Arcimoto Inc (FUV) 2020 Q4 法說會逐字稿

All right. Good afternoon. Welcome to Arcimoto's 2020 full year and current events webinar. This might run a little bit long. We have a lot of ground to cover today. Going to start with a recap of 2020 and some current events, lay out Arcimoto's -- what I would call Arcimoto's not very secret plan, which I've been talking about now for 13-plus years. But we've got a lot of new folks who have joined in as stakeholders, and so I want to make sure and put it all out there, particularly in light of our recent acquisition of Tilting Motor Works.

好的。午安.歡迎參加 Arcimoto 的 2020 年全年和時事網路研討會。這可能會運行得有點長。今天我們有很多內容要講。首先回顧一下 2020 年和一些時事，然後列出 Arcimoto 的計劃——我稱之為 Arcimoto 的不太秘密的計劃，我已經談論這個計劃超過 13 年了。但我們有許多新人作為利害關係人加入進來，所以我想確保並將其全部公佈出來，特別是考慮到我們最近收購了 Tilting Motor Works。

In a chart, the 2021 road ahead, so give some clarity on what our top level goals are for 2021, take investor questions from the Say platform, which will be our first time using that platform to let our shareholders put in questions directly. If you didn't have a chance to do so at this time, it's something we plan to keep forward with in subsequent earnings calls. And then we'll do -- like we did last time, we're going to bring a panel together of analysts of Arcimoto's stock and our executive management team in order to answer sort of round-robin style Q&A.

在圖表中，我們將看到2021 年的道路，因此請明確說明我們2021 年的最高目標是什麼，從Say 平台回答投資者的問題，這將是我們第一次使用該平台讓我們的股東直接提出問題。如果您目前沒有機會這樣做，我們計劃在後續的財報電話會議中繼續討論這個問題。然後我們會像上次一樣，將 Arcimoto 股票分析師和我們的執行管理團隊召集在一起，以回答某種循環式的問答。

There were a number of folks out there who requested a musical portion of the events. I'm sorry to say, my uncle John is traveling today, but he did say that, for our Q1 earnings call, he's got something special in store.

有很多人要求活動中有音樂部分。我很遺憾地說，我的叔叔約翰今天要出差，但他確實說過，在我們的第一季財報電話會議上，他準備了一些特別的東西。

So -- but first, hey, guys, if you would like to support the brand and enjoy some fine, fine outerwear, I'd like to direct you to the shop arcimoto.com store, where you can find hats, socks, shirts and a variety of other items. One thing that you won't find are shorts, which brings me to something I want to address right up, which is we have -- Arcimoto has been -- received from a number of our stakeholders concerned messages about a recent short seller report by the ironically named Bonitas Research company. And I want to address sort of heads up, straight up the elements of this report and then put it into a little bit of context.

所以，首先，嘿，夥計們，如果您想支持該品牌並享受一些精美的外套，我想引導您前往 arcimoto.com 商店，在那裡您可以找到帽子、襪子和襯衫以及各種其他物品。你找不到的一件事是空頭，這讓我想到了我想立即解決的一件事，那就是我們 - Arcimoto 已經 - 從我們的一些利益相關者那裡收到了有關最近賣空者報告的消息諷刺的是，博尼塔斯研究公司(Bonitas Research) 的名字很諷刺。我想提出一些注意事項，直接介紹本報告的要素，然後將其放入一些背景中。

So the report carries very serious allegations about the company's practice, and I want to say straight up, it is a report that is chock-full of falsehoods and misrepresentations starting with the very first one. It alleges that the company has faked preorders in order to fake demand. This is laughably false. Arcimoto -- we consider Arcimoto's practices regarding preorders -- now to be clear, Arcimoto has accumulated something getting near 5,000 net preorders in the course of its existence. We consider our practice regarding preorders to be best in class for the industry. We have never considered e-mail sign-ups to be preorders, for example. We have seen other companies go out there in the vehicle space collect tens of thousands of e-mail sign-ups and then claim that they had tens of thousands of preorders. We have not done that.

因此，這份報告對該公司的做法提出了非常嚴重的指控，我想直截了當地說，這份報告從第一份開始就充滿了謊言和不實陳述。據稱，該公司偽造預訂單以偽造需求。這是可笑的錯誤。Arcimoto——我們考慮了Arcimoto在預訂方面的做法——現在需要明確的是，Arcimoto在其存在過程中已經積累了接近5,000份淨預訂量。我們認為我們在預訂方面的做法是業內最好的。例如，我們從未將電子郵件註冊視為預訂。我們看到其他公司在汽車領域收集了數以萬計的電子郵件註冊，然後聲稱他們有數以萬計的預訂單。我們還沒有這樣做。

We have seen companies build preorder books based on nonbinding letters of interest alone, collecting tens to hundreds of thousands of indications of interest. Arcimoto has not done that. To date, our preorder numbers do not include at all any nonbinding letters of interest, although we do reserve the right to go look for nonbinding letters of interest from potential fleet customers as indications of market demand. And going back to our IPO, we have always characterized preorders as strong sales leads. When an individual customer cracks open the wallet, puts down $100 fully refundable at any time for any reason, we consider that a strong sales lead, not a booked sale, and we have never characterized them as such.

我們已經看到一些公司僅根據不具約束力的意向書來製作預購書，收集了數萬到數十萬條意向書。Arcimoto 還沒有這樣做。迄今為止，我們的預購編號完全不包括任何不具約束力的意向書，儘管我們確實保留從潛在車隊客戶那裡尋找不具約束力的意向書以表明市場需求的權利。回到我們的首次公開募股，我們一直將預訂視為強勁的銷售線索。當個人客戶打開錢包，存下 100 美元，可以隨時以任何理由全額退款時，我們認為這是一次強勁的銷售線索，而不是預訂銷售，而且我們從未這樣描述過他們。

The report goes on to allege that Arcimoto has deliberately hid our relationship with one of our key early investors, who also is our first franchisee for rentals in Key West. And again, this is a gross distortion. Arcimoto has been clear about our relationship with FOD Capital. It [sends] our disclosure of their investment in Arcimoto in 2018. The idea that this franchise is a 2018 scheme to pump and dump in 2020, we think, is utterly absurd.

該報告接著聲稱，Arcimoto 故意隱瞞了我們與我們的一位主要早期投資者的關係，他也是我們在基韋斯特的第一個租賃特許經營商。再說一次，這是一種嚴重的扭曲。Arcimoto 已經明確我們與 FOD Capital 的關係。它[發送]我們披露了他們 2018 年對 Arcimoto 的投資。我們認為，認為該特許經營權是 2018 年的計劃，然後在 2020 年拋售的想法是完全荒謬的。

And the report went on to make what we think is a grave accusation that Arcimoto has failed its obligation to report its recalls through NHTSA, to its customers. Again, this is totally false. They made mention of one of our customers, GoCar Tours down in San Francisco that they had contacted GoCar Tours, and GoCars had said that we had not notified them of recalls. So I'm just going to quote what Nathan, the CEO of GoCars said, he said, "I was never contacted. And as far as I'm aware, no one in the company has been contacted by anyone regarding recalls on any of our vehicles, certainly not anyone who has any relevant knowledge on the matter. Further, we would never share that kind of information with an unknown third party. We suspect this was a fabrication. We are in frequent communication with Arcimoto and have been notified of all recalls. We have preordered 40 Arcimoto vehicles, and we have so far converted 2 of those preorders into final sales. Like many businesses in San Francisco, we were forced to close during the pandemic and the timing wasn't ideal to move forward with the purchase of 38 new tourist rentals at one time. Arcimoto is a valuable partner, and we look forward to adding more FUVs to our fleet when the time is right."

該報告接著提出了我們認為是嚴重的指控，稱 Arcimoto 沒有履行透過 NHTSA 向客戶報告召回的義務。再說一遍，這是完全錯誤的。他們提到我們的一位客戶，舊金山的 GoCar Tours，他們已經聯繫了 GoCar Tours，而 GoCars 表示我們沒有通知他們召回事宜。所以我只想引用 GoCars 執行長內森 (Nathan) 的話，他說：「從未有人聯繫過我。據我所知，沒有人就我們任何車輛的召回事宜聯繫過公司內的任何人，當然也沒有任何對此事有任何相關了解的人。此外，我們絕不會與未知的第三方分享此類資訊。我們懷疑這是捏造的。我們與 Arcimoto 保持頻繁的溝通，並已收到所有召回的通知。我們已經預訂了 40 輛 Arcimoto 車輛，到目前為止，我們已將其中 2 輛轉換為最終銷售。與舊金山的許多企業一樣，我們在疫情期間被迫關閉，而且一次性購買 38 套新的旅遊租賃房的時機並不理想。Arcimoto 是一個有價值的合作夥伴，我們期待在時機成熟時為我們的船隊添加更多 FUV。”

So the question, I think I want -- the note I want to let our investors know about because, again, a number of you had written to us and asked about the allegations in this report and then, of course, the follow-ons from legal firms who posted repeated press releases on our ticker and to understand that we believe that this report and the other 5 short seller hit pieces that have come out about Arcimoto since our last earnings call are an effort to deliberately mislead investors, cause investor lack of confidence in Arcimoto's stock and depress Arcimoto's stock price in order to profit.

所以，我想我想要的問題是——我想讓我們的投資者了解這一點，因為你們中的一些人再次寫信給我們，詢問本報告中的指控，當然還有後續的指控來自在我們的股票代碼上多次發布新聞稿的律師事務所，並了解我們認為自我們上次財報電話會議以來，這份報告和其他5 名賣空者針對Arcimoto 發表的文章是故意誤導投資者，導致投資者缺乏信心。對 Arcimoto 股票的信心並壓低 Arcimoto 的股價以獲取利潤。

This is something that is known. It's sort of a dark secret of this particular market that we're in, scheme called short and distort. And so at this point, all we're really recommending is that our investors familiarize themselves with short and distort schemes. And to understand through the context, so what we noticed as -- since our last earnings call and really all throughout 2020, Arcimoto has seen a tremendous appreciation in the value of its stock, particularly after the November call. And we started to notice in public filings on NASDAQ an accumulation of significant short interest in the company. And as that short interest increased, we saw an increasing volume in these so-called hit pieces. So we think this is a transparent attempt to manipulate Arcimoto's stock, shake confidence in the company.

這是眾所周知的事。這是我們所處的這個特定市場的一個黑暗秘密，稱為做空和扭曲的計劃。因此，在這一點上，我們真正建議的是我們的投資者熟悉短期和扭曲計劃。為了了解背景，我們注意到，自上次財報電話會議以來，乃至整個 2020 年，Arcimoto 的股票價值大幅升值，尤其是在 11 月電話會議之後。我們開始在納斯達克的公開文件中註意到該公司大量空頭權益的累積。隨著空頭興趣的增加，我們看到這些所謂的熱門產品的交易量不斷增加。因此我們認為這是明顯的企圖操縱Arcimoto的股票，動搖對公司的信心。

And to those of you out there who are attempting to manipulate Arcimoto's stock with hit pieces in order to profit, we believe that you are barking up the wrong tree. And so as one of the reasons why I am happy that we have a new merch item available in our merch store as of just yesterday, our Go Long Johns. They're great for those cold long runs and perfect for covering your shorts. So let's get back to it.

