. And that really was the aim with this product. It was not just to do another EV where we think we can make 100,000 of them, it was really to break that mold which has been the success mold of the gasoline vehicle industry of the big companies.

電動汽車領域目前正在發生的事情是，世界各地的每個製造商都在隨機推出電動汽車，他們通常預計會生產 50,000 到 100,000 輛這些電動汽車。我們正在製造一款我們認為潛力為 100 萬輛的汽車，如果您擁有一輛令人難以置信的汽車，您可以輕鬆售出 100 萬輛，這與這款汽車完全不同。供應商喜歡能夠供應 100 萬個零件中的 1 個零件的想法。對於供應商來說，沒有比這更好的了。這確實是該產品的目標。這不僅僅是在我們認為我們可以製造 100,000 輛的情況下生產另一款電動汽車，而是真正打破了大公司汽油車行業成功模式的模式。

But nobody has achieved that yet, and I think we can achieve it with this. But it means we need to have an outstanding product, and we do. We have an outstanding product.

但是還沒有人做到這一點，我認為我們可以做到這一點。但這意味著我們需要擁有出色的產品，而我們做到了。我們有出色的產品。

Thanks a lot, Jeoffrey, for your question.

杰弗裡，非常感謝你提出問題。

Great. Thank you for the detail there. Sure.

偉大的。謝謝你那裡的詳細信息。當然。

Austin, I'm going to break in for a couple of minutes and ask a couple of questions that came in through the [safe] platform that we used to take retail investor questions. I'm going to ask 2. First one is, when can we expect to see the Fisker experience centers begin to open to the public? When will advertising start? How is Fisker planning to deliver vehicles and service them?

奧斯汀，我要打斷幾分鐘，並提出幾個問題，這些問題是通過我們用來回答散戶投資者問題的 [安全] 平台提出的。我想問 2. 第一個是，我們預計什麼時候可以看到 Fisker 體驗中心開始向公眾開放？廣告什麼時候開始？ Fisker 計劃如何交付車輛並提供服務？

Dan, I'll take that question. So advertising can mean a lot of things. And if the person who's asked the question means broadcast commercial, meaning commercials on television, it's unlikely we would ever pursue something like that until we are way down the road because these are expensive. These are very high dollar items. And I think Super Bowl alone is about $20 million.

丹，我來回答這個問題。所以廣告可能意味著很多事情。如果問這個問題的人指的是廣播廣告，意思是電視上的廣告，那麼在我們走上這條路之前，我們不太可能追求這樣的東西，因為這些很昂貴。這些都是非常昂貴的物品。我認為僅超級碗一項就大約有 2000 萬美元。

After all, we are sold out well into 2023. The marketing that we've been doing so far is very cost efficient, and it's intended to provide awareness for the brand and the Ocean product, and it includes a direct engagement with our customers. Now pursuing that and unveiling all the details of Fisker Ocean in November has led to a major increase in demand and brand awareness, as you can see in our reservation numbers.

畢竟，到 2023 年我們都賣光了。到目前為止，我們一直在進行的營銷非常具有成本效益，旨在提高品牌和 Ocean 產品的知名度，其中包括與客戶的直接互動。現在追求這一目標並在 11 月公佈 Fisker Ocean 的所有細節，導致需求和品牌知名度大幅增加，正如您在我們的預訂數字中看到的那樣。

On the experience side, we do expect to have 2 flagship experience centers, one here in LA and one in Munich this summer and with more to come. We are developing plans in-house for very cost-effective, customer-centric concepts that take care of test-drives, experiences and vehicle deliveries, which are now in process.

在體驗方面，我們預計今年夏天將有 2 個旗艦體驗中心，一個在洛杉磯，一個在慕尼黑，並且還會有更多。我們正在內部製定計劃，以實現極具成本效益、以客戶為中心的概念，這些概念包括試駕、體驗和車輛交付，這些目前正在進行中。

Thanks, Geeta.

謝謝，吉塔。

Second question, what's Magna's maximum annual capacity for Ocean? How fast can they scale if Fisker Ocean sales ramp up much faster than you projected?

