Ageagle Aerial Systems Inc (UAVS) 2023 Q2 法說會逐字稿

Good afternoon, everyone, and welcome to AgEagle Aerial Systems 2023 second-quarter results webcast. Presenting on today's webcast are AgEagle's Chairman and CEO, Barrett Mooney; and Nicole Fernandez-McGovern, the company's Chief Financial Officer and Executive Vice President of Operations.

大家下午好，歡迎收聽 AgEagle Aerial Systems 2023 年第二季業績網路直播。今天的網路直播由 AgEagle 董事長兼執行長 Barrett Mooney 和公司財務長兼營運執行副總裁 Nicole Fernandez-McGovern 主持。

Before I turn the floor over to them, I remind you that during today's call, statements that are not historical facts, including any projections, statements regarding future events or future financial performance, or statements of intent or belief are forward-looking statements and are covered by the Safe Harbor disclaimers contained in the company's public filings with the SEC. Actual outcomes and results may differ materially from what is expressed in or implied by these forward-looking statements.

在我將發言權交給各位之前，我提醒各位，在今天的電話會議上，非歷史事實的陳述，包括任何預測、關於未來事件或未來財務表現的陳述，或意向或信念的陳述，均屬於前瞻性陳述，並受公司向美國證券交易委員會提交的公開文件中的安全港免責聲明的約束。實際結果可能與這些前瞻性陳述中明示或暗示的內容有重大差異。

At this time, I'd now like to introduce the company's Chairman and CEO, Barrett Mooney. Barrett?

現在，我想介紹公司董事長兼執行長巴雷特·穆尼。巴雷特？

Thank you, Morgan, and good afternoon, everyone. It's a great pleasure to be hosting today's webcast. Thank you for joining us and for your support of AgEagle.

謝謝摩根，大家下午好。非常榮幸能主持今天的網路直播。感謝大家的參與以及對 AgEagle 的支持。

Today, I'll be focusing my comments on two primary themes. The first is our progress on the integration of our business and operating units and the impact it's having on cost reduction and our relentless march towards positive cash flow. And second, our focus on product innovation and industry leadership and the role we expect these to play in our future financial performance.

今天，我將重點介紹兩個主要主題。首先，我們業務和營運部門整合的進展，以及它對降低成本和持續實現正現金流的影響。其次，我們對產品創新和產業領導力的關注，以及我們預期這些將在我們未來的財務表現中發揮的作用。

Let's start by having Nicole take us through the Q2 results in detail, and then I'll continue with my remarks after that. Nicole, why don't you get us started?

首先，請妮可詳細介紹一下第二季的業績，之後我會繼續我的發言。妮可，你先開始吧！

Thank you, Barrett, and good afternoon to all who have joined us for this live webcast. Yesterday afternoon, after the market closed, we filed our 2023 second-quarter report on Form 10-Q with the SEC. If you have not had a chance to review it, you may access it on the sec.gov or via AgEagle's Investor Relations section website -- on our website under SEC filings.

謝謝 Barrett，也謝謝所有參加本次網路直播的朋友們，大家下午好。昨天下午股市收盤後，我們向美國證券交易委員會 (SEC) 提交了 2023 年第二季的 10-Q 表格報告。如果您還沒有機會查看，可以造訪 sec.gov 網站或 AgEagle 網站的「投資者關係」板塊（位於我們網站的「SEC 文件」欄位下）。

I encourage everyone to read our 10-Q and other filings with the SEC to ensure you have a full understanding of our business, financial results, and other important information disclosed.

我鼓勵大家閱讀我們的 10-Q 和向美國證券交易委員會提交的其他文件，以確保您充分了解我們的業務、財務結果和其他披露的重要資訊。

I'll begin by first reviewing the highlights reflected in our income statement. Revenues for the first three months ended June 30, 2023, totaled $3.28 million, which compared to $5.29 million reported for the same three months in 2022. The 38% decrease in total revenues was largely attributable to lower sales of our eBee line of drones during the quarter, which contributed $1.27 million in revenues to total revenues compared to $3.04 million for the second quarter of 2022.

首先，我來回顧一下我們損益表中反映的亮點。截至2023年6月30日的第一季，公司總營收為328萬美元，而2022年同期的營收為529萬美元。總營收下降38%的主要原因是本季eBee系列無人機的銷售下降，該系列無人機為公司總收入貢獻了127萬美元，而2022年第二季為304萬美元。

Overall, the decrease in eBee sales were expected ahead of the launch of our new eBee VISION. Many customers have indicated that they are delaying their drone procurements as our next generation eBee VISION unmanned aerial system is released this September.

