Arcimoto Inc (FUV) 2022 Q3 法說會逐字稿

I'm Jesse Fittipaldi. Welcome to Arcimoto's Q3 2022 update. In conjunction with our restructuring plan, which has decreased our overhead considerably, Arcimoto continues to demonstrate quarter-over-quarter increased sales and reservations, showing a path towards profitability. We have focused our efforts on the FUV and the Deliverator and continue to deliver a product that is ultra-efficient, fun and cost-effective to customers.

我是傑西·費迪帕爾蒂。歡迎來到 Arcimoto 的 2022 年第三季度更新。結合我們的重組計劃，該計劃大大減少了我們的管理費用，Arcimoto 繼續展示環比增長的銷售額和預訂量，顯示出通往盈利的道路。我們將精力集中在 FUV 和 Deliverator 上，並繼續為客戶提供超高效、有趣且具有成本效益的產品。

Our customer experience team has had their best quarter ever, demonstrating that our funnel, which includes ads, customer finance, test drives, rental, sales, delivery and service is working. We're going to meet with founder, Mark Frohnmayer, but first, I met with some of the executive team, and we discussed how we've achieved these accomplishments. I want to start with Lynn Yeager to share some of the great news that we have with customer experience.

我們的客戶體驗團隊度過了有史以來最好的一個季度，這表明我們的渠道（包括廣告、客戶財務、試駕、租賃、銷售、交付和服務）正在發揮作用。我們將與創始人 Mark Frohnmayer 會面，但首先，我會見了一些執行團隊，我們討論了我們是如何取得這些成就的。我想從 Lynn Yeager 開始分享我們在客戶體驗方面的一些好消息。

Thank you, Jesse. I'm excited to share, as we started this quarter, we shared last quarter that we went in going in with 41 in backlog. We ended up delivering 74 vehicles on the quarter. We have 48 in backlog going into this quarter as well. One of the things I want to note around that is what we're seeing is 20% of our sales actually came from rental leads.

謝謝你，傑西。我很高興與大家分享，在本季度開始時，我們在上個季度分享了我們在積壓 41 件時的情況。我們最終在本季度交付了 74 輛汽車。本季度我們也有 48 個積壓訂單。我想指出的一件事是我們所看到的是我們 20% 的銷售額實際上來自租賃線索。

This last quarter, we had a significant increase in our drive to order conversion, whether that be from a demo drive at an event or from renting a vehicle. We are still able to pace a nice conversion at a 5% conversion this last quarter even with significantly increasing our volume. So we actually had a 111% increase in our demo drives and rentals this last quarter, which has been great. We had close to 2,700 drives.

在上個季度，無論是來自活動中的試駕還是租車，我們的訂單轉化率都有顯著提高。即使我們的銷量顯著增加，我們仍然能夠在上個季度以 5% 的轉化率實現不錯的轉化率。因此，上個季度我們的演示驅動器和租金實際上增加了 111%，這非常好。我們有將近 2,700 個驅動器。

We hired ownership advisers that have just started this last quarter to really focus on individual customer experiences to ensure that we're able to have that one-on-one time. And we have also done a lot around our advertisement and engagement and storytelling through social channels, through our advertisement campaigns, through a variety of different engagement tools that we have. We've implemented a really great CRM program so that we can understand customer behavior, target the right audiences, making sure that we're focused on the customer that's really ready to move forward as we sort of nurture some of those newer leads that we're having into the database.

我們聘請了上個季度剛剛開始的所有權顧問，真正專注於個人客戶體驗，以確保我們能夠擁有一對一的時間。我們還通過社交渠道，通過我們的廣告活動，通過我們擁有的各種不同的參與工具，圍繞我們的廣告和參與以及講故事做了大量工作。我們已經實施了一個非常棒的 CRM 程序，這樣我們就可以了解客戶行為，瞄準正確的受眾，確保我們專注於真正準備好前進的客戶，因為我們在某種程度上培養了一些我們認為的新線索進入數據庫。

And we implemented customer financing on our vehicles, and it's something that folks have wanted to see for a long time, Lynn, how that's working?

我們在我們的車輛上實施了客戶融資，這是人們長期以來一直希望看到的事情，林恩，這是如何運作的？

Sure. I'm excited about our relationship with FreedomRoad Financial. We have other options that people can use for third-party financing. However, they've been a really great partner. They have very flexible terms, up to 84 months. Flexible payment down. We are also running at 1.99% special on rates right now. But the 2 biggest things for people to move forward with the vehicle purchase of any kind is being able to pay for it and also making sure that they've driven it and they love the experience, especially when it comes to a 3-wheel vehicle, this is not something that anyone has necessarily experienced before. And so it's really hard to sort of envision what that ride is going to be like. As many videos and pictures as we can send to people, it's just not enough. And so I think it's important that we make it really easy for the customer to purchase the vehicle and experience the vehicle. And that's what we're really focused on right now in our engagement.

當然。我對我們與 FreedomRoad Financial 的關係感到興奮。我們還有其他選項可供人們用於第三方融資。然而，他們一直是一個非常好的合作夥伴。他們的條款非常靈活，最長可達 84 個月。靈活的首付款。我們現在也以 1.99% 的特價運行。但對於人們購買任何類型的車輛來說，最重要的兩件事是能夠支付費用，並確保他們已經駕駛過它並且他們喜歡這種體驗，尤其是當涉及到三輪車輛時，這不是任何人都必須經歷過的事情。所以真的很難想像那趟旅程會是什麼樣子。我們可以向人們發送盡可能多的視頻和圖片，但這還不夠。因此，我認為讓客戶真正輕鬆地購買車輛和體驗車輛非常重要。這就是我們現在真正關注的是我們的參與。

Lynn, I think probably the most exciting part of Arcimoto's story right now is how your team has increased our reservation quarter-over-quarter. Can you go into some detail on that?

Lynn，我認為目前 Arcimoto 的故事中最激動人心的部分可能是您的團隊如何使我們的預訂量環比增加。你能詳細介紹一下嗎？

Yes. So this last quarter, we had an 80% increase in delivered vehicles quarter-over-quarter, which was a very significant quarter for us. It was also our largest delivered quarter that we've ever had as a company. So I think it's important to know. And I see chatter out there and questions about our volume. And I think it's important to know that this is our first kind of full year of full production in our new facility past our first adopter deliveries and really looking at how we scale the demand and how we reach all of our preorder customers as well as new customers in our funnel.

是的。所以在上個季度，我們交付的車輛環比增長了 80%，這對我們來說是一個非常重要的季度。這也是我們公司有史以來最大的交付季度。所以我認為了解這一點很重要。我看到外面的喋喋不休和關於我們的音量的問題。而且我認為重要的是要知道這是我們的新工廠在我們的第一批採用者交付之後的第一個全面生產的類型，並且真正關注我們如何擴大需求以及我們如何接觸所有預訂客戶以及新客戶我們漏斗中的客戶。

I also think it's important to clarify what our backlog means. So backlog means these are hard nonrefundable orders that were going into the next quarter that we are planning to deliver. This last quarter, 89% of those vehicles in that sort of nonrefundable state delivered. The previous quarter was 95%. So as we scale, we're -- we'll see that shift a little bit. However, that's not necessarily just the pre-order backlog, which is a different funnel altogether. Those are really kind of hot leads, like obviously, it shows some level of interest and seriousness to purchase. However, we're really looking at what is our hard sales that we're delivering on and how do we increase that funnel as we go into the next quarter ahead.

