菲斯克汽車 (FSR) 2021 Q3 法說會逐字稿

Good evening.

晚上好。

Thank you for attending today's Fisker Inc.

感謝您參加今天的 Fisker Inc.

Third Quarter 2021 Earnings Call.

2021 年第三季度財報電話會議。

My name is Aaron, and I will be the moderator for today's call.

我叫 Aaron，我將擔任今天電話會議的主持人。

(Operator Instructions)

（操作員說明）

I would now like to pass the conference over to your host, Dan Galves with Fisker.

我現在想將會議轉交給您的主持人 Dan Galves 和 Fisker。

Thank you, Mr. Galves.

謝謝你，加爾維斯先生。

You may proceed.

你可以繼續。

Thanks a lot, Aaron, and welcome, everyone, to Fisker's earnings call.

非常感謝，亞倫，歡迎大家參加 Fisker 的財報電話會議。

Joining me on the call today 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.

今天像往常一樣加入我的電話會議的是首席執行官 Henrik Fisker； Burkhard Huhnke 博士，首席技術官；和 Geeta Gupta-Fisker 博士，首席財務官兼首席運營官。

Before turning it over to Henrik, be advised we will make forward-looking statements within the meaning of the federal securities laws.

在將其交給 Henrik 之前，請注意我們將在聯邦證券法的含義範圍內做出前瞻性陳述。

Forward-looking statements generally relate to future events or future financial or operating performance.

前瞻性陳述通常與未來事件或未來財務或經營業績有關。

Our expectations and beliefs regarding these matters may not materialize.

我們對這些事項的期望和信念可能不會實現。

Actual results and financial periods are subject to risks and uncertainties that could cause actual results to differ materially from those projected.

實際結果和財務期間受風險和不確定性的影響，可能導致實際結果與預測結果大不相同。

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.

這些風險包括我們今天早些時候發布的新聞稿中所述的風險，以及我們提交給美國證券交易委員會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.

本演示文稿中的前瞻性陳述基於我們今天可獲得的信息。

We disclaim any obligation to update any forward-looking statements, except as required by law.

除法律要求外，我們不承擔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.

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。

This information may be calculated differently than the non-GAAP data presented by other companies.

此信息的計算方式可能與其他公司提供的非公認會計原則數據不同。

Quantitative reconciliation of our non-GAAP financial information to the directly comparable GAAP financial information appears in today's earnings release.

我們的非 GAAP 財務信息與可直接比較的 GAAP 財務信息的定量核對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, and welcome, everybody.

謝謝你，丹，歡迎大家。

I've got some real interesting news I want to share in the end of my presentation, but I'll just start with some high-level bullets around the business.

我有一些真正有趣的消息想在我的演講結束時分享，但我將首先從一些關於業務的高級項目符號開始。

We are still on target with the Ocean to launch it in November next year.

我們仍然計劃在明年 11 月推出 Ocean。

In fact, we're going to start ramping up the prototype built with Magna already in Q1 next year.

事實上，我們將在明年第一季度開始加速使用 Magna 構建的原型。

We have, of course, already made some prototypes but from about the end of Q1 next year, we expect to start building 2 vehicles a day.

當然，我們已經製作了一些原型車，但從明年第一季度末開始，我們預計將開始每天製造 2 輛汽車。

I think that's pretty outstanding well over 8 months before we launch the vehicle, and that will make sure when we launch, we can ramp up quickly into the high-quality vehicles, and that's on target.

我認為這在我們推出車輛之前的 8 個月內已經非常出色，這將確保我們在推出時能夠迅速升級到高質量的車輛，這是目標。

We also now hired a lot more people.

我們現在也僱傭了更多的人。

We continue to hire, probably somewhere between 20 to sometime 30 people in months and we have well over 300 people in the company now.

我們繼續招聘，幾個月內可能在 20 到 30 人之間，現在我們公司有超過 300 人。

Our balance sheet remains solid with about $1.4 billion in cash.

我們的資產負債表保持穩健，現金約為 14 億美元。

And also, we continue to accelerate our reservations.

此外，我們將繼續加快預訂速度。

Now I'll talk a little bit about our marketing push as well.

現在我也將談談我們的營銷推動。

But just gearing up to the unveil the Ocean here at the LA Auto Show, where the PR base starts at 17, but we'll actually have a special event the day before, which we will stream worldwide.

但只是準備在洛杉磯車展上揭開海洋的面紗，公關基地從 17 日開始，但我們實際上將在前一天舉辦一場特別活動，我們將在全球範圍內直播。

So we are really excited about that.

所以我們對此感到非常興奮。

I'm going to talk a little bit more about that closer to that event date.

我將在接近那個事件日期的時候多談一點。

We also got into validation phase that Burkhard will discuss and get a little bit more into detail about.

我們還進入了驗證階段，Burkhard 將討論並獲得更多細節。

And then, of course, at the show, where we are -- in LA Auto Show, we are going to really talk about the specifications of the vehicle, show our brand-new design interior with some pretty amazing features, definitely some that currently don't exist in any vehicle to-date.

然後，當然，在展會上，我們所在的地方 - 在洛杉磯車展上，我們將真正談論車輛的規格，展示我們全新的設計內飾，其中包含一些非常驚人的功能，絕對是目前的一些迄今為止，在任何車輛中都不存在。

So I'm super excited about that.

所以我對此非常興奮。

Also, we have made progress on the PEAR program.

此外，我們在 PEAR 計劃上也取得了進展。

And actually, our internal team has come up with an expanded strategy around our FF-PAD development method.

實際上，我們的內部團隊圍繞我們的 FF-PAD 開發方法提出了擴展戰略。

And what we are looking at is much more Fisker IP sharing between the Ocean and the PEAR, meaning a lot more components that we have developed and created IP on through our Ocean program.

我們正在關注的是 Ocean 和 PEAR 之間更多的 Fisker IP 共享，這意味著我們通過 Ocean 計劃開發和創建 IP 的更多組件。

And what that means to the Ocean is that when we launch the PEAR in '24 we are going to start being able to use some of these components in both vehicles and much higher volume that ultimately will actually lower the Oceans, still the materials, the cost of Ocean even more.

這對海洋意味著，當我們在 24 年推出 PEAR 時，我們將開始能夠在兩種車輛中使用其中的一些組件，而且體積更大，最終實際上會降低海洋，仍然是材料，海洋的成本更高。

So I'm also really excited about that.

所以我也很興奮。

Let me get to marketing and sales.

讓我談談營銷和銷售。

We have expanded this team dramatically.

我們已經大大擴展了這個團隊。

We have hired an agency which we are working with creating market materials.

我們聘請了一個機構，我們正在與該機構合作創建市場材料。

We are really waiting to, of course, kick off our big marketing push to around the 17th of November when we show the car.

當然，我們真的在等待，在 11 月 17 日左右我們展示這輛車時開始我們的大規模營銷活動。

We obviously needed the vehicles to feature in advertising, online, digital media, et cetera.

我們顯然需要這些車輛在廣告、在線、數字媒體等方面發揮作用。

And all this is in the works right now.

所有這一切都在進行中。

We are going to launch both in U.S. and Europe, major campaigns.

我們將在美國和歐洲推出大型活動。

I think they have some real Etsy cool stuff, and I'm really excited about it and that's going to go full blast from 17th November, and I expect that we will start seeing major acceleration in our reservations at that point in time as we obviously got to get more known across both the U.S. and Europe.

我認為他們有一些真正的 Etsy 很酷的東西，我對此感到非常興奮，這將從 11 月 17 日開始全面爆發，我預計我們將在那時開始看到我們的預訂量大幅增加，因為我們顯然在美國和歐洲都得到了更多的了解。

We've also made progress on our ESG initiatives, and we are really looking at wanting to be able to explain more details and use real primary data about the full cradle to cradle life cycle analytics.

我們的 ESG 計劃也取得了進展，我們真的希望能夠解釋更多細節並使用關於整個從搖籃到搖籃生命週期分析的真實原始數據。

And we'll be -- as we get closer to us, our startup production will get more into details on that.

我們將——隨著我們離我們越來越近，我們的啟動生產將在這方面得到更多的細節。

Now let me return to sort of the real big news here, which is our new signed deal with CATL for batteries.

現在讓我回到這裡真正的大新聞，這是我們與寧德時代簽署的電池新協議。

And I want to elaborate a little bit about why this is such a big deal.

我想詳細說明一下為什麼這很重要。

We are going to launch very uniquely the Fisker Ocean with 2 different battery chemistries, of course, 2 different packs.

我們將推出非常獨特的 Fisker Ocean，其中包含 2 種不同的電池化學成分，當然還有 2 種不同的電池組。

And we already are running tests in these packs.

我們已經在這些包中運行測試。

Of course, they're going into all the prototypes as well next year.

當然，他們明年也會進入所有原型。

But what's unique about these 2 different pack is that the base pack actually is amazing when it comes to cost because it's using LFP, and that's a much lower (technical difficulty) and that's how we are currently able to achieve the low-cost of the Fisker Ocean, specifically in that base price of $37,499, which I think is unrivaled by any competitor.

但是這兩個不同的包的獨特之處在於，基礎包在成本方面實際上是驚人的，因為它使用的是 LFP，而且這要低得多（技術難度），這就是我們目前能夠實現低成本的方式Fisker Ocean，特別是 37,499 美元的基本價格，我認為這是任何競爭對手都無法匹敵的。

Also, the type of range you're going to have there is going to be more than adequate probably for most people and quite good, actually.

此外，您將擁有的範圍類型可能對大多數人來說已經足夠了，而且實際上非常好。

And then, of course, we have the second battery with NMC and the advances of that battery is not only in the cell but really in the pack and also what we have done with the structure of the vehicle in terms of the design of the pack itself.

然後，當然，我們有了 NMC 的第二個電池，該電池的進步不僅在電池中，而且在電池組中，以及我們在電池組設計方面對車輛結構所做的工作本身。

So our pack is not the space for our pack is not the typical square space you're seeing every single EV out there.

所以我們的包不是我們的包的空間，不是你看到的每一個電動汽車的典型方形空間。

It has a slightly different configuration, which we're not planning to show off to our competitors too soon.

它的配置略有不同，我們不打算過早向競爭對手炫耀。

But what it allows us to do is get the world's longest-range in our segment for an SUV and a power price class.

但它允許我們做的是在我們的細分市場中為 SUV 和電價級別獲得世界上最長的續航里程。

Of course, you can make $150,000, $200,000 carbon incredible range but to make a vehicle, between $50,000 and $60,000 with such a long rate that we have achieved, I think, it's really magnificent, and it really shows what a phenomenal engineering team we have (technical difficulty) great partnership we're having with CATL, and I'm really excited to show those numbers at the LA Auto Show.

