Rivian 2023 Q1 Earnings Call
发布时间 2023-05-25 10:48:18 来源
中英文字稿 
Good day, ladies and gentlemen. Thank you for sending by. Welcome to the Rivians' first quarter, 2023, earning Scotland's conference call. At this time, all participants on a list and only mode. After this biggest presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 11 on your telephone. You will get an automatic message advised in your hand its raise. Please note that today's conference is being recorded.
大家好，女士们先生们。感谢您的收听。欢迎参加Rivians公司2023年第一季度盈利苏格兰电话会议。此时，所有参与者在列表和只有模式下。在这个重要的演讲后，将进行问答环节。在会话期间提问，您需要按下电话上的star 11。您会收到一个自动提示信息，指导您如何提问。请注意，今天的电话会议被录制下来。
I will now hand a conference over to you speaker host, Tim B., Vice President of Investor Relations. Please go ahead. Good afternoon and thank you for joining us for Rivians' first quarter, 2023, earnings call. Before we begin, matters discussed on this call, including comments and responses to questions, reflect management views as of today. We will also be making statements related to our business, operations, and financial performance that may be considered forward looking statements under federal securities laws. Such statements involve risks and uncertainties that could cause actual results to differ materially. These risks and uncertainties are described in our SEC filing and today's shareholder letter. During this call, we will discuss both gap and non-gap financial measures. A reconciliation of gap to non-gap financial measures is provided in our shareholder letter.
现在，我将把会议交给您主持人、投资者关系副总裁蒂姆·B。请开始。下午好，感谢您参加我们Rivian 2023年第一季度财报电话会议。在我们开始之前，本次电话会议讨论的事项，包括对问题的评论和回答，反映的是管理层今天的观点。我们还将发表有关公司业务、运营和财务绩效的声明，在联邦证券法下可能被视为前瞻性声明。这些前瞻性声明涉及风险和不确定性，可能导致实际结果与预期有很大差异。这些风险和不确定性在我们的SEC文件和今天的股东信中有所描述。在本次电话会议中，我们将讨论gap和非gap财务指标。我们提供了gap与非gap财务指标的调和表在我们的股东信中。
Just before the call, we published our shareholder letter, which includes an overview of our progress over the recent months. I encourage you to read it for additional details around some of the items we'll cover on today's call. With that, I'll turn the call over to RJ, who will begin with a few opening remarks. Thanks, Tim. Whoever wanted, thanks for joining us today.
在通话之前，我们发布了股东信函，对我们最近几个月的进展进行了概述。我鼓励大家阅读它，以获取有关今天通话中将讨论的一些项目的更多详细信息。就此，我将把电话转给RJ，他将以几句话开始。谢谢，Tim。感谢今天加入我们的每一位。
I would like to highlight key developments during the first quarter, as well as discuss progress on our key value drivers. We did a strong start to the year as our team delivered on our targets, including continuing to ramp our one production, integration of the Enduro Motor and LLP battery packs, and improved operating efficiency. This quarter, our best frankline, our chief operations officer, and Nick Kalation, our chief project development officer, to join us for Q&A, giving the importance of the launching ramp of our Enduro Motor platform.
我想强调第一季度的重要发展，并讨论我们的关键价值驱动因素的进展。我们在团队的努力下，强劲地开局，实现了我们的目标，包括继续推进我们的单一生产线、集成Enduro Motor和LLP电池组，以及提高运营效率。在这个季度，我们邀请了我们的首席营运官卡林·弗兰克林和首席项目开发官尼克·卡莱顿加入我们的问答环节，因为我们推出Enduro Motor平台的启动坡道的重要性。
Last week, our R1S was awarded the highest possible safety rating of top safety pick plus from IIAHS, joining our R1T, which earned the award earlier this year. This makes the R1S the only large SUV, and the R1T the only electric pickup to achieve this rating in 2023. During the first quarter, we produced 9,395 vehicles, which reflects continued quarter over quarter growth in our own production. As of March 31, we've now produced nearly 35,000 vehicles since the start of production. Our team drove further improvement in the ramp for our consumer platform while successfully launching new technologies into our commercial land platform.