總體而言，在我們推出新款 eBee VISION 之前，eBee 銷售量的下降是意料之中的。許多客戶表示，由於我們的下一代 eBee VISION 無人機系統將於今年 9 月發布，他們正在推遲無人機採購。

The eBee VISION, which is winning rave reviews by early adopters across the globe, is currently in the final stages of commercial production and expected to be rolled out next month. Drone sales were also impacted in Q2 of this year due to a strategic price reduction we implemented for our legacy eBee drone product to more effectively compete with imported drone products.

eBee VISION 贏得了全球早期用戶的一致好評，目前正處於商業生產的最後階段，預計將於下個月上市。今年第二季度，為了更有效地與進口無人機產品競爭，我們對原有的 eBee 無人機產品實施了策略性降價，這也影響了無人機的銷售。

We believe that this price reduction will attract additional customers to the brand and help fuel the value proposition offered by our value-added resellers worldwide, which we believe will start to gain traction over the next two quarters as it aligns with our marketing efforts.

我們相信，此次降價將吸引更多客戶關注該品牌，並有助於推動我們全球增值經銷商提供的價值主張，我們相信，由於這與我們的行銷工作一致，這將在未來兩個季度開始獲得關注。

Sales of our multi-spectral sensors, mainly the Altum-PT, RedEdge-P, and newly released RedEdge-P dual cameras were also slightly down, decreasing 10% to $1.88 million from the $2.09 million for the three months ended June 30, 2023 and 2022, respectively. This small reduction was fueled by constraints on our fulfillment of orders due to supply chain constraints that affected our sales pipeline.

我們的多光譜感測器（主要包括 Altum-PT、RedEdge-P 和新發布的 RedEdge-P 雙相機）的銷售額也略有下降，較截至 2023 年 6 月 30 日和 2022 年 6 月 30 日的三個月的 209 萬美元分別下降 10% 至 188 萬美元。這一小幅下降是由於供應鏈受限導致訂單履行受限，從而影響了我們的銷售管道。

Subscriptions of our software solutions, Measure Ground Control and HempOverview, were also stopped declining to approximately $126,000 from $158,000 on a comparable quarter-over-quarter basis. For the six months ended June 30, 2023, total revenues decreased 20% to $7.34 million, which compared to $9.13 million for the first half of 2023.

我們的軟體解決方案Measure Ground Control和HempOverview的訂閱費用也停止下降，季減約12.6萬美元，從上一季的15.8萬美元降至約12.6萬美元。截至2023年6月30日的六個月，總收入下降20%至734萬美元，而2023年上半年為913萬美元。

For the reasons I have already mentioned, sales of our eBee drones declined to $3.23 million for the six months ended June 30, 2023, which compared to $5.78 million for the same six-month reporting period in 2022. And software sales also declined to approximately $246,000 compared to roughly $328,000 for the first half of 2022.

由於我已經提到的原因，截至 2023 年 6 月 30 日的六個月，我們的 eBee 無人機的銷售額下降至 323 萬美元，而 2022 年同期的六個月報告期銷售額為 578 萬美元。軟體銷售額也下降至約 246,000 美元，而 2022 年上半年約為 328,000 美元。

Offsetting the decrease in drones and software sales during the six months ended June 30, 2023, was growth in our sensor business, which saw revenues climbed 27% to $3.8 million compared to $3.02 million for the six months ended June 30, 2022.

截至 2023 年 6 月 30 日的六個月內，無人機和軟體銷售額的下降被感測器業務的成長所抵消，感測器業務的收入從截至 2022 年 6 月 30 日的六個月內的 302 萬美元增長 27% 至 380 萬美元。

Moving down the income statement. Due to ongoing integration and consolidation of our sales team and manufacturing operations, we succeeded in reducing our operating expenses 26% to $5.9 million from $7.94 million on a comparable quarter-over-quarter basis, a huge achievement for AgEagle.

繼續查看損益表。由於我們銷售團隊和製造業務的持續整合和整合，我們成功地將營運費用從上一季的 794 萬美元降至 590 萬美元，環比下降了 26%，這對 AgEagle 來說是一個巨大的成就。

Likewise, operating expenses for the six months reporting period ended June 30, 2023, also [decreased] around 28% to $12.04 million as compared to $16.7 million reported for the six months ended June 30, 2022.