當然，你可以製造 150,000 美元、200,000 美元的碳纖維令人難以置信的續航里程，但要製造一輛在 50,000 美元到 60,000 美元之間的車輛，而且我們已經實現瞭如此長的速度，我認為，這真的很了不起，它確實表明了我們擁有一支非凡的工程團隊（技術難度）我們與 CATL 建立了良好的合作夥伴關係，我很高興能在洛杉磯車展上展示這些數字。

In fact, we will have (technical difficulty) models that people can choose between.

事實上，我們將擁有可供人們選擇的（技術難度）模型。

We got the sport model, which will have the LFP battery, extremely well priced.

我們得到了運動型，它將配備 LFP 電池，價格非常合理。

And then we have the 2 other models, which we'll reveal the names of at the LA Auto Show, but both of those 2 will have the longest range in this segment.

然後我們還有另外 2 款車型，我們將在洛杉磯車展上公佈它們的名稱，但這兩款車型的續航里程都將在該細分市場中最長。

And as you know, right now, the longest range for sale in the U.S. is about $50,000 to $60,000 for either SUV on Crossovers around 326 miles and we'll be well over that with both these 2 other vehicles and I'm really excited about that.

如您所知，目前，在美國銷售的最長續航里程約為 50,000 至 60,000 美元，這兩款跨界車的 SUV 行駛約 326 英里，我們將在這兩款其他車輛上做得很好，我真的很興奮那。

What's also unique about our powertrain is the efficiency because at the end of the day, we have an SUV.

我們的動力總成的獨特之處還在於效率，因為歸根結底，我們有一輛 SUV。

I didn't want to sort of skip out here and just do another hatchback crossover with great aerodynamics that doesn't really look that great.

我不想在這裡跳過，只是做另一個具有出色空氣動力學性能的掀背車跨界車，看起來並不那麼好。

We wanted to create a vehicle that can sell globally in the fastest-growing market in the world, which is SUVS.

我們希望打造一款能夠在全球增長最快的市場——SUVS 中進行全球銷售的車型。

That's what people love.

這就是人們所愛的。

They love the utility, they love the looks, and that's what we're going for.

他們喜歡實用程序，他們喜歡外觀，這就是我們的目標。

We want to be different than our competitors.

我們希望與競爭對手不同。

And despite having that larger SUV vehicles with all the utility that comes with it, we still have a vehicle that's class-leading range.

儘管擁有更大的 SUV 車輛並配備了所有實用工具，但我們仍然擁有一流的車輛。

And of course, as I mentioned, it's partly to do with CATL.

當然，正如我所提到的，這部分與寧德時代有關。

It's partly to do with our energy-dense battery pack.

這部分與我們的高能量電池組有關。

It's partly to do with how our vehicle actually is designed and engineered in terms of space for the battery.

這部分與我們的車輛在電池空間方面的實際設計和設計方式有關。

And then our incredible powertrain, which we're going to talk more about at the LA Auto Show as well.

然後是我們令人難以置信的動力總成，我們還將在洛杉磯車展上進行更多討論。

But one thing I will say that we haven't announced yet is that every version of the Ocean will have silicon carbide inverters, also the base vehicle, and that is part of a contribute to our really, really high performance, powertrain, long-range, really efficient.

但是我要說的是我們還沒有宣布的一件事是，每個版本的 Ocean 都將配備碳化矽逆變器，也是基礎車輛，這是對我們真正的高性能、動力總成、長期-範圍，確實有效。

And I think what's interesting here is, why we be ahead of the competition?

我認為這裡有趣的是，為什麼我們在競爭中處於領先地位？

Well, we chose all this technology this year.

好吧，我們今年選擇了所有這些技術。

So when you get a Fisker Ocean 12 months from now, your technology is the newest of the newest.

因此，當您在 12 個月後獲得 Fisker Ocean 時，您的技術就是最新的。

If you buy any other car next year, most likely that technology was chosen 3 years ago.

如果您明年購買任何其他汽車，則很可能是 3 年前選擇了該技術。

So that's why we're different, and that's why we're going to be trusted.

所以這就是我們與眾不同的原因，這就是我們將被信任的原因。

I now want to hand it over to Burkhard to talk a little bit more about the details of what we're doing on the Ocean program.

我現在想把它交給 Burkhard 來談談我們在海洋計劃中所做的細節。

Burkhard?

布克哈德？

Yes.

是的。

Thanks, Henrik.

謝謝，亨里克。

Again, welcome everyone.

再次歡迎大家。

As Henrik said, the sourcing process for Ocean is down to just a small few parts of the shelf items.

正如 Henrik 所說，Ocean 的採購流程只涉及貨架商品的一小部分。

So we have moved into this industrialization phase of the program.

所以我們已經進入了這個項目的工業化階段。

This involves, of course, a series of both virtual and physical body type builds that's already began earlier this year and will be ongoing through most of next year.

當然，這涉及到一系列虛擬和實體身體類型的構建，這些構建已經在今年早些時候開始，並將持續到明年的大部分時間。

We need to do the hard work to ensure all the components are seamlessly integrated, that we are on track with all the attributes.

我們需要努力確保所有組件都無縫集成，確保我們在所有屬性上都走上正軌。

We plan for the car and it will meet all the safety, performance, durability standards in all-weather conditions and that it can be manufactured with the quality.

我們為這款車製定了計劃，它將滿足所有天氣條件下的安全、性能、耐用性標準，並且可以按質量製造。

So testing of our first build so-called Mule 1 was completed some time ago.

因此，我們第一個構建所謂的 Mule 1 的測試已在一段時間前完成。

This was primarily to test the correlation of virtual safety testing with physical results.

這主要是為了測試虛擬安全測試與物理結果的相關性。

The Mule 2 build is complete and testing is ongoing.

Mule 2 構建已完成，測試正在進行中。

This continues to Mule 1 testing, but also adds powertrain, the battery electrical system function and platform durability.

這延續了 Mule 1 的測試，還增加了動力總成、電池電氣系統功能和平台耐用性。

We also test complete vehicle function in hot and cold weather in this phase.

我們還在此階段測試了在炎熱和寒冷天氣下的整車功能。

Finally, as you can see from the photos on the earnings release, we are very happy to have started up the next prototype build at our manufacturing facility in Graz using production-intent components.

最後，正如您從收益發布的照片中看到的那樣，我們很高興能夠在我們位於格拉茨的製造工廠使用生產意圖組件啟動下一個原型構建。

And I can say it's super helpful, very helpful to build prototypes in the actual production facility, which is unusual for a startup.

我可以說它非常有用，在實際生產設施中構建原型非常有幫助，這對於初創公司來說是不尋常的。

The body shop is operational.

車身修理廠正在營業。

And once general assembly is up and running, the shop has capacity produced up to 2 cars per day.

一旦總裝啟動並運行，該車間每天可生產多達 2 輛汽車。

I'm very proud of our technical teams, both at Fisker and Magna for accomplishing a lot in a short period of time.

我為我們在 Fisker 和 Magna 的技術團隊在短時間內完成了很多工作感到非常自豪。

We have the right plan to achieve on time style of production, so that's been through all the required test and validation work to prove quality, visibility, and durability from the start.

我們有正確的計劃來實現按時生產，因此從一開始就通過了所有必需的測試和驗證工作來證明質量、可見性和耐用性。

Thanks.

謝謝。

And now I'll turn over to Geeta.

現在我將交給吉塔。

Thank you, Burkhard, and welcome, everyone.

謝謝你，Burkhard，歡迎大家。

Really excited to be here today.

今天能來到這裡真的很興奮。

Overall, I can say I'm really pleased with what we've accomplished as a team in preparation for the production SOP, which is now just a year away.

總的來說，我可以說我對我們作為一個團隊在準備生產 SOP 方面所取得的成就感到非常滿意，現在距離我們只有一年的時間了。

Over 90% of the Ocean business materials is now sourced and the remaining components, mostly just off-the-shelf parts.

超過 90% 的海洋業務材料現在是採購的，其餘的組件，大部分只是現成的零件。

The sourcing process was definitely not easy but ultimately, we were successful at procuring a significant amount of advanced technology, which will result in an amazing product packed with class-leading features.

採購過程絕對不容易，但最終，我們成功採購了大量先進技術，這將產生具有一流功能的令人驚嘆的產品。

Beyond sourcing, the development process of this corrosion has taught us a lot.

除了採購之外，這種腐蝕的發展過程也教會了我們很多東西。

In various components and various technologies as both a system and a subsystem level has resulted in exciting fiscal owned intellectual property that we intend to put to use on all our future vehicle programs, as Henrik just alluded to now.

正如 Henrik 剛才提到的那樣，作為系統和子系統級別的各種組件和各種技術已經產生了令人興奮的財政擁有的知識產權，我們打算將其用於我們未來的所有車輛項目。

Our recent announced battery reservation agreement with CATL marks our final long lead and one of the most critical items in the vehicle.

我們最近與寧德時代宣布的電池預訂協議標誌著我們最終的長期領先地位，也是車輛中最關鍵的項目之一。

Of course, the 2 companies have been working together on development, validation and testing since last year.

當然，這兩家公司自去年以來一直在開發、驗證和測試方面進行合作。

And now we're really pleased that we can share with the public a committed long-term capacity agreement.

現在我們真的很高興我們可以與公眾分享一份承諾的長期容量協議。

And I want to make a statement that we actually visited CATL in 2019 and have spent 3 to 4 years developing trust and a phenomenal relationship with leadership at CATL, and it's evident from the quote that the President of CATL made in our joint press announcement.

我想聲明一下，我們實際上是在 2019 年訪問了寧德時代，並且花了 3 到 4 年的時間與寧德時代的領導層建立信任和非凡的關係，這從寧德時代總裁在我們的聯合新聞公告中發表的引述中可以明顯看出。

We have a committed supply of over 5-gigawatt hour per year capacity initially.

我們最初承諾每年提供超過 5 吉瓦時的產能。

This includes 2 different chemistries, as Henrik mentioned, a long-range NMC chemistry-based pack, which is a high-capacity pack in the cathode, that's a port segment-leading range and a high-value pack, which uses LSP from the cathode that supports the compelling price of Fisker Ocean Sport while providing range and acceleration consistent with the much more expensive EVs.

正如 Henrik 所提到的，這包括 2 種不同的化學成分，一種基於 NMC 化學的遠程電池組，它是陰極中的高容量電池組，是港口領域領先的電池組和高價值電池組，它使用來自陰極支持 Fisker Ocean Sport 極具吸引力的價格，同時提供與更昂貴的電動汽車一致的續航里程和加速度。

We see this a very deep and strategic relationship with CATL and as part of our contract, we have the ability to jointly plan 12 months ahead of time to increase our capacity as we see demand in the market, including opportunities to localize production in various countries globally over time.

我們認為這與寧德時代有著非常深厚的戰略關係，作為我們合同的一部分，我們有能力提前 12 個月共同計劃以增加我們的產能，因為我們看到了市場需求，包括在各個國家實現本地化生產的機會隨著時間的推移在全球範圍內。

We are now needy, working with our suppliers and partners on the test and validation space, as Burkhard mentioned, supported by a robust set of timelines, milestones and shared deliverables.