我還認為澄清我們的積壓意味著什麼很重要。因此積壓意味著這些是我們計劃交付的下一季度的不可退還的硬訂單。上個季度，89% 處於這種不可退款狀態的車輛已交付。上一季度為 95%。因此，隨著我們的擴展，我們 - 我們會看到這種轉變一點點。然而，這不一定只是預購積壓，這是一個完全不同的漏斗。這些確實是熱門線索，很明顯，它顯示出一定程度的購買興趣和認真程度。然而，我們真的在研究我們正在交付的硬銷售是什麼，以及我們如何在進入下一個季度時增加這個漏斗。

What tools have we put in place that have been helping you guys convert customers? And also give us more insight on who our customers are?

我們採用了哪些工具來幫助你們轉化客戶？並讓我們更深入地了解我們的客戶是誰？

So our CRM program that we put into place this last quarter has really helped us understand consumer behavior. We have a pretty healthy database of people that are interested and fans of the brand, investors, people who are past rental customers, people who want to sign up for our newsletter understand what we're all about and what we're doing.

因此，我們在上個季度實施的 CRM 計劃確實幫助我們了解了消費者行為。我們有一個非常健康的數據庫，裡面有感興趣的人和品牌的粉絲、投資者、過去的租賃客戶、想註冊我們的時事通訊的人，他們了解我們的一切和我們正在做的事情。

However, most of those people have not experienced a vehicle. We take the time to understand the customers. We can prioritize people differently based on what their timeline looks like, if they want to drive now, if they've already driven, if they're looking to get out of a vehicle before they purchase a FUV. If they live in a state that we're not open in yet and how do we keep them engaged until we open that state. How do we engage this new audience of the new states that we just opened since most of our efforts have been focused on the West Coast states prior.

然而，這些人中的大多數人都沒有體驗過車輛。我們花時間了解客戶。我們可以根據他們的時間表來區分人們的優先級，如果他們現在想開車，如果他們已經開車，如果他們想在購買 FUV 之前下車。如果他們生活在我們尚未開放的州，我們如何讓他們參與進來，直到我們開放該州。我們如何吸引我們剛剛開放的新州的新觀眾，因為我們之前的大部分努力都集中在西海岸各州。

So really looking at how we can be very strategic with how we reach our customers and how we create curated experiences depending on their interest in our products.

因此，真正關注我們如何在如何接觸客戶以及如何根據他們對我們產品的興趣來創造策劃體驗方面非常具有戰略意義。

I think the part of the funnel that I've been most impressed with is the backlog of people who have applied for financing and the backlog of people who have requested test drives. It seems like that's a different type of customer, right? The customer that's at a show and sees an Arcimoto for the first time, and we're doing our butts on seats campaign, and they rip around and we get their information. They're a certain type of lead. But somebody who's reaching out to Arcimoto and saying, I want to try this vehicle because I'm somewhat interested in actually purchasing it. I think that's an incredible backlog that you guys have created.

我認為漏斗中給我印象最深的部分是申請融資的人的積壓和要求試駕的人的積壓。看起來那是不同類型的客戶，對吧？在展會上第一次看到 Arcimoto 的客戶，我們正在做我們的座位活動，他們四處閒逛，我們得到了他們的信息。他們是某種類型的領導。但是有人聯繫 Arcimoto 說，我想試試這輛車，因為我對實際購買它有點興趣。我認為這是你們創造的令人難以置信的積壓工作。

Lynn, another part of our business that's key and something that is a market opportunity for Arcimoto is our rental campaign. Can you go into detail about how that's doing right now?

Lynn，我們業務的另一個關鍵部分，也是 Arcimoto 的市場機會，是我們的租賃活動。你能詳細介紹一下現在的情況嗎？

Happy to. We had a really great quarter last quarter in rentals. Quarter-over-quarter, we almost tripled our revenue in our rental partnerships and programs that we have. And then we more than doubled our rental volume quarter-over-quarter. And I want to actually talk a little bit about rentals because there's a lot of questions about rentals and our strategy. And not a lot has changed from our strategy from 3 months ago to now, and I want to kind of really do that again, just talk through restructuring our rental program and looking at the heavier OpEx programs or pilots that we've done and kind of shifting those around to asset-light partnerships and programs.

高興。上個季度我們的租金非常好。與上一季度相比，我們的租賃合作夥伴關係和計劃的收入幾乎翻了三倍。然後我們的租金量環比增加了一倍以上。我實際上想談談租金，因為關於租金和我們的策略有很多問題。從 3 個月前到現在，我們的戰略並沒有太大變化，我想再次這樣做，只是通過重組我們的租賃計劃來談談，看看我們已經完成的更重的運營支出計劃或試點將這些轉移到輕資產合作夥伴關係和計劃中。

Looking at channels for partnerships that really have established businesses that we can leverage their reach and also their expertise within that industry. Looking at our own operations. For example, we opened Hawaii August 20 last quarter. We're kind of getting our sales license as well and really wrapping up the experience on the island. And that's a really great opportunity for us as we look at expanding within the island and our engagement there. And what we're really seeing not only is it driving sales for us, it's driving brand awareness for us. It's a really great approach for us to be able to use it as a marketing channel as well as an experiential channel.

尋找真正建立業務的合作夥伴關係渠道，我們可以利用他們的影響力以及他們在該行業的專業知識。看我們自己的操作。例如，我們在上個季度的 8 月 20 日開放了夏威夷。我們也在某種程度上獲得了我們的銷售許可證，並真正結束了在島上的體驗。這對我們來說是一個非常好的機會，因為我們正在考慮在島上擴張和我們在那裡的參與。我們真正看到的不僅是它推動了我們的銷售，還提升了我們的品牌知名度。對於我們來說，能夠將其用作營銷渠道和體驗渠道是一種非常好的方法。

So our goal is to not only have a revenue stream coming for rentals as we sort of rightsize what those partnerships and programs look like and have it have its own entity of a revenue stream, but also leverage it for sales as well as brand awareness and engagement. And so we're really seeing that start to take off in the programs that we have currently. And then as we look at where we go for new markets, those are things that we're considering as well.

因此，我們的目標不僅是在調整這些合作夥伴關係和項目的規模並使其擁有自己的收入流實體時，不僅要有租金收入流，還要利用它進行銷售以及品牌知名度和訂婚。因此，我們真的看到它在我們目前的項目中開始起飛。然後，當我們著眼於新市場的去向時，這些也是我們正在考慮的事情。

What's the percentage of people that participate in the rental that end up purchasing of a vehicle?