上周，我们的R1S获得了来自IIAHS的最高安全评级-顶尖安全奖加，加入了我们的R1T，后者在今年早些时候获得了该奖项。这使R1S成为唯一一个获得2023年此评级的大型SUV，而R1T则成为唯一一款获得该评级的电动皮卡。在第一季度，我们生产了9,395辆车，反映了我们自己生产的季度增长。截至3月31日，自生产开始以来，我们已经生产了近35,000辆车。我们的团队在消费者平台的提升上进一步改进，成功地将新技术引入了我们的商业场地平台。
Production during the first quarter was in line with our expectation, and as a result, we are reaffirming our production outlook for the year of 50,000 total units. In addition to production, we made significant progress on our technology and product development over the month during the first quarter. As described during our last earnings call, we took the EDV line down from most of the first quarter to implement our in-house Enduro Drive units, as well as LFP battery packs.
在第一季度，公司的生产情况符合我们的预期，并因此再次确认今年50,000个单位的生产前景。除了生产，我们在第一季度的这个月取得了重大进展，包括技术和产品开发。正如我们上次的收益电话所描述的那样，我们在大部分第一季度中关闭了EDV生产线，以实施我们自主研发的Enduro Drive装置和LFP电池组。
Our Enduro production line is our first use our internally developed plant-solfer platform, designed to aid in the rapid bring-up of equipment and our robotics. This platform offers greater control over our equipment and visibility to thousands of data points across all parts of the manufacturing process. Enduro is providing cost improvements to our result in a significant reduction in our build materials. We expect to start implementing the Enduro motor into our R1 vehicles as a dual motor configuration during the second quarter of 2023, which will contribute to expanding our address home market by enabling lower priced future R1 variants.
Enduro生产线是我们首次使用自主开发的“Plant Solfer”平台，旨在帮助迅速启动设备和机器人。该平台提供了更多对设备的控制和对所有制造过程不同部分的成千上万的数据点的可见性。Enduro在成本上提供了改进，从而显著降低了我们的构建材料成本。我们预计将在2023年第二季度开始将Enduro电机作为双电机配置引入我们的R1车辆，从而扩大我们的市场，并使未来低价的R1车型成为可能。
As a reference to the introduction of the Enduro and LFP battery pack, EDV, enable us to reduce the EDV bill in materials by approximately 25%. Our core priorities for 2023 are unchanged. The team remains focused on ramping production for our R1 and RCD platforms, driving cost reductions, developing the R2 platform and future technologies, and delivering an outstanding end-to-end customer experience. Growing production volume improves fixed cost leverage at our large-scale manufacturing plant in Illinois. This is crucial to realizing the long-term structural cost advantages of our vertically integrated strategy and represents the primary lever on our path to sellage vehicle profitably.
EDV技术作为Enduro和LFP电池组引入的参考，使我们可以将材料成本降低大约25%。我们2023年的核心优先事项没有改变。团队仍然专注于扩大R1和RCD平台的生产规模、推动成本降低、开发R2平台和未来技术，并提供卓越的端到端客户体验。增加生产量改善了我们在伊利诺伊州的大规模制造工厂的固定成本杠杆。这对于实现我们垂直整合策略的长期结构成本优势至关重要，并且是我们在销售盈利汽车的道路上主要的杠杆。
While challenges remain, we've become a stronger, more agile company through this process. The duration and magnitude of our impact is directly linked to our ability to produce vehicles profitably. We have a strong sense of urgency in achieving this goal.
虽然仍面临挑战，但通过这个过程，我们已经成为了一家更加强大和敏捷的公司。我们的影响持续时间和影响范围直接与我们盈利生产车辆的能力相关。我们迫切希望实现这个目标。
Driving lower costs will be enabled by integration of new technologies, such as Enduro and LFP battery packs, as well as our company-wide program designed to maximize efficiency across key cost elements of material costs, logistics, labor and overhead indirect costs, and capital expenditures.