正如 Burkhard 所提到的，我們現在需要與我們的供應商和合作夥伴在測試和驗證領域合作，並得到一組強大的時間表、里程碑和共享可交付成果的支持。

As we move from the sourcing phase to the industrialization phase, I have been able to turn my personal focus to the balance sheet as well as preparing the business to scale by focusing on our operations, hiring and building processes.

隨著我們從採購階段進入工業化階段，我已經能夠將我的個人關注點轉移到資產負債表上，並通過專注於我們的運營、招聘和建設流程來準備業務規模。

We took action to bolster our balance sheet in August this year, raising $667.5 million in a convertible note offering at 2.5% interest rate and a 30% conversion premium through a cap call.

我們在今年 8 月採取行動加強我們的資產負債表，以 2.5% 的利率和 30% 的轉換溢價通過上限調用籌集了 6.675 億美元的可轉換票據。

We use part of the proceeds to find a cap call, reemphasize, we had a 30% conversion premium, and we used part of the proceeds to fund a cap call that takes the effective conversion price to $32.57 or 115% of the cost price at the time of the convert.

我們用部分收益來尋找上限，再次強調，我們有 30% 的轉換溢價，我們用部分收益來資助上限調用，使有效轉換價格達到 32.57 美元或成本價的 115%轉換的時間。

This was an efficient way to bolster the balance sheet and be funding for additional vehicle programs.

這是加強資產負債表並為其他車輛計劃提供資金的有效方式。

The timing was by choice, it was not out of a need, and the gas call signals our confidence in the future value of the company based on our internal view of both progress to date and the stellar product lines we intend to launch.

時機是自願的，並不是出於需要，而且基於我們對迄今為止的進展和我們打算推出的一流產品線的內部看法，加油站表明我們對公司未來價值的信心。

On the operational side, as Henrik mentioned, we've also had a phenomenal year in hiring.

正如 Henrik 所說，在運營方面，我們在招聘方面也經歷了非凡的一年。

We were 100 people last year, we now have over 300 employees that includes 20 extremely seasoned (technical difficulty) Vice President (technical difficulty) have done a great job in building their own departments and the entire organization.

去年我們是 100 人，現在我們有 300 多名員工，其中包括 20 名經驗豐富的（技術難度）副總裁（技術難度），他們在建立自己的部門和整個組織方面做得很好。

And we have empowered our entire company with a very attractive performance-based restricted stock unit bonus, which is not (technical difficulty) to the existing employees to be part of the success of Fisker, but is also helping us immensely in retaining and hiring talent in this hard (technical difficulty) market.

我們為整個公司提供了非常有吸引力的基於績效的限制性股票單位獎金，這對現有員工來說不是（技術難度）成為 Fisker 成功的一部分，但也極大地幫助了我們留住和招聘人才在這個艱難（技術難度）的市場中。

We are now working with our advisers on setting up global entities worldwide and ID systems that take us from a development company into a revenue-generating product company with customers worldwide.

我們現在正與我們的顧問合作，在全球範圍內建立全球實體和 ID 系統，將我們從一家開發公司轉變為一家擁有全球客戶的創收產品公司。

And Henrik covered the work we need to build out the customer experience functions that are critical to launching a successful product.

Henrik 介紹了我們構建客戶體驗功能所需的工作，這些功能對於推出成功的產品至關重要。

Our products are the #1 focus, but if we don't have right IT systems in place to support those products, the business simply cannot scale.

我們的產品是第一重點，但如果我們沒有合適的 IT 系統來支持這些產品，業務就無法擴展。

Now turning to our results and outlook.

現在轉向我們的結果和展望。

Our operating expenses in Q3 aligned very closely with internal expectations.

我們在第三季度的運營費用與內部預期非常吻合。

Capital expenditures were way below our expectations.

資本支出遠低於我們的預期。

As many of you know, CapEx is lumpy and very reliant on the timing of billings and suppliers, which can sometimes be hard to predict.

正如你們許多人所知，資本支出是不穩定的，並且非常依賴於計費和供應商的時間安排，這有時很難預測。

Our forecast is due to (technical difficulty) timely billing and has been slower than we expected despite ongoing work.

我們的預測是由於（技術困難）及時計費，儘管工作正在進行，但仍比我們預期的要慢。

That billing activity has picked up significantly so far in Q4, so we have good visibility that CapEx will increase meaningfully in Q4 as implied by our guidance.

到目前為止，該計費活動在第四季度已顯著回升，因此我們可以清楚地看到，正如我們的指導所暗示的那樣，資本支出將在第四季度顯著增加。

Operationally, the increase in R&D in Q3 versus Q2 was primarily the result of increased headcount, increased prototype spending, and modest engineering design and integration refinement as we enter into our industrialization phase.

在運營方面，第三季度與第二季度的研發增長主要是由於員工人數增加、原型支出增加以及我們進入工業化階段時適度的工程設計和集成改進。

We expect a more modest sequential increase in Q4 on headcount and as the prototype book continues to ramp.

我們預計第四季度的員工人數將出現更溫和的連續增長，並且隨著原型書繼續增加。

The increase in SG&A expense in Q3 versus Q2 was a result of a higher headcount -- higher professional services as we engaged the global advisory form for tax structuring and IT spending on global ERP systems and CRM installations.

第三季度與第二季度相比，SG&A 費用的增加是由於員工人數增加——因為我們採用了全球諮詢表格來進行全球 ERP 系統和 CRM 安裝的稅收結構和 IT 支出，因此提供了更高的專業服務。

We expect SG&A to more than double in Q4 due to kick-off of marketing campaigns to build our brand, including significant spending on the LA Auto show unveil of Fisker Ocean and activity surrounding that event.

我們預計 SG&A 將在第四季度增加一倍以上，因為啟動了建立我們品牌的營銷活動，包括在 Fisker Ocean 的洛杉磯車展揭幕和圍繞該活動的活動上的大量支出。

Plus, we will bring in to accrue lease expenses on our flagship LA Experience Center property we recently signed.

此外，我們將在我們最近簽署的洛杉磯體驗中心旗艦物業上計入應計租賃費用。

Now turning to outlook.

現在轉向展望。

As noted in the press release, our overall OpEx plus CapEx guidance stays unchanged at $490 million to $530 million, but there has been adjustments in the categories.

如新聞稿中所述，我們的總體運營支出和資本支出指導保持不變，為 4.9 億美元至 5.3 億美元，但類別有所調整。

Our R&D increased $15 million at the midpoint.

我們的研發在中點增加了 1500 萬美元。

This is related to a refinement of the test and validation plan for the remainder of 2021.

這與 2021 年剩餘時間的測試和驗證計劃的改進有關。

Our SG&A increased by $10 million due to a more robust marketing plan for Q4 and the flagship store lease I mentioned earlier.

由於第四季度更強大的營銷計劃和我之前提到的旗艦店租賃，我們的 SG&A 增加了 1000 萬美元。

Higher OpEx was offset by about $25 million lower CapEx spending, which is related to receiving late invoices from suppliers.

較高的運營支出被約 2500 萬美元的較低資本支出所抵消，這與從供應商處收到延遲發票有關。

Work is progressing on track, but we'll spend time refining when they are likely to be built for the work.

工作正在按計劃進行，但我們會在可能為工作而構建的時候花時間進行改進。

Overall, I'm extremely proud of our entire Fisker team for all the accomplishments we've made so far in 2021.

總的來說，我為我們整個 Fisker 團隊在 2021 年迄今取得的所有成就感到非常自豪。

We have a lot of work ahead of us for sure as we enter the critical industrialization phase, but we have a lot of confidence in the plans we have established to execute a fantastic, profitable product on time and budget, and I can't wait to unveil the Fisker Ocean at the LA Auto Show.

當我們進入關鍵的工業化階段時，我們肯定有很多工作要做，但我們對我們制定的計劃充滿信心，按時和預算執行一個出色的、有利可圖的產品，我等不及了在洛杉磯車展上揭開菲斯克海洋的面紗。

We're now happy to take your questions.

我們現在很高興回答您的問題。

Thanks, Geeta.

謝謝，吉塔。

Aaron, can you please compile in queue.

Aaron，請您排隊編譯。

(Operator Instructions) The first question comes from Jeoffrey Lambujon with Tudor, Pickering, Holt & Company.

（操作員說明）第一個問題來自 Jeoffrey Lambujon 和 Tudor, Pickering, Holt & Company。

My first one is on batteries.

我的第一個是電池。

I appreciate the detail in yesterday's release and some of the teasers from today's call on the characteristics and also how you spoke to the LA Auto Show (technical difficulty) 2 weeks for much more detail, which you're very much looking forward to.

我很欣賞昨天發布的細節和今天電話會議中關於特性的一些預告片，以及你如何在 2 週內與洛杉磯車展（技術難度）交談以獲得更多細節，你非常期待。

But is there anything more you can give us just today as we think about pack costs between the 2 chemistries?

但是，當我們考慮這兩種化學物質之間的包裝成本時，您今天還能給我們更多信息嗎？

And any more detail on the range as you think about those would be helpful as well.

當您考慮這些範圍時，有關範圍的任何更多細節也會有所幫助。

So we want to give our customers all the information they need and desire, but we don't want to give all the information what our competitors want.

因此，我們希望為客戶提供他們需要和渴望的所有信息，但我們不想提供競爭對手想要的所有信息。

So I don't think it makes any sense for us to give the exact price of our batteries.

所以我認為我們給出電池的確切價格沒有任何意義。

But I think what we can say is we know that they're on par with some of the biggest car companies in the world in terms of cost.

但我認為我們可以說的是，我們知道他們在成本方面與世界上一些最大的汽車公司不相上下。

But the real advances here in terms of cost of the pack is the fact that we are using LFP in the base vehicle.

但就包裝成本而言，真正的進步在於我們在基礎車輛中使用 LFP。

I don't think there's any vehicle in our class right now in the U.S. is using that and there might be one other that's using it -- going to use it.

我認為目前在美國，我們班上沒有任何車輛正在使用它，而且可能還有其他車輛正在使用它——將要使用它。

But I think that's one of the bigger advantages.

但我認為這是更大的優勢之一。

And the advantage is that we design our battery volume and our tech, so we can get quite a lot of power on the LFP because LFP, the reason is -- part of the reason is lower cost but it is also -- it's not as energy-dense as NMC.

優點是我們設計了電池容量和技術，所以我們可以在 LFP 上獲得相當多的功率，因為 LFP，原因是 - 部分原因是成本更低，但也是 - 它不是能量密度為 NMC。

So you won't get the same power.

所以你不會得到同樣的力量。

But if you have more volume, you can get a pretty good amount of power into the vehicle and that, I think is what stands the Ocean apart.

但是如果你有更多的體積，你可以為車輛提供相當多的動力，我認為這就是 Ocean 與眾不同的地方。

And also maybe -- go ahead.