參與租賃並最終購買車輛的人的百分比是多少？

So last quarter, we had -- 20% of our orders came from rental leads and we talked a little bit about the lag time as far as experience to order. And so there's a range of people. Some people do order right away. Some people, it takes a year. Some people, it takes 4 to 6 months. So on average, we're seeing like kind of this 4 to 8-month time frame from when you first experience the vehicle to when you may even move forward and actually make a purchase.

所以上個季度，我們有 - 20% 的訂單來自租賃線索，我們談到了訂購經驗方面的滯後時間。所以有各種各樣的人。有些人會立即下單。有些人，需要一年。有些人，需要 4 到 6 個月。因此，平均而言，我們看到從您第一次體驗車輛到您甚至可以繼續前進並實際購買的時間大約為 4 到 8 個月。

So right now, year-to-date, we are converting about 6% of those into orders on average as a rolling average. But as we continue to grow that funnel, normally, that would start to come down a little bit because you're rightsizing a little bit. But we're still seeing that pace correct and the same, which is great. What we're trying to focus on is how do we nurture those customers after they had an experience. Do they live in a market that we actually sell in? How can we reach them again for a follow-up demo drive? Have they actually explored purchase opportunities versus just like a fun vacation experience?

所以現在，年初至今，我們平均將其中約 6% 轉化為訂單，作為滾動平均值。但隨著我們繼續擴大這個漏斗，通常情況下，它會開始下降一點，因為你正在調整一點點。但我們仍然看到這種速度是正確且相同的，這很棒。我們試圖關注的是我們如何在他們有經驗後培養這些客戶。他們生活在我們實際銷售的市場中嗎？我們如何才能再次聯繫他們進行後續演示？他們是否真的探索了購買機會，而不是僅僅享受有趣的假期體驗？

I think what's really cool about a place like Hawaii, not only is the experience going to be amazing for somebody to rip around the island on an FUV but it's where all of those people come from. So you're touching people from all over the United States that go on vacation with their family and that -- having that place, it's a focus of the population of the U.S. experiencing the FUV. I think that's just a massively efficient way to get people to try it, look at -- super looking forward to seeing how Hawaii pays out this year.

我認為像夏威夷這樣的地方真正酷的地方在於，不僅有人駕駛 FUV 環島遊的體驗令人驚嘆，而且所有這些人都來自這裡。因此，您正在接觸來自美國各地與家人一起度假的人們，而擁有那個地方，它是體驗 FUV 的美國人口的焦點。我認為這只是讓人們嘗試它的一種非常有效的方式，看看 - 非常期待看到夏威夷今年的回報。

To your point about expansion, we're also super excited about our recent announcement of adding the Royal Sonesta as a partner on Kauai. Kauai is a very special island. And I think it's a really great way to experience the island. There's basically just one road. And Hawaii in general is very focused on sustainability and moving people towards the right direction around electric vehicles and rightsizing transportation. And I think the community is going to be very excited about seeing our experience on the island, looking for different ways that our vehicles can apply within the community in addition to just the recreational experience that people can have to explore Hawaii.

關於您關於擴張的觀點，我們也對我們最近宣布將皇家索尼斯塔酒店添加為考艾島的合作夥伴感到非常興奮。考艾島是一個非常特別的島嶼。我認為這是體驗該島的絕佳方式。基本上只有一條路。總的來說，夏威夷非常注重可持續性，並推動人們朝著正確的方向發展電動汽車和合理調整交通。我認為社區會非常高興看到我們在島上的體驗，尋找我們的車輛在社區內應用的不同方式，除了人們可以探索夏威夷的娛樂體驗之外。

So we're really excited. Royal Sonesta is very excited. And so we look forward to that partnership starting this next quarter.

所以我們真的很興奮。 Royal Sonesta 非常興奮。因此，我們期待著從下個季度開始的合作夥伴關係。

Royal Sonesta looks like an amazing place to go experience Hawaii.

皇家索尼斯塔看起來是體驗夏威夷的絕佳去處。

It's a truly beautiful, special place. It's also at a really great location, so they actually have transportation from the airport, which not many resorts do because they're actually based in Maui. And they're in a great location from a range perspective to go to Waimea Canyon and go on to the south side or actually be able to go in the North Shore really easily and kind of go back and forth between the two. And jump in a shuttle and go to your hotel and then take up pub for the day.

這是一個真正美麗、特別的地方。它也位於一個非常好的位置，所以他們實際上有從機場到機場的交通工具，很少有度假村這樣做，因為它們實際上位於毛伊島。從遠景角度來看，他們的位置非常好，可以去威美亞峽谷，然後繼續往南走，或者實際上可以很容易地進入北岸，並且可以在兩者之間來回走動。然後跳上班車去你的酒店，然後去酒吧玩一天。

We've learned a lot in the last year, really in the last 8 months has been most of the partnerships that we've launched or pilot programs that we have launched. I think the biggest -- heaviest part of our operating expenses has really been in the weight of our -- size of our fleet because we've been testing things, giving people vehicles, seeing how something works, what doesn't work, then moving them maybe to another partner to test that out. And just trying to understand which markets are going to be most viable. Do we have partners that understand how to engage their market and the experience for that tourist or even the local community.

我們在去年學到了很多東西，實際上在過去 8 個月裡我們已經啟動了大部分合作夥伴關係或我們啟動了試點項目。我認為我們運營費用中最大的——最重的部分實際上是我們的——我們車隊的規模，因為我們一直在測試東西，給人們車輛，看看有些東西是如何工作的，什麼是行不通的，然後將他們轉移到另一個合作夥伴那裡進行測試。只是想了解哪些市場將是最可行的。我們是否有合作夥伴了解如何吸引他們的市場以及該遊客甚至當地社區的體驗。

I think it's really important to note that we have some really great partners that are doing very well. What I mean by very well is their utilization rate per vehicle. So looking at our partner. We've had Susie's Mopeds in San Juan Island. We've had a small fleet of 4 vehicles and then we added 2 more to have 6, getting 70% to 75% utilization per vehicle every month during her season shows a really great net revenue coming through even after the operating expenses. It's super asset-light and that sort of a partnership is what we're looking for to sort of replicate in different markets.

我認為非常重要的是要注意我們有一些非常出色的合作夥伴，他們做得很好。我的意思是他們每輛車的利用率。所以看看我們的合作夥伴。我們在聖胡安島有過 Susie 的輕便摩托車。我們有一個由 4 輛車組成的小車隊，然後我們又增加了 2 輛，現在有 6 輛，在她的賽季中，每個月每輛車的利用率達到 70% 到 75%，這表明即使扣除運營費用後，淨收入也非常可觀。它是超級輕資產，我們正在尋找這種合作夥伴關係，以便在不同的市場進行複制。

And then on the flip side, you're looking at our owned and operated, leveraging that from a more holistic experience within our centers. So whether you're coming in to do a demo drive or to rent, or you're just coming in because you see a sign you want to know what we're all about. If you signed up to learn more about our financing, you're coming in for an appointment there. Or you're taking delivery of a vehicle. There's a lot of fluidity between demo drive and rental and ownership and we're trying to sort of blend all those lines together, so that you have a really great brand experience.