對於那些試圖透過熱門產品操縱 Arcimoto 股票以獲取利潤的人來說，我們相信您找錯了方向。因此，我很高興我們的商品商店昨天推出了一款新商品，那就是我們的長褲。它們非常適合寒冷的長跑，也非常適合遮蓋短褲。那麼讓我們回到正題。

Again, going to recap 2020 and current events, articulate Arcimoto's not-so-secret master plan, get into our 2021 road ahead and then dive into questions. So what did we do in 2020? Despite production shutdowns actually in every quarter of the year, major supply chain challenges, as all of our suppliers were going through the same pandemic, Arcimoto managed to deliver 97 vehicles to customers, which was a 110% increase year-over-year. We also introduced new products. We launched pilots of the Deliverator and the Rapid Responder, our solutions for last-mile delivery and emergency services. As we get towards the tail end, I'm going to talk about some of the feedback that we've gotten from those pilots. We introduced the Cameo, which is actually a vehicle that we use for our on-road filming. I'm pleased to report that the Cameo is now through our certification testing process, which also has implications on another product that I'm going to talk about. And then finally, we introduced the Roadster, which is our pure on-road fun machine. We're targeting production launch of the Roadster in the first half of this year, and we had a chance to show it off for the very first time publicly down in Daytona at Bike Week, and I'm going to talk about that again at the end of the presentation.

再次回顧 2020 年和時事，闡明 Arcimoto 的不那麼秘密的總體規劃，進入我們 2021 年的未來道路，然後深入探討問題。那麼2020年我們做了什麼？儘管實際上每年每季都會停產，供應鏈面臨重大挑戰，因為我們所有的供應商都在經歷同樣的流行病，Arcimoto 仍設法向客戶交付 97 輛汽車，比去年同期成長 110%。我們也推出了新產品。我們推出了「交付者」和「快速回應者」試點，這是我們針對最後一哩交付和緊急服務的解決方案。當我們接近尾聲時，我將談論我們從這些飛行員那裡得到的一些回饋。我們介紹了 Cameo，它實際上是我們用於公路拍攝的車輛。我很高興地向大家報告，Cameo 現已通過我們的認證測試流程，這也對我要討論的另一款產品產生影響。最後，我們推出了 Roadster，這是我們純粹的公路樂趣機器。我們的目標是在今年上半年推出 Roadster 的量產版，並且我們有機會在代托納的自行車週上首次公開展示它，我將在演示結束。

We launched key pilot programs with early adopters of the Deliverator in particular. And again, we built a handful of Deliverators to date. We're increasing the production rate of Deliverators for fleet demonstration that -- throughout this year. But we had early pilots with a group called Carry It Forward here in Eugene, delivering COVID relief supplies to the unhoused. We have gig delivery drivers with our partner, HyreCar, doing deliveries in Deliverators, got a lot of great feedback from them. Wahlburgers Key West, a new Wahlburgers franchise, bought a Deliverator as a sort of a mobile branding platform. We launched a pilot with the city of Orlando, and we've gotten some great feedback from them as well as our pilot project with Eugene Springfield's Fire Department with the Rapid Responder.

我們特別針對 Deliverator 的早期採用者啟動了關鍵試點計畫。迄今為止，我們再次建立了一些交付者。今年我們將提高交付機的生產率，以進行車隊展示。但我們在尤金的一個名為「Carry It Forward」的組織中進行了早期試點，向無家可歸的人運送新冠救援物資。我們有零工送貨司機與我們的合作夥伴 HyreCar 在 Deliverators 中進行送貨，從他們那裡得到了很多很好的反饋。Wahlburgers Key West 是 Wahlburgers 的新特許經營店，它購買了 Deliverator 作為一種行動品牌平台。我們與奧蘭多市啟動了試點項目，並與尤金·斯普林菲爾德消防局一起推出了快速反應器試點項目，並從他們那裡得到了一些很好的反饋。

We teamed with DHL, a global logistics giant, for the efficient delivery of our products. This was a major win because it gives us a very consistent platform for getting vehicles out initially to the Lower 48 as we begin to open more and more states, and ultimately, we see them as a viable partner for international shipping as well.

我們與全球物流巨頭 DHL 合作，高效交付我們的產品。這是一個重大勝利，因為隨著我們開始開放越來越多的州，它為我們提供了一個非常一致的平台，可以將車輛最初運送到48 個州，最終，我們也將他們視為國際航運的可行合作夥伴。

We teamed up with Munro & Associates. And this is -- we made the call in about the middle of last year that we see the market potential for this product family to be a mass market solution. We teamed with Munro and their team in order to get to scale production. This is their bread and butter, and it gives us great confidence as we look at the next steps. I'm going to have a little bit more detail on the team up with Munro later in the presentation, but this was a major win for Arcimoto, and it has continued to bear fruit ever since.

我們與 Munro & Associates 合作。我們在去年年中左右就曾呼籲，我們認為該產品系列具有成為大眾市場解決方案的市場潛力。我們與 Munro 及其團隊合作，以實現規模生產。這是他們的麵包和黃油，當我們考慮下一步時，它給了我們很大的信心。我將在稍後的演示中詳細介紹與 Munro 的合作，但這是 Arcimoto 的重大勝利，從那時起它就一直在結出碩果。

We announced the opening of our very first market outside of the West Coast, our first East Coast beachhead, if you will, with the opening of Florida, and we have now delivered vehicles into Florida this quarter. We entered into a purchase agreement for a new facility that will -- that we believe will be capable at maximum capacity of producing 50,000 vehicles per year. And we've now gone through the first step of due diligence on that facility, the kind of the early planning work in terms of materials movement and logistics, and we are expecting to close that transaction next month.

我們宣布隨著佛羅裡達州的開放，在西海岸以外開設我們的第一個市場，這是我們的第一個東海岸灘頭陣地，如果你願意的話，我們現在已經在本季度向佛羅裡達州交付了車輛。我們簽訂了一項新工廠的購買協議，我們相信該工廠的最大產能將達到每年 50,000 輛汽車的生產能力。我們現在已經對該設施進行了第一步盡職調查，即材料運輸和物流方面的早期規劃工作，我們預計下個月完成該交易。

We made our first corporate acquisition with the purchase of Tilting Motor Works in order to bring on their -- both their existing product line as well as technology that we believe will be foundational to Arcimoto's second platform, which is squarely focused at micromobility.

我們透過收購 Tilting Motor Works 進行了第一次企業收購，以便引入他們現有的產品線以及我們認為將成為 Arcimoto 第二個平台基礎的技術，該平台專注於微移動。

And by the numbers, I think it's hard to understate what a transformational year 2020 was. On the revenue side, we more than doubled. Our cash position went from being a real challenge to being well funded for our next steps. We've eliminated all of our corporate debt in terms of our senior secured and convertible notes. The only debt that we carry today, we've got a little bit that's a PPP loan that's going to be forgiven, we believe, and then some insurance and equipment financing.

從數字來看，我認為很難低估 2020 年是一個變革性的一年。在收入方面，我們增加了一倍以上。我們的現金狀況從真正的挑戰變成了為下一步行動提供充足的資金。我們已經消除了所有以優先擔保和可轉換票據形式存在的公司債務。我們今天背負的唯一債務是，我們相信，我們有一點 PPP 貸款可以被免除，然後還有一些保險和設備融資。

And then finally, we did everything we could to help preserve the health and safety of our team through a global pandemic. Our team is our lifeblood, and we're proud of the fact that, at Arcimoto, we had only a single confirmed case of COVID that was asymptomatic that we were able to detect using advanced surface testing techniques developed actually by one of our peer start-up companies here in Eugene. And this is, I think, in -- the health of our team and the relationships we have with the people we work with are truly paramount, particularly as we look to go to scale.

最後，我們竭盡全力幫助我們的團隊在全球大流行期間保持健康和安全。我們的團隊是我們的命脈，我們感到自豪的是，在 Arcimoto，我們只有一例無症狀的新冠肺炎確診病例，我們能夠使用由我們的一位同行實際開發的先進表面測試技術來檢測該病例尤金這裡的公司。我認為，我們團隊的健康以及我們與同事的關係確實至關重要，特別是當我們希望擴大規模時。

So that's the short review. The -- next, I'd like to really talk about kind of the big picture of Arcimoto and why Arcimoto exists, where we're going and really lay out what's the 10-year game plan for the company. Starting with what is Arcimoto as a name. Arcimoto, arc, it means architype or the arc of the future; imoto means drive. So the Arcimoto brand means future I drive. It's the brand identity for the next generation of drivers.

這就是簡短的評論。接下來，我想真正談談 Arcimoto 的整體情況以及 Arcimoto 存在的原因、我們的發展方向，並真正制定公司的 10 年計劃。從 Arcimoto 這個名字開始。Arcimoto，弧線，意為原型或未來的弧線； imoto 的意思是「驅動」。所以Arcimoto品牌意味著未來我駕駛。這是下一代駕駛員的品牌標誌。

And what we are fundamentally doing is mining the gap between the bike and the car. We see this space as being the real growth opportunity for vehicles over the course of the next decade. We are -- this is -- if you just sort of think about what -- the disconnect between the car and what we actually use cars for, so cars are these giant machines capable of carrying 5 to 7 people, hundreds of miles at a time, and yet, we typically use them by ourselves or with just 1 other person.

我們從根本上做的就是挖掘自行車和汽車之間的差距。我們認為這個領域是未來十年汽車產業真正的成長機會。我們——這就是——如果你想一想——汽車和我們實際使用汽車的用途之間的脫節，所以汽車是這些巨型機器，能夠承載 5 到 7 個人，一次行駛數百英里。時間，然而，我們通常自己或只與另一個人一起使用它們。

So I'm going to get to the final why at the end of this, but what I also wanted to say right out front, this is a question I've gotten asked multiple times, which is what is Arcimoto's durable competitive advantage. And I think, to me, it is summarized in mission, values and culture. We have had -- the challenge of getting a vehicle company on the road and to scale is enormous. And so that -- what we have that is durable is our adherence to our mission to catalyze the shift to a sustainable transportation system, the values by which we measure our decisions, continuous improvement, aiming for the utmost in environmental efficiency and making sure we've got a lot of fun on the road.

因此，我將在本文最後討論最後的原因，但我也想在前面說，這是我多次被問到的問題，這就是 Arcimoto 的持久競爭優勢。我認為，對我來說，它可以概括為使命、價值和文化。我們面臨著讓一家汽車公司上路並擴大規模的挑戰是巨大的。因此，我們所擁有的持久的東西是我們對促進向永續交通系統轉變的使命的堅持，我們衡量決策的價值觀，持續改進，力求最大限度地提高環境效率，並確保我們路上有很多樂趣。

I'm going to pause for just one second because someone's knocking on my door. I should also add that this is the final earnings call from my living room. So the barking dogs and the unintended knocks will be a thing of the past from May going forward.

我要暫停一秒鐘，因為有人敲我的門。我還應該補充一點，這是我在客廳舉行的最後一次財報電話會議。因此，從五月開始，狗叫聲和意外的敲門聲將成為過去。

To think about Arcimoto's -- just the Arcimoto from an economic product lens is really Disruption Theory 101. Arcimoto is building a canonical disruptor. A disruptor is a product or service that meets the utility threshold of a market and does so at a much lower cost. And that is the goal from an economic standpoint. That is the goal of building a platform that is a fraction of the weight of a car, the fraction of the battery capacity of a full-size electric car so that we can ultimately deliver on a product that is -- hits a price point that is a mass market price point.

想想 Arcimoto 的——從經濟產品的角度來看，Arcimoto 確實是顛覆理論 101。Arcimoto 正在建構一個規範顛覆者。顛覆者是指滿足市場效用門檻且成本低得多的產品或服務。從經濟角度來看，這就是目標。這就是建立一個平台的目標，該平台的重量只是汽車的一小部分，是全尺寸電動車電池容量的一小部分，以便我們最終能夠提供一種產品，其價格點是大眾市場的價格點。

Ultimately, what we're shooting for at very large scale is something in the realm of $10,000 for an everyday capable electric vehicle hitting the wide swath of the marketplace. One of our analysts calls this multiple shots on goal, and we now think of this as really many shots on goal. That is a single vehicle platform, low center of gravity, dual motor, front-wheel drive that is capable of solving a wide range of everyday trips, something like, what I call, the 80% niche.