通过整合新技术（如Enduro和LFP电池组），以及我们公司范围内旨在最大化材料成本、物流、劳动力和间接成本以及资本支出等关键成本要素的效率的计划，可以实现降低成本的目标。
Beyond our push to drive operational efficiency, innovations that deliver both improved performance and range, as well as simplified production are core focus of our development teams.
除了我们致力于推动操作效率的努力之外，为提高性能和里程数以及简化生产的创新也是我们开发团队的核心关注点。
Much of the work we are doing on R1, including in Doro-driving, its simplified network architecture, and updated sensor set and compute, directly translates to our R2 platform. We are utilizing R1 to help capture and drive learnings to ensure a smoother amphibar too. This alignment of technical road maps between R1 and R2 will help further drive long-term cost efficiencies.
我们在R1上所做的很多工作，包括Doro-driving，其简化的网络架构，更新的传感器集和计算，直接转化为我们的R2平台。我们利用R1来帮助捕获和驱动学习，以确保更流畅的Amphibar过程。R1和R2之间技术路线图的这种对齐将有助于进一步推动长期成本效益。
Finally, we continue to progress the purchase process and service experience. This year we expected to grow our physical, go-to-market infrastructure, including our mobile and physical service footprint, charging for our Rivian Adventure Network, and Rivian spaces. Further, we plan to increase engagement with our Priotor customers and drive additional demand by expanding our demo drive program, offering more opportunities for potential customers to experience a Rivian vehicle.
最后，我们将继续推进购买流程和服务体验。今年，我们预计将扩大我们的实体市场基础设施，包括我们的移动和实体服务覆盖范围，向我们的Rivian Adventure Network和Rivian空间收费。此外，我们计划通过扩大我们的试驾项目，为潜在客户提供更多体验Rivian车辆的机会，增强与Priotor客户的互动并推动额外的需求。
Overall, the prior spring we're making against our core value drivers of ramping production, driving costs down, developing new technologies and platforms, and enhancing customer experience, positions as well to continue executing our goals for a major of the year, as well as into 2024.
总的来说，我们正在努力实现我们的核心价值驱动因素，即增加生产量、降低成本、开发新技术与平台，并提升客户体验。这将使我们在今年和2024年继续实现我们的目标。
With that, I'll post the call over if Claire, for more details on our financial and operating performance for Q1. Thanks, Arjay.
我会将电话转给Claire，以便更详细地了解我们在Q1的财务和运营绩效。谢谢，Arjay。
The teams achievements during Q1 establish an important base of new technologies that will benefit Rivian for quarters to come through greater material cost reduction, enhanced range efficiency, and access to additional market segments. Technology, such as Enduro and LFP, are critical to achieve our long-term target cost structure across current vehicle platforms, as well as our two.
一季度团队的成就为Rivian打下了一定的新技术基础，这些技术将通过更大的物料成本降低、提高行驶效率和获取额外市场份额来惠及Rivian的今后几个季度。诸如Enduro和LFP等技术对于在当前车辆平台及未来两个平台上实现长期目标成本结构至关重要。
Turning to our first quarter results, we produced 9,395 vehicles and delivered 7,946 vehicles, which was the primary driver of the $661 million of revenue we generated. During 2022, we took measures to drive greater efficiency, which remains our focus for 2023. Compared to our fourth quarter of 2022, Q1 gross profit per delivered vehicle improved 46%. Cash S-GNA expenses were relatively flat, while cash R&D increased slightly, primarily due to restructuring expenses.
转向我们的第一季度结果，我们生产了9,395辆车，并交付了7,946辆，这是我们创造的6.61亿美元收入的主要原因。2022年，我们采取了措施推动更大的效率，这仍是我们2023年的重点。与2022年第四季度相比，交付车辆的Q1毛利率提高了46％。现金S-GNA支出保持相对平稳，而现金研发费用略微增加，主要是由于重组费用。
Total gross profit for the quarter was negative $535 million, which was impacted by a net charge for LCNRV write downs on inventory and losses on firm purchase commitments. The cumulative inventory write downs and losses on firm purchase commitments of $822 million is comprised of $561 million of write downs related to inventory on hand and $261 million of losses on firm purchase commitments. Given we are now in a new fiscal year, the LCNRV charge of $229 million, you will see on our statement of cash flows, is reflected of the charge on new inventory purchased and firm purchase commitments entered into in Q1. The cumulative LCNRV and firm purchase commitments of $822 million represents a $98 million decrease versus the prior quarter. Do primarily to significant reductions in material costs for the EDB and an increase in average selling price for our R1 vehicles.