然後在另一方面，您正在查看我們擁有和經營的，從我們中心內更全面的體驗中利用它。因此，無論您是來試駕還是來租車，或者只是因為看到一個標誌而想了解我們的全部內容。如果您註冊了解更多關於我們融資的信息，您將在那裡進行預約。或者您正在提貨。演示驅動器與租賃和所有權之間存在很大的流動性，我們正在嘗試將所有這些線融合在一起，以便您擁有真正出色的品牌體驗。

The numbers that I've seen for these rental operations that work. I'm really excited to see scale those programs and see what that does for us next year.

我所看到的這些租賃業務的數字是有效的。我真的很高興看到這些計劃的規模擴大，並看到明年對我們有什麼幫助。

Next, we have Terry Becker. Do you want to talk about the strategic restructuring plan that we've put together here recently?

接下來，我們有請特里·貝克爾。你想談談我們最近在這裡制定的戰略重組計劃嗎？

Several things have caused us to rethink our structure and the way we build the vehicles that Lynn is doing a great job of increasing sales with. Everything from the way we source the materials, bring them in, monitor the quality of those materials to the way we move those materials around within the factory as well as the balance of inventory that we keep on the shelves. All of those things are areas that we've definitely learned along the way how we can do better.

有幾件事讓我們重新考慮我們的結構和我們製造 Lynn 在增加銷量方面做得很好的車輛的方式。從我們採購材料的方式、將它們運進來、監控這些材料的質量，到我們在工廠內移動這些材料的方式，以及我們在貨架上的庫存平衡，一切都是如此。所有這些都是我們在如何做得更好的過程中明確學到的領域。

We're coming through the fog of a pandemic that caused everything from chip shortages to shipping problems. But without using that as an excuse or dwelling on that, what I'd like to think is we are learning from that, what we can do better, what we can do to hedge our problems that come from those kinds of areas, and sharpen our tools within our own walls that actually enable us to be more efficient, more able to react to surprises and be able to accomplish the goals of building vehicles as they're configured, as they're sold and get them out the door efficiently.

我們正穿過一場大流行病的迷霧，這場大流行病導致了從芯片短缺到運輸問題的一切。但是，在不以此為藉口或糾纏於此的情況下，我想認為的是我們正在從中學習，我們可以做得更好，我們可以做些什麼來對沖來自這些領域的問題，並加強我們自己的工具實際上使我們能夠更有效率，更能對意外事件做出反應，並能夠在車輛配置、銷售時完成製造車輛的目標，並有效地將它們運出市場。

So that's the restructure. Overarching goal there is to learn from what we've had in our past, implement some improvements and sharpen our tools.

這就是重組。總體目標是從我們過去的經驗中學習，實施一些改進並提高我們的工具。

And then another philosophy that we've kind of brought into the company that we were using before that has changed, which is this idea that we should build a factory that has a certain production capability and drive our planning based off of a number of vehicles that we've built. And I think what we've done really well here in the last quarter is to kind of change that philosophy and say we should really have sales driving our production goals.

然後我們在某種程度上引入了我們之前使用的公司的另一種理念發生了變化，那就是我們應該建立一個具有一定生產能力的工廠並根據一些車輛來推動我們的計劃我們建造的。而且我認為我們在上個季度在這裡做得非常好的是改變了這種理念並說我們真的應該讓銷售推動我們的生產目標。

And so to see Lynn's team showing that velocity starting to match the production goals, and you can start planning to that, that's probably the biggest improvement that we've made from a planning standpoint to Arcimoto, I think.

因此，看到 Lynn 的團隊顯示速度開始與生產目標相匹配，並且您可以開始為此進行計劃，我認為這可能是我們從計劃的角度對 Arcimoto 所做的最大改進。

Echo what you just brought up, though, on what are we doing differently with inventory levels, planning of what we need to bring in, the timing of when we need to bring it in, how much we need to bring it in. That is a refinement of our methodologies that we're able to do now in a pretty good way because of the fact that we are doing what you just referred to, and that is don't just plan for X number of vehicles to be built but plan according to what is selling, what is immediately needed, take into account things that will be changing. Engineering changes, changes to the vehicle. Don't get ahead of ourself or over our skis when it comes to being efficient with what we buy, what we bring in, what we stock on the shelves. That's one of those refinements that we're really focusing on right now with this restructure, and I believe it's going to pay off quite well.

不過，回應你剛才提到的內容，我們在庫存水平方面做了哪些不同的事情，我們需要引進什麼的計劃，我們需要引進的時間，我們需要引進多少。那就是我們現在能夠以非常好的方式改進我們的方法，因為我們正在做你剛才提到的事情，這不僅僅是計劃建造 X 數量的車輛，而是計劃根據正在銷售的東西，立即需要的東西，考慮到將會發生變化的事情。工程變更，車輛變更。當涉及到我們購買的東西、我們帶來的東西、我們在貨架上儲存的東西的效率時，不要超越我們自己或超越我們的滑雪板。這是我們現在通過這次重組真正關注的改進之一，我相信它會得到很好的回報。

Awesome. Me, too.

驚人的。我也是。

Dwayne, how's it going? How is Arcimoto refocusing its efforts right now, both in product development and current engineering programs?

德韋恩，最近怎麼樣？ Arcimoto 目前如何在產品開發和當前工程項目中重新調整工作重點？

Let's say probably the biggest thing is that everybody now knows exactly what they're working on. And one of the things that we started to do when I first came here was to put specs in place for everything that we were doing. It's critical for those that don't know, we develop things called VTSs, vehicle technical specification. That lets engineering and development teams know exactly what they're working on, whether they're working in concert with each other or whether they're working in a silo on a particular function of the product. The VTS is the guiding principle for the product. We've done that for all of the products in our family and some of which have actually not met that requirement as of yet. Market inputs have dictated changes to them or what have you.

假設最重要的事情可能是每個人現在都確切地知道他們在做什麼。當我第一次來到這裡時，我們開始做的其中一件事就是為我們所做的一切制定規範。對於那些不知道的人來說至關重要，我們開發了稱為 VTS 的東西，即車輛技術規範。這讓工程和開發團隊確切地知道他們在做什麼，無論他們是在協同工作，還是在產品的特定功能上各自為政。 VTS 是產品的指導原則。我們已經為我們家族中的所有產品做到了這一點，其中一些實際上還沒有滿足該要求。市場輸入決定了對它們的改變或者你有什麼。

But the focus of the team is really they know what markers they're going towards. They know what time frames they're driving towards, and they know the tiering of the features that we're going after. So on a bigger picture, the focus is all around meeting the company's objectives of delivering great products, be they to the consumer, to the fleet customer, first and foremost, on the product that we're shipping today and enhancing that and moving forward.