而且也許- 繼續。

No, I was just going to say range, you asked about the range.

不，我只是想說範圍，你問的是范圍。

I mean, we kind of want to wait and surprise people at the LA Auto Show.

我的意思是，我們有點想在洛杉磯車展上等待並給人們驚喜。

But I think the real key again here is some people may not really need to carry a giant battery around and therefore, we have that LFP solution, which makes us extremely price competitive.

但我認為這裡真正的關鍵是有些人可能真的不需要攜帶巨大的電池，因此，我們擁有 LFP 解決方案，這使我們極具價格競爭力。

But if you do want range, then we do have a really cool long range.

但是，如果您確實想要射程，那麼我們確實有一個非常酷的遠射程。

And like I said, it will be the world's longest range in our segment and our pricing.

就像我說的那樣，這將是我們細分市場和定價中世界上最長的範圍。

So of course, please don't compare us to vehicles that cost $80,000, $100,000, $150,000.

所以當然，請不要將我們與價格為 80,000 美元、100,000 美元、150,000 美元的車輛進行比較。

But if you compare us to vehicles now a price class and the type of vehicle our vehicle is, we will have the longest range in the world in the Ocean and the 2 versions that sits above the base sports version.

但是，如果您將我們與現在的價格等級的車輛和我們車輛的車輛類型進行比較，我們將擁有世界上最長的遠洋航程以及位於基礎運動版之上的 2 個版本。

Understood.

明白了。

Appreciate it.

欣賞它。

And I understand that we'll have to wait a couple of more weeks to really get the detail.

而且我知道我們將不得不再等幾個星期才能真正了解細節。

Second one is just on marketing.

第二個只是營銷。

There's clearly a lot going on, as you all highlighted, just preparing for the LA Auto Show and the marketing push to kind of a company to unveil the experience in there, (inaudible) secured and the growth in the customer experience teams.

正如你們都強調的那樣，顯然有很多事情要做，只是為洛杉磯車展做準備，以及對一家公司的營銷推動，以展示那裡的體驗，（聽不清）安全和客戶體驗團隊的增長。

I was wondering if you could just talk a bit more about the game plan for the marketing part of the strategy as you think about growth in reservations over time?

我想知道在您考慮預訂量隨時間的增長時，您是否可以多談談策略營銷部分的遊戲計劃？

Yes.

是的。

So we are creating content right now, and we'll continue creating content over the next couple of months.

所以我們現在正在創建內容，我們將在接下來的幾個月內繼續創建內容。

And what I mean by content is you've got to make real exciting videos that can be used as online digital ads and engagement with different potential customers.

我所說的內容是您必須製作真正令人興奮的視頻，這些視頻可以用作在線數字廣告並與不同的潛在客戶互動。

We have hired some unique agencies that are specialized, specifically in digital and with AI, et cetera, how we reach the right customers.

我們聘請了一些專門的獨特機構，特別是在數字和人工智能等方面，我們如何接觸到合適的客戶。

But at the end of the day, you need content (technical difficulty) and I know a lot of people saying, why don't you start blasting open stuff up now.

但歸根結底，你需要內容（技術難度），我知道很多人說，你為什麼不現在就開始爆破東西。

I think it would be a waste of our money.

我認為這會浪費我們的錢。

We are still 12 months away from delivering.

我們距離交付還有 12 個月的時間。

We're sold out well into 2023.

到 2023 年，我們已經售罄。

But my expectation of our marketing teams are that we will have at least 50,000 reservations by -- before we start production next year.

但我對我們的營銷團隊的期望是，在我們明年開始生產之前，我們將至少有 50,000 份預訂。

And I think we have a really, really strong marketing plan that is comprised of online content, other means of marketing and PR, we're creating unique PR moments.

我認為我們有一個非常非常強大的營銷計劃，包括在線內容、其他營銷方式和公關，我們正在創造獨特的公關時刻。

We obviously are in Hollywood, and therefore, already planning and have already secured us being in a couple of different films and TV series.

我們顯然在好萊塢，因此，我們已經在計劃並已經確保我們能夠出演幾部不同的電影和電視劇。

And then of course, we have also planned a host of events throughout U.S. and Europe, and then we are going to open experience centers.

當然，我們還計劃在美國和歐洲舉辦一系列活動，然後我們將開設體驗中心。

We have a whole new strategy that nobody used before when it comes to displaying our vehicles and how we deliver our vehicles.

我們有一個全新的策略，在展示我們的車輛以及我們如何交付我們的車輛時，以前沒有人使用過。

It's all about creating the ultimate experience, I believe.

我相信，這一切都是為了創造終極體驗。

I think the automotive industry is still far behind in experience.

我認為汽車行業的經驗還遠遠落後。

If you look at how clicking and ordering a pair of shoes on Amazon and then how -- what happens when you order a car and how long it takes to get and how many papers you have to sign and considering it's maybe $40,000 or $50,000, how is that experience.

如果你看看如何在亞馬遜上點擊和訂購一雙鞋，然後如何——當你訂購汽車時會發生什麼，需要多長時間才能拿到，你必須簽署多少文件，考慮到可能是 40,000 美元或 50,000 美元，如何是那種經歷。

We want to create and be the #1 experience in the world.

我們希望創造並成為世界上排名第一的體驗。

And that goes from everything to how you interact with the brand to how we purchase the vehicle, a flexibly lease the vehicle, how your ownership goes throughout the time of your vehicle, what we're going to do over-the-air updates, et cetera.

這從一切到您如何與品牌互動，再到我們如何購買車輛，靈活租賃車輛，您的所有權在您的車輛使用期間如何變化，我們將如何進行無線更新，等等。

So all that, of course, we're going to elaborate on over the next 12 months to show how we think we're seeing the lead in many of these areas.

當然，所有這一切，我們將在接下來的 12 個月內詳細說明，以展示我們認為我們在許多這些領域中的領先地位。

And Jeff, I just have one more point to add.

傑夫，我還有一點要補充。

I mean as we had put in the press release, we've got over 70,000 registered app users and we think it's pretty unusual for people to reserve a product more than a year in advance when they don't know what the content and features is.

我的意思是，正如我們在新聞稿中所說，我們有超過 70,000 名註冊應用程序用戶，我們認為人們在不知道內容和功能是什麼的情況下提前一年多預訂產品是很不尋常的.

So we're really happy with our reservations today.

所以我們對今天的預訂感到非常滿意。

But we think just talking about the details of the content, the pricing of the entire Ocean lineup, the range, all of these details about the car triggers quite a few of those registered app users to reserve.

但我們認為僅僅談論內容的細節，整個 Ocean 陣容的定價，範圍，所有這些關於汽車的細節都會觸發相當多的註冊應用程序用戶進行預訂。

And it also helps with fleet sales because most fleets are certainly not going to get into detailed discussions about a product that they don't know exactly what the content is, and that's all going to come out in 2 weeks.

它還有助於車隊銷售，因為大多數車隊肯定不會對他們不確切知道內容是什麼的產品進行詳細討論，而這一切都將在 2 週內發布。

Can we go to the next question, please, Aaron?

Aaron，我們可以進入下一個問題嗎？

The next question comes from Joseph Spak with RBC.

下一個問題來自 RBC 的 Joseph Spak。

Going back to the battery announcement, which seems important here.

回到電池公告，這在這裡似乎很重要。

2 questions.

2個問題。

One, the decision to go to LFP to offer a more compelling electric vehicle, does that at all change your potential demand outlook for that variant?

一，決定去 LFP 提供更具吸引力的電動汽車，這是否會改變您對該變體的潛在需求前景？

And then secondarily, if you could just sort of talk about your scope to grow your allocation of gigawatts to CATL overtime if needed.

其次，如果你能談談你的範圍，如果需要的話，你可以將千兆瓦分配給 CATL 加班。

Yes.

是的。

So it was always our plan for -- well, always since quite a while, it was our strategy to use our vehicle or put our vehicle in a much higher potential buyer group than you normally see.

所以這一直是我們的計劃 - 好吧，一直以來，我們的策略是使用我們的車輛或將我們的車輛置於比您通常看到的更高的潛在買家群體中。

So if you look at all the electric vehicles out there today that are SUV, so let's forget the hatchbacks, they are all very expensive, and they're all sort of staying pretty much within a narrow spectrum of pricing.

所以如果你看看今天所有的電動汽車都是 SUV，那麼讓我們忘記掀背車吧，它們都非常昂貴，而且它們幾乎都保持在一個狹窄的定價範圍內。

And I think the unique thing about the Ocean is that we start at $37,499 for (technical difficulty) and that is an amazing price.

我認為 Ocean 的獨特之處在於（技術難度）的起價為 37,499 美元，這是一個驚人的價格。

The average price of a car today, I think, has gone over $40,000 now.

我認為今天汽車的平均價格已經超過 40,000 美元。

So we are really among what you would really consider affordable and reachable for everyone.

因此，我們確實是您真正認為每個人都可以負擔得起且觸手可及的產品之一。

Secondly, with our flexible lease when we start that again, we're going to attract a whole new buyer group that very few other car companies have the ability to reach because of the way we structure our flexibilities when you give the car back anytime.

其次，當我們重新開始時，通過我們靈活的租賃，我們將吸引一個全新的買家群體，這是其他汽車公司很少有能力接觸到的，因為我們在您隨時還車時構建我們的靈活性的方式。

So absolutely.

所以絕對。

I think that we have a real possibility once we get production going to potentially scale up on the side of the LFP.

我認為，一旦我們的生產在 LFP 方面有可能擴大規模，我們就有真正的可能性。

Then finally, your question about CATL and what happens if we, for example, see that we can sell a lot more cars than we expect.

最後，您關於 CATL 的問題以及例如，如果我們看到我們可以銷售比我們預期更多的汽車會發生什麼。

As Geeta mentioned and maybe that slip through the cracks, but we actually have in our agreement, the possibility to increase our volume significantly with CATL.

正如 Geeta 提到的那樣，也許這會從裂縫中溜走，但我們實際上已經在我們的協議中，有可能通過 CATL 顯著增加我們的交易量。

Really, we don't have any limit on it, quite frankly.

實際上，坦率地說，我們對此沒有任何限制。

And we just have a 12-month planning heads up.

而且我們只有一個為期 12 個月的計劃。

And if I see middle of next year that we have terrific sales on the reservation numbers, we can call CATL and saying, look, we need X amount more, whether it's double or triple or whatever it is from 12 months later.

如果我在明年年中看到我們在預訂號碼上的銷售非常好，我們可以打電話給寧德時代，說，看，我們需要更多 X 數量，無論是雙倍還是三倍，或者 12 個月後的任何數量。

So now it's just a matter of how many vehicles can we sell.

所以現在只是我們能賣多少輛車的問題。

I'm really, really excited about this specific battery deal because it allows us that and I think very few other start-ups probably have that ability.