该季度总毛利润为负5350万美元，受存货LCNRV减值和公司购买承诺损失的影响。累计存货减值和公司购买承诺的8220万美元包括5610万美元的存货减值和2610万美元的公司购买承诺损失。由于我们现在进入了新的财年，2290万美元的LCNRV费用在我们的现金流量表中反映出来，是指在第1季度购买的新库存和公司购买承诺的费用。累计的LCNRV和公司购买承诺为8220万美元，较上一季度减少9800万美元，主要是由于EDB材料成本的大幅减少，以及R1车辆的平均售价的增加。
As the cumulative LCNRV inventory write down decreases, we expect to see an increase in net inventory balances and over time, and net decrease in cost of goods sold per vehicle. We forecast reaching positive gross profit in 2024 and therefore expects by the end of 2024, we will no longer have material LCNRV inventory charges and losses on firm purchase commitments associated with our production at our normal plant.
随着累积LCNRV库存减值的减少，我们预计会看到净库存余额的增加，并随着时间的推移，每辆车的销售成本减少。我们预测将在2024年实现正的毛利润，因此预计到2024年底，我们将不再有与我们在常规工厂生产相关的材料LCNRV库存费用和失利的固定采购承诺。
Total operating expenses in the first quarter of 2023 fell to $898 million as compared to $1.1 billion in the same period last year. The primary driver of the reduction in operating expenses was related to decreases in stock-based compensation. We continue to prioritize investments in our core in vehicle technologies and customer experience while also driving additional focus and cost optimization across the business.
2023年第一季度的总运营费用降至8.98亿美元，相比去年同期的11亿美元有所下降。费用减少的主要原因是股票补偿的降低。我们继续优先投资于核心的车辆技术和客户体验，同时在业务的各个方面推动更多的关注和成本优化。
Adjusted EBIDAS for the first quarter of 2023 was negative $1.1 billion as compared to negative $1.1 billion for the same period last year. Capital expenditures were $283 million in Q1 of 2023 as compared to $418 million during the same period last year.
2023年第一季度的调整后EBIDAS为负11亿美元，而去年同期为负11亿美元。在2023年第一季度，资本支出为2.83亿美元，而去年同期为4.18亿美元。
We ended the first quarter of 2023 with $11.8 billion in cash equivalents and restricted cash. Importantly, during the quarter we took steps to reinforce our robust liquidity position. Maintaining a strong balance sheet is a key priority. It provides a buffer during volatile industry conditions and mitigates risk while scaling significant gross capital projects. It also allows us to focus on delivering against our long-term gross plans including the past to positive gross profit in 2024 as well as the launch of R2.
我们在2023年第一季度结束时拥有11.8亿美元的现金等价物和限制性现金。重要的是，在这个季度我们采取了措施来加强我们坚实的流动性地位。保持强大的资产负债表是一个关键的优先事项。它可以在行业条件不稳定时提供缓冲，并在大规模资本项目的扩展中降低风险。它还使我们能够专注于实现我们的长期高毛利计划，包括在2024年实现正毛利以及推出R2。
During the first quarter of 2023, we issued green convertible senior notes due in 2029 which generated proceeds of approximately $1.5 billion. In mid-April, we announced an amendment to our asset-based revolving credit facility which doubles the available revolving commitments to $1.5 billion extends the maturity to 2028 improves borrowing availability by more efficient lending on concurrent assets and increases are permitted in debt-in-diff provisions to expand debt capacity. In aggregate, these transactions have increased Ravian's liquidity profile by over $2.4 billion, provide debt maturity beyond the launch of R2 and are our diversified approach to funding the business.