最終，我們的目標是讓一輛售價在 10,000 美元左右的日常電動車能夠進入廣泛的市場。我們的一位分析師將其稱為多次射門，而我們現在認為這實際上是多次射門。這是一個單一的車輛平台，低重心，雙電機，前輪驅動，能夠解決各種日常出行，就像我所說的80%利基市場。

So today, we've introduced the Fun Utility Vehicle, Deliverator, Rapid Responder, Cameo, Roadster. What you see there in the lower right corner is our first iteration of a flatbed version of the Arcimoto. That's actually feedback that came directly out of our Orlando pilot. And the ultimate endgame of our first platform is something that we have talked about for a long time, which is what we call personal mass transit, so a lightweight, ultra-efficient platform that is -- you can summon from the touch of a button, most efficient, most convenient, most fun, most affordable form of transit. This is about transportation equity. It's also about environmental efficiency and really rethink of our urban fabric.

今天，我們推出了 Fun Utility Vehicle、Deliverator、Rapid Responder、Cameo、Roadster。您在右下角看到的是我們的 Arcimoto 平板版本的第一個版本。這實際上是直接來自我們奧蘭多飛行員的回饋。我們第一個平台的最終結局是我們已經討論了很長時間的事情，這就是我們所說的個人公共交通，所以一個輕量級、超高效的平台是——你可以透過觸摸按鈕來召喚，最有效率、最方便、最有趣、最實惠的交通方式。這是關於運輸公平的問題。它還涉及環境效率，並真正重新思考我們的城市結構。

We are targeting a 3-year time horizon to demonstrate this Platform 1: Endgame in a meaningful way. So that's Platform #1. Platform #2 is what we're calling now our Arcimoto Tilt division. And I should say at the outset that ultralight electric vehicles are absolutely core to the Arcimoto mission. That is the micromobility scooter, bicycle, low-end motorcycle type of vehicle. That is, again, an order of magnitude more efficient. This is why we acquired Tilting Motor Works. This -- and this begins a multi-product strategy and that we will just begin to touch in on in 2021 and continue as we look to the global marketplace.

我們的目標是在 3 年的時間內以有意義的方式展示這個平台 1：終局之戰。這就是平台#1。平台 #2 就是我們現在所說的 Arcimoto Tilt 部門。我首先要說的是，超輕型電動車絕對是 Arcimoto 任務的核心。即微型代步車、自行車、低階摩托車類車輛。也就是說，效率又提高了一個數量級。這就是我們收購 Tilting Motor Works 的原因。這就是多產品策略的開始，我們將在 2021 年開始觸及這項策略，並在我們放眼全球市場時繼續下去。

So if you think of the Arcimoto Platform 1 is to the -- Arcimoto Platform 1 is to -- excuse me, Arcimoto Platform 2 is to Arcimoto Platform 1, what Arcimoto platform one is to the electric car. It's that next order of magnitude of improvement in efficiency, weight, cost and, again, designed to really go after and really understand the core usage pattern of vehicles on the road. We are incredibly excited about what that product family is going to represent, and we're going to have a lot more to share about it later.

因此，如果您認為 Arcimoto 平台 1 是 - Arcimoto 平台 1 是 - 對不起，Arcimoto 平台 2 是 Arcimoto 平台 1，就像 Arcimoto 平台 1 是電動汽車一樣。這是效率、重量、成本的下一個數量級的改進，並且再次旨在真正追求並真正理解道路上車輛的核心使用模式。我們對產品系列將代表的內容感到非常興奮，稍後我們將分享更多內容。

And so sort of the big picture why of Arcimoto is that we don't get to where we need to go if all we do is electrify old ideas, that it is going to take a fundamentally next level of materials reduction of utilization efficiency to get to the carbon reduction that we must get to as a culture if we are going to avoid the worst effects of climate change.

因此，Arcimoto 的大局觀是，如果我們所做的只是將舊的想法電氣化，那麼我們就無法到達我們需要去的地方，這將需要從根本上降低材料利用率來達到新的水平如果我們要避免氣候變遷的最壞影響，我們必須將碳減排作為一種文化。

So my dad always said face the danger and roll away from it. I think that's a piece of it. I think the other part is that we are rolling towards an opportunity of a fundamentally reconsidered city, parking lots to parks, a more livable world for all of us. That is why we do this day in and day out, and that's ultimately what 2021 is all about, is laying the foundation for this next decade, which is to say we are going to be demonstrating sort of all of the pieces of the overall Arcimoto business model and plan in order to map out -- to really provide the basis for Arcimoto's growth over the course of the coming years.

所以我爸總是說面對危險並遠離它。我認為這就是其中的一部分。我認為另一部分是，我們正在努力實現一個從根本上重新考慮城市、將停車場改為公園、為我們所有人打造一個更宜居的世界的機會。這就是為什麼我們日復一日地這樣做，這就是 2021 年的最終目的，為下一個十年奠定基礎，也就是說我們將展示整個 Arcimoto 的所有部分商業模式和計劃，以便規劃出真正為Arcimoto在未來幾年的發展奠定基礎。

I'm going to run through a few of our top-level goals before showing a couple of short videos, and then we're going to dive into the Q&A. So first one, articulate the full Arcimoto product family. We've done pieces of this. We've got a few more on the way that we will be refining to show really what -- sort of the breadth of opportunity that our first platform represents.

在播放幾個短片之前，我將先介紹我們的一些頂級目標，然後我們將深入進行問答。首先，闡明完整的 Arcimoto 產品系列。我們已經做了一些這樣的事情。我們還有更多的工作要做，我們將不斷完善，以真正展示我們的第一個平台所代表的機會的廣度。

We'll be introducing our first Platform 2 product. So stay tuned on this. This is something that I personally am incredibly excited about that the skunkworks team that's developing it is incredibly excited about, and we will have a lot to say about that going forward.

我們將推出我們的第一個 Platform 2 產品。所以請繼續關注這一點。這是我個人非常興奮的事情，開發它的 Skunkworks 團隊也非常興奮，我們將對此有很多話要說。

We're going to demonstrate our shared Arcimoto business models. So we think that the Arcimotos are fantastic vehicles for individual consumers. We also think that Arcimoto has a place to play in rideshare, in fleets and so on, and that's something that we are going to be -- we intend to show this year. We'll also -- we also plan to demonstrate our first autonomous Arcimoto. And this is, again, we have developed the platform from day 1 with the idea of autonomy in mind. We believe that, that technology has matured enough and that the time horizon is close enough from when it can be meaningfully deployed that now is the time in partnership to show that.

我們將展示我們共享的 Arcimoto 商業模式。因此，我們認為 Arcimotos 對於個人消費者來說是非常棒的車輛。我們也認為，Arcimoto 在共乘、車隊等方面也有一席之地，這也是我們今年打算展示的。我們還計劃展示我們的第一台自動駕駛 Arcimoto。再次強調，我們從第一天起就以自治的理念開發了這個平台。我們相信，該技術已經足夠成熟，距離可以進行有意義的部署的時間範圍也足夠接近，現在是合作夥伴展示這一點的時候了。

We plan to open -- experience rental centers in key destinations. So this is something that we talked about for at least the last couple of years that was curtailed almost entirely by the onset of the pandemic. As we come out of the pandemic as vacation travel resumes and as our away team is able to travel, this is something that we expect to make great headway on in the near future as we open additional states for sales and service. So Arcimoto is presently only selling vehicles into 4 states. We're going to add additional states to our sales and service capabilities over the course of this year, ultimately aiming to make sure that we've got really good coverage for the bulk of our preorder customers by the end of 2021.

我們計劃在主要目的地開設體驗租賃中心。因此，這是我們至少在過去幾年裡一直在談論的事情，但由於大流行的爆發而幾乎完全被限制了。隨著假期旅行的恢復以及我們的客場團隊能夠旅行，我們已經擺脫了大流行，隨著我們開放更多的銷售和服務州，我們預計在不久的將來會取得重大進展。因此，Arcimoto 目前僅向 4 個州銷售車輛。今年我們將在銷售和服務能力中增加更多的州，最終目標是確保到 2021 年底我們能夠為大部分預購客戶提供真正良好的覆蓋範圍。

We aim to acquire the scale production financing that is going to be necessary to build at a much higher scale. We have entered into significant dialogue with the Department of Energy. We've been working furiously on our application for the Advanced Technology Vehicle Manufacturing Loan Program, and we expect its submission very shortly after the conclusion of this quarter.

我們的目標是獲得規模生產所需的融資，以實現更高規模的建設。我們已經與能源部進行了重要對話。我們一直在加緊努力申請先進技術車輛製造貸款計劃，預計在本季結束後很快就會提交。

We plan to expand our campus to achieve scale production. As I mentioned earlier in the call, we've now gone through that first stage of due diligence primarily for the purpose of planning, transportation, materials movement and logistics on and off the site. We're anticipating closing that traction -- that transaction next month. We will have some initial production work happening in that facility, we believe, in 2021 with the spin up of our automated plastics manufacturer. And then we are going to target -- we're targeting -- presently targeting October of 2022 as our start-up production for what we're considering the mass production version of the platform.

我們計劃擴建園區以實現規模化生產。正如我之前在電話中提到的，我們現在已經完成了第一階段的盡職調查，主要目的是規劃、運輸、材料運輸和現場內外的物流。我們預計下個月將完成該交易。我們相信，隨著我們的自動化塑膠製造商的啟動，我們將在 2021 年在工廠進行一些初步生產工作。然後我們的目標是——我們正在瞄準——目前的目標是 2022 年 10 月，作為我們正在考慮的平台的大規模生產版本的啟動生產。

And if you'll recall, in our earnings call in summer of last year, this was August, we set a big hairy audacious goal of getting started production within 24 months. We're now tracking about a month behind that original big goal. And again, as we get closer and closer to SOP, we'll have continued refinements of what that schedule looks like and the meaningful accomplishments that we've made along the way.

如果你還記得，在去年夏天（即 8 月）的財報電話會議上，我們設定了一個大膽的目標，在 24 個月內開始生產。我們現在正在追蹤最初的大目標大約一個月的時間。再說一遍，隨著我們越來越接近 SOP，我們將繼續完善該時間表以及我們在過程中取得的有意義的成就。

And what we're ultimately doing with this factory is prototyping scale replication. So the idea with our -- what we're calling the ramp is that we are going to be demonstrating higher volume production that we can replicate into other market regions as a production operation that we are figuring out in partnership with a fantastic team, how to produce our vehicle platforms at scale, and then how do we bring those platforms into market into production in various other markets all around the world.

我們最終對這家工廠所做的事情是製作規模複製的原型。因此，我們的想法 - 我們所說的斜坡是，我們將展示更高的產量，我們可以將其複製到其他市場區域作為我們正在與一個出色的團隊合作的生產操作，如何大規模生產我們的車輛平台，然後我們如何將這些平台推向市場並在世界各地的其他市場進行生產。

So finally, our goal is -- from a production side, is to substantially increase our year-over-year production from 2020. We are targeting the production and delivery to customers of more than 500 vehicles this year. The big supply chain stoppages that we talked about last quarter are easing, but we expect knock-on pandemic glitches at least through the end of this year. And so even considering those, we think that 500 is a target that we can hit.