我對這項特定的電池交易感到非常非常興奮，因為它使我們能夠做到這一點，而且我認為很少有其他初創公司可能擁有這種能力。

Also remember, most of the start-ups are buying cells and making their own packs.

另請記住，大多數初創企業都在購買電池並製作自己的電池組。

In this case, CATL is making the pack so we get a full finished solution to us, and that gives, from my point of view, also some other advantages down the line.

在這種情況下，CATL 正在製作包，因此我們得到了一個完整的解決方案，從我的角度來看，這也給了我們一些其他的優勢。

Great.

偉大的。

And maybe just a second question on the upcoming LA Auto Show and you're going to show these vehicles.

也許只是關於即將到來的洛杉磯車展的第二個問題，您將展示這些車輛。

I mean how soon after that do you open the configurator, so you start to get a sense of that mix, so you can properly let your suppliers know.

我的意思是在那之後多久你會打開配置器，這樣你就會開始了解這種組合，這樣你就可以適當地讓你的供應商知道。

I guess, how long does that process sort of need to be?

我想，這個過程需要多長時間？

And when should we expect that configurator to open?

我們應該什麼時候打開該配置器？

So we're already working on that.

所以我們已經在努力了。

That's going to be open the day of the 17th, so people can go and configure the vehicles.

那將在 17 日開放，因此人們可以去配置車輛。

And then we're going to expand on the configurator later and introduce more features on it, but you will be able to go in and configure your car.

然後我們稍後將擴展配置器並在其上引入更多功能，但您將能夠進入並配置您的汽車。

We're going to have all the different option packages shown, different features and that's quite a lot of them.

我們將展示所有不同的選項包、不同的功能，其中有很多。

A lot of them are segment-leading, in my opinion, and that's all going to be available already on the 17th of November.

在我看來，其中很多都是細分市場領先的，而這一切都將在 11 月 17 日推出。

The next question comes from the line of Evan Silverberg with Morgan Stanley.

下一個問題來自摩根士丹利的 Evan Silverberg。

Evan Silverberg here for Adam Jonas.

埃文·西爾弗伯格（Evan Silverberg）在這裡代表亞當·喬納斯（Adam Jonas）。

A question on the batteries.

關於電池的問題。

For the 5 gigawatts, the initial 5 gigawatts, where will they be sourced from, country?

對於 5 吉瓦，最初的 5 吉瓦，它們將來自哪裡，國家？

And you guys have made the emphasis of ESG with a (technical difficulty) view of making the most sustainable EVs in the world.

你們以製造世界上最可持續的電動汽車的（技術難度）觀點強調了 ESG。

Obviously, battery is pretty dirty business as we sit here today.

顯然，當我們今天坐在這裡時，電池是一項非常骯髒的業務。

So what steps have you made with CATL partnership that helps you secure a sustainably sourced battery supply?

那麼，您與 CATL 合作夥伴關係採取了哪些步驟來幫助您確保可持續採購的電池供應？

Yes.

是的。

Great question, Evan.

好問題，埃文。

So cost of all, obviously, CATL is in China, so the batteries are coming clearly from China.

所以很明顯，寧德時代在中國，所以電池顯然來自中國。

They have a pretty elaborate sourcing mechanism when it comes to different raw materials.

當涉及到不同的原材料時，他們有一個非常複雜的採購機制。

So we do have a responsible supplier policy that we announced earlier this year that we put in place that we share with all our suppliers.

因此，我們確實制定了今年早些時候宣布的負責任的供應商政策，並與所有供應商共享該政策。

With respect to CATL (technical difficulty) they have a copy of our policy and now as we get into industrialization, we look at the source of some of the raw materials (technical difficulty) But also, very importantly, CATL themselves have put together (technical difficulty) very extensive recycling program, and we will be working very closely with them on looking at end-of-life use and looking at recycling, what can we do to make, of course, the carbon print lower.

關於寧德時代（技術難度）他們有我們的政策副本，現在隨著我們進入工業化，我們研究一些原材料的來源（技術難度）而且，非常重要的是，寧德時代自己已經把（技術難度）非常廣泛的回收計劃，我們將與他們密切合作，研究報廢使用和回收，當然，我們可以做些什麼來降低碳排放。

Now in addition to that, I don't want to sit here and talk about CATL's plan but of course, today, they have 65, 66 odd gigawatt-hour capacity.

現在除此之外，我不想坐在這裡談論寧德時代的計劃，但當然，今天他們有 65、66 奇瓦時的容量。

And as everybody knows, it is now the biggest battery company in the world, and they have plans to go global, which means that they will be in countries outside China seeking cells, and we are immediately in discussions with them on their global plans as well.

眾所周知，它現在是世界上最大的電池公司，他們有走向全球的計劃，這意味著他們將在中國以外的國家尋找電池，我們正在與他們討論他們的全球計劃好。

Since we are a global company and we'll produce not only the Ocean, but of course, the PEAR program and other variants on the Ocean platform.

由於我們是一家全球性公司，我們不僅會生產 Ocean，當然還會在 Ocean 平台上生產 PEAR 程序和其他變體。

I also just want to add one thing on sustainability.

我也只想在可持續性方面添加一件事。

On our flexible lease program, we are working on actually keeping the vehicle all the way to end-of-life and recycling the entire vehicle.

在我們靈活的租賃計劃中，我們正在努力將車輛一直保留到報廢並回收整車。

So if we lease it out for 12 years, which I would consider pretty much end of life, we are recycling the vehicle after that.

因此，如果我們將其出租 12 年，我認為這幾乎是報廢，我們將在此之後回收車輛。

So you are looking at a complete closed circuit really.

所以你真的在看一個完整的閉合電路。

Not to mention, of course, the fact that we will get a lot more profitability out of each battery being able to lease this vehicle over 12 years, you're talking about more than 250% margin on these vehicles long term.

當然，更不用說我們將從能夠在 12 年內租用這輛車的每個電池中獲得更多的盈利能力，您所說的是這些車輛的長期利潤率超過 250%。

That's some helpful color.

這是一些有用的顏色。

And one more, if I could squeeze it in.

還有一個，如果我能擠進去的話。

Obviously, you guys are a outside party to this transaction, but it was announced, was it a month or 2 ago about the Foxconn's plants to try to buy the Lordstown, Ohio plant from Lordstown Motors.

顯然，你們是這筆交易的外部方，但它是在一個月或兩個月前宣布的，富士康的工廠試圖從 Lordstown Motors 購買俄亥俄州的 Lordstown 工廠。

Has there been any discussions between you and Foxconn about the potential for making payers at that facility?

你和富士康之間有沒有討論過在那個設施付款的可能性？

Should that deal go through?

這筆交易應該通過嗎？

Or any color on potential production facilities for the PEAR?

或者 PEAR 的潛在生產設施有什麼顏色？

Yes, I think we already mentioned that that's our intent to produce the PEAR in that facility.

是的，我想我們已經提到過我們打算在該設施中生產 PEAR。

It's a giant facility, which can probably get up to close to 0.5 million vehicles a year.

這是一個巨大的設施，每年可以生產近 50 萬輛汽車。

So again, that gives huge potential for us and the growth of the PEAR.

再說一次，這為我們和 PEAR 的發展帶來了巨大的潛力。

And initially, we were looking at a greenfield that would have started with 150,000 vehicles a year.

最初，我們正在尋找一個每年可生產 150,000 輛汽車的綠地。

Obviously, in that facility, if it turns out, we're a lot more successful than we thought we could be, then we could cater more up to the 250,000 vehicles that ultimately is our own goal short term.

顯然，在那個設施中，如果事實證明我們比我們想像的要成功得多，那麼我們可以滿足 250,000 輛汽車的需求，這最終是我們自己的短期目標。

Long term, I think we can sell much more than that.

從長遠來看，我認為我們可以賣得更多。

But it does allow us to move a lot faster and we are constantly in contact with Foxconn as we jointly work on the PEAR program.

但它確實讓我們行動得更快，並且在我們共同開展 PEAR 計劃時，我們會不斷與富士康保持聯繫。

And of course, we are discussing not only the place on manufacturing because that, I think, is sort of determined, although, as you mentioned, Foxconn have to do their own final deal.

當然，我們討論的不僅僅是製造業的位置，因為我認為這是確定的，儘管正如你提到的，富士康必須自己做最後的交易。

But if that deal comes through, that would be the place.

但如果這筆交易達成，那就是那個地方。

But we are also looking at intelligent manufacturing in terms of being able to take cost out of the vehicle.

但我們也在考慮能夠降低汽車成本的智能製造。

And as I mentioned earlier, we have an extensive program within Fisker of sharing parts with the Ocean, which means we don't have to go and procure these parts and sort of design them from scratch.

正如我之前提到的，我們在 Fisker 內部有一個與 Ocean 共享零件的廣泛計劃，這意味著我們不必去採購這些零件並從頭開始設計它們。

What we can go out to is our current suppliers and saying, actually, we need on that part instead of whatever (technical difficulty) 400,000 a year.

我們可以去找我們目前的供應商，並說，實際上，我們需要在這部分而不是每年 400,000 個（技術難度）。

And that means that you're able to lower the pricing for both the PEAR and the Ocean.

這意味著您可以降低 PEAR 和 Ocean 的價格。

So all these discussions are constantly going on.

所以所有這些討論都在不斷地進行。

Thanks a lot, Evan.

非常感謝，埃文。

Appreciate it.

欣賞它。

Aaron, can we go to the next (technical difficulty).

Aaron，我們可以進入下一個（技術難度）。

The next question comes from John Murphy with Bank of America.

下一個問題來自美國銀行的約翰墨菲。

Very simple question.

很簡單的問題。

What is the 5-gigawatt hour capacity imply as far as pack or vehicle (technical difficulty) chemistries here.

就電池組或車輛（技術難度）化學而言，5 吉瓦時的容量是多少。

Just curious what you think that implies or what does it imply based on your mix?

只是好奇你認為這意味著什麼，或者根據你的組合意味著什麼？

We know exactly what it implies, but we're not going to elaborate on that.

我們確切地知道它意味著什麼，但我們不會詳細說明。

Again, we have a lot of -- I think for the customer, it's super important to know the range.

同樣，我們有很多 - 我認為對於客戶來說，了解範圍非常重要。

I don't think they need to know the configuration, exactly our battery pack or exactly how we were able to pack it.

我認為他們不需要知道配置，確切地說是我們的電池組，或者確切地說我們是如何打包的。

That's something all our competitors would love to know, but that's not something that we're here to talk about at this point.

這是我們所有的競爭對手都想知道的事情，但這不是我們現在要談論的事情。

It will probably come out close to the launch because that would take a lot longer than to copy it.

它可能會在發佈時發布，因為這比複製它需要更長的時間。

Okay.

好的。

And then just a second question.

然後只是第二個問題。

The life cycle analysis, I'm just (technical difficulty) why you think it's necessary to do that?

生命週期分析，我只是（技術難度）你為什麼認為有必要這樣做？

And what you think the conclusions will lead to?