2023年第一季度，我们发行了到2029年到期的绿色可转换优先票据，募集了约15亿美元的资金。四月中旬，我们宣布修订了资产担保循环信贷设施，将可用的循环承诺额度翻倍至15亿美元，将到期日延长至2028年，并通过对同时进行贷款的资产进行更有效的借贷，改善了借贷可用性，增加了差异化债务规定的借贷额度，以扩大债务容量。总的来说，这些交易使Ravian的流动性状况增加了超过24亿美元，为R2的推出提供了债务到期期限，并为我们多元化的业务资金提供了途径。
We remain confident that our cash can fund operations through 2025 and believe with these recent additions, we have strengthened our balance sheet as we approach the launch of R2 in 2026. I also want to take this opportunity to reiterate our gross profit bridge from Q1 2023 to Q4 2024. We continue to target positive gross profit in 2024.
我们仍然有信心，我们的现金可以资助我们的运营到2025年，我们相信通过最近的增加，我们已经加强了我们的资产负债表，同时我们也在努力迎接2026年R2的推出。我还想趁这个机会重申我们从2023年第一季度到2024年第四季度的毛利润桥图。我们仍然保持目标，争取在2024年实现正向的毛利润。
Excluding the impact of LCNRV and firm purchase commitments, we expect approximately half of the improvement will be driven by greater volume and utilization of our installed capacity. Our 2023 production guidance of 50,000 units implies a doubling of capacity utilization which will result in significantly lower fixed cost per vehicle. And we expect production volumes to increase further in 2024. The remaining half is split between increases in average selling prices and material cost reduction.
我们预计，除去LCNRV和企业购买承诺的影响，约一半的改进将由更大的产量和更充分利用我们安装的能力驱动。我们2023年生产指导意味着产能利用率翻倍，达到50,000辆，将导致每辆车固定成本显著降低。我们预计生产量将在2024年进一步增加。另一半由平均售价和材料成本降低的增长构成。
Lower material costs will be enabled by the integration of new technologies such as Enduro and LFP battery packs, which delivered about a 25% material cost reduction for our commercial vehicles in Q1 versus Q4. In addition to the engineering design driven cost reductions, we also expect to realize commercial cost savings as we negotiate with our suppliers. The increase in average selling prices is based upon the gradual improvements we expect to achieve as we complete the fulfillment of our pre-march 2022 pre-order base as well as the introduction of new technologies that produced improved performance and capabilities.
通过整合新技术，如Enduro和LFP电池组合，我们将实现降低材料成本的目标。相对于第四季度，在商用车辆上，这些新技术已经实现了约25%的材料成本降低。除了基于工程设计的成本降低外，我们还将通过与供应商谈判实现商业成本节约。平均销售价格的增加基于我们预计实现的逐步改善，这将实现我们在2022年3月之前的预订单基础上，以及引入新技术提高性能和能力。
While gross margin is expected to remain negative in 2023, Q1 represented significant progress versus Q4 2022 with gross profit loss per delivered vehicle nearly cut in half. This was due to cost of good sold improvements and higher average selling prices. During the first quarter of 2023, cost of good sold benefited from lower LCNRV, freight, and material cost versus Q4 2022. While performance for any particular quarter may vary, we expect these trends to persist throughout 2023.
虽然预计2023年毛利率仍将保持负值，但一季度相较于2022年第四季度取得了显著进展，每辆交付车辆的毛利亏损几乎减半。这是由于销售价格平均上涨和成本销售改善所致。2023年第一季度，成本销售受益于与2022年第四季度相比较低的LCNRV、运费和材料成本。虽然每个季度的表现可能会有所变化，但我们预计这些趋势将在2023年持续。
We are reaffirming all aspects of our 2023 guidance. Most notably, we are reaffirming 2023 total vehicle production of 50,000 units and 2023 EBIDO guidance of negative $4.3 billion, which represents an improvement of $900 million versus 2022. Additionally, we expect capital expenditures for 2023 will be $2 billion.