第二個問題，麥格納Ocean的最大年產能是多少？如果 Fisker Ocean 的銷售額增長速度比您預期的快得多，它們的規模能多快？

So with Magna, we laid out, I think, a very conservative plan, originally about 5,000 per month. However, of course, Magna is an experienced contract manufacturer. And we are going into, I believe, the biggest hall that they have in the plant, super modern, modern equipment. And it would allow us to, next year, easily get over 7,500 units per month in the second half if we have the demand. It looks like we do have the demand, so I think that will happen. In 2024, I think it's open to well over 10,000. It's going to really come down to if you want to invest a little bit extra to really get the demand -- or sorry, the monthly rate way over 10,000.

因此，對於麥格納，我認為我們制定了一個非常保守的計劃，最初是每月 5,000 個左右。然而，當然，麥格納是一家經驗豐富的合同製造商。我相信，我們將進入他們工廠中最大的大廳，配備超現代、現代化的設備。如果我們有需求，明年下半年，它將使我們能夠輕鬆地每月獲得超過 7,500 個單位。看起來我們確實有需求，所以我認為這會發生。到 2024 年，我認為它會向超過 10,000 人開放。如果您想額外投資一點以真正滿足需求，這將真正歸結為 - 或者抱歉，每月費用超過 10,000。

But I don't -- I think with Magna, the good news is that they have such a smooth running facility that's gigantic that I think -- I wouldn't say anything is possible. We probably couldn't make 1 million vehicles there, but we can make a lot of vehicles. They have extra land. They have a lot of capabilities to expand. So I don't -- I think we'll be fine with Magna in terms of being able to expand if demand is there.

但我不——我認為對於 Magna，好消息是他們擁有如此平穩運行的設施，我認為這是巨大的——我不會說任何事情都是可能的。我們在那裡可能無法生產 100 萬輛汽車，但我們可以生產很多汽車。他們有額外的土地。他們有很多擴展能力。所以我不——我認為如果有需求，就能夠擴張而言，我們對麥格納沒有意見。

Thanks, Henrik.

謝謝，亨里克。

Austin, can we back -- go back to the analyst queue, please, for the next question?

奧斯汀，我們可以回去——請回到分析師隊列，回答下一個問題嗎？

Of course. Our next question is from Adam Jonas of Morgan Stanley.

當然。我們的下一個問題來自摩根士丹利的亞當喬納斯。

Great. Just 2 questions. How do you plan on funding the PEAR? Because I mean you pulled forward or kind of versus expectations opened up a reservation book earlier. You're providing a lot more details earlier even if we can't see it. I think anyone on the call here would expect that the Ocean won't fund the PEAR over the next 12 months or so at least. So -- and you're guiding to $800 million of cash usage. So folks are wondering, does the pull forward of reservation opening also be paired, pardon the pun, with a pull forward of capital need? And my follow-up question is, when is the Austria test-drive event?

偉大的。只有2個問題。你打算如何資助 PEAR？因為我的意思是你提前或有點違反預期打開了預訂書。即使我們看不到，您也提前提供了更多詳細信息。我認為任何參加電話會議的人都希望 Ocean 至少在接下來的 12 個月左右不會為 PEAR 提供資金。所以 - 你正在指導 8 億美元的現金使用。所以人們想知道，預留開放的拉動是否也與資本需求的拉動配對，請原諒雙關語？我的後續問題是，奧地利試駕活動什麼時候舉行？

I'll take the first one, Adam, and maybe Henrik or Burkhard can take the second question. So to answer your first question, Adam, the guidance that we're giving, it includes full Ocean delivery start of production in November. And it also takes into account other projects, which obviously is -- critically is PEAR and all the other items we mentioned throughout the year.

我會回答第一個問題，Adam，也許 Henrik 或 Burkhard 可以回答第二個問題。因此，為了回答您的第一個問題，亞當，我們提供的指導包括 11 月開始生產的完整海運交付。它還考慮了其他項目，這顯然是 - 至關重要的是 PEAR 和我們全年提到的所有其他項目。

There are certain overlaps between the 2 programs. Of course, our internal headcount, it will go from 400 to 800. We are doing some cost management strategies by having headcount in India and other low-cost jurisdictions. We're also looking at a significant carryover content where we have either invested in ED&D or ED&D in tools, so that's the exercise that we've just completed, and we continue to complete. So with the guidance we've given, we do project that for this year, we will be able to get PEAR to a very good place.