同樣，截至 2023 年 6 月 30 日的六個月報告期內，營運費用也從截至 2022 年 6 月 30 日的六個月報告的 1670 萬美元下降了約 28%，至 1204 萬美元。

More specifically, our integration efforts have resulted in notable decreases in spend for general and administrative costs, introducing lower legal and consulting fees, a decline in expenses associated with the consolidation of our offices and workforce, reductions in payroll-related costs due to integration of roles, less ERP consulting integration costs, a reduction in R&D consulting fees, and lower stock compensation costs.

更具體地說，我們的整合工作已導致一般和行政費用支出顯著減少，法律和諮詢費用降低，與我們的辦公室和員工整合相關的費用下降，由於角色整合而導致的工資相關成本減少，ERP 諮詢整合成本減少，研發諮詢費用減少，股票薪酬成本降低。

Our income statement also reflects other expense not related to accounting for our promissory note original issue discount of 4% and interest at 8% per annum issued to an investor in December 2022, along with net foreign currency transaction losses incurred by our drone hardware business.

我們的損益表也反映了與會計會計無關的其他費用，包括我們於 2022 年 12 月向投資者發行的本票原始發行折扣 4% 和年利率 8% 的利息，以及我們的無人機硬體業務產生的淨外幣交易損失。

Collectively, this amounted to $419,000 and $857,000 for the three and six months ended June 30, 2023, respectively, which compare to others expense net of approximately $213,000 and $328,000 for the first half of 2022, respectively.

截至 2023 年 6 月 30 日的三個月和六個月，這兩項費用總計分別為 419,000 美元和 857,000 美元，而 2022 年上半年的其他費用淨額分別約為 213,000 美元和 328,000 美元。

As a result of everything I've covered, we incurred a net loss of $5.29 million or $0.05 loss per share for the three months June 30 of this year compared to a net loss of $5.6 million or $0.07 per loss per share for the comparable three-month period in the prior year. This represented a 6% improvement on a comparable quarter-over-quarter basis.

綜上所述，截至今年6月30日的三個月，我們淨虧損529萬美元，合每股虧損0.05美元，而去年同期淨虧損560萬美元，合每股虧損0.07美元。與上一季相比，這改善了6%。

We are also very proud of the fact that we achieved a significant improvement in our net loss for the six months of 2023. For the six months ended June 30, 2023, our net loss totaled $9.89 million or $0.11 loss per share, which was reduced 25% from a net loss of $13.2 million or $0.17 loss per share reported for the first half of 2022.

我們也對 2023 年六個月的淨虧損取得顯著改善感到非常自豪。截至 2023 年 6 月 30 日的六個月，我們的淨虧損總計 989 萬美元，即每股虧損 0.11 美元，較 2022 年上半年報告的淨虧損 1,320 萬美元或每股虧損 0.17 美元減少了 25%。

Now turning your attention to our balance sheet. As of June 30, 2023, our cash position was $4.2 million, which compared to $4.35 million as of December 31, 2022. Cash used in our operations during the first month -- six months of 2023 totaled $6.78 million, a decrease of $4.8 million or 42% as compared to cash used of $11.6 million for the six months ended June 30, 2023.

現在請關注我們的資產負債表。截至2023年6月30日，我們的現金狀況為420萬美元，而截至2022年12月31日為435萬美元。 2023年第一個月（六個月）營運現金使用總額為678萬美元，與截至2023年6月30日的六個月的1,160萬美元相比，減少了480萬美元，降幅為42%。

As of June 30, 2023, we had working capital of $7.54 million and total stockholders' equity of $41.18 million. This compared to working capital of $9.08 million and total stockholders' equity of $43.22 million (sic - see press release, "$43.23 million") as of December 31, 2022.

截至2023年6月30日，我們的營運資本為754萬美元，股東權益總額為4,118萬美元。相較之下，截至2022年12月31日，我們的營運資本為908萬美元，股東權益總額為4,322萬美元（原文如此 - 請參閱新聞稿「4323萬美元」）。

This now concludes my overview of the financial highlights, and I will turn the call back over to Barrett. Barrett?

我對財務亮點的概述到此結束，我將把電話轉回給巴雷特。巴雷特？

Thank you, Nicole. While the second-quarter results reflect that AgEagle continues to work to overcome supply chain issues, global inflationary, and competitive pressures and other business challenges, our efforts to effectively optimize our operations through integration and consolidation of our offices and workforce are indeed yielding tangible results.