我们重新确认我们2023年指引的所有方面。最值得注意的是，我们重新确认2023年总车辆产量为50,000辆，2023年EBIDO指引为负43亿美元，这相对于2022年有900万美元的改善。此外，我们预计2023年的资本支出将为20亿美元。
In closing, I want to reiterate our confidence in our long-term financial targets. We see a clear path to our approximately 25% gross margin target, high-teens EBIDO, a margin target, and approximately 10% free cash flow margin target.
最后，我想再次强调我们对长期财务目标的信心。 我们看到了实现约25％的毛利率目标、高世纪战略操作利润（EBIDO）率的目标、约10％的自由现金流毛利率目标的明确途径。
With that, let me turn the call back over to the operator to open the line up for Q&A. Thank you, Lisa and gentlemen, to ask a question, you will need to press star 11 on your telephone and wait for your name to be announced. To withdraw your question, press star 11 again. In order to accommodate all participants in the queue, please limit yourself to one question and one follow-up.
那么，让我把通话交还给运营人员，以便开放线路进行问答环节。感谢您，Lisa和各位先生。如果您想提问，请按下电话上的星号11，并等待您的姓名被宣布。如果您想撤回您的问题，请再次按下星号11。为了容纳排队中的所有参与者，请限制自己只提出一个问题和一个后续问题。
Please send by while the company can air us through. Now, first question coming from the line up, John Murphy with Bank of America, you're on a soaping.
请在公司可以通知我们之前发送。现在，第一个提问者是来自银行美国的约翰·墨菲，你在进行中。意思是要求在公司通知我们之前发送信息。现在开始提问环节，第一个提问者是来自银行美国的约翰·墨菲，请开始发言。
Good afternoon, guys. Just wanted to ask a first question on pricing. RJ, your entire strategy, you've looked at the lifetime revenue opportunity of the vehicle and really thought about that in a holistic way. I think I have a pretty good view of that. There are some folks that are taking that view and saying, hey, listen, I can cut my upfront price on the vehicle and not make that much money on it and make up the profitability on the backend from that lifetime revenue and profit opportunity.
大家下午好。我想先问一个关于价格的问题。RJ，你的整体策略，你已经考虑了车辆的寿命收入机会，并以整体的方式思考了这个问题。我认为我对此有一个相当好的观点。有些人会采取这种观点，并说：“嘿，听着，我可以在车辆的前期价格上节省，不会赚太多钱，而是靠寿命周期收入和利润机会来弥补盈利能力。”
I'm just curious, as you think about the company and the strategy and the philosophy of running it, if you would ever think of embracing something like that, and then maybe as a sort of a second part of that question, you're talking about raising pricing, so you're kind of going in the opposite direction. How should we think about the cadence of the roll off of the pre-march 22 pre-orders that had the price protection? Thanks, John.
我只是想知道，当你考虑公司、战略和经营理念时，你是否会考虑采用类似的东西，或者作为这个问题的第二部分，你正在谈论提高价格，所以你在朝相反的方向发展。我们应该如何考虑那些拥有价格保护的3月22日之前的预订的下架节奏？谢谢，约翰。
These are, I think, really relevant questions here for us as we think about the pricing of the vehicles. In the case of our one, this is our flagship product. So from a flagship product, one of you, we've introduced with what we call our large pack and with our quad motor and over the course of the next several months, we're going to be launching our max pack, which introduces a higher price variant to our one, and it'll also be introducing our dual motor within our driving, which introduces our entry configuration. And so we're both going to be growing pricing on some variants but also offerings from our lower price variants at the same time.
在考虑车辆定价时，这些是非常相关的问题。对于我们的一个旗舰产品来说，我们推出了我们所称之为大包和四马达。在接下来的几个月里，我们将推出我们的Max包，为我们的旗舰产品引入了更高价格的变体，并在我们的驾驶中引入了双马达。因此，我们将在某些变种上提高价格，同时也会提供更多低价变种的选择。
And for us, really important with that is giving customers, and we see the data giving customers what they're looking for, and a significant portion of our customers are looking for the best of the best when it comes to our one platform in terms of wanting to get the maximum range and maximum performance. And so we are really looking forward to getting the max pack out there, and that will contribute to growing SP. But as you said, the other element is the growth in post-march first orders, as Claire noted, the pre-march first orders have a lower price, and as we start to come off of those orders and into newer orders, that's going naturally start to shift pricing up, or are you seeing that in Q1 of this year? So those two together give us a lot of confidence in ASP growing over time for the R1 platform.