但是團隊的重點實際上是他們知道他們要朝著什麼目標前進。他們知道他們正在朝著什麼時間框架前進，並且他們知道我們追求的功能的分層。因此，從更大的角度來看，重點是實現公司的目標，即向消費者、車隊客戶提供優質產品，首先是我們今天運送的產品，並加強它並向前發展.

Other programs that we had underway have not been set aside, they've just been relooked at through that new lens of do they need a market acceptance criteria? Do they have a target specification that we can develop towards and meet or exceed? And because we do get good feedback from a lot of different sources, we get them through social media inputs, we get it through direct conversations that we have with customers, whether it's at a rental center, whether it's at a ride and drive event, we hear, and we're listening all the time for what people are asking about.

我們正在進行的其他計劃並沒有被擱置，只是通過新的視角重新審視了它們是否需要市場接受標準？他們是否有我們可以發展並達到或超過的目標規範？因為我們確實從很多不同的來源獲得了良好的反饋，我們通過社交媒體輸入獲得它們，我們通過與客戶的直接對話獲得它，無論是在租賃中心，無論是在乘車和駕駛活動中，我們聽到，而且我們一直在傾聽人們的詢問。

And because of that, we took our engineering teams, and we kind of broke them up to focus on those chunks of our product line. So some of our products needed more attention. And that's the ones that we're shipping today. That's the ones that are generating the revenue for the company. And so because of that, we put more muscle and effort behind those activities. We really wanted to get a better customer experience, particularly coming into the back half of the year to cure some of the quirks that we had in the product but also improve some of the functionality. And that was going to let us go after both consumers as well as the new fleet opportunities that we were working on.

正因為如此，我們組建了我們的工程團隊，我們將他們分開，專注於我們產品線的那些部分。所以我們的一些產品需要更多關注。這就是我們今天要運送的那些。那就是為公司創造收入的人。因此，我們在這些活動背後投入了更多的力量和精力。我們真的很想獲得更好的客戶體驗，特別是在今年下半年解決我們在產品中遇到的一些怪癖，同時改進一些功能。這將使我們能夠同時追求消費者以及我們正在努力的新機隊機會。

We heard directly that the delivery needed to have some updates and wanted to have a little bit more unique square packaging. So we did focus on those kinds of things. We heard that people wanted to have an easier experience using the product at a rental center, starting it up, checking out, getting going on the road. So all of that led to the key initiatives that we took on. Some of the ones that we had underway as well, we had to put on hold because priorities took place. And the focus on that actually is going to lend us quite nicely moving into next year because we already have model year 2023 changes currently right now being cut over.

我們直接聽說快遞需要更新，希望有一點獨特的方形包裝。所以我們確實專注於這些事情。我們聽說人們希望在租賃中心使用該產品、啟動它、結賬、上路時獲得更輕鬆的體驗。因此，所有這些都導致了我們採取的關鍵舉措。一些我們正在進行的項目，我們不得不擱置，因為優先事項已經發生。對這一點的關注實際上將使我們很好地進入明年，因為我們目前已經有 2023 年車型的變化正在被削減。

So by the time January production starts, we will have a brand-new set of features into the product line. We'll be sharing those later in the quarter and fourth quarter. And hopefully, they will excite a bunch of our new customers as well as some fixes that we're putting in place for existing customers.

因此，到 1 月份開始生產時，我們的產品線將擁有一套全新的功能。我們將在本季度晚些時候和第四季度分享這些內容。希望它們能激發我們的一批新客戶以及我們為現有客戶實施的一些修復。

Where are we at with torque vectoring? And are there challenges there? Or what are we seeing from a design standpoint?

我們在扭矩矢量方面處於什麼位置？那裡有挑戰嗎？或者我們從設計的角度來看是什麼？

Well, there was a couple of approaches that we took. I think in the summertime, we showed some suspension changes and some things that we were working on. We showed the software changes that were happening also and that we're under pilot and testing. And one of the things that we realized was that we thought we could solve this and blend 2 things together. And we took a different approach to try to find a mechanical solution because that was going to provide reliability. It was going to provide confidence to our operators, anybody driving an FUV. And as a result, when we put that into practice, we tested it out, and we're very happy with what we came up with.

好吧，我們採用了幾種方法。我認為在夏季，我們展示了一些懸架變化和一些我們正在努力的事情。我們還展示了正在發生的軟件更改，並且我們正在進行試點和測試。我們意識到的一件事是我們認為我們可以解決這個問題並將兩件事融合在一起。我們採用了不同的方法來嘗試找到一種機械解決方案，因為這將提供可靠性。這將為我們的操作員提供信心，任何駕駛 FUV 的人。結果，當我們將其付諸實踐時，我們對其進行了測試，我們對我們的想法感到非常滿意。

A brand-new solution that will cut over for the next -- into next year. It will be -- a variant of it will be upgradable on today's existing customers' products as well. Reduces steering effort to -- by about 40%. So it's quite a different feel. And for those people who have tested it out, we've had a resounding yes from them as far as the responsiveness of the product.

一個全新的解決方案，將適用於下一個——進入明年。它將是——它的一個變體也可以在今天現有客戶的產品上升級。將轉向力減少約 40%。所以這是完全不同的感覺。對於那些已經測試過它的人，就產品的響應能力而言，我們從他們那裡得到了響亮的肯定。

Is the torque vectoring software, did it have challenges? And is that -- are we going to pause that?

扭矩矢量軟件是否有挑戰？那是——我們要暫停嗎？

We are pausing it temporarily right now so we can get some longer-term testing on it. We did receive a good release candidate that we could put into long-term test. But because of that, safety aspect of steering in the vehicle, it's very critical. We wanted to ensure that we got a lot of miles on it and worked out all the potential scenarios that we may come across. And we can't always do all of those different terrains or road surfaces here in our own backyard in Oregon. So we need to get some additional road miles in other places, and we've got a schedule plan to do that.

我們現在暫時暫停它，以便我們可以對其進行一些長期測試。我們確實收到了一個很好的候選版本，我們可以對其進行長期測試。但正因為如此，車輛轉向的安全性非常關鍵。我們想確保我們在這方面走得更遠，併計算出我們可能遇到的所有潛在場景。而且我們不能總是在俄勒岡州自己的後院完成所有這些不同的地形或路面。所以我們需要在其他地方增加一些公路里程，我們已經制定了一個時間表計劃來做到這一點。

That seems smart. So we're taking the time to make sure we're releasing something that's good for the customer.

這似乎很聰明。因此，我們正在花時間確保我們發布的產品對客戶有利。

Correct. Yes.

正確的。是的。

Okay. Great to hear.

好的。很高興聽到。

Can you provide some guidance for our customers on next steps for MLM and what sort of timelines you can be looking at for that product?