你認為這些結論會導致什麼？

I mean, could this put you in a position to do more green bonds or more do ESG cap raises?

我的意思是，這會讓你能夠做更多的綠色債券或更多地提高 ESG 上限嗎？

I'm just curious what the motivation is there, what you think the conclusions will be, and if that opens a door to more funding?

我只是好奇那裡的動機是什麼，你認為結論會是什麼，如果這為更多資金打開了大門？

Well, first, the motivation is we want to be the world's most sustainable car company, we have clearly said that, and we are trying to do everything we can to make that a reality and that takes a lot of work in a lot of different areas.

嗯，首先，動機是我們想成為世界上最可持續的汽車公司，我們已經明確表示，我們正在盡一切努力實現這一目標，這需要在很多不同的領域進行大量工作領域。

As I mentioned before, we are going in with the Ocean in a CO2-neutral factory next year.

正如我之前提到的，明年我們將在一家二氧化碳中和工廠中與海洋合作。

That's part of it.

這是其中的一部分。

And then there's all the materials we use and then there's recyclability.

然後是我們使用的所有材料，然後是可回收性。

So it's who we are as a company as a brand.

因此，這就是我們作為公司和品牌的身份。

And Dan, maybe you can elaborate a bit on it.

丹，也許你可以詳細說明一下。

Yes.

是的。

I think the point of the life cycle analysis is it's not enough to just say you have a climate-neutral car or a kind of a low-emission car, you really need to prove it.

我認為生命週期分析的重點是僅僅說你有一輛氣候中和的汽車或一種低排放汽車是不夠的，你真的需要證明這一點。

You need to measure it, and you need to measure all points of the life cycle from upstream sourcing all the way to end of life, like Henrik said.

你需要衡量它，你需要衡量從上游採購一直到生命週期結束的生命週期的所有點，就像 Henrik 說的那樣。

And there's actually an ISO standard for doing a life cycle analysis.

實際上有一個用於進行生命週期分析的 ISO 標準。

It really takes a lot of hard work, but we're -- we have the plan in place.

這確實需要很多努力，但我們 - 我們已經制定了計劃。

We're ongoing on that plan and really, the intent is to be able to measure and prove how sustainable our vehicles are going to be.

我們正在執行該計劃，實際上，其目的是能夠衡量和證明我們的車輛的可持續性。

Maybe one thing I can just add is that the reason I think we have the possibility to be #1 in the world on this point is because we are building everything from scratch.

也許我可以補充的一件事是，我認為我們有可能在這一點上成為世界第一的原因是因為我們正在從頭開始構建一切。

We don't have a legacy that we have to tear down and get rid of (technical difficulty) We are going all out, and we have gone all of out of this from when we started the company.

我們沒有必須拆除和擺脫的遺產（技術困難）我們正在全力以赴，從我們創辦公司時就已經全力以赴。

It's been a focus always.

一直是焦點。

It's not a fab we just kind of came up with a couple of months ago.

這不是我們幾個月前才想出的晶圓廠。

This is something that has always been one of our main brand pillars and will continue to become the one of the many cars.

這一直是我們的主要品牌支柱之一，並將繼續成為眾多汽車中的一員。

Thanks, John.

謝謝，約翰。

Aaron, I'm just going to break in for a second.

亞倫，我只是想打斷一下。

As we have done every earnings call so far, we've collected retail investor questions from the say technology platform.

到目前為止，我們已經完成了每次收益電話會議，我們從 say 技術平台收集了散戶投資者的問題。

I'm just going to go through a few of those.

我只是要經歷其中的一些。

And then if we have time, we'll get back to the analyst queue.

然後，如果我們有時間，我們將回到分析師隊列。

So the first one, there were several questions about kind of competition and differentiation.

所以第一個，有幾個關於競爭和差異化的問題。

So the first question is what differentiates Fisker from the other EV makers?

所以第一個問題是 Fisker 與其他電動汽車製造商的區別是什麼？

What is unique about Fisker's proprietary systems?

Fisker 的專有系統有何獨特之處？

So I think we have a unique design that's obvious, and you will see that when we get in the vehicle as well.

所以我認為我們有一個顯而易見的獨特設計，當我們上車時你也會看到這一點。

The user experience will be phenomenal.

用戶體驗將是非凡的。

It's a whole new take on what a user experience should feel and look like once you get in the vehicle.

一旦您上車，它就對用戶體驗的感覺和外觀進行了全新的詮釋。

It's headed up by our Head of User Experience here from Microsoft and his team, they're really -- I think none of them comes from the automotive industry, almost.

它由我們來自微軟和他的團隊的用戶體驗負責人領導，他們真的 - 我認為他們幾乎都不是來自汽車行業。

Most people come from gaming, other areas of the digital industry.

大多數人來自遊戲和數字行業的其他領域。

So we have taken a whole new take on that.

因此，我們對此採取了全新的態度。

I think that's going to be really, really different.

我認為這將是非常非常不同的。

The sustainability aspect, we already talked about it.

可持續性方面，我們已經討論過了。

I think it's a huge differentiator.

我認為這是一個巨大的差異化因素。

I think a lot of young people today want to identify themselves with a brand that stands for something meaningful and we have already seen that in the over 18,600 orders or the reservations we have.

我認為今天很多年輕人都想用一個代表有意義的品牌來認同自己，我們已經在超過 18,600 份訂單或我們的預訂中看到了這一點。

The powertrain performance in our class is fantastic on all levels.

我們班的動力總成性能在各個層面都非常出色。

That includes, as I said before, class-leading and range, but not only that, we have a very unique system in our price range that makes it pretty much feel like a Formula 1 driver or makes you drive extremely safe and I see with conditions, and it's something we will elaborate on when we launch the vehicle in 2 weeks.

這包括，正如我之前所說，一流的和範圍，但不僅如此，我們在我們的價格範圍內有一個非常獨特的系統，讓它感覺就像一個一級方程式車手，或者讓你駕駛非常安全，我看到了條件，這是我們將在 2 週內推出車輛時詳細說明的內容。

It's phenomenal.

這是驚人的。

I've driven it, gone out on a test track and being able to drive our vehicle, about 10 miles faster through a corner than any other vehicle without this device.

我駕駛過它，在測試跑道上行駛，並且能夠駕駛我們的車輛，比沒有此設備的任何其他車輛快約 10 英里。

So that's something that we're going to be talking about.

這就是我們要討論的事情。

And then I think the value for money.

然後我認為物有所值。

Everybody is going out, making luxury EVs, and quite frankly, I think we're going to have a flooded market with luxury EVs.

每個人都出去生產豪華電動汽車，坦率地說，我認為我們將擁有一個充斥著豪華電動汽車的市場。

And even the traditional car companies are made luxury of EVs.

甚至傳統的汽車公司也成為了電動汽車的奢侈品。

We are tackling the market, not just in the little tin can hatchback on the 40,000, we are attacking the market with the most (technical difficulty) type of vehicle in the world, which is an SUV.

我們正在攻占市場，不僅僅是在40,000的小鐵皮罐掀背車上，我們正在用世界上最（技術難度）最大的車型，即SUV來攻占市場。

And I think you're going to be impressed, and everybody's going to be impressed when they see the value for money we're able to give in this vehicle.

而且我認為你會留下深刻的印象，當每個人看到我們能夠在這輛車上提供的物有所值時，他們都會留下深刻的印象。

And part of it is that we have been able to work with our suppliers very closely on getting the right pricing because they've believe in our volume because they believe in the design and the desirability of the vehicle.

部分原因是我們能夠與供應商密切合作以獲得正確的定價，因為他們相信我們的銷量，因為他們相信車輛的設計和可取性。

Don't forget, the suppliers have access to all the secret details behind the curtain of how our vehicle is going to perform, you have access to how it truly works, how it truly is going to be experienced, and they believe in us.

不要忘記，供應商可以了解我們車輛將如何運行的幕後所有秘密細節，您可以了解它的真實工作方式，真實體驗，並且他們相信我們。

And that's why we have a lot of amazing long-term partners like CATL stepping in to be part of this adventure.

這就是為什麼我們有很多像寧德時代這樣令人驚嘆的長期合作夥伴加入到這次冒險中來的原因。

Thanks, Henrik.

謝謝，亨里克。

Next (technical difficulty) about the solar sunroof, how much power will it generate or how useful is it?

接下來（技術難點）關於太陽能天窗，它會產生多少電力或者它有多大用處？

Burkhard?

布克哈德？

Yes, thanks for the question.

是的，謝謝你的提問。

So at this point, we believe that under good, not perfect, but good conditions.

所以在這一點上，我們相信下好的，不是完美的，而是好的條件。

The technology can generate around 1,000 miles per year of completely climate-neutral free driving.

該技術每年可以產生大約 1,000 英里的完全氣候中和的自由駕駛。

There's a lot of IP in this technology.

這項技術中有很多IP。

We developed our unique converter to enable direct charging of the high-voltage battery, the solar roof.

我們開發了我們獨特的轉換器，以實現對高壓電池太陽能屋頂的直接充電。

So to understand the question directly, we believe the optional solar roof will be very useful.

所以要直接理解這個問題，我們相信可選的太陽能屋頂將非常有用。

And more importantly, expected solar cell technology gets more efficient and lower in costs over time, which is why we are very excited to believe we are on the cutting-edge here.

更重要的是，隨著時間的推移，預期的太陽能電池技術會變得更高效、成本更低，這就是為什麼我們非常高興地相信我們在這方面處於領先地位。

Maybe one thing I just want to add to what Burkhard just said and it kind of showed in a different way.

也許我只想在 Burkhard 剛才所說的內容中添加一件事，它以不同的方式表現出來。

We also internally calculate out what it would mean for the average driver for every time you would completely charge the vehicle.

我們還在內部計算出每次您為車輛完全充電時對普通駕駛員的意義。

So if you think about some sort of - what is the total range of the vehicle, I would say the way to look at this as well is that they could increase the total range of the vehicle about 25 miles, if you calculate out how many time to charge the vehicle over a year.

因此，如果您考慮某種 - 車輛的總續航里程是多少，我想說的是，如果您計算出多少英里，他們可以將車輛的總續航里程增加約 25 英里一年多的充電時間。

So there's many ways to look at this and obviously, yes, you do have to live in an [area] where there's a fair amount of sun, but most of our vehicles right now are actually reserved in those areas.

所以有很多方法來看待這個問題，很明顯，是的，你確實必須住在一個陽光充足的[區域]，但我們現在的大多數車輛實際上都保留在這些區域。

Got it.

知道了。

Thanks, Henrik.

謝謝，亨里克。

We also had a bunch of questions about sales and marketing.

我們還有很多關於銷售和營銷的問題。

As you would imagine, a couple of weeks before the auto show, the simplest one was what can we (technical difficulty) the Fisker Ocean launches in '22.

正如你想像的那樣，在車展前幾週，最簡單的就是我們（技術難度）Fisker Ocean 在 22 年推出的產品。

We've covered a lot of that, anything to add?