謝謝你，妮可。第二季的業績反映出AgEagle仍在努力克服供應鏈問題、全球通膨、競爭壓力以及其他業務挑戰，但我們透過整合和整合辦公室和員工隊伍來有效優化營運的努力確實取得了切實的成果。

As Nicole just outlined, we're finding our balance on the top line, but focused very heavily on reducing our spend. We've lowered the net loss. We are burning less cash and now set up our pricing, marketing, and innovation strategies to grow revenue.

正如妮可剛才提到的，我們正在努力平衡營收，但同時也非常注重削減支出。我們已經降低了淨虧損。我們正在減少現金消耗，並正在製定定價、行銷和創新策略來增加收入。

In addition to the reduction in overall operating spending, we've shaken up our organization, aligning and consolidating our sales teams, centralizing our branding and marketing efforts, and integrating our manufacturing operations -- benefits that should become more transparent in the form of stronger revenue performance in coming quarters.

除了削減整體營運支出外，我們還對組織結構進行了調整，調整併整合了銷售團隊，集中了品牌和行銷工作，並整合了製造業務——這些好處將在未來幾個季度以更強勁的收入表現的形式變得更加透明。

Effective execution starts with leadership, ensuring we have the right people in place to drive our organization forward. We've made some significant sales leadership changes over the past several months and have reorganized our global sales team to provide direct oversight of drone, sensor, and software sales by industry and global regions of responsibility. We've also strategically expanded our team to provide for in-house government sales executive to manage our direct sales opportunities with US government and military agencies.

有效的執行始於領導力，確保我們擁有合適的人才來推動公司發展。過去幾個月，我們對銷售領導層進行了一些重大調整，並重組了全球銷售團隊，以便直接監督按行業和全球負責區域開展的無人機、感測器和軟體銷售。我們也策略性地擴展了團隊，聘請了內部政府銷售主管來管理我們與美國政府和軍事機構的直接銷售機會。

As Nicole mentioned, we've also been refining our pricing strategies to ensure that our drone, sensor, and software solutions are priced competitively and will help protect the global market share that AgEagle aspire to win. When coupled with the innovative new products and product enhancements that we are bringing to market, I believe we remain on a path that will lead us to enhancing shareholder, customer, and employee value as we move into our next exciting chapter.

正如Nicole所提到的，我們也一直在完善定價策略，以確保我們的無人機、感測器和軟體解決方案具有競爭力，並有助於維護AgEagle渴望贏得的全球市場份額。結合我們不斷推向市場的創新新產品和產品增強功能，我相信，隨著我們邁入下一個令人興奮的篇章，我們將繼續走在提升股東、客戶和員工價值的道路上。

However, the next chapter at AgEagle is about continually innovating and introducing leading-edge products and technologies focused on enabling our customers. This is the core of AgEagle's research and development efforts. We use the input collected from our commercial and government clients to uncover opportunities to meet underserved demands, and then leverage our engineering expertise to create and commercialize products that can deliver outcome.

然而，AgEagle 的下一個篇章是持續創新，並推出專注於賦能客戶的尖端產品和技術。這正是 AgEagle 研發工作的核心。我們利用從商業和政府客戶收集到的意見，發掘滿足尚未得到充分滿足的需求的機會，然後利用我們的工程專業知識，創造並商業化能夠帶來成果的產品。

For instance, as I mentioned in our last webcast, we were pleased to unveil Field Checks for our major ground control mobile app early in the second quarter, a solution designed specifically to change the way our customers work and materially sets AgEagle software apart from other offerings in the market.

例如，正如我在上次網路廣播中提到的那樣，我們很高興在第二季度初推出了針對我們的主要地面控制行動應用程式的現場檢查，這是一項專門設計用於改變客戶工作方式的解決方案，並使 AgEagle 軟體在實質上與市場上的其他產品區分開來。

Representing a key competitive differentiator for AgEagle, Field Check's unique feature set enables users to review and validate the quality of their drone captured imagery on site, capturing target imagery right the first time in one trip to a project site, allows users to eliminate time loss and costs associated with project reworks by ensuring data capture is complete and ready for processing into high-resolution outputs before ever leaving the site. This is a true game changer in our industry and one that we expect will have material impact on greater adoption of ground control on a moving forward basis as we build awareness of its unique capability.