您能否為我們的客戶提供一些關於 MLM 後續步驟的指導，以及您可以為該產品尋找什麼樣的時間表？

Sure. And Lynn, as we've been talking about, we've been working hand-in-hand to try to figure out the best way to bring this product to market. And so I would think in Q1, we're going to be able to put some information out to the general public about the product readiness and product availability. It may come in the form of something limited edition in the first set of back half of the year next year, but we may -- because of just prioritization but our customers will be the first to know, and your team will be the first to announce it to everybody.

當然。林恩，正如我們一直在談論的那樣，我們一直在攜手合作，試圖找出將這款產品推向市場的最佳方式。因此，我認為在第一季度，我們將能夠向公眾發布一些有關產品準備情況和產品可用性的信息。它可能會在明年下半年的第一套限量版中出現，但我們可能會——因為只是優先排序，但我們的客戶將是第一個知道的，你的團隊將是第一個向大家公佈。

When we do announce that, we intend to have a couple of different variances of performance in the product. So we will also have different tiers of pricing available to people. So our goal would be to make it available to as many people as possible as affordably as we can.

當我們宣布這一點時，我們打算在產品中有幾個不同的性能差異。因此，我們還將為人們提供不同級別的定價。因此，我們的目標是讓盡可能多的人以盡可能負擔得起的方式使用它。

All right. Dwayne, thanks for the update. That was really good. Great work out there. And next, we have Doug Campoli to go over the financials.

好的。德韋恩，感謝您的更新。那真是太好了。偉大的工作在那裡。接下來，我們請道格·坎波利 (Doug Campoli) 回顧一下財務狀況。

Thanks, Jesse.

謝謝，傑西。

We've had some really exciting news in the third quarter with record unit sales and record revenue. In the third quarter of 2022, 150 FUVs were produced, a 47% increase over our previous quarterly record. 74 were sold at an average sales price of $22,428. 11 were deployed into marketing and other company use and 46 were deployed into rental operations.

我們在第三季度獲得了一些非常令人振奮的消息，銷量和收入均創歷史新高。 2022 年第三季度，生產了 150 輛 FUV，比我們之前的季度記錄增長了 47%。 74 套以 22,428 美元的平均售價售出。 11 個用於營銷和其他公司用途，46 個用於租賃業務。

Tilting Motor Works sold 16 units with an average sales price of $12,707. As of September 30, 2022, there were 474 happy customers on the road as brand ambassadors. We now have 144 FUVs in our growing rental fleet available for revenue generation, along with a total of 90 FUVs allocated to marketing, R&D and internal fleet use.

Tilting Motor Works 售出 16 台，平均售價為 12,707 美元。截至 2022 年 9 月 30 日，已有 474 位快樂客戶作為品牌大使在路上。現在，我們不斷增長的租賃車隊中有 144 輛 FUV 可用於創收，另外還有 90 輛 FUV 分配給營銷、研發和內部車隊使用。

We have had a lot of variability in production and revenue quarter-over-quarter due to supply chain and recalls. The recovery from the first quarter 2022 move to the RAMP has been pronounced and reflects the improvements to the sales and marketing processes.

由於供應鍊和召回，我們的生產和收入環比變化很大。從 2022 年第一季度轉向 RAMP 的複蘇已經明顯，反映了銷售和營銷流程的改進。

Third quarter revenue increased 35% year-over-year. Even with production shut down for most of the first quarter during the move to the RAMP, year-to-date revenue increased by 16% compared to the same period in 2021. Tilting Motor Works' third quarter revenue grew by 95% compared to the same period in 2021 and accounts for over 18% of total year-to-date revenue.

第三季度收入同比增長 35%。即使在轉向 RAMP 期間第一季度的大部分時間停產，年初至今的收入仍比 2021 年同期增長了 16%。Tilting Motor Works 第三季度的收入與去年同期相比增長了 95% 2021 年同期，佔年初至今總收入的 18% 以上。

Rental started gaining revenue traction in tourist locations, but we expect a decline in the winter months. We expect continued revenue growth across all reporting segments on an annual basis. We generated negative gross profit of $5 million in the quarter. However, cost of goods sold as a percentage of revenue has decreased sequentially in each of the last 4 quarters. The main driver behind the year-over-year increase in COGS is increased production volume and increased overhead as we build the infrastructure to ramp production.

租金開始在旅遊景點獲得收入增長，但我們預計冬季月份會有所下降。我們預計所有報告部門的收入每年都會持續增長。我們在本季度產生了 500 萬美元的負毛利潤。然而，銷售成本佔收入的百分比在過去 4 個季度中的每個季度都在連續下降。 COGS 同比增長背後的主要驅動因素是產量增加和管理費用增加，因為我們正在建設基礎設施以提高產量。

Year-to-date, the FUV average sales price was $22,348, and average COGS, excluding manufacturing overhead, was $21,400. As we ramp production and continue to increase efficiencies in our manufacturing process, we anticipate leveraging our fixed cost structure to drive improved gross profit per vehicle.

年初至今，FUV 平均銷售價格為 22,348 美元，不包括製造費用的平均銷貨成本為 21,400 美元。隨著我們提高產量並繼續提高製造過程的效率，我們預計將利用我們的固定成本結構來提高每輛車的毛利潤。

Year-to-date, Tilting Motor Works has had an average sales price of $12,197 and an average COGS of $9,454, which is a 22.5% margin. Operating expense also increased as we built out the infrastructure for higher production volume. The 3 main drivers of this increase were, one, increased headcount; two, increased sales and marketing efforts; and three, increased research and development spend to reduce the per vehicle cost of the FUV, develop new products and scale production.

年初至今，Tilting Motor Works 的平均銷售價格為 12,197 美元，平均銷貨成本為 9,454 美元，利潤率為 22.5%。隨著我們為更高的產量建設基礎設施，運營費用也有所增加。這一增長的 3 個主要驅動因素是：第一，員工人數增加；二、加大營銷力度；三是加大研發投入，降低FUV單車成本，開發新產品，實現規模化生產。

We ended the quarter with approximately $4.2 million in cash and cash equivalents. Year-to-date, September 30, 2022, net cash received from the sale of equity was approximately $26.5 million. Cash from the issuance of debt consisted of approximately $13.5 million from convertible notes and approximately 610,000 net payments on equipment financing. Approximately $111,000 cash was received from the exercise of employee options and warrants.

我們在本季度結束時擁有大約 420 萬美元的現金和現金等價物。年初至今，即 2022 年 9 月 30 日，出售股權收到的現金淨額約為 2650 萬美元。發行債務產生的現金包括約 1350 萬美元的可轉換票據和約 610,000 美元的設備融資淨付款。員工期權和認股權證的行使收到了大約 111,000 美元的現金。

We have successfully utilized the ATM with minimal impact on stock price, with the successful November 11 Special Shareholder Meeting, additional funding in the form of a $50 million equity line of credit and a $10 million convertible note will soon be available.

我們已成功利用 ATM，對股價影響極小，11 月 11 日特別股東大會成功召開，5000 萬美元的股權信貸額度和 1000 萬美元的可轉換票據形式的額外資金將很快可用。

So last, we're going to have an update from Mark Frohnmayer. He's the Founder and Chief Vision Officer for Arcimoto.