這兩個程序之間有一定的重疊。當然，我們的內部員工人數將從 400 人增加到 800 人。我們正在通過在印度和其他低成本司法管轄區派駐員工來實施一些成本管理策略。我們還在研究一個重要的結轉內容，我們已經在 ED&D 或 ED&D 工具上進行了投資，所以這是我們剛剛完成的練習，我們將繼續完成。因此，在我們給出的指導下，我們計劃在今年將 PEAR 帶到一個非常好的地方。

Now we're very glad that we did the convert deal in August, and we effectively raised capital at nearly $20 a share and we did the cap call at $32. Now we knew it was the right thing to do to fully derisk our spending needs in 2022, even though we do believe our valuation will be much higher in the longer term.

現在我們很高興我們在 8 月份進行了轉換交易，我們有效地以每股近 20 美元的價格籌集了資金，我們以 32 美元的價格進行了上限。現在我們知道，完全降低 2022 年支出需求的風險是正確的做法，儘管我們確實相信，從長期來看，我們的估值會高得多。

Now you're absolutely right, you can never have too much capital in this business. And we are talking to banks about working capital, asset-backed lending when it comes to working capital needs for Ocean and beyond.

現在你是絕對正確的，你永遠不會在這個行業擁有太多的資本。當涉及到海洋及其他地區的營運資金需求時，我們正在與銀行討論營運資金、資產支持貸款。

Now I don't expect that we would use revenues from any of our programs to only fund. We will have to look at all different kinds of capital because we are in growth mode. We have to bring 4 vehicles to market by 2025. And if I would say that we could do that with $1.6 billion, then I think we would be the best acquisition target for any traditional OEM.

現在我不希望我們將任何項目的收入僅用於資助。我們將不得不考慮各種不同的資本，因為我們處於增長模式。到 2025 年，我們必須將 4 款汽車推向市場。如果我說我們可以用 16 億美元做到這一點，那麼我認為我們將是任何傳統 OEM 的最佳收購目標。

So I do think that we would look at effective ways of using our IP, effective ways of using our existing capital, effective ways of maximizing return. We -- I do think at some point next year, we will need money for CapEx on PEAR. And at that point in time, we will look at potential opportunities, which are nondilutive. And if there's an opportunity for us to consolidate our balance sheet, as I've said before, we will grab that opportunity.

所以我確實認為我們會研究使用我們的知識產權的有效方法，使用我們現有資本的有效方法，以及最大化回報的有效方法。我們——我確實認為在明年的某個時候，我們將需要資金用於 PEAR 的資本支出。在那個時候，我們將尋找潛在的機會，這些機會不會被稀釋。如果我們有機會鞏固我們的資產負債表，正如我之前所說，我們將抓住這個機會。

Thanks, Geeta.

謝謝，吉塔。

What was the second question?

第二個問題是什麼？

When can we go to Vienna? Yes, when are we going to Vienna? l want to get my -- I want to start blasting the Falco and the Mozart.

我們什麼時候可以去維也納？是的，我們什麼時候去維也納？我想得到我的——我想開始吹奏 Falco 和莫扎特。

It's snowing over there. So no, we will -- so I think we're planning here the summer to get over and get a few people over to do some test-drives. That's still the plan. We have our racecar driver, that's Abbie Eaton, British female racecar driver, who is going to come over as well and do some fine-tuning and set up. And hopefully, she can test-drive and take you out on one and scare you and shake you up a bit because this thing is amazing.

那邊正在下雪。所以不，我們會——所以我想我們計劃在夏天在這裡度過難關，讓一些人過來做一些試駕。這仍然是計劃。我們有我們的賽車手，那是英國女賽車手 Abbie Eaton，她也將過來做一些微調和設置。希望她可以試駕，帶你出去玩，嚇唬你，讓你振作起來，因為這東西太棒了。

Look forward to it.

對此期待。

Okay. Thanks for your question, Adam.