Field Check 的獨特功能集是 AgEagle 的關鍵競爭優勢，它使用戶能夠在現場檢查和驗證無人機捕獲圖像的質量，在一次前往項目現場的旅程中即可一次性捕獲目標圖像，並通過確保數據捕獲完整且可在離開現場前處理成高分辨率輸出，避免項目返工帶來的時間和成本損失。這將成為我們行業真正的變革者，隨著我們對地面控制獨特功能的認知不斷加深，我們預計它將對地面控制在未來的廣泛應用產生重大影響。

We also expanded our line of industry-leading multi-spectral sensors in May of this year with the commercial release of our RedEdge-P blue and dual high-resolution drone sensors. Featuring 10 multi-spectral bands, the RedEdge-P dual was purpose-built for mirroring Landsat 8 and Sentinel-2 satellite band in just one drone flight and at a higher-resolution 0.8 inches per pixel at 200 feet, enabling direct comparison between drone and satellite imagery.

今年5月，我們也擴展了業界領先的多光譜感測器產品線，推出了RedEdge-P藍光和雙光譜高解析度無人機感測器。 RedEdge-P雙光譜感測器擁有10個多光譜波段，專為在一次無人機飛行中鏡像Landsat 8和Sentinel-2衛星波段而設計，並在200英尺（約60米）的高度上實現每像素0.8英寸的高分辨率，從而可以直接比較無人機和衛星圖像。

The RedEdge-P dual setup doubles our analytical capabilities with the benefit of a single camera workflow. Its coastal blue band first-of-its-kind in the market is an ideal solution for vegetation analysis of water body, environmental monitoring, water management, habitat monitoring, protection and restoration, and vegetation species and lead identification, including differentiating accounting, planting trees, invasive species and leads.

RedEdge-P 雙相機系統憑藉單相機工作流程的優勢，讓我們的分析能力翻倍。其在市場上首創的海岸藍波段是水體植被分析、環境監測、水資源管理、棲息地監測、保護與修復以及植被種類和潛在物種識別（包括區分核算、植樹造林、入侵物種和潛在物種）的理想解決方案。

We were very excited about the early reaction we are getting from the market on the RedEdge-P dual, which is expected to provide meaningful sales growth for our industry leading line of sensors.

我們對 RedEdge-P Dual 的市場早期反應感到非常興奮，預計它將為我們領先業界的感測器系列帶來有意義的銷售成長。

When developing our latest fixed-wing innovation, the eBee vision, our next-generation eBee design for intelligence, surveillance, and reconnaissance mission, we spend months meeting with drone operators, spending several market sectors to fully understand their respective goals and objectives. This fact-finding mission resulted in our team inventing a number of groundbreaking advancements and engineering methodologies that have been integrated with the eBee vision.

在開發我們最新的固定翼創新產品 eBee Vision（即我們用於情報、監視和偵察任務的下一代 eBee 設計）的過程中，我們花了數月時間與無人機運營商會面，並深入多個市場領域，以充分了解他們各自的目標和意圖。這次實地考察促使我們的團隊發明了一系列突破性的進步和工程方法，並將其與 eBee Vision 完美結合。

Some of those include a smart battery gauge, which we branded as Gaudos. Gaudos combines an ultra-precise front-end sensor with a model to fully simulate the behavior of our drone battery, all in a low-power microcontroller. Each of the battery cells is modelled to flow in real time to the battery state of charge, its state of health, its voltage, and its reaction to constraint, allowing our customers to make the most of our energy source while in flight.

其中包括一款名為 Gaudos 的智慧電池電量計。 Gaudos 將超精密前端感測器與模型結合，在一個低功耗微控制器中完全模擬我們無人機電池的行為。每個電池單元都經過建模，可即時監控電池的充電狀態、健康狀況、電壓以及對限制的反應，使我們的客戶能夠在飛行過程中充分利用我們的能源。

Our smart sensor-enabled motor control optimizes torque ripple in flight, ensuring better efficiency and acquire more responsive motor, a mission-must for surveillance operation. A smart dual-band L1 and L2 GNSS antenna we branded Elixia for used to translate the eBee high-resolution video stream in real-time. Further, its compact design and lightweight allow it to be integrated into the fuselage of the drone, ensuring optimization of aerodynamic performance.

我們基於智慧感測器的電機控制可優化飛行中的扭矩波動，確保更高的效率並獲得響應更靈敏的電機，這是監控作業的必備條件。我們品牌為 Elixia 的智慧雙頻 L1 和 L2 GNSS 天線用於即時傳輸 eBee 高解析度視訊串流。此外，其緊湊的設計和輕巧的重量使其能夠整合到無人機機身中，從而確保優化氣動性能。

And also, we designed and engineered Jarvis, a smart decision-making tool set, AgEagle-developed, which enabled us to expedite the design and development of the eBee vision. Through the application of Jarvis multi-fidelity analysis tool, we were able to properly discern optimal design metrics as well as analyze flight duration, best flight speed, rate of climb, and maneuverability -- all in real time, helping us to advance through our prototyping process in a highly efficient, cost-effective manner.