最後，我們將聽取 Mark Frohnmayer 的更新。他是 Arcimoto 的創始人兼首席願景官。

Thanks, Jesse. It's good to be back.

謝謝，傑西。回來真好。

For all of those of you who've noted my absence since the last earnings call, just want to be clear, it was the unanimous opinion of Arcimoto's Board that after 15 years in the driver seat, I desperately needed a break to recharge.

對於那些在上次財報電話會議後注意到我缺席的所有人，我想明確一點，Arcimoto 董事會一致認為，在擔任司機 15 年後，我迫切需要休息一下來充電。

I'm pleased to report that sales are back at 100%. And the fact that Jesse and the executive team have stepped up to drive the daily execution of the venture, this allows me to focus on where I actually add the most value to Arcimoto, critical projects and design, technology and strategic initiatives to drive the growth of the venture, specifically in the near term, that means a laser focus on initiatives to drive down costs and increase volume of the FUV platform.

我很高興地報告銷售額恢復到 100%。事實上，Jesse 和執行團隊已經加緊推動風險投資的日常執行，這讓我能夠專注於我實際為 Arcimoto 增加最大價值的地方，關鍵項目和設計、技術和戰略計劃，以推動增長風險投資，特別是在短期內，這意味著激光專注於降低成本和增加 FUV 平台數量的舉措。

It is an interesting coincidence that this call is happening at the same time as yet another global conference on climate change, where once again, it is noted that we are not moving fast enough to address the climate crisis in front of us. This is the why of Arcimoto. It is not sufficient merely to electrify our existing ideas of transportation or simply are not the raw materials available to electrify the fleet to drive down emissions to where they must go.

一個有趣的巧合是，這一呼籲與另一場全球氣候變化會議同時舉行，人們再次注意到，我們的行動速度不夠快，無法解決擺在我們面前的氣候危機。這就是 Arcimoto 的原因。僅僅使我們現有的運輸理念電氣化是不夠的，或者根本沒有可用的原材料來使車隊電氣化以將排放量減少到他們必須去的地方。

Put simply, the future demands rightsized mobility, that is what Arcimoto has been working on since its inception 15 years ago. The platforms that we have today that are the world's finest in terms of daily utility, environmental efficiency, affordability and pure joy. And that our customers absolutely love the products that we build, give us great confidence in the road ahead.

簡而言之，未來需要合適的機動性，這是 Arcimoto 自 15 年前成立以來一直致力於的目標。我們今天擁有的平台在日常實用性、環境效率、可負擔性和純粹的樂趣方面都是世界上最好的。我們的客戶絕對喜歡我們製造的產品，這讓我們對前進的道路充滿信心。

I just want to finally say to all of our stakeholders out there just how deeply grateful we are for your ongoing support. Whether you have been with us from the early days, as we iterated over 8 generations to find the winning platform for daily mobility, joined us at our IPO in order to build out our first factory. Or more recently, during the wild ride of the pandemic and ensuing challenges in the supply chain as well as capital market bedlam. It is the steadfastness of our stakeholders that has allowed us to dedicate our waking lives to the achievement of this mission. You have my deepest gratitude, and I want you to know that we are committed to seeing this ride through to the end.

最後，我只想對我們所有的利益相關者說，我們非常感謝你們一直以來的支持。無論您是從早期就加入我們，還是在我們歷經 8 代迭代以尋找日常出行的製勝平台的過程中加入我們的首次公開募股，以建立我們的第一家工廠。或者更近一些，在大流行病肆虐以及隨之而來的供應鏈挑戰和資本市場混亂中。正是我們利益相關者的堅定不移使我們能夠將清醒的生命奉獻給實現這一使命。我向您致以最深切的謝意，我想讓您知道，我們致力於將這段旅程進行到底。

How's everybody doing? All right. Good job, team. Great job this quarter. You guys -- everyone performed so well. It was inspiring to see that and talk and share that. Jeff, do you have -- you have some questions for us, I'm sure.

大家都好嗎？好的。幹得好，團隊。本季度表現出色。你們——每個人都表現得很好。看到並談論和分享它是鼓舞人心的。傑夫，你有沒有 - 你有一些問題要問我們，我敢肯定。

Well, I'll alter them a little bit because we've got a bit of an update on the mainline machine. Really, what I'm kind of thinking about is it looks like there's sort of a 4-pronged attack right now. There's renting the FUV. There's selling the FUV. There's the Deliverator, and which is more, I think, a commercial vehicle than fleet vehicle. And then there's the rentals. And obviously, the revenues generated aren't all the same, but they seem to all have important pieces of mind share at this time.

好吧，我會稍微修改一下，因為我們在主線機器上有一些更新。真的，我在想的是現在似乎有一種四管齊下的攻擊。有租FUV。有賣 FUV。有 Deliverator，我認為它更像是商用車，而不是車隊車輛。然後是租金。顯然，產生的收入並不完全相同，但此時他們似乎都有重要的想法。

So I guess what I'm really thinking about is in the longer term, let's say, just over the course of 2023, what are we thinking this -- the primary focus, trying to get more and more Deliverators sold into fleets and maybe creating a unique niche and last mile delivery because the Deliverator can carry a lot more stuff than an Uber bag on somebody's back. But on the other hand, it's maybe not as much as some kind of electric van or what have you.

所以我想我真正在考慮的是從長遠來看，比方說，就在 2023 年的整個過程中，我們在想什麼 - 主要焦點，試圖讓越來越多的 Deliverators 賣給車隊，也許創造一個獨特的利基和最後一英里交付，因為 Deliverator 可以攜帶比某人背上的優步包更多的東西。但另一方面，它可能不如某種電動貨車或你擁有的東西那麼多。

Or just trying to get the price of the FUV down and sell the FUV to win more consumers. Or maybe both, just kind of trying to pull all that together for 2023.

或者只是想把FUV的價格降下來，賣掉FUV來贏得更多的消費者。或者兩者兼而有之，只是想在 2023 年將所有這些整合在一起。

Yes, that's actually -- that is a plan for both. So as we're seeing traction on the consumer side that Lynn's team has been creating, we're seeing that likely able to stabilize production and carry us through the first couple of quarters of next year. So we're seeing good trends there, and we want to keep building that out.

是的，這實際上是——這是雙方的計劃。因此，當我們看到 Lynn 的團隊一直在創造消費者方面的吸引力時，我們看到這可能能夠穩定生產並帶領我們度過明年的前幾個季度。所以我們在那裡看到了良好的趨勢，我們希望繼續建立它。

And then supporting those later in the year, getting the Deliverator out and the volumes that we think are -- that campaign is going to take on, right? Those are larger fleet orders. They take longer time to get through the sales process. And so that's -- we've positioned both of those things. And they need -- the Deliverator needs cost down and it needs some changes that Dwayne's team is working on.