最後，從生產方面來看，我們的目標是從 2020 年起大幅增加我們的產量。今年我們的目標是生產並向客戶交付超過 500 輛汽車。我們上季度談到的大規模供應鏈停頓正在緩解，但我們預計至少到今年年底才會出現連鎖反應的大流行故障。因此，即使考慮到這些，我們認為 500 是我們可以實現的目標。

We are also aiming on the production side for a smoothly flowing river of -- which is to say that we've had a lot of that even into this quarter, a lot of the sort of accordion effect all the way from sales through production, materials, delivery and so on. And so the -- really for 2021, getting a smoothly flowing river from the sales process all the way through to final customer delivery is a huge priority because that really sets the stage for much higher volume delivery in 2022 and beyond. And then in addition to vehicles that we build for customers, we plan to deploy additional vehicles for shared fleets and for pilot deployments that will again help build that queue for mass production sales.

我們的目標是在生產方面形成一條平穩流動的河流——也就是說，即使在本季度我們也有很多這樣的情況，從銷售到生產的整個過程中都有很多類似的手風琴效應，材料、交貨等。因此，對於 2021 年來說，從銷售流程一直到最終客戶交付的順暢流動是一個重中之重，因為這確實為 2022 年及以後更高的交付量奠定了基礎。然後，除了我們為客戶製造的車輛外，我們還計劃為共享車隊和試點部署部署更多車輛，這將再次有助於建立大量生產銷售的隊列。

As I mentioned on the call last quarter, we were targeting by the end of Q1, which is today, to demonstrate 4 units per day of production. That was -- today, it is the day that the production team was slated to do that 4 in, 4 out; so 4 vehicles beginning on the line, 4 coming off of the end. And we will hear from Terry later this afternoon on whether we expect that we are going to achieve that goal.

正如我在上個季度的電話會議上提到的，我們的目標是在第一季末（即今天）展示每天 4 台的產量。那是－今天，製作團隊預定要做4進4出的日子；因此，有 4 輛車在線路起點，4 輛車在終點終點。今天下午晚些時候，我們將收到特里的來信，以了解我們是否期望能夠實現這一目標。

Finally, the plan is to refine our -- continue to refine our products through pilot feedback and get a lot more butts in seats. We have -- our on-road marketing activities have been essentially completely curtailed for almost the entirety of the last year. We did our very first sort of on-road marketing. We had a couple of our team members able to get vaccinated early and send them out to Daytona for Bike Week with the Roadster. We have a short video clip here in a second that describes that experience. But what we found is that the -- in addition to experiencing the vehicle online, for the Arcimoto sales process to flow smoothly, potential customers need to be able to actually experience the vehicle for themselves. It's a critical part of any electric vehicle story. But particularly, when we consider the feedback that we get from prospective customers once they've had a chance to try it, we think it's a critically important part of the Arcimoto story as well.

最後，計劃是透過試點回饋來完善我們的產品，並讓更多的人參與其中。去年幾乎一整年，我們的道路行銷活動基本上都被完全限制了。我們進行了第一次公路行銷。我們有幾個團隊成員能夠提前接種疫苗，並派他們帶 Roadster 去代托納參加自行車週。我們稍後會提供一個簡短的影片片段來描述這種體驗。但我們發現，除了線上體驗車輛之外，為了讓 Arcimoto 銷售流程順利進行，潛在客戶還需要能夠親自體驗車輛。這是任何電動車故事的關鍵部分。但特別是，當我們考慮從潛在客戶有機會嘗試後得到的回饋時，我們認為這也是 Arcimoto 故事中至關重要的一部分。

And we talk a little bit about -- so one of the very first pilot studies that we did was with the Eugene Springfield Fire Department. And I just wanted to share a little bit of feedback that came from Chris Heppel, who is the Fire Chief, and one of the questions he -- we asked him was things like how satisfied were you with your experience. That was a 9 out of 10. To be the ideal vehicle for your desired use case, what improvements can we make to it? And what they said is we -- if we had a cargo version, it would be more in line with their present needs and that they would be unlikely to purchase it in its current form but would be likely to purchase it with the cargo version. And so that is what prompted us to develop something we're kind of tentatively calling the Rapid Deliverator, which is emerging off the Rapid Responder and the Deliverator. And based on that, he says he's 9 out of 10 likely to recommend the Rapid Responder to other fire departments and departments within the cities, loves the attention that it gets. And really, the only piece of feedback that I think is -- should be obvious is that he said, our ability to deploy the unit during COVID was extremely limited. Our intent was to use it at special events, sport games, marathon, Olympic trials and so on. And that just hasn't happened because those events have all been pushed back. So again, as we look at our pilot deployments -- and Orlando is another great experiment in terms of the feedback we got and what that is doing to the development of the product, and we'll have more to share on that front in the coming weeks, we think.

我們談了一點——所以我們所做的第一個試點研究是與尤金斯普林菲爾德消防局一起進行的。我只是想分享消防隊長克里斯·赫佩爾（Chris Heppel）的一些反饋，我們問他的問題之一是您對自己的經歷感到滿意嗎？那是滿分 10 分中的 9 分。為了成為滿足您所需用例的理想車輛，我們可以對其進行哪些改進？他們說的是我們——如果我們有貨運版本，它會更符合他們目前的需求，他們不太可能購買目前的形式，但很可能會購買貨運版本。這就是促使我們開發某種暫時稱為快速交付器（Rapid Deliverator）的原因，它是從快速響應器（Rapid Responder）和交付器（Deliverator）中衍生出來的。基於此，他表示十分之九的人可能會向城市內的其他消防部門和部門推薦快速響應器，他喜歡它所獲得的關注。事實上，我認為唯一應該顯而易見的回饋是，他說，我們在新冠疫情期間部署部隊的能力極為有限。我們的目的是在特殊活動、體育比賽、馬拉松、奧運選拔賽等中使用它。但這並沒有發生，因為這些事件都被推遲了。再次強調，當我們審視我們的試點部署時，就我們得到的反饋以及這對產品開發的影響而言，奧蘭多是另一個偉大的實驗，我們將在這方面分享更多內容我們認為，未來幾週。

So that's sort of the big picture story of where we are now, what our goals are for 2021. Fundamentally, we are building the foundation for the next major chapter of Arcimoto's growth. The team is very excited about these next steps. And I'm just going to leave off with a couple of quick videos. One is more focused on the feedback that we're getting on the delivery vehicle, and then the other is our piece from Daytona. So with that, here we go.

這就是我們現在所處的位置以及 2021 年的目標的總體情況。從根本上說，我們正在為 Arcimoto 發展的下一個主要篇章奠定基礎。團隊對接下來的步驟感到非常興奮。最後我將播放幾個簡短的影片。一個更關注我們在運載工具上獲得的回饋，另一個是我們在代托納的作品。那麼，我們就開始吧。

(presentation)

（推介會）

To Micah's point there, that is -- we've obviously been -- as with just about everybody, had a real challenge of having direct customer relations over the course of the last year. We expect that now that our team is eligible, as of Monday, for vaccinations here in Oregon that we will be able to get our away team vaccinated and back out on the road in relatively short order.

米卡的觀點是，我們顯然和幾乎所有人一樣，在去年的過程中面臨著建立直接客戶關係的真正挑戰。我們預計，從週一開始，我們的球隊就有資格在俄勒岡州接種疫苗，這樣我們就能夠讓我們的客場球隊接種疫苗，並在相對較短的時間內重返賽場。

And so the final clip, I'm going to play before we jump into questions. This is -- again, this is our very first on-road marketing tour in more than a year in terms of putting actual potential customers into the driver's seat for feedback. This is our experience at Daytona Bike Week.

因此，在我們開始提問之前，我將播放最後一個片段。再次強調，這是我們一年多以來的第一次公路行銷之旅，旨在將實際的潛在客戶置於駕駛座上以獲取回饋。這是我們在代托納自行車週的經驗。

(presentation)

（推介會）

So -- and with that, again, we see -- as we look at the path ahead, we think there are a number of pieces that we need to put into play, obviously, to really scale this business to make sure that we've got the customer pipeline that's going to be able to fill our production queue. But we take our early indicators of market traction, both from people who've put down a little bit of cash sight unseen to the very consistent responses that we get from people who try Arcimoto products as very good indicators of the future potential of the product, the platform and ultimately, our ability to succeed in the mission that we've been cranking away at for now more than a decade.

因此，我們再次看到，當我們展望未來的道路時，我們認為顯然我們需要發揮許多作用，才能真正擴大這項業務，以確保我們「我們的客戶管道將能夠填滿我們的生產隊列。但我們將早期的市場吸引力指標作為衡量該產品未來潛力的良好指標，無論是那些在看不見的情況下投入了少量現金的人，還是我們從嘗試 Arcimoto 產品的人那裡得到的非常一致的反應、平台以及最終我們成功完成十多年來一直在努力實現的使命的能力。

So with that, I'm going to invite the executive team to unhide themselves, and we'll jump into some of the questions from Say and then transition over into the -- let's see if we've got this. Put this into your gallery view. So yes -- so I think it looks like we've lost Doug Campoli. He's been up since 6 in the morning yesterday, furiously getting this earnings release out. So we're going to rely on the rest of our management team, Eric Fritz, Chief Marketing Officer; Jesse Fittipaldi, Chief Strategy Officer; and Terry Becker, Chief Operating Officer, to run through the Q&A.

因此，我將邀請執行團隊揭開自己的面紗，我們將討論薩伊提出的一些問題，然後過渡到——讓我們看看我們是否得到了這個。將其放入您的圖庫視圖中。所以是的——所以我認為看起來我們已經失去了道格·坎波利。他從昨天早上 6 點就起床，忙著發布這份財報。因此，我們將依靠我們管理團隊的其他成員，首席行銷長 Eric Fritz；傑西‧菲蒂帕爾迪 (Jesse Fittipaldi)，首席策略長；營運長 Terry Becker 主持了問答環節。

And Fritz, do you want to be the sort of the reader of the questions here from the wilds?

弗里茨，你想成為那種來自野外的問題的讀者嗎？

I would love to. Let's start by going over to Say. All right. So you touched briefly on the ATVM loan. [Tim B.] asks please provide an update on status of the ATVM loan program application. If not submitted yet, please provide an expected date of submission. Also comment on how long these loan applications typically take to receive the response.

我喜歡。讓我們從薩伊開始。好的。您簡單談到了 ATVM 貸款。[Tim B.] 要求提供 ATVM 貸款計畫申請狀態的最新資訊。如果尚未提交，請提供預計提交日期。也要評論這些貸款申請通常需要多長時間才能收到答案。

Great question. So the -- in terms of where we are, we are in the final push on polishing of that document for submission. I think the submission is imminent potentially even before the end of this week. So watch for that amongst our filings. When that goes in, that will have likely a little bit more detail about the full contents.

很好的問題。因此，就我們目前的情況而言，我們正處於完善該文件以供提交的最後階段。我認為甚至在本週末之前提交就有可能迫在眉睫。因此請注意我們的文件中的這一點。當它進入時，可能會有更多關於全部內容的細節。

And there are a number of pieces that go into that. One is, obviously, all the due diligence that we did on the new factory, the progression, the planning work with Munro for the actual production, the mass production version of the vehicle.

其中有很多內容。一是，顯然，我們對新工廠所做的所有盡職調查、進展以及與 Munro 一起為實際生產、車輛的量產版本進行的規劃工作。

In terms of how long it takes to actually get funds dispersed, that can be -- we've heard from the DoE, it could be 6 months. It could be a year. What the really important marker there is when they determine that our application is "substantially complete" because that's the point at which we can begin to accrue costs to the loan that would then ultimately be repaid out of the proceeds of the loan grant. So that is a time frame that is likely to be much sooner than either the 6- or 12-month time horizon. But what we're doing is it's going to be basically a whole lot of work to get all the planning done and the research done and then really push go and make sure that we're in very tight communication to move through that process in order to be able to [anticipate]. Next?