好的。謝謝你的問題，亞當。

I think we have time for one more, and then we have -- and then I'm going to turn it back to Henrik for one more thing. Thank you. Do we have one more question in the queue, please?

我想我們還有時間再談一件事，然後我們 - 然後我要把它轉回給 Henrik 再談一件事。謝謝。隊列中還有一個問題嗎？

Our final question is from Pavel Molchanov of Raymond James.

我們的最後一個問題來自 Raymond James 的 Pavel Molchanov。

On the 30,000 reservations for the Ocean, I know you haven't broken out the geographic mix kind of country by country. Is it -- is the distribution evolving along the same kind of trajectory that you would have expected a year or 6 months ago?

關於 Ocean 的 30,000 個預訂，我知道您還沒有按國家/地區劃分地理組合。它 - 分佈是否沿著您一年或 6 個月前預期的相同軌跡演變？

So first, I'm happy to say that during this call, we broke 31,000 reservations, so we actually have 31,000.

首先，我很高興地說，在這次電話會議中，我們打破了 31,000 個預訂，所以我們實際上有 31,000 個。

And that's on Ocean, specifically, not Ocean and PEAR.

那是在 Ocean 上，特別是在 Ocean 和 PEAR 上。

Yes, that's just Ocean. So geographically, sort of high level, I think we're about 80% North America and 20% Europe. We -- you must remember, we haven't really officially launched in Europe yet. So we are going in a couple of weeks to the Mobile World Conference (sic) [Mobile World Congress] in Barcelona in Spain to launch the vehicle officially. We expect, I think, 40 or so European journalists to attend that event specifically to review the Ocean. So I'm very excited about that. We'll have staff and myself over there to present the vehicle. And of course, that should drive hopefully a lot of press in Europe, and that would kind of become our first launch.

是的，那隻是海洋。所以在地理上，有點高，我認為我們大約有 80% 的北美和 20% 的歐洲。我們——你必須記住，我們還沒有真正在歐洲正式推出。因此，我們將在幾週後前往西班牙巴塞羅那舉行的移動世界大會（原文如此）[移動世界大會]，正式推出這款車。我認為，我們預計將有 40 名左右的歐洲記者參加該活動，專門回顧海洋。所以我對此感到非常興奮。我們將有工作人員和我本人在那裡展示車輛。當然，這應該會在歐洲引起很多媒體的關注，這將成為我們的首次發布。

I've given the task to our VP of Marketing sales in Europe to actually get closer to Europe becoming, I think, about 40%, maybe even higher. I think with some of the latest push that's happening in Europe on electrification, I think we can definitely get to a 40% share in Europe, maybe even 50% if some of the European governments continue to push for electrification as hard as they have.

我已經將任務交給了我們在歐洲的營銷銷售副總裁，讓我們更接近歐洲，我認為，大約 40%，甚至更高。我認為，隨著歐洲最近對電氣化的一些推動，我認為我們肯定可以在歐洲獲得 40% 的份額，如果一些歐洲政府繼續像他們一樣努力推動電氣化，甚至可能達到 50%。

The other thing that probably will push suddenly reservations up in Europe is going to be the fleet orders. Fleet is big in Europe. And our -- the Ocean is definitely right, spot on for fleet sales in Europe, specifically because of the utility of being an SUV, but an aerodynamic SUV that then also have an incredible long range. In Europe, we have our 2 vehicles having a range over 600 kilometers, which barely any other vehicle have in the segment, even close to that. So that's something that's important for fleet customers because they're used for sales representatives, executives, et cetera. So I see that Europe will see a big push in the next 6 to 9 months as we move forward.

另一件可能會突然推高歐洲預訂量的事情是車隊訂單。艦隊在歐洲很大。我們的海洋絕對是正確的，它在歐洲的車隊銷售中佔有一席之地，特別是因為它是一款 SUV 的實用性，而且是一款空氣動力學 SUV，它還具有令人難以置信的長續航里程。在歐洲，我們有 2 輛汽車的續航里程超過 600 公里，這在該細分市場中幾乎沒有任何其他車輛，甚至接近於此。所以這對車隊客戶來說很重要，因為他們用於銷售代表、高管等。所以我認為，隨著我們向前邁進，歐洲將在未來 6 到 9 個月內看到巨大的推動力。

Thanks, Pavel.