此外，我們還設計並實現了由 AgEagle 開發的智慧決策工具集 Jarvis，這使我們能夠加快 eBee 願景的設計和開發。透過應用 Jarvis 多保真度分析工具，我們能夠準確地識別最佳設計指標，並即時分析飛行時間、最佳飛行速度、爬升率和機動性，從而以高效且經濟的方式推進原型設計流程。

In support of our sales and preorder efforts, AgEagle team has been engaged in numerous live demonstrations and intensive training sessions with officials from government and military agencies across the world, seeking to leverage the power of the eBee VISION and their respective drone operation.

為了支援我們的銷售和預訂工作，AgEagle 團隊與來自世界各地的政府和軍事機構的官員進行了多次現場演示和強化培訓，力求利用 eBee VISION 及其各自的無人機操作的強大功能。

In July alone, we completed a comprehensive training session with our first European military customers who were confirmed as eBee vision operators and qualified trainers of new users. These new customers confirmed with AgEagle's technical teams that all operational capability to eBee VISION continued to meet and exceed performance benchmarks: scouting, surveillance, usability, fast deployments, and flight time, among other use-case criteria specified by international military community. Our training sessions have led to very positive indications for procurement and several large unit -- several units being preordered.

僅在7月份，我們就為首批歐洲軍事客戶完成了全面的培訓，這些客戶被確認為eBee Vision操作員和新用戶的合格培訓師。這些新客戶向AgEagle的技術團隊確認，eBee Vision的所有作戰能力均達到並超越了性能基準：偵察、監視、可用性、快速部署和飛行時間，以及國際軍事界規定的其他用例標準。我們的培訓課程取得了非常積極的採購意向，並且已有多個大型單位——多個單位——進行了預訂。

Interest in the demand for the eBee VISION is indeed accelerating as we take advantage of showcasing this new innovation through our reselling partners in new and existing customers worldwide. We expect that, like our other new product introduction, the eBee VISION will be a significant growth driver for AgEagle in coming quarters.

隨著我們透過全球新舊客戶經銷商合作夥伴展示這項創新產品，市場對 eBee VISION 的需求確實正在加速成長。我們預計，eBee VISION 將像我們推出的其他新產品一樣，在未來幾季成為 AgEagle 的重要成長動力。

Before we move to the Q&A session on today's webcast, I'll add that in the face of a challenging equity market environment, you can still expect AgEagle to continue investing in innovation to further differentiate our customer-centric drones, sensors, and software. We remain optimistic about the long-term growth prospects for our business, and we're confident in our ability to deliver consistent and predictable financial performance in the future.

在進入今天網路直播的問答環節之前，我想補充一點，儘管股市環境充滿挑戰，但您仍然可以期待 AgEagle 繼續投資創新，以進一步提升我們以客戶為中心的無人機、感測器和軟體的差異化。我們對業務的長期成長前景保持樂觀，並有信心在未來實現持續且可預測的財務表現。

With that said, Nicole, let's address some of the questions that our shareholders kindly sent us in advance of today's webcast.

話雖如此，妮可，讓我們來回答一下股東在今天的網路廣播之前向我們提出的一些問題。

Great. Okay, Barrett. First question relates to our cash position. A shareholder has asked if we plan on raising additional capital to increase our cash available to fund operations through the end of this year.

太好了。好的，巴雷特。第一個問題是關於我們的現金狀況。一位股東問我們是否計劃籌集額外資金，以增加可用現金，並支持我們到今年年底的營運。

Great question. While we've historically been successful in raising capital to meet our working capital needs, the ability to raise equity capital in prevailing capital markets environment is not guaranteed. Nonetheless, through our commitment to grow revenues and work towards achieving positive cash flow, we are currently evaluating a number of strategies to obtain additional capital to fund our future operations until we begin cash flowing.

好問題。雖然我們過去一直成功地籌集資金來滿足營運資金需求，但在當前的資本市場環境下，能否籌集股本資金並非易事。儘管如此，我們致力於增加收入並努力實現正現金流，目前正在評估一系列策略，以獲得更多資本，為未來營運提供資金，直至現金流回流。

We were very pleased to raise critical growth capital at fair and reasonable terms this past June through a registered direct offering and concurrent private placement. How and when we raise additional capital will really depend on a number of dynamic variables and considerations, and that will need to be factored into our growth and innovation strategies in the coming quarter.