至於實際分散資金需要多長時間，我們從美國能源部獲悉，可能需要 6 個月。可能是一年。當他們確定我們的申請「基本完成」時，真正重要的標誌是什麼，因為從那時起我們就可以開始增加貸款成本，然後最終從貸款贈款的收益中償還。因此，這個時間範圍可能比 6 個月或 12 個月的時間範圍早得多。但我們正在做的是，基本上需要做大量的工作來完成所有的規劃和研究，然後真正推動並確保我們保持非常緊密的溝通，以便按順序完成該過程能夠[預期]。下一個？

[Mike D.] Congratulations on your new building purchase. How long is it going to take to retrofit the new building for full utilization of full manufacturing build-out?

[Mike D.] 恭喜您購買新大樓。改造新建築以充分利用全部製造設施需要多長時間？

So as I mentioned, we're targeting a start of production of the mass production version in Q4 of 2022. That is our present target. Jesse, do you want to offer any additional color sort of on how you see -- Jesse has been really spearheading the initial site due diligence and some of the construction planning for the new factory. Do you want to share maybe a little bit about how that's going to roll out?

正如我所提到的，我們的目標是在 2022 年第四季開始量產版本。這就是我們目前的目標。傑西，你想提供任何額外的顏色來表達你的看法嗎？傑西一直在帶頭進行新工廠的初始場地盡職調查和一些建設規劃。您想分享一些有關如何推出的資訊嗎？

Thanks, Mark. Before I answer that question, I'd like to comment how awesome, I think, the chat is and the positive aspirations going on over there. It's been fun to watch. And it's been great listening to you, Mark, telling the successes of last year and what our goals are for this year. I think it's been a great journey, and there is a bunch of people that are making this happen. One of those groups is the Rockstar consulting team that we put together to do the due diligence on the factory site in short order. And the mission was to validate whether or not we can do what we need to do on that site from a city's perspective. Zoning occupancy, environmental, all those things look good. And then from a manufacturing standpoint, can we meet the goals that we have set up for, and is that site capable of doing it.

謝謝，馬克。在回答這個問題之前，我想先評論一下我認為聊天是多麼棒，以及那裡正在發生的積極願望。觀看起來很有趣。馬克，很高興聽到你講述去年的成功以及我們今年的目標。我認為這是一次偉大的旅程，有很多人正在讓這一切發生。Rockstar 諮詢團隊就是其中之一，我們組建了團隊，以便在短時間內對工廠現場進行盡職調查。我們的任務是從城市的角度驗證我們是否可以在網站上做我們需要做的事情。分區佔用、環境，所有這些看起來都不錯。然後從製造的角度來看，我們能否實現我們設定的目標，以及工廠是否有能力做到這一點。

It looks great. And now it's -- the mission is to start -- once we have acquired the site, immediately start working on the logistics, how we're going to solve moving stuff in and out the property. And I think we're going to see some pretty major headway in the beginning of next year where that place is looking good and ready to start putting equipment in for production.

看起來不錯。現在，我們的任務是開始——一旦我們獲得了該場地，就立即開始進行物流工作，我們將如何解決將物品搬進搬出場地的問題。我認為我們將在明年初看到一些相當大的進展，那個地方看起來不錯，並準備好開始將設備投入生產。

All right.

好的。

Great. [Jason L.] What is the bottleneck of production at the current facility? When do you see that being resolved? What's the projected run rate by the end of 2021?

偉大的。[Jason L.] 目前工廠的生產瓶頸是什麼？您什麼時候看到這個問題解決？到 2021 年底預計運行率是多少？

So I mean, Terry, do you want to address this? I mean I think I would say sort of supply chain, supply chain, supply chain at the moment, but I'll let you.

所以我的意思是，特里，你想解決這個問題嗎？我的意思是，我想我現在會說供應鏈、供應鏈、供應鏈，但我會讓你這麼說。

Sure. I'll jump right in, and thank you. Thank you for the great questions. This is good. As a lot of you might anticipate, the answer to the question of what's the bottleneck is just that. It's the bottleneck of getting supply chains to flow like the river that they need to flow to feed our factory.

當然。我會馬上跳進去，謝謝你。感謝您提出的好問題。這很好。正如你們很多人可能預料到的，「瓶頸是什麼」這個問題的答案就是這樣。這是讓供應鏈像河流一樣流動以供給我們工廠的瓶頸。

Turns out that building an assembly line in a factory to assemble the vehicles is not the biggest challenge by any means. The bigger challenge is to have all of those factories that build components and parts and pieces that have to get on boats and trucks and trains and come to your factory and then get fed to the line. That is the biggest challenge.

事實證明，無論如何，在工廠建造一條裝配線來組裝車輛並不是最大的挑戰。更大的挑戰是讓所有那些製造零件的工廠必須將它們裝上船、卡車和火車送到你的工廠，然後送入生產線。這是最大的挑戰。

I don't want to overplay the pandemic card at all here because we take these challenges, and we tackle them and we solve them. But it is kind of true that this year has been challenging. The last year has been challenging because of some of that. Going forward, we have means to mitigate those things and unstick those bottlenecks.

我不想在這裡誇大流行病的牌，因為我們接受這些挑戰，我們應對它們，我們解決它們。但今年確實充滿挑戰。由於某些原因，去年充滿挑戰。展望未來，我們有辦法緩解這些問題並消除這些瓶頸。

And I'll go ahead and just jump in there and -- about the run rate that Mark alluded to earlier. We did a test. We did a test today actually just to make sure that we're getting ready on our run rate in the assembly line, 13-station assembly line that builds an FUV from station 1 to the end of the line. We very intentionally did this test a few weeks before we intended to go to the next incremental jump, which is to 4 vehicles per day. That's 1 vehicle popping up the end of the line every 135 minutes. So it's not [shabby].

我將繼續討論馬克之前提到的運行率。我們做了一個測試。我們今天做了一次測試，實際上只是為了確保我們在裝配線（13 站裝配線）中的運行率上做好準備，該裝配線從第 1 站到生產線末端構建 FUV。在我們打算進入下一個增量跳躍（即每天 4 輛車）之前，我們非常有意地進行了此測試。也就是說，每 135 分鐘就會有 1 輛車突然出現在隊列末端。所以這不是[破舊]。

And here, again, the key is not putting them together so much but to have -- be sure that the river is flowing toward that. We successfully achieved the assembly of 4 vehicles per day quite handily. My manufacturing team and materials team, they are stellar. When the parts are there, it flows. So I'd really like to give a shout out to them. They are ready to go to that step when we pull that trigger here in the next few weeks. And then by the end of the year, I think I heard that question as well, is we intend to jump up again from the 4 to at least 5 per day. And as sales pick up and the demand is there, we will be able to go to second shifts and double that quite handily. So we -- we're ready for it. And to answer that question, though, what's the bottleneck and the unknown, that would be the supply chain.

在這裡，再次強調，關鍵不是把它們放在一起，而是確保河流朝著那個方向流動。我們非常輕鬆地成功實現了每天組裝 4 輛車。我的製造團隊和材料團隊非常出色。當零件在那裡時，它就會流動。所以我真的很想向他們大聲喊叫。當我們在接下來的幾週內扣動扳機時，他們已經準備好邁出這一步。然後到了年底，我想我也聽到了這個問題，我們是否打算再次從每天 4 次增加到至少 5 次。隨著銷量的回升和需求的存在，我們將能夠輕鬆地進行第二班制並將其翻倍。所以我們——我們已經準備好了。不過，要回答這個問題，瓶頸和未知因素是什麼，那就是供應鏈。

Fritz, we'll take a couple more from Say and then kick off -- let the Wall Street hear us, get their moment.

弗里茨，我們將從薩伊那裡獲得更多信息，然後開始——讓華爾街聽到我們的聲音，抓住他們的機會。

Sure. [Moe L.] had a few that got upvoted. I'll kind of consolidate his 3 questions. Two of them were regarding technology. Specifically, any thoughts on partnering with Tesla for supercharger technology? What is our plan for autonomy? And then his third question was regarding a previous slide that we've shown that showed the global expansion. And can we shed any light on our strategy for international development?

當然。[Moe L.] 有些人得到了贊成。我會整理一下他的三個問題。其中兩個是關於技術的。具體來說，對於與特斯拉合作開發增壓器技術有什麼想法嗎？我們的自治計畫是什麼？然後他的第三個問題是關於我們之前展示的顯示全球擴張的幻燈片。我們能否闡述一下我們的國際發展策略？

Definitely. On -- so I'll take on these 3. As it relates to partnerships with Tesla, on technology, we don't have anything -- we've not talked publicly about anything along those lines. It's obviously something that we would be interested in. They have the leading charging network. They've got a great charging adapter. They've got amazing battery cells. They've got amazing autonomy technology. And all of those could be significant additions to the Arcimoto platform. So that's a conversation we're certainly -- would have interest in engaging in.

確實。所以我將討論這 3 個。因為它涉及與特斯拉的合作夥伴關係，在技術方面，我們沒有任何東西 - 我們還沒有公開談論過任何類似的事情。這顯然是我們感興趣的事。他們擁有領先的充電網路。他們有一個很棒的充電適配器。他們擁有令人驚嘆的電池。他們擁有令人驚嘆的自主技術。所有這些都可能成為 Arcimoto 平台的重要補充。所以這是我們肯定有興趣參與的對話。

When it comes to Arcimoto's strategy related to autonomy in particular, we have planned the Arcimoto platform to be an autonomous foundation for mobility. And so the work that we are doing, our focus area is on the vehicle platform itself, having a very lightweight, ultra-efficient vehicle platform that can be driven by wire.

當談到 Arcimoto 與自動駕駛相關的策略時，我們計劃將 Arcimoto 平台打造成移動的自動駕駛基礎。因此，我們正在做的工作，我們的重點領域是車輛平臺本身，擁有一個非常輕量、超高效、可以透過線驅動的車輛平台。

And the next piece of that, obviously, is the sensor and software stack that actually lets drive on the road or in particular areas. And for that, we're actually looking to a number of different potential partners out there in the ecosystem that -- where that is their core focus. There are actually quite literally dozens of different folks taking, in some cases, very different approaches to autonomous piloting of vehicles. And we think that the Arcimoto platform will provide an ideal platform for those ventures that are looking for the right pathway for autonomy into the marketplace.

顯然，下一個部分是感測器和軟體堆疊，它實際上可以讓汽車在道路上或特定區域行駛。為此，我們實際上正在生態系統中尋找許多不同的潛在合作夥伴，這是他們的核心關注點。實際上，在某些情況下，有數十個不同的人採取了截然不同的方法來實現車輛的自動駕駛。我們認為 Arcimoto 平台將為那些正在尋找進入市場的自主化正確途徑的企業提供一個理想的平台。

One other thing I'd like to add there is just that we think we have a new twist on autonomous vehicle sharing that is going to bring the potential for the deployment of shared autonomous vehicles into a much closer term than if we needed to have a full level 5, works all the time robo taxi type approach. And when we -- as I mentioned earlier, we intend to demonstrate this year our first autonomous Arcimoto vehicle. And at that point, I think we'll have a lot more to share about our vision for autonomous vehicle sharing.

我想補充的另一件事是，我們認為我們在自動駕駛汽車共享方面有了新的突破，這將使共享自動駕駛汽車的部署潛力比我們需要的更接近。滿級5，機器人出租車類型的方法一直有效。正如我之前提到的，我們打算今年展示我們的第一輛自動駕駛 Arcimoto 車輛。到那時，我認為我們將有更多關於自動駕駛汽車共享願景的內容可以分享。

And then the final question was related to international expansion. As you might have noticed, we just -- today was actually the starting day of -- Dilip Sundaram, who's our new Chief International Business Officer. Dilip comes to us from Mahindra, where he led multiple projects, opened up the U.S. office or the Korea office, and we are very excited to have him on the team.