然後在今年晚些時候支持那些，推出 Deliverator 以及我們認為的數量 - 該活動將繼續進行，對吧？這些是更大的艦隊訂單。他們需要更長的時間來完成銷售流程。所以這就是 - 我們已經定位了這兩件事。他們需要 - Deliverator 需要降低成本，並且需要 Dwayne 的團隊正在進行的一些更改。

We've heard through the pilots what the product needs is improvement. That takes a little bit of time to get through. And while we're holding for that, we're delivering vehicles every day to customers all over the U.S.

我們通過試點了解到產品需要改進的地方。這需要一點時間才能通過。在我們堅持這一點的同時，我們每天都在向美國各地的客戶交付車輛。

And I guess just kind of a follow-up on the Deliverator. It seemed like I remember that the trial that's in New York City, they required that there had to be some kind of covering on the vehicle to be able to do it. So just kind of wondered what exactly are we doing right now? Is it like some kind of little vinyl thing you snap on or what's in the current use and maybe what's -- short of full weatherization or something? I mean what's kind of the next step?

我想這只是 Deliverator 的後續行動。我好像記得在紐約市進行的試驗，他們要求車輛上必須有某種覆蓋物才能做到這一點。所以只是想知道我們現在到底在做什麼？它是不是像某種乙烯基小東西，你可以按一下，或者當前使用的是什麼，也許是什麼 - 沒有完全風化或什麼的？我的意思是下一步是什麼？

Dwayne, you want to tackle that one, talk about what you guys are working on?

Dwayne，你想解決這個問題，談談你們在做什麼？

Sure. If you're referring to enclosure class, Jeff, that's something a little bit different than this current instantiation of the product. But one of the things that we've heard consistently is actually the access in and out of the FUV as it is right now in the Deliverator configuration is quite good. It allows for both road exit or curbside exit and as well as entry. So that's actually something quite positive.

當然。如果您指的是外殼類，Jeff，那與當前的產品實例有點不同。但我們一直聽到的一件事實際上是進出 FUV 的訪問，因為它現在在 Deliverator 配置中非常好。它允許道路出口或路邊出口以及入口。所以這實際上是非常積極的事情。

Coverings are -- I'm not sure what you might have heard in the past regarding enclosure classes, but that's something a little bit different than what we're currently doing with the Deliverator at the moment right now. There's more different variants of the Deliverator as it would maybe have been seen in other pilots that we've done.

覆蓋物是——我不確定你過去可能聽說過關於外殼類的內容，但這與我們目前對 Deliverator 所做的有點不同。 Deliverator 有更多不同的變體，因為它可能會在我們已經完成的其他飛行員中看到。

All right. Anything else from the team? How are you guys feeling?

好的。團隊還有什麼事嗎？你們感覺如何？

Pretty good.

非常好。

Feeling great.

覺得倍儿爽。

How are you doing, Mark?

你好嗎，馬克？

I'm doing well. I just wanted to, Jesse, I think echo what you said in a slightly different way, which is in terms of the performance of the team during what was actually a very difficult quarter, having to implement the strategic restructuring and at the same time, deliver on really impressively accelerating sales and deliveries. I just wanted to say to the execs, thank you for doing the hard work, particularly in the time that I've been away from the experience.

我很好。傑西，我只是想以一種略有不同的方式回應你所說的，那就是團隊在實際上非常困難的一個季度的表現，必須實施戰略重組，同時，交付真正令人印象深刻的加速銷售和交付。我只想對高管們說，感謝你們所做的辛勤工作，尤其是在我離開這段經歷的時候。

And I think speaking both as a stakeholder and somebody who has been on for a very long time as an operator, I just have a lot of respect for the difficulty of that work. And to me, it's just been incredibly heartening to see the consumer sales process really start to work and the work that Lynn and team have done to really hone in that funnel, I look forward to seeing what that does over the next couple of quarters.

我認為，無論是作為利益相關者還是作為運營商工作了很長時間的人，我都非常尊重這項工作的難度。對我來說，看到消費者銷售流程真正開始運作以及 Lynn 和團隊在該渠道中真正磨練所做的工作，真是令人難以置信的振奮，我期待看到接下來幾個季度的效果。

And the -- to the point, I think, Jeff, that you brought up just around consumer sales versus commercial sales, it is -- at least as I've kind of envisioned it, Arcimoto started with the consumer market because it's just -- it's a market that can be achieved for a new vehicle venture. As the company gets a real track record of vehicles on the road in terms of lots of miles, in terms of things like something as simple as resale value of used vehicles, then all of those pieces that are really necessary for a much larger commercial opportunity to manifest become possible for the company to achieve.

而且 - 就這一點而言，我認為，Jeff，你只是圍繞消費者銷售與商業銷售提出的，它是 - 至少正如我所設想的那樣，Arcimoto 從消費者市場開始，因為它只是 - - 這是一個新的汽車企業可以實現的市場。由於公司獲得了道路上車輛的真實記錄，例如二手車的轉售價值等簡單的東西，那麼所有這些對於更大的商業機會來說都是真正必要的體現成為公司實現的可能。

So it's that sort of evolution of Arcimoto's customer as the company matures, that to me is really that really exciting miracle of and of both the consumer and the commercial space and then eventually be selling to geographies and countries and so on. But I'm also just very excited by the number of projects that are presently in the works on the -- on both the consumer side and the delivery side that we -- that more will be -- more information will be forthcoming soon.

所以這就是 Arcimoto 客戶隨著公司的成熟而發生的那種演變，對我來說這真的是消費者和商業領域的真正令人興奮的奇蹟，然後最終銷售到地區和國家等等。但我也對目前正在進行的項目數量感到非常興奮——在消費者方面和交付方面——我們將會有更多——更多信息將很快公佈。

Well said, Mark. Thank you. And you set up the company well with an amazing product. So the more people that we get to see it and drive it and experience it, that's -- I mean that's just -- that's 2022, that's 2023, converting that funnel and getting more vehicles on the road. Very much looking forward to Q4 and looking forward to 2023 as we get through the ending of the storm, hopefully.

說得好，馬克。謝謝你。你用一個了不起的產品很好地建立了公司。因此，我們看到它、駕駛它和體驗它的人越多，那就是——我的意思是——那是 2022 年，那是 2023 年，轉換漏斗並讓更多的車輛上路。非常期待第四季度，並期待 2023 年我們度過風暴的結束，希望如此。

Jeff, thanks for joining us, and I guess we'll call it a call.

傑夫，感謝您加入我們，我想我們會稱之為電話。

And I do want to say, again, thank you to everyone out there who have been long time supporters of this endeavor. This is obviously the quest of our lives but it is not possible without the support of our stakeholders.

我確實想再次感謝長期以來一直支持這項工作的所有人。這顯然是我們一生的追求，但如果沒有利益相關者的支持，這是不可能實現的。

All right. Have a great day, folks see you.

好的。祝你有美好的一天，人們看到你了。

Thank you.

謝謝你。