我們已經介紹了很多，還有什麼要補充的嗎？

Yes.

是的。

I think a couple of things I didn't add was we're going to, of course, have media drives next year.

我想我沒有添加的幾件事是我們明年當然會有媒體驅動器。

And then, of course, later, really, in the end of '22 or probably more in '23, we're going to start with customer test drives.

然後，當然，稍後，真的，在 22 年末或 23 年可能更長時間，我們將從客戶試駕開始。

But also leading up to all that, I think it's about creating brand awareness globally.

但也導致所有這一切，我認為這是關於在全球範圍內建立品牌知名度。

And as I mentioned before, we do have 2 amazing creative agencies that we have hired, together with our creative teams we are creating campaigns that we're going to launch all over Europe and all over the U.S. and they're going to be starting that launch already in the 17th of November.

正如我之前提到的，我們確實聘請了 2 家出色的創意機構，與我們的創意團隊一起，我們正在製作我們將在歐洲和美國各地推出的活動，他們將開始該發射已經在 11 月 17 日。

So I'm really confident in our marketing plan, I think, is phenomenal.

所以我對我們的營銷計劃非常有信心，我認為這是非凡的。

And when we show the first experience center sometime I think in the second quarter next year in L.A., we have also taken a very different approach there.

當我們在明年第二季度的某個時候在洛杉磯展示第一個體驗中心時，我們在那裡也採取了非常不同的方法。

It's going to be really, really different, super cool.

這將是非常非常不同的，超級酷。

I think that will attract a lot of attention as well.

我認為這也會引起很多關注。

Great.

偉大的。

Thanks, Henrik.

謝謝，亨里克。

Can we go back, Aaron, to the analyst queue?

Aaron，我們可以回到分析師隊列嗎？

We have a little bit more time.

我們還有一點時間。

The next question is from Jeff Osborne with Cowen.

下一個問題來自 Jeff Osborne 和 Cowen。

I had 2 quick ones.

我有2個快速的。

One on the commonality between Ocean and the other platforms.

一個關於 Ocean 和其他平台之間的共性。

Can you talk about what the longer-term OpEx and CapEx implications are of that?

您能談談這對運營支出和資本支出的長期影響嗎？

And the second question I had was just if you could further elaborate on the decision to use silicon carbide, what the incremental cost is relative to the incremental range that we're be getting?

我遇到的第二個問題是，您能否進一步詳細說明使用碳化矽的決定，相對於我們獲得的增量範圍，增量成本是多少？

So I think on the second one, just to add that first.

所以我認為是第二個，只是先添加它。

I don't think we want to give anything away to our competitors on that one.

我認為我們不想在這方面向我們的競爭對手提供任何東西。

But I wanted to highlight that we have that high-tech in all vehicles, even in the vehicle at $37,499.

但我想強調的是，我們在所有車輛中都擁有這種高科技，即使是在 37,499 美元的車輛中也是如此。

And I think that's what's really unique, and that comes back to the value that we offer to our customers.

我認為這才是真正獨一無二的，這又回到了我們為客戶提供的價值上。

In terms of the shared parts between all our platforms, actually, we have spent a lot of time internally looking at how we can drive down costs long term by using common parts in many areas of our vehicles.

實際上，就我們所有平台之間的共享部件而言，我們在內部花費了大量時間研究如何通過在車輛的許多領域使用通用部件來長期降低成本。

It's still a program that we're in the middle of executing.

它仍然是我們正在執行的程序。

So we'll probably maybe talk more about that later, but maybe Geeta has a few things do you want to talk about in terms of the CapEx?

所以我們稍後可能會更多地討論這個問題，但也許 Geeta 有一些關於資本支出的事情你想談談？

Yes.

是的。

Jeff, great question.

傑夫，好問題。

It's Geeta here.

這裡是吉塔。

So Jeff, if you look at the Ocean in terms of OpEx, I'll focus a little bit on R&D and where we spent money.

所以傑夫，如果你從運營支出的角度來看海洋，我會稍微關注研發和我們在哪里花錢。

We obviously have hired, as we said, over 300 people, and we'll keep hiring.

正如我們所說，我們顯然已經僱傭了 300 多人，而且我們將繼續招聘。

So we are developing a culture of engineering.

所以我們正在發展一種工程文化。

We're developing deep-learning and vehicle integration.

我們正在開發深度學習和車輛集成。

Second area, we obviously have third party suppliers, Magna Steyr is a development partner.

第二個方面，我們顯然有第三方供應商，麥格納斯太爾是開發合作夥伴。

And again, we've learned a lot together.

再一次，我們一起學到了很多東西。

Third area is we have supplier ED&D, so that's clearly the synergies that Henrik talked about, where there are certain carryover parts, where once you've engineered them, you simply carry over the data and that creates the commonality of parts in the fourth critical area, which Burkhard talked about, I think last earnings, and today as well, is everything you do in prototype and testing.

第三個領域是我們有供應商 ED&D，所以這顯然是 Henrik 談到的協同效應，其中存在某些遺留部件，一旦你設計了它們，你只需攜帶數據，這在第四個關鍵中創造了部件的通用性Burkhard 談到的領域，我認為最後的收益，今天也是，是你在原型和測試中所做的一切。

So to create a globally-mogulgated vehicle, all your crash models, your CAE, how you truly look at optimizing, testing?

因此，要創建一個全球化的車輛，你的所有碰撞模型，你的 CAE，你如何真正看待優化和測試？

How do you look at data?

你如何看待數據？

How do you put together a very high-quality vehicle?

您如何組裝一輛非常高質量的車輛？

So those are clearly the key areas.

因此，這些顯然是關鍵領域。

The other area when it comes to OpEx, it's obviously software.

談到運營支出的另一個領域，顯然是軟件。

So all the different control units, different parts, you've got to program software.

所以所有不同的控制單元，不同的部件，你都必須對軟件進行編程。

We're learning as a team and clearly, you can carry over some of that stack, some of that coding on to your next-generation of parts.

我們正在作為一個團隊學習，很明顯，您可以將一些堆棧、一些編碼轉移到您的下一代部件中。

Now all of that OpEx you can use across all your various different models.

現在，您可以在所有不同的模型中使用所有這些 OpEx。

Now let's come to CapEx.

現在讓我們來看看資本支出。

In some cases, we might be able to use existing tooling, increase capacity, lower the cost of parts across Ocean and other models.

在某些情況下，我們可能能夠使用現有工具、增加產能、降低 Ocean 和其他模型的零件成本。

But in some cases, for example, when it comes to body in white or it comes to Class A parts or it comes to heavy parts, we may have to do local stamping.

但是在某些情況下，例如，當涉及到白色車身或涉及A級零件或涉及重型零件時，我們可能需要進行局部沖壓。

So I think that there'll be huge synergies, a lot of (technical difficulty) thing and more importantly, we'll also be able with the commonality of parts, achieve our aggressive time lines.

所以我認為會有巨大的協同效應，很多（技術難度）的事情，更重要的是，我們也將能夠利用部分的共同點，實現我們積極的時間線。

The next question comes from Pavel Molchanov with Raymond James.

下一個問題來自 Pavel Molchanov 和 Raymond James。

I remember earlier this year, you were lobbying for an adjustment to the EV tax credits, partly to make sure there is a cap on the vehicle price of eligibility and it looks like something similar will be included in the build back better plan.

我記得今年早些時候，您曾遊說調整電動汽車稅收抵免，部分原因是為了確保車輛的資格價格有上限，並且看起來類似的東西將包含在重建更好的計劃中。

Given what you've seen from that -- from the legislation, are you happy with how we turned out?

鑑於你從中看到的——從立法中，你對我們的結果感到滿意嗎？

Well, first of all, when you say lobbying, I just want to make it clear to everybody on the call, we don't spend any money on lobbying.

嗯，首先，當你說遊說時，我只是想在電話會議上向大家說明，我們不會在遊說上花錢。

All lobbying is our internal communication team, putting things on the Internet or in LinkedIn or wherever you can do it.

所有的遊說都是我們的內部溝通團隊，把事情放在互聯網上、LinkedIn 或任何你能做到的地方。

And of course, (technical difficulty) will call somebody.

當然，（技術難度）會打電話給某人。

But coming back to the plan, are you happy with how it turned out.

但是回到計劃，你對結果是否滿意。

I don't think it's turned out yet.

我認為還沒有結果。

I don't think it's been voted in yet.

我認為它還沒有被投票。

And I personally -- I don't want to talk politics, but I personally doubt it's going to be voted in exactly this way because if you have noticed, there is pretty much every major product company in the world, except for the 3 big ones in Detroit have pretty much spoken out against this plan here.

我個人——我不想談論政治，但我個人懷疑它會以這種方式投票，因為如果你注意到了，世界上幾乎所有主要的產品公司，除了三大底特律的人在這裡幾乎公開反對這個計劃。

It also violates agreements that the U.S. have with Canada, Mexico and Europe.

它還違反了美國與加拿大、墨西哥和歐洲達成的協議。

So I think it remains to be seen whether it comes out this way as it is now.

所以我認為它是否會像現在這樣出現還有待觀察。

However, I could imagine, and I think it still makes a lot of sense to have a cap on the price of the EV that gets a tax credit.

但是，我可以想像，我認為對獲得稅收抵免的電動汽車的價格設定上限仍然很有意義。

And I think whether it's going to be whatever is proposed now, maybe not, but I think that will kind of come a cap and I think that's, of course, a big advantage for us because we have a very affordable vehicle, and it's a vehicle that pretty much fits in everybody's dry way.

而且我認為它是否會是現在提出的任何建議，也許不是，但我認為這將是一個上限，我認為這當然對我們來說是一個很大的優勢，因為我們有一輛非常實惠的車輛，而且它是一個非常適合每個人的干燥方式的車輛。

It's something everybody wants.

這是每個人都想要的東西。

And with a reasonable good EV credit, everybody might be able to afford, and I think we're standing really, really well against the competition.

有了合理的良好 EV 信用額度，每個人都可能買得起，而且我認為我們在競爭中表現得非常非常好。

In the end of the day, the automotive industry is all about product.

歸根結底，汽車行業都是關於產品的。

It's not just about size.

這不僅僅是關於大小。

We have seen big car companies fail the models because they weren't desirable.

我們已經看到大型汽車公司因為不受歡迎而失敗了這些模型。

Even if they're the biggest in the world.

即使他們是世界上最大的。

You have seen some of the biggest car companies lose huge amount of market share.

你已經看到一些最大的汽車公司失去了大量的市場份額。

I think the market in 5 years will look nothing like it looks today.

我認為 5 年後的市場不會像今天這樣。

I think by 2030, 50% of all vehicles sold will be sold by none of the traditional car companies we have today.

我認為到 2030 年，50% 的銷售車輛將不會由我們今天擁有的傳統汽車公司銷售。

So it's an exciting time, and we're really excited to take part of it.