我們非常高興地在今年六月透過註冊直接發行和同步私募的方式，以公平合理的條款籌集了關鍵的成長資本。如何以及何時籌集額外資本，實際上將取決於一系列動態變數和考慮因素，這些因素需要納入我們下一季的成長和創新策略中。

Okay. Next question from our shareholder: where are our big purchase orders?

好的。股東的下一個問題是：我們的大宗採購訂單在哪裡？

As we made it very clear, AgEagle is committing the time, energy, and resources on developing a sales strategy that provides for direct sales to customers and sales to customers through our global network of over 200 resellers. I can share that we are working in close collaboration with several of our reselling partners on winning potential large government NGO tenders with organizations around the world.

正如我們明確表示的那樣，AgEagle 正在投入時間、精力和資源來製定銷售策略，既包括直接面向客戶的銷售，也包括透過我們遍布全球的 200 多家經銷商網路面向客戶的銷售。我可以告訴大家，我們正與多家經銷商合作夥伴密切合作，爭取贏得世界各地各組織潛在的大型政府非政府組織投標。

On the direct sales front, in April, we won a federal contract from the DOD's Defense Innovation Unit to produce and deliver the eBee VISION drones and customized command-and-control software that is compatible and is in full compliance with the DOD's robotic and autonomous system air interoperability profile. It yields significant new revenue to our company, which adds to our positioning of AgEagle as a trusted partner to the US government. We expect that this, in turn, will lead to additional and larger opportunities within the defense sector.

在直銷方面，今年4月，我們贏得了國防部國防創新部門的一份聯邦合同，負責生產和交付eBee VISION無人機以及定制的指揮控制軟體，該軟體兼容並完全符合國防部的機器人和自主系統空中互操作性規範。這為我們公司帶來了可觀的新收入，也進一步鞏固了AgEagle作為美國政府值得信賴的合作夥伴的地位。我們預計，這反過來又會在國防領域帶來更多、更大的機會。

Moreover, now that we've been awarded Multiple Award Scheduled Contract by the GSA, we are working on enhancing our offerings to federal, state, and local government markets and an initiative that we fully expect will produce new sales and potentially significant new sales for our company over time.

此外，由於我們已獲得美國總務管理局授予的多項獎勵計劃合同，我們正在致力於增強對聯邦、州和地方政府市場的服務，我們完全相信這項舉措將為我們公司帶來新的銷售，並可能隨著時間的推移帶來顯著的新銷售。

It is important to note that at AgEagle, we approach large tenders in partnership with our local resellers, and we'll continue this approach as a long-term growth strategy. However, our bread-and-butter will likely continue to be sales of our drone, sensors, and software to the growing number of commercial enterprises, which are coming to recognize the value of building and expanding their drone programs to better up their businesses and inform their business decisions through the data and insight that drones capture and deliver. We stand ready to serve these customers and benefit from their drone programs expansion.

值得注意的是，AgEagle 與當地經銷商合作承接大型招標，並將繼續以此作為長期成長策略。然而，我們的核心業務可能仍將是向越來越多的商業企業銷售無人機、感測器和軟體。這些企業逐漸意識到建構和擴展無人機專案的價值，透過無人機捕獲和交付的數據和洞察，可以提升業務，並為其業務決策提供參考。我們隨時準備為這些客戶提供服務，並從他們的無人機專案擴展中獲益。

Our final question comes from a shareholder who would like to know an example of how our drones are being utilized to solve problems.

我們的最後一個問題來自一位股東，他想知道我們的無人機是如何被用來解決問題的一個例子。

Well, that's a big question. We have thousands of use cases from around the world and various industries, and we've continued to demonstrate the value that AgEagle's drone solution provide to our customers.

嗯，這是一個大問題。我們擁有來自世界各地、各行各業的數千個用例，我們一直在不斷證明 AgEagle 無人機解決方案能為客戶帶來的價值。

I would say that many of these case studies are available. So for those shareholders that are interested, they are available for viewing on our website. So please, I'll direct you there to download a few of those case studies.

我想說的是，很多案例研究都可以查閱。有興趣的股東可以在我們的網站上查看。請您前往我們的網站下載一些案例研究。

But here's one example that does come to mind. And it relates to the recent flooding that ravaged the state of Vermont just last month. The drone team at the University of Vermont Spatial Analysis Laboratory was tasked with documenting the initial catastrophic flooding that occurred following relentless downpours that began in early July and persisted for a week and then documenting the aftermath that remained for farms in the regions.