最後一個問題與國際擴張有關。您可能已經注意到，今天實際上是我們新任首席國際商務官 Dilip Sundaram 的入職日。Dilip 來自 Mahindra，他在那裡領導了多個項目，開設了美國辦事處或韓國辦事處，我們很高興他加入團隊。

And particularly, as you look at not just Arcimoto's Platform 1 but our second platform that is targeted at, again, an even lower -- sort of lower cost portion of the market, we think that will have applicability truly globally. And so that's going to be, I think, a piece of the overall story as we get through to the mass production version. We are designing it with international regulatory compliance in mind, and we think that we'll have a fantastic second platform that will have truly global reach. So stay tuned on all of those fronts.

特別是，當你不僅看到 Arcimoto 的平台 1，而且看到我們的第二個平台時，我們的目標是市場中成本更低的部分，我們認為這將真正在全球範圍內適用。因此，我認為，當我們進入大量生產版本時，這將成為整個故事的一部分。我們在設計它時考慮到了國際監管合規性，我們認為我們將擁有一個真正具有全球影響力的出色的第二個平台。因此，請繼續關注所有這些方面。

And I think, Fritz, with that, I'd love it if our panelists could hit their cameras on, and let's do some round-robin. I'll give this -- I said we'd go a little long. Let's plan on going until 15 past the hour if that works for folks, so you can each get a couple of few questions in.

我想，弗里茨，如果我們的小組成員能夠打開相機，讓我們進行一些循環賽，我會很高興。我會給出這個 - 我說過我們會花一點時間。如果對大家來說合適的話，我們計劃一直持續到下午 15 點，這樣你們每個人都可以回答幾個問題。

I see hands raised. Michael, you've had your hand raised for the last 45 minutes. So let's go to you first.

我看到有人舉手。邁克爾，過去 45 分鐘你一直舉手。那我們先來找你吧。

That sounds about right. Can you hear me okay?

聽起來不錯。你聽得到我說話嗎？

Yes, loud and clear.

是的，響亮而清晰。

All right. Great. I want to maybe first ask about -- a little bit more -- some more detail about the marketing outreach for your products.

好的。偉大的。我想也許先詢問一些關於你們產品的營銷推廣的更多細節。

And by the way, if you wouldn't mind introducing yourself first, I think that would be great.

順便說一句，如果您不介意先自我介紹一下，我想那就太好了。

Good point. We have the logo here. Mike Shlisky of Colliers Securities. I'm one of the analysts covering Arcimoto for -- it's been a little bit over a year now, right, Mark? 1.5 years maybe even. So again, thanks for all the answers along the way, hopefully, today as well.

好點子。我們這裡有標誌。高力證券 (Colliers Securities) 的 Mike Shlisky。我是關注 Arcimoto 的分析師之一——現在已經過去一年多了，對吧，馬克？甚至可能1.5年。再次感謝您一路以來的所有回答，希望今天也是如此。

So I wanted to start off asking about the marketing plan for your products going forward. You had mentioned there is going to be some kind of road team or away team that goes from place to place. I guess 2 things, are there any fixed marketing points you've got planned besides a rental fleet where it's just one activity? And secondly, do you have to market the Roadster differently than the other products? And is there any additional cost there to kind of go to more mass channel marketing?

所以我想先詢問一下你們產品未來的行銷計畫。你曾提到將會有某種客場球隊或客場球隊從一個地方到另一個地方。我想有兩件事，除了租賃車隊（這只是一項活動）之外，您是否還計劃了任何固定的營銷點？其次，您是否必須以不同於其他產品的方式行銷 Roadster？進行更多的大眾通路行銷是否需要任何額外費用？

Great questions. I think I'm going to take a little bit of this, and then, Fritz, if you want to add some more color on it, that would be great. So we've got a multifaceted approach to market development that starts with online -- learning about the brand through online videos. We've made video a sort of core competency of the venture because that's -- it's -- we found the -- absent actually driving the vehicle, that's the closest we can get to showing you what it's really all about.

很好的問題。我想我會拿一點這個，然後，Fritz，如果你想在上面添加更多顏色，那就太好了。因此，我們採取了多方面的市場開發方法，從線上開始——透過線上影片了解品牌。我們已經將影片作為該企業的核心能力，因為我們發現，如果沒有實際駕駛車輛，那是我們能夠最接近地向您展示其真正含義的方式。

The experience rental is another really key component of that, so targeting destinations where people can rent the vehicle for a half a day or a day or in the case of rideshare, maybe just for 20 or 30 minutes and in order to get an experience of the vehicle in a way that is, for us, long term, we think going to be a revenue generator rather than a perpetual cost sync.

體驗租賃是其中的另一個真正關鍵的組成部分，因此，目標是人們可以租用車輛半天或一天的目的地，或者在共乘的情況下，可能只是 20 或 30 分鐘，以便獲得體驗從長遠來看，我們認為該車輛將成為收入來源，而不是永久的成本同步。

And then on the fleet side, our goal is to get -- particularly for the next 18 months, is not to sell vehicles to delivery-type fleets but rather get what is now a very limited number of delivery-focused vehicles into the hands of key potential fleet adopters that can try the vehicles for 2 weeks to 2 months in order to first give us feedback about what works and what doesn't so that we can feed that into the development of the mass production version of the Deliverator; and then second, begin to collect letters of interest for more substantial fleet purchases that give us additional confidence in the market tractability of those products.

然後在車隊方面，我們的目標是——特別是在接下來的 18 個月內，不是將車輛出售給交付型車隊，而是將目前數量非常有限的交付型車輛交到關鍵的潛在車隊採用者可以試用車輛2 週到2 個月，以便首先向我們提供有關哪些有效、哪些無效的回饋，以便我們可以將其回饋到交付者的量產版本的開發中；其次，開始收集購買更多車隊的意向書，這讓我們對這些產品的市場可處理性更有信心。

Fritz, did I leave anything out? On the Roadster side, we had a fantastic feedback from our trip to Daytona, where -- I mean this is bikers who love big, loud, gas burning bikes. And I think our team out there was pleasantly, even potentially a little surprised at just how positive the reaction was. But Fritz, if you got anything more to throw on there, would be great.

弗里茨，我遺漏了什麼嗎？在 Roadster 方面，我們從代托納之旅中得到了極好的反饋，我的意思是，這些騎手都喜歡大型、響亮的燃氣自行車。我認為我們的團隊對如此積極的反應感到高興，甚至可能有點驚訝。但是弗里茨，如果你還有更多東西可以放在那裡，那就太好了。

Sure. Sure. Michael, you were asking about difference in marketing those 2 products, and there will be -- we will be targeting different segments and a slightly different strategy just based on the regulatory requirements around the 2 different vehicles. One is most clearly a motorcycle. One kind of straddles the line between motorcycle and some states have an on autocycle definition and kind of straddles the line between motorcycle and cars. So there are certainly considerations that we're thinking about both on the marketing side and the regulatory side there.

當然。當然。邁克爾，你問的是這兩種產品的營銷差異，我們將針對不同的細分市場，並根據兩種不同車輛的監管要求採取略有不同的策略。其中最明顯的是一輛摩托車。一種跨越摩托車和一些州之間的界限，有關於摩托車的定義，一種跨越摩托車和汽車之間的界限。因此，我們肯定會在行銷方面和監管方面考慮一些因素。

Okay. Great. Can I ask secondly about your cash burn? We can see you have plenty of cash thanks to some recent activity in the capital markets. I'm just curious if you can give us any kind of quarterly or monthly feel for how you might go through that going forward.

好的。偉大的。可以再問一下你燒錢的狀況嗎？由於資本市場最近的一些活動，我們可以看到您擁有充足的現金。我只是很好奇您是否可以向我們提供任何季度或每月的信息，以了解您未來將如何度過這一過程。

I think we'll have more to talk about. I mean we've maintained a pretty steady cash burn. Actually, maybe a little bit of a decline in that in 2020. I'm obviously expecting that to go up. I think we'll have a little bit more clarity to communicate on that front at our Q1 call. But I would say that Arcimoto has, I think, made a point of being incredibly efficient with cash. We spent a grand total of $42 million from the napkin sketch to first production vehicles off the line. I think it was -- in terms of generating return on value for shareholders, it's been a pretty extraordinary ride. And that's some -- that's a discipline that we intend to keep as much as we possibly can as we go to scale. That is that in the event that we dilute shareholders minimally in order to increase value, the goal is always to increase the size of the pie way ahead of the shrinking of the slices.

我想我們還有更多話題可以談。我的意思是我們一直保持相當穩定的現金消耗。事實上，2020 年可能會略有下降。我顯然預計這個數字會上升。我認為我們將在第一季電話會議上就這方面進行更清晰的溝通。但我想說的是，我認為阿爾西莫託在現金方面的效率非常高。從餐巾紙草圖到第一批量產車下線，我們總共花了 4,200 萬美元。我認為，就為股東創造價值回報而言，這是一次非常非凡的旅程。這就是一些——這是我們打算在擴大規模時盡可能保留的紀律。也就是說，如果我們為了增加價值而最小化股東稀釋，我們的目標始終是在份額縮小之前先把蛋糕做大。

Got it, Mark. And maybe my last question for you here is on the gross margin and EBITDA breakeven outlook. You've worked with Munro & Associates for quite some time now. You've got a new facility coming soon. But the current AMP, have you had any -- whether you can update us on whether you've maybe pulled down the volumes that you need to get to breakeven on the gross margin or EBITDA wise?

明白了，馬克。也許我在這裡問你的最後一個問題是關於毛利率和 EBITDA 盈虧平衡前景。您已經在 Munro & Associates 工作了一段時間了。您很快就會有一個新設施。但是目前的 AMP，您是否可以向我們提供最新信息，說明您是否可能降低了在毛利率或 EBITDA 方面實現盈虧平衡所需的銷量？

I think we made a decision last year that we were going to go for a much higher scale. And I think had we said, okay, we're just going to stick with the current AMP and push maximum production capacity out of that, that would have been a substantial undertaking just to ramp up our -- sort of the way that we presently build vehicles. And we saw the potential to achieve positive cash flows in the end of 2021 kind of a time frame. I don't think that, that is going to be the case with the addition of the plan for the ramp. I think now we're looking at -- basically, we'll be sort of well into our first production year out of the ramp at the earliest before we would see things start to flip positive. And again, that's -- I mean I would just anticipate that Arcimoto is going to be growth focused for the foreseeable future.

我認為我們去年就做出了一個決定，我們將擴大規模。我認為，如果我們說，好吧，我們將堅持使用當前的 AMP 並從中推動最大生產能力，這將是一項艱鉅的任務，只是為了提高我們的 - 就像我們目前的方式一樣建造車輛。我們看到了在 2021 年底的某個時間範圍內實現正現金流的潛力。我不認為，增加坡道計劃後會發生這種情況。我認為現在我們正在考慮——基本上，在我們看到事情開始出現積極變化之前，我們最早將進入第一個生產年。再說一次，我的意思是，我預計 Arcimoto 在可預見的未來將專注於成長。

All right. I think the second one was from Amit. If you wouldn't mind turning on the cam and introducing yourself, if that's...

好的。我認為第二個是來自阿米特。如果你不介意打開相機並介紹一下自己，如果那是...

Can you see me?

你可以看到我嗎？

Yes. Yes.