謝謝，帕維爾。

Henrik -- I'm going to turn it back to Henrik for one more comment, and then we're going to close the call. Thanks, everyone.

Henrik——我會把它轉回給 Henrik 徵求另一條意見，然後我們將結束通話。感謝大家。

Yes. Thank you, Dan. So actually, I do want to say thanks to Dan because Dan has been part of this incredible start-up phase that we've gone through. And now that we're sort of levering out, and everything is running, Dan has decided to take up a new challenge then. So I wish you all the best for that. And maybe you can tell a bit about what that is, I'm sure people would like to know.

是的。謝謝你，丹。所以實際上，我確實想對 Dan 表示感謝，因為 Dan 參與了我們經歷的這個令人難以置信的啟動階段。現在我們有點槓桿作用，一切都在運行，丹決定接受新的挑戰。所以我祝你一切順利。也許你可以說說那是什麼，我相信人們想知道。

Yes. Thanks, Henrik.

是的。謝謝，亨里克。

Listen, when I decided to come to Fisker, it was because I thought the company had the perfect strategy for building a car company in 2020, and everything I've seen since I joined has only increased my confidence in that view. But I am going to go back to a company I used to work for, for a few years called Mobileye, who's going to be publicly announcing an IPO coming up in Q2.

聽著，當我決定來 Fisker 時，是因為我認為該公司擁有在 2020 年打造一家汽車公司的完美戰略，自從我加入以來所看到的一切只會增加我對這一觀點的信心。但我將回到我曾經工作過幾年的公司，名為 Mobileye，該公司將在第二季度公開宣布首次公開募股。

Ultimately, I've decided that the chance to go back to my roots with a company that I've missed greatly, that I only left because there was little use for my skills once Mobileye wasn't public anymore, help them go public again was the right decision for myself and my family. I'm really, really fortunate to be starting a new, exciting opportunity but also able to remain a long-term shareholder in Fisker and a Fisker Ocean owner very soon.

最終，我決定有機會回到我非常想念的一家公司，我離開這家公司只是因為一旦 Mobileye 不再上市，我的技能就沒什麼用了，幫助他們再次上市對我自己和我的家人來說都是正確的決定。我真的非常幸運，能夠開始一個新的、令人興奮的機會，但也能夠很快成為 Fisker 的長期股東和 Fisker Ocean 所有者。

Well, Dan, we are going to send you that Fisker Ocean, but it's going to be without cameras. You're going to have to pay for that yourself.

好吧，丹，我們將向您發送 Fisker Ocean，但它將沒有相機。你將不得不自己為此付出代價。

So I do want to also say Eduardo Royes from ICR, of course, has been with us since we went public. And he'll continue to support us as well as our in-house IR, Andrew McFarland as well, which is here, always on the call. So we have adequate support, I think, in that area.

所以我也想說，來自 ICR 的 Eduardo Royes，當然，自從我們上市以來就一直和我們在一起。他將繼續支持我們以及我們的內部 IR，Andrew McFarland 也在這裡，隨時待命。所以我認為，我們在該領域有足夠的支持。

And then finally, I just want to say I am super excited to fly to Europe next week and get in an Ocean, one of these first vehicles coming off the production line. So stay tuned, I think that's going to be super exciting. Thank you very much for attending, everybody.

最後，我只想說我非常興奮下週飛往歐洲並進入海洋，這是第一批下線的車輛之一。所以請繼續關注，我認為這將非常令人興奮。非常感謝大家的出席。

Thanks, everyone, for joining the call. Thanks, Austin. We're going to sign off. Thanks very much, everybody.

謝謝大家加入電話會議。謝謝，奧斯汀。我們要簽字了。非常感謝大家。

That concludes the Fisker Inc. Fourth Quarter 2021 Earnings Call. Thank you for your participation. You may now disconnect your lines.

Fisker Inc. 2021 年第四季度財報電話會議到此結束。感謝您的參與。您現在可以斷開線路。