但我腦子裡確實浮現出一個例子。它與上個月剛席捲佛蒙特州的洪水有關。佛蒙特大學太空分析實驗室的無人機團隊的任務是記錄7月初持續一週的暴雨過後造成的災難性洪水，並記錄洪水對該地區農場造成的後續影響。

In an email sent to us from a University of Vermont official, they had said that -- the long and short of it was that the eBee played a key role in the flood response. It was the only system, including satellites, crude aircraft, and UAS that was able to collect the geospatial imagery of peak flooding conditions that FEMA needed to assess the damage to support the disaster declaration. And that was huge for their recovery effort.

佛蒙特大學一位官員在給我們的一封郵件中表示——簡而言之，eBee 在洪水救援中發揮了關鍵作用。它是唯一一個包括衛星、簡易飛機和無人機系統在內的系統，能夠收集洪水高峰時的地理空間影像，而聯邦緊急事務管理局需要這些影像來評估損失，以支援災難聲明。這對他們的恢復工作至關重要。

So with those kind of efforts that are ongoing, we know that there are use cases out there where our drones are playing a role. And our job is to make sure that as we educate our customers, as we educate the market, we continue to deliver a really strong position for the business and for our sales initiatives as a whole.

因此，透過這些持續的努力，我們知道我們的無人機在某些用例中發揮作用。我們的工作是確保在教育客戶、教育市場的同時，繼續為我們的整個業務和銷售計劃提供真正強大的地位。

And so with that, I think that concludes -- as Nicole, you said our final question, so that concludes our Q&A session.

因此，我想這就結束了——正如妮可所說，你提出了我們的最後一個問題，所以我們的問答環節到此結束。

Before we end the webcast, I just wanted to reiterate our vision for the future. First, we are a growth minded, with a strong foundation as a known drone solutions company and more than a decade of proven experience. AgEagle is uniquely positioned to offer best-in-class solutions to legacy and emerging industries through product innovation, R&D, and strategic partnerships. Our reputation as an American drone technology company sets us apart and positions us to become a dominant force in the market.

在結束網路直播之前，我想重申我們對未來的願景。首先，我們是一家注重成長的公司，擁有作為知名無人機解決方案公司的堅實基礎和十多年的經驗累積。 AgEagle 擁有獨特的優勢，能夠透過產品創新、研發和策略合作夥伴關係，為傳統產業和新興產業提供一流的解決方案。作為一家美國無人機技術公司，我們的聲譽使我們脫穎而出，並有望成為市場中的主導力量。

Second, we believe our deep bench of drone expertise on the team puts us in a position to benefit from regulatory changes that will allow our customers to fly drones autonomously in more places than ever. Those autonomous drones reflect high-quality data and applications as varied as pipeline inspection, as design construction surveys, leaf-level crop health, tactical mapping, and surveillance remotely.

其次，我們相信，我們團隊深厚的無人機專業知識將使我們受益於監管改革，這將使我們的客戶能夠在比以往更多的地方自主駕駛無人機。這些自主無人機能夠提供高品質的數據，並應用於各種領域，例如管道檢查、設計施工調查、作物葉片健康監測、戰術測繪和遠端監控。

Finally, we believe our employees are passionate and experienced group of professionals who are building solutions that will pave the way to autonomous future of robotics. We trust that together, we will build a diverse, collaborative, resilient, and innovative culture intent on winning in this marketplace.

最後，我們相信，我們的員工是一群充滿熱情、經驗豐富的專業人士，他們正在建立解決方案，為機器人技術的自主未來鋪平道路。我們堅信，我們將攜手共建多元化、協作、富有韌性和創新精神的企業文化，力求在這個市場中贏得勝利。

With that, I'd like to thank all of you for joining our webcast today, and I thank all our shareholders for their continued support. And we look forward to continuing to share our progress. Morgan, back to you.

最後，我要感謝大家今天收看我們的網路直播，也感謝所有股東一直以來的支持。我們期待繼續分享我們的進展。摩根，回到你這裡。

Thank you, Barrett. This concludes AgEagle Aerial Systems 2023 second-quarter results webcast. Thank you for attending and have a wonderful rest of your day.

謝謝，巴雷特。 AgEagle Aerial Systems 2023 年第二季業績網路直播到此結束。感謝您的收看，祝您今天過得愉快。