是的。是的。

So with respect to sort of the preorder book or the sales leads, however you want to define that, is there an opportunity to start taking advantage of that list and using the balance sheet that we have to maybe deliver orders to or vehicles to folks who have shown that level of interest?

因此，就預購書或銷售線索而言，無論您想如何定義，是否有機會開始利用該清單並使用資產負債表，我們可能必須向這些人交付訂單或車輛已經表現出了這種程度的興趣？

Yes. And Amit, if you wouldn't mind introducing yourself real quick just so (inaudible).

是的。阿米特，如果您不介意快速介紹一下自己的話（聽不清楚）。

Yes. I'm with H.C. Wainwright. I've been covering Arcimoto for a couple of years now.

是的。我和 H.C.溫賴特。我報道 Arcimoto 已經好幾年了。

And so if I understand your question correctly, you're saying with our indications of what we are -- what we call our preorders or our strong sales leads, is there an opportunity with those to -- I mean we're definitely looking to deliver vehicles on -- particularly some of the folks out there, some of you have been waiting a very long time for your Arcimotos. And that's really -- a piece of that is -- there are really 2 pieces of that. One is the major scale push that we're doing that has the knock-on effect of substantial cost reduction, and then the other is making sure that we open new state markets as quickly as we reasonably can.

因此，如果我正確理解你的問題，你是在說我們是什麼——我們稱之為我們的預購或我們強大的銷售線索，這些是否有機會——我的意思是我們肯定會尋求交付車輛-特別是那些外面的人，你們中的一些人已經等待你的Arcimotos 很長時間了。這確實是其中的一部分，實際上有兩個部分。一是我們正在進行的大規模推動，會產生大幅降低成本的連鎖效應，二是確保我們盡快合理地開放新的州市場。

Those efforts have been a significant challenge, particularly during the pandemic, but we expect that, again, as we sort of hopefully begin to come out of COVID that we will be able to both expand our geographic reach to hit a much wider piece of our preorder book and then, again, the real big push. And this is the overarching push for the venture is get to scale. And that's consuming, obviously, the bulk of our attention over the course of '21 even as we are demonstrating the breadth of the venture and what we're planning to do for the next decade.

這些努力是一個重大挑戰，特別是在大流行期間，但我們再次期望，當我們開始擺脫新冠疫情的影響時，我們將能夠擴大我們的地理覆蓋範圍，以觸及更廣泛的領域。預購書，然後，再一次，真正的大推動。這是該企業擴大規模的首要推動力。顯然，這消耗了我們在 21 年期間的大部分注意力，儘管我們正在展示該專案的廣度以及我們計劃在下一個十年做什麼。

Mark, can you remind us which states we are certified for currently?

馬克，您能提醒我們目前我們獲得了哪些州的認證嗎？

Well, so the vehicle is certified on the road. It's for all 50 states. But in terms of where we are presently selling -- and this really has mostly to do with making sure that we have service in place for our early customers because -- and this has been, again, a substantial challenge throughout this last year. We have had certain circumstances where customers have had to wait far too long to get their vehicles repaired or to get warranty work done. And so we want to make sure that our customers have the best possible experience with the Arcimoto product, and that really has a lot to do with not just how awesome it is on the road but the care and feeding of the product after the sale. So as we are able to scale our service network, that will also allow us to open up new states.

嗯，所以這輛車已經通過了道路認證。適用於所有 50 個州。但就我們目前的銷售地點而言，這實際上主要與確保我們為早期客戶提供適當的服務有關，因為這再次成為去年全年的重大挑戰。我們遇到過某些情況，客戶必須等待太長時間才能修理車輛或完成保固工作。因此，我們希望確保我們的客戶能夠獲得 Arcimoto 產品的最佳體驗，這不僅與它在路上的出色表現有關，還與產品售後的護理和餵食有很大關係。因此，當我們能夠擴展我們的服務網絡時，這也將使我們能夠開闢新的州。

Platform 2 versus Platform 1, is there any cannibalization in that? Or are these very different products and you don't expect much overlap?

平台 2 與平台 1 相比，是否有相互蠶食的情況？或者這些產品是非常不同的，您預計不會有太多重疊？

They are very different products. The principal overlap would be on sort of materials construction, and I think on the things like the battery and the battery management system technologies. We'll have a lot of shared effort between those, which of course, makes up the bulk of the single largest item on our bill of materials. And so the one advantage, I think, that we will get by producing a larger vehicle that has 20-kilowatt hours plus onboard is that the economy of scale that we will be able to achieve from battery purchase will be advantageous to the cost structure of our much lighter-weight, lower-cost vehicle products.

它們是非常不同的產品。主要的重疊部分是在某種材料結構上，我認為是在電池和電池管理系統技術等方面。我們將在這些方面共同努力，這當然構成了我們物料清單上最大的單一項目的大部分。因此，我認為，透過生產 20 千瓦時以上的大型車輛，我們將獲得的一個優勢是，我們透過電池購買能夠實現的規模經濟將有利於成本結構我們的重量更輕、成本更低的車輛產品。

Understood. And just one last one for me. On the quality issues, are those addressed or resolved already? Or are you still working through them? Any color on that would be helpful.

明白了。對我來說只是最後一件。關於品質問題，這些問題是否已經解決或解決？還是你還在努力解決這些問題嗎？任何顏色都會有幫助。

I would say that they are -- we believe they are largely addressed. There has been one real challenge that we've had with one of our electronics components, and we are hopeful that this last rev from our supplier addresses those issues. But we're aggressively testing those new components, and we will not stop, obviously, until we've got a vehicle that is truly exemplary for all.

我想說的是，我們相信這些問題基本上已經解決。我們的一個電子元件遇到了一個真正的挑戰，我們希望供應商的最新版本能夠解決這些問題。但我們正在積極測試這些新組件，顯然，我們不會停止，直到我們擁有一輛真正可以為所有人樹立榜樣的車輛。

All right. I think, Jim McIlree, you might have been next.

好的。我想，吉姆‧麥克里，你可能就是下一個。

Yes. I'm with Bradley Woods. Mark, can you share with us how much Tilting Motors will contribute revenue and cash flow for 2021?

是的。我和布拉德利·伍茲在一起。Mark，您能否與我們分享 Tilting Motors 2021 年將貢獻多少收入和現金流？

I think we will have a much greater -- clearer picture of that at our next earnings call. Unless, Terry, if you want to take a wild swing at that, I'd like -- maybe softball it.

我認為，在我們的下一次財報電話會議上，我們將對此有更全面、更清晰的了解。除非，特里，如果你想在這方面採取瘋狂的行動，我想——也許是壘球。

I actually have to calculate this in my head, so don't hold me to anything. But we're selling a kit about every couple days, and it's roughly a $15,000 kit. However, we're moving the company from Seattle down to Eugene. We're bringing in-house a lot of the manufacturing of components. We will need to hire people to assemble them. So there is a lot of infrastructure that we need to put into place. And so we will likely intentionally not get too crazy with numbers. But our goal is to let it ramp up at a pace that we can be sure we get the quality in check, the vendor supply chain in check. And then, of course, the dealers and distributors that sell the Tilting Motor Works products out there into check.

實際上我必須在腦子裡計算這個，所以不要強迫我做任何事情。但我們大約每隔幾天就會銷售一個套件，價格約為 15,000 美元。然而，我們正在將公司從西雅圖搬到尤金。我們正在內部進行許多零件的製造。我們需要雇人來組裝它們。因此，我們需要建立很多基礎設施。因此，我們可能會刻意不要對數字太瘋狂。但我們的目標是讓它以一定的速度成長，以確保我們能夠檢查質量，檢查供應商供應鏈。當然，銷售 Tilting Motor Works 產品的經銷商和經銷商也會受到檢查。

And just to clarify, so we acquired Tilting Motor Works. They had an existing product line that is a conversion kit for large motorcycles to turn them into tilting vehicles. That was not ultimately the driving reason for the acquisition, was their existing product line, although we think that it is going to be additive to the overall Arcimoto picture. It gives us a nice beachhead, additional beachhead into the motorcycle market, but that is distinct from what I talked about earlier as far as our sort of Platform 2 product family that we are going to be introducing the first product in that new product family, but that won't happen likely until late this year.

為了澄清這一點，我們收購了 Tilting Motor Works。他們現有的產品線是大型摩托車的轉換套件，可將其轉變為傾斜車輛。這並不是收購的最終驅動原因，而是他們現有的產品線，儘管我們認為這將成為 Arcimoto 整體形象的補充。它為我們提供了一個很好的灘頭陣地，進入摩托車市場的額外灘頭陣地，但這與我之前談到的平台 2 產品系列不同，我們將推出該新產品系列中的第一個產品，但這要到今年年底才可能發生。

And the recommendations that Munro is making or has made, when will those be integrated into the product?

Munro 正在提出或已經提出的建議，什麼時候會整合到產品中？

So it's going to be a mix. Some are -- some of the insights have actually already made it into the product. And I would say that there was one -- they've got a notion that Sandy talks about B.O.B., the Blindfolded One-Armed Builder, in terms of how you design parts to be easy to assemble and to be able to be assembled without error. And we have taken some of those approaches through existing parts on the vehicle. And in some cases, those have been applied to all the vehicles that we built.

所以這將是一個混合體。有些－有些見解其實已經融入產品中。我想說的是，他們有一個想法，桑迪談到了 B.O.B.，蒙眼單臂建造者，就如何設計易於組裝且能夠無差錯地組裝的零件而言。我們已經透過車輛上的現有零件採取了其中一些方法。在某些情況下，這些已應用於我們製造的所有車輛。

So we'll see some of those development insights make it into the vehicles that we're selling now and in the near future. But the real bulk of the effort that the Munro team is doing is on planning out higher volume production for lower cost in our new facility. And that's -- again, the start of production on that is October of 2022. That is our target, and we will obviously continue to keep folks updated as we move down that product development path.

因此，我們將看到其中一些開發見解融入我們現在和不久的將來銷售的車輛中。但 Munro 團隊所做的真正大部分工作是在我們的新工廠中計劃以更低的成本實現更高的產量。再說一遍，該片將於 2022 年 10 月開始生產。這是我們的目標，隨著我們沿著產品開發道路前進，我們顯然將繼續向人們通報最新情況。

All right. Rommel, welcome. Please introduce yourself.

好的。隆美爾，歡迎。請介紹一下你自己。

Great. I'm Rommel Dionisio, one of the other sell-side analysts coming to stock, and I'm at Aegis Capital. So Mark, just -- obviously, you've got a lot of irons in the fire, but just wanted to ask about the federal opportunity. Obviously, you've already been targeting some state, municipal agencies. But with the new Biden administration, it does seem like they're making a big push for electric vehicles, emission-free type of vehicles. Can you maybe talk about the long-term opportunity that you foresee there and how your product might be tailored for that?

偉大的。我是隆梅爾·迪奧尼西奧 (Rommel Dionisio)，是參與股票交易的其他賣方分析師之一，我在安吉斯資本 (Aegis Capital)。馬克，顯然，你有很多事情要做，但只是想詢問聯邦的機會。顯然，你已經瞄準了一些州、市政機構。但在拜登新政府的領導下，他們似乎確實正在大力推動電動車、無排放類型的汽車的發展。您能否談談您預見的長期機會以及如何為此量身定制您的產品？

Well, I would say stay tuned. We've got some things that we have not talked about yet that we think might turn into opportunities in the relatively near term. But in the long term, I think I've been very heartened by the bold goals that the Biden administration has set forth for vehicle electrification, and we think that the Arcimoto platform family has potentially a very big role to play in that push. And it could be anything from vehicles driving around Army bases to last-mile delivery for postal services and anything in between in terms of campus fleet-type vehicles. So we look -- we're engaging on a number of different levels with the federal government. We've joined the Zero Emission Transportation Association with the goal -- that, that group's goal is to go 100% electric by 2030. And so that's -- I think the combination of all that will push the relevance of Arcimoto's platform with the [Federal Power Safety].