所以這是一個激動人心的時刻，我們很高興能參與其中。

Okay.

好的。

And let me follow-up on the mix of reservations.

讓我跟進保留的組合。

You've broken out, thank you for that, between fleet and consumer.

你已經爆發了，謝謝你，在車隊和消費者之間。

Can you also give a geographic breakdown, for example, North America versus Europe versus China?

您能否也給出地理細分，例如北美與歐洲與中國？

Yes.

是的。

We don't -- we are not taking any reservations in China at this point.

我們沒有——我們目前對中國沒有任何保留意見。

We're in the middle of setting up a Chinese entity that should be set up later this year or, I think, within a month or so, fairly quickly.

我們正在建立一個應該在今年晚些時候建立的中國實體，或者，我認為，在一個月左右的時間內，相當快。

And we need to have a Chinese entity to be able to actually take reservations because of data protection, taking deposits, and all that stuff.

我們需要有一個中國實體才能真正接受預訂，因為數據保護、接受存款和所有這些東西。

So that's going to probably not happen before beginning of next year and I'm really excited about that.

所以這可能不會在明年年初之前發生，我對此感到非常興奮。

I think we have a huge potential in China.

我認為我們在中國有巨大的潛力。

In terms of geographically, between U.S. and Europe, we have done, I mean, zero brand awareness in Europe.

就地理而言，在美國和歐洲之間，我們已經做到了，我的意思是，在歐洲的品牌知名度為零。

We are going to go to a European event next year, end of February and that's really when we start the big push over there.

我們將在明年 2 月底參加一場歐洲賽事，那真的是我們開始大力推動的時候。

So right now, just of my top, I would say, it's probably about, I would say, 80%, 85% of our reservations come from the U.S. or North America.

所以現在，就我而言，我想說的是，我想說的是，我們 80%、85% 的預訂來自美國或北美。

But I expect that to rapidly to change to close to 50-50.

但我預計這將迅速變為接近 50-50。

It could even go higher in Europe.

在歐洲甚至可能更高。

When we think about -- in (technical difficulty) about half of all vehicles in Europe are sold business-to-business, meaning large banks or other companies are buying vehicles or leasing vehicles for their cars -- for their employees as an incentive because of certain tax rules, et cetera.

當我們考慮 - 在（技術難度）歐洲所有車輛中，約有一半是企業對企業出售的，這意味著大型銀行或其他公司正在為他們的汽車購買車輛或租賃車輛 - 作為他們員工的激勵，因為某些稅收規則等。

And we have already, as you know, secured several of these orders way ahead of even getting any specifications for our vehicle.

如您所知，我們已經在獲得我們車輛的任何規格之前就獲得了其中幾個訂單。

So we see a huge potential for our type of vehicles to be sold into these B2B.

因此，我們看到將我們的車輛類型出售給這些 B2B 的巨大潛力。

And also, we are targeting the top 100 companies in Europe that is focusing on ESG and sustainability.

此外，我們的目標是專注於 ESG 和可持續發展的歐洲前 100 家公司。

And we think we are the most attractive vehicle on the planet right now to them.

我們認為我們現在是地球上對他們最有吸引力的交通工具。

And alone between these companies, you're talking about hundreds of thousands of vehicles, and I think we have a very good chance to take a huge chunk out of that in Europe.

僅在這些公司之間，您就在談論數十萬輛汽車，我認為我們有很好的機會在歐洲從中分得一大部分。

So we'll see where it goes, but I have high expectations for sales in Europe or reservation in Europe on B2B.

所以我們會看到它的發展方向，但我對歐洲的銷售或歐洲的 B2B 預訂抱有很高的期望。

Aaron, we have time for one more question, please.

Aaron，我們有時間再問一個問題，拜託。

The next question comes from Itay Michaeli with Citi.

下一個問題來自花旗的 Itay Michaeli。

Just 2 quick ones from me.

我只有 2 個快速的。

One, just about back to the Ocean, with most of the sourcing now largely complete maybe just talk about how you're feeling about the prior gross margin target for the company at sort of the mid-range ASPs?

一，剛剛回到海洋，現在大部分採購已經基本完成，也許只是談談你對公司先前在中端平均售價的毛利率目標的感受？

And secondly, maybe for Henrik, you mentioned flex lease a couple of times on the call.

其次，也許對於 Henrik，您在電話會議上多次提到了 flex 租賃。

I'm just curious, just how prominent will flex lease be as part of the initial strategy for the Ocean?

我只是好奇，作為 Ocean 初始戰略的一部分，彈性租賃會有多突出？

Meaning how comfortable are you taking the mix of flex lease to something that's still very material, very high in terms of the overall percentage of volume?

這意味著您將彈性租賃組合到仍然非常重要的東西上，在總體積百分比方面非常高的舒適度？

The flexible lease, I think, is a huge competitive advantage.

我認為靈活的租賃是一個巨大的競爭優勢。

However, it also is, of course, a product that really starts to make you a lot of money about 3 to 4 years later.

然而，當然，它也是一個真正開始讓你在大約 3 到 4 年後開始賺很多錢的產品。

And after 4 years, you're kind of printing money because your car has been paid off, you're just -- I mean, you're just having ownership of a product that somebody is just paying you money for every month with little or no service and on top of that, we can sell various products over-the-air to these customers again and again and again every time somebody new comes in.

4年後，你在印錢，因為你的車已經還清了或者不提供服務，除此之外，每當有新客戶進來時，我們可以一次又一次地通過無線方式向這些客戶銷售各種產品。

And like I mentioned, over a 12- year period, you're talking about more than 250% profit margin.

就像我提到的，在 12 年的時間裡，你所說的利潤率超過 250%。

That's without selling any additional products.

那是在不銷售任何其他產品的情況下。

So it's a phenomenal, I think, product that we have come up with, and it's something that traditional carmakers probably can't do because of dealers, and we can do it.

因此，我認為這是我們提出的一種非凡的產品，這是傳統汽車製造商可能因為經銷商而無法做到的事情，而我們可以做到。

So I'm super excited about that.

所以我對此非常興奮。

And we have some internal discussions about how fast we roll it out.

我們有一些關於我們推出它的速度的內部討論。

I think we're going to -- we're definitely going to go up and test the waters immediately when (technical difficulty) with a fairly lower number of vehicles because we're still a start-up, and we'd like to get some cash in first.

我認為我們會——當（技術難度）車輛數量相當少時，我們肯定會立即上去試水，因為我們仍然是一家初創公司，我們希望先弄點現金。

But as we sense the orders, if we see that this is a huge success, we can obviously decide together with the right financial partners if we want to take a much bigger market share than we have planned right now.

但是當我們感覺到訂單時，如果我們看到這是一個巨大的成功，我們顯然可以與合適的財務合作夥伴一起決定是否要佔據比我們現在計劃的更大的市場份額。

And I think there's a good potential that we most likely will be rather in a situation in the beginning where we probably can't build enough vehicles in the very beginning to fulfill the market.

而且我認為有很大的潛力，我們很可能會在開始時處於我們可能無法在一開始就製造足夠的車輛來滿足市場的情況下。

But (technical difficulty) full ramp up, it could be a way for us to increase our market share faster than we have planned today, in my opinion.

但是（技術難度）全面提升，在我看來，這可能是我們比我們今天計劃更快地增加市場份額的一種方式。

Yes, Itay, I'll take the question you asked about gross margins.

是的，Itay，我會回答你關於毛利率的問題。

So I think we feel really good about the content we put in the car and the margins with respect to the content we've put in the car.

所以我認為我們對我們放入汽車的內容以及我們放入汽車的內容的利潤感覺非常好。

Obviously, the world is still in trauma when it comes to logistics, and there are still some unknown.

顯然，在物流方面，世界仍處於創傷之中，還有一些未知數。

So I think, hopefully, as we get closer to our ramp-up and volume deliveries, we have more visibility on there.

所以我認為，希望隨著我們越來越接近我們的產量和批量交付，我們在那裡有更多的知名度。

Now what -- let me touch on a couple of super exciting things.

現在——讓我談談一些非常令人興奮的事情。

So the first thing is obviously, with the battery announcement, which being the biggest share of the bomb, we are very excited about what we've achieved for the volumes.

所以第一件事很明顯，隨著電池的發布，這是炸彈的最大份額，我們對我們在數量上取得的成就感到非常興奮。

And I think with our relationship with CATL, it's only going to get better.

而且我認為我們與寧德時代的關係只會變得更好。

The second thing I want to say is that when we originally were sourcing, commodity prices were quite high and we feel good where we are with the bomb, and we need to monitor where commodity prices go up.

我想說的第二件事是，我們最初採購的時候，商品價格很高，我們在炸彈的地方感覺很好，我們需要監控商品價格在哪裡上漲。

Now one thing that I'm going to highlight, which is really exciting, that there is obviously the difference between aluminum and steel.

現在我要強調一件非常令人興奮的事情，那就是鋁和鋼之間顯然存在差異。

And the research we've done shows that steel futures, they look far more favorable than aluminum and there is always some upside and downside risk.

我們所做的研究表明，鋼鐵期貨看起來比鋁更有利，而且總是存在一些上行和下行風險。

But I think based on what we source the car and where we see the commodity pricing, I think we are in a really, really good place.

但我認為根據我們採購汽車的方式以及我們看到商品定價的位置，我認為我們處於一個非常非常好的位置。

We're in a very balanced place Itay.

我們在一個非常平衡的地方 Itay。

I just want to add one more thing about the flexible lease and the potential.

我只想再補充一點關於靈活租賃和潛力的內容。

If you saw the announcement about Hertz, which wants to lease a vehicle, Tesla to Uber driver for $300, I think it was about $330 a week.

如果你看到關於赫茲的公告，它想以 300 美元的價格租一輛汽車，特斯拉給 Uber 司機，我認為大約是每週 330 美元。

I mean, it's about $1,300 a month.

我的意思是，每月大約 1,300 美元。

We are leasing our base vehicle out in the flexible lease with $379 a month.

我們以每月 379 美元的靈活租賃方式出租我們的基礎車輛。

So I can double that price, make 100% profit margin, and I think both the Uber guy and us will be really happy.

所以我可以把這個價格翻倍，獲得 100% 的利潤率，我認為優步公司和我們都會非常高興。

So there you see the advantages we have.

所以你看到了我們的優勢。

Thanks a lot, and thanks, everyone, for joining the call.

非常感謝，也感謝大家加入電話會議。

Aaron, that's all we have time for.

亞倫，這就是我們所有的時間。

So if you could close out the call, and we'll talk to everybody next quarter.

因此，如果您可以結束通話，我們將在下個季度與所有人交談。

Thanks, everybody.

謝謝大家。

That concludes the Fisker Inc.'s third quarter 2021 earnings call.

Fisker Inc. 的 2021 年第三季度財報電話會議就此結束。

Thank you for your participation, and enjoy the rest of your day.

感謝您的參與，祝您度過愉快的一天。