对我们来说，非常重要的是给予客户他们所需要的，我们看到数据显示大部分客户在寻求我们平台上最佳的性能和范围，所以我们非常期望推出最大电池，这将有助于推动销售。但正如你所说，另一个因素是三月一号后订单的增长，正如Claire所说，三月一号前的订单价格较低，随着我们逐渐完成这些订单，向新订单转移，价格自然会开始上涨，或者你在今年第一季度已经看到了吗？所以这两个因素结合起来使我们对R1平台的平均售价（ASP）随时间增长充满信心。
Now, more broadly as we think about the business in terms of revenue options beyond the initial sale, this is something we also believe strongly, and it's driving a lot of the investment we're making into our technology platforms, of course, around Nali, our full software stack, but importantly, what we're building with autonomy. And as I noted in my opening comments, a lot of work is underway right now on our next generation platform for new sensors set, updated sensors that I should say, as well as updated compute, which will allow us, as we look at future variants and future products, to really over-deliver when it comes to the level two, level three self-driving feature set, and enable our ability to monetize that as well.
现在，我们更广泛地考虑业务方面的收入选项，超越了最初的销售，这也是我们非常坚信的事情，它推动了我们对技术平台的投资，当然，围绕着Nali，全套软件堆栈，但更重要的是我们正在构建的自主性。正如我在开篇时指出的，我们正在开展大量工作，为新的传感器集、更新的传感器和更新的计算机构建我们的下一代平台，这将使我们在未来的变体和未来产品方面，真正超额交付，当涉及到二级、三级自动驾驶功能集时，让我们有能力将其货币化。
So that we certainly see as part of the business in the long term, and above and beyond self-driving there are other opportunities to create, meaningful recurring revenue. And some of those we've started to launch and initiate already with our insurance product, with some of the financing products that we have. So we do see the businesses you pointed out very holistically across the lifecycle of the products.
这意味着我们长期来看，除了自动驾驶以外，还有其他机会可以创造有意义的循环收入，这是公司业务的一部分。我们已经通过我们的保险产品和部分金融产品开始推出和启动了其中一些机会。因此，我们从产品的生命周期整体上来看，确实认为您指出的这些业务都是很重要的。
But just to follow, Bargette, you would never cut price on the front end to drive the hardware sale, to get the profit back over time on sort of the software and services side over time. You believe you need to earn adequate rebargings and returns on the front end, even though you have this opportunity in the back. Is that a fair statement? For us with your own platform, our strategy isn't certainly as good to do that, but longer term is the business evolves. I'm sure we'll talk about this today and the Q&A portion. We're putting a tremendous amount of focus on driving cost efficiencies into our two platform. That's how the vehicle's architected. That's how we're looking at part consolidation. It's how we're thinking about everything from network architecture to ECU topology across the vehicle to drive cost efficiencies, to facilitate, obviously, a much lower price vehicle, but also to give us flexibility in the long term to look at different revenue streams and different revenue opportunities. But as it stands on R1, as a ridder at the start, we do see ASD continuing to expand and grow, both because of, we're pulling a new post-march one customers as well as the expanded number of offerings that bring in things like Max Pack and certainly, we'll be continuing to push on the features that allow us to fully access customer and event.
但是，Bargette，您绝不会在硬件销售前端削减价格，以获取后续软件和服务收益来弥补利润。您认为需要在前端获得足够的利润和回报，即使您在后端也有这个机会。这是一个公平的说法吗？就我们自己的平台而言，我们的策略当然不如这样做好，但是随着业务的发展，长期来看是有利的。我相信今天在问答环节中我们将会讨论这个问题。我们正致力于将成本效益带入我们的两个平台。这就是车辆的构架方式。这是我们考虑部件合并的方式。这也是我们考虑从车辆网络架构到电控单元拓扑结构的一切，以实现成本效益，显然，可以提供更低的车价，但也为我们在长期内考虑不同的营收流和机会提供了灵活性。但就R1而言，作为一个始发者，我们看到ASD继续扩张和增长，这是因为我们正在吸引新的三月后客户，以及带来像Max Pack这样的更多服务，毫无疑问，我们将继续推进能够完全获取客户和事件的功能。
Okay, and if I can just ask one follow up here on the virtual factory technologies that you use for the Indoro, Wonder Launch, can you just kind of explain what that actually means? And how can you use that in the future and how much that saves you in the launch process as far as time and money?