好吧，我想說請繼續關注。我們還有一些尚未討論的事情，我們認為這些事情可能會在相對近期內轉化為機會。但從長遠來看，我認為拜登政府為汽車電氣化提出的大膽目標讓我感到非常振奮，我們認為 Arcimoto 平台系列有可能在這項推動中發揮非常重要的作用。它可以是任何東西，從在陸軍基地周圍行駛的車輛到郵政服務的最後一英里交付以及介於兩者之間的校園車隊類型車輛。所以我們認為──我們正在與聯邦政府進行多個不同層面的接觸。我們加入了零排放交通協會，目標是到 2030 年 100% 電動化。所以，我認為所有這些的結合將推動 Arcimoto 平台與 [聯邦電力安全] 的相關性。

Just one follow-up. You did touch on -- I think a couple of days ago, we saw a press release on the hiring of an international executive. Yes, I wonder if you could just maybe just give us a little more color on what the low-hanging fruit there might be. Obviously, there's a lot of countries around the world, who, some of them frankly, are even maybe a little further down the curve in terms of electric vehicles than here in the United States. And I wonder if you can just share some color there in terms of the near-term -- near- and long-term opportunities.

只是一個後續行動。你確實提到了——我想幾天前，我們看到了一份關於招募一名國際高管的新聞稿。是的，我想知道您是否可以給我們更多關於可能實現的目標的資訊。顯然，世界上有很多國家，坦白說，其中一些國家在電動車方面甚至可能比美國落後一些。我想知道您是否可以分享一些近期和長期機會的資訊。

Yes. Listen, I would think of that as sort of the midterm opportunity for the company in the bigger picture sense. The near-term opportunity is that we have -- we continue to have substantial amount of inbound inquiries from all over the world for Arcimoto's platforms and products. And so having -- the reason that we moved to bring Dilip onboard in the immediate term is just to really begin to understand the dynamics of market entry in different areas in the world, size out the market opportunities in various different areas. and understand the potentials for partnership for manufacturing to distribution, sales, all the rest, all over the planet and simply build out really (inaudible) for that.

是的。聽著，我認為從更大的角度來看，這是公司的中期機會。近期的機會是，我們繼續收到來自世界各地對 Arcimoto 平台和產品的大量詢問。因此，我們在短期內聘請 Dilip 的原因只是為了真正開始了解世界不同地區的市場進入動態，評估各個不同領域的市場機會。並了解全球範圍內從製造到分銷、銷售等所有其他方面的合作潛力，並為此進行真正的（聽不清楚）建設。

All right. Jeff Campbell, coming to you. You're up, and then we might have time for one more question, if you had.

好的。傑夫·坎貝爾，來找你了。你已經起床了，如果你有的話，我們可能還有時間再問一個問題。

Can you hear me, Mark?

你聽得到我說話嗎，馬克？

I can hear you loud and clear.

我可以清楚地聽到你的聲音。

Okay. Great. The first question was just a follow-up on something that you talked about earlier in the call today. I was wondering if the changes that the fireman test that you talked about, the changes that they recommended, would that end up increasing the cargo capacity of an Arcimoto?

好的。偉大的。第一個問題只是您今天早些時候在電話會議中談到的問題的後續問題。我想知道您所談論的消防員測試的變化以及他們建議的變化是否最終會增加 Arcimoto 的貨物能力？

What they were looking for is really just the Deliverator that we've already got, but as a -- and he specified it in more detail. It was sort of like they want to have one Deliverator and one Rapid Responder as we've currently articulated it so that they can have a 3-person team with a bunch of gear go out in terms of a Rapid Response.

他們正在尋找的實際上只是我們已經擁有的交付者，但作為 - 他更詳細地指定了它。就像我們目前所闡述的那樣，他們想要擁有一名交付員和一名快速響應員，這樣他們就可以擁有一支配備大量裝備的 3 人團隊來進行快速響應。

And the one thing, I guess, I would also add is just that one of the advantages, I think, that we really have at this point of this sort of new wave of electric vehicle companies is that we actually have vehicles on the road in the market, and we're able to test those vehicles with potential adopters, really understand what their needs are as we look to much higher scale production. And that's really what this -- it's part of our mantra of continuous improvement. But it's really all about gaining as deep a possible, understanding -- as possible an understanding of what our customers need in order to build the right solution for daily mobility for them.

我想，我還要補充的一件事是，我認為，我們在這一新一波電動車公司中真正擁有的優勢之一是，我們實際上在道路上擁有車輛市場，我們能夠與潛在採用者一起測試這些車輛，並真正了解他們的需求，因為我們尋求更大規模的生產。這就是我們持續改進的口號的一部分。但這實際上是為了盡可能深入地了解我們的客戶需要什麼，以便為他們的日常旅行建立正確的解決方案。

Okay. And it's getting late, so I'll limit myself to one follow-up. I wanted to ask about the recently announced hire of Dilip Sundaram as Chief International Business Officer. He formally worked for Mahindra, which itself offers commercial 3-wheel vehicles, including an electric last-mile delivery solution. I was just wondering, was he hired specifically for his 3-wheel experience? Or were there other aspects in his background that was important to Arcimoto?

好的。現在已經很晚了，所以我只進行一次後續行動。我想詢問最近宣布聘請迪利普·桑達拉姆 (Dilip Sundaram) 擔任首席國際商務官的情況。他正式為 Mahindra 工作，該公司本身提供者用三輪車輛，包括電動最後一英里交付解決方案。我只是想知道，他是專門因為他的三輪經驗而被雇用的嗎？或者他的背景中還有其他方面對阿爾西莫托很重要嗎？

I think his -- so his depth of experience in international vehicle deployment -- in electric vehicle deployment was certainly one big part of key to us bringing him onboard. The other was just -- and this is true of the vast majority of Arcimoto's hires. It's just that when Dilip came to us and expressed a profound alignment with the mission of the company, sustainable mobility is something that he has been passionate about for many years. And he looked at what we were doing and said, "This is the solution for the global marketplace, and I want to lead the charge." That was a pretty compelling intro.

我認為他在國際車輛部署方面的豐富經驗在電動車部署方面無疑是我們邀請他加入的關鍵因素之一。另一個是——Arcimoto 的絕大多數員工都是如此。只是當 Dilip 來找我們並表達了與公司使命的深刻一致時，永續交通是他多年來一直熱衷的事情。他看著我們正在做的事情並說：“這是全球市場的解決方案，我想帶頭衝鋒。”這是一個非常引人注目的介紹。

All right. We want to do a lightning round. Mike, any quick follow-ups?

好的。我們想要進行閃電回合。麥克，有什麼快速跟進嗎？

Mark, you can hear me okay?

馬克，你聽得到我說話嗎？

Yes.

是的。

All right. I'll ask it with the camera off. Let's just keep it up to work. All right. So my other question is I was curious, you have been talking a lot about micromobility recently. I think you've got a speaking engagement coming up in that sector. Are you waiting for Platform 2 to put a product into fleets? Or does the current FUV in its current innovation have some potential there? I see where your competitors in the FUV space is now doing a fleet in Phoenix. Are you talking with any cities about procuring FUVs to roll out that product in micromobility applications?

好的。我會關掉相機問。讓我們繼續努力。好的。所以我的另一個問題是我很好奇，你最近一直在談論微移動。我認為您即將在該領域進行演講。您是否正在等待 Platform 2 將產品放入車隊？或者當前的 FUV 在其當前的創新中是否有一些潛力？我看到你們在 FUV 領域的競爭對手現在正在鳳凰城建立一支艦隊。您是否正在與任何城市討論採購 FUV 以在微移動應用中推出該產品？

Yes. So we see the current sort of Platform 1 family of products as being really kind of on the edge of micromobility. I think the technical threshold is 1,100 pounds, and our 1.0 is about 1,300 pounds. But yes, we absolutely see opportunity in deployment of the FUV and its variance in micromobility-type fleets. And really, it's those combined fleets where there's -- where you're going to have the bicycle class vehicle as one option, the pickup truck as another option, an FUV-type vehicle, where you're -- the -- there's a quote that I love that say, "People aren't looking for quarter-inch drill. They're looking for a quarter-inch hole."

是的。因此，我們認為目前的 Platform 1 系列產品確實處於微移動的邊緣。我覺得技術門檻是1100磅，我們的1.0大概是1300磅。但是，是的，我們絕對看到了部署 FUV 的機會及其在微移動型車隊中的變化。事實上，在這些聯合車隊中，您將擁有自行車類車輛作為一種選擇，皮卡作為另一種選擇，FUV 型車輛，您將擁有一種引用我喜歡的一句話：「人們並不是在尋找四分之一英吋的鑽頭。他們正在尋找四分之一英寸的洞。”

So the real potential for vehicle sharing is having the right tool for the job whatever your job might be. And we think that the Arcimoto Platform 1 products fill a huge potential swath of the on-road vehicle needs as we go forward. And really, it's -- the Platform 2 is all about that next -- the other side of the gap between the bike and the car.

因此，無論您的工作是什麼，車輛共享的真正潛力在於擁有適合工作的工具。我們認為，隨著我們的發展，Arcimoto Platform 1 產品將滿足公路車輛的巨大潛在需求。事實上，Platform 2 的下一個目標就是自行車和汽車之間差距的另一邊。

All right. Who wants to take the last question?

好的。誰想回答最後一個問題？

I will.

我會。

All right, do it.

好吧，做吧。

Can you hear me?

你聽得到我嗎？

Hit it, Jeff. You got it.

擊中它，傑夫。你說對了。

Okay. Arcimoto's filings note that its R&D spend focuses in large part on reducing the cost of products, and that sounds like a pretty smart goal. I was wondering, what are the major cost nuts to crack between now and mass production?

好的。Arcimoto 的文件指出，其研發支出很大程度上集中在降低產品成本上，這聽起來是一個非常明智的目標。我想知道，從現在到大規模生產之間需要解決的主要成本問題是什麼？

Well, the big cost centers of the product are the battery, electronics and everything else. So those are the 3 buckets. And I would say that we've got major initiatives focused in all 3 areas and some very interesting technology developments that we're not quite ready to pull the wraps off of yet but that will certainly be a part of our story going forward.

嗯，產品的主要成本中心是電池、電子產品和其他所有東西。這就是 3 個桶子。我想說的是，我們在所有三個領域都有重大舉措，以及一些非常有趣的技術開發，我們還沒有準備好揭開面紗，但這肯定會成為我們未來故事的一部分。

All right, guys, with that, I'm going to call it. It is -- we're an hour and 20 minutes in. Really appreciate everybody tuning in. 2020 was a year that's hard to put into words. I'm incredibly proud of the accomplishments of the Arcimoto team during that time and going forward, very excited about the road and deeply grateful for all of our stakeholders, some who've been with us for a very long time, some of you who are just tuning in. We appreciate your support. And we do look forward to seeing you on the road, and that will be happening soon. So thanks a lot. Cheers.

好吧，夥計們，就這樣，我要打電話了。是的——我們還有 1 小時 20 分鐘就到了。真的很感謝大家的收聽。2020年是難以用言語形容的一年。我對Arcimoto 團隊在那段時間和未來所取得的成就感到無比自豪，對這條道路感到非常興奮，並對我們所有的利益相關者深表感謝，其中一些人已經和我們在一起很長時間了，有些人剛剛調整。我們感謝您的支持。我們非常期待在路上見到您，這很快就會發生。非常感謝。乾杯。