好的，如果我可以在Indoro、Wonder Launch使用的虚拟工厂技术上再提一个问题，您能否解释一下它的实际含义？未来您将如何使用它，这在启动过程中节约了多少时间和资金？
Yeah, this is an important development. Our team's not working hard, and Indoro represents, for us, really, the sort of a full embodiment of what we believe are capable of in terms of both practice engineering as well as our manufacturing engineering teams. And the close integration between those teams led to a lot of innovations, which we've talked about in previous calls, in terms of park consolidation and overall design simplification. But what's not necessarily seen in the product is how we're manufacturing it. And the bring up of this line is gone very smoothly. It's a head of schedule. We're actually ahead of our ramp curve, which is a great thing. What a lot of that's been facilitated by really careful planning from the teams, but also what I referred to in the open comments. We've developed a platform that allows us to very seamlessly bring up all the PLCs, all the controllers and all the robotics and the equipment associated with that, much more seamlessly by creating effectively an extraction layer that we control from a plant software point of view. And we can access equipment much more seamlessly. And we can bring up the equipment much more seamlessly if then when we're working through a variety of third party platforms to do those things.
这是一次重要的发展。我们的团队一直在努力工作，Indoro代表着我们在实践工程以及制造工程团队方面所能实现的全部体现。这两个团队之间的紧密结合带来了很多创新，我们在之前的电话会议中已经谈到了这些方面，包括公园整合和总体设计简化。但是，在产品中没有体现的是我们的制造方式。我们的生产线启动非常顺利，比我们的计划提前了很多，这是非常好的。这在很大程度上得益于团队的精心计划，但也得益于我的开场评论中提到的一个平台的开发。我们开发了一个平台，通过这个平台我们可以非常无缝地启动所有的PLC、控制器、机器人和相关设备，通过从工厂软件的角度掌控一个提取层。我们可以更无缝地访问设备。我们可以更无缝地启动设备，而不是通过各种第三方平台来完成这些任务。
Very interesting. Thank you very much. Thank you.
非常有趣。非常感谢。谢谢。
And our next question coming from Delina, Adam Jonas with Morgan, Stanley, Yelena Sulfon.
我们的下一个问题来自Delina，由摩根士丹利的Adam Jonas和Yelena Sulfon负责回答。
Hey everybody. So my first question is for Frank. You're coming up on one year at the company as COO. When you think about the next 12 months, where do you see the greatest opportunity to improve efficiency at normal? And what would you point out as the greatest risk to execution from here?
大家好。我的第一个问题是给弗兰克。你已经担任公司首席运营官一年了。当你考虑未来12个月时，你认为在Normal公司提高效率的最大机会在哪里？并且你认为从现在开始执行的最大风险是什么？
Thanks, Frank. Yeah, thanks Adam for the question. I mean, my priority is certainly for the next 12 months is to continue focusing on the ramp up in normal, certainly driving down the cost as RJ and Claire already mentioned. And certainly also already preparing the ramp up of our R2 platform. And this is, I think, will give us a competitive advantage as we are already as a team, jointly together with Nick, working on the next generation R2 and really preparing that. And you've seen, we've already in the last few months shown that we are in line with the expectation on the Q1 production numbers and really anticipate continuing the ramp up of the R1 line.
感谢你，弗兰克。是的，感谢亚当提出的问题。我的首要任务肯定是在未来12个月内继续专注于产量的增长，确保成本的降低，正如RJ和Claire已经提到的那样。而且，我们已经在准备R2平台的扩大。我认为这将使我们具备竞争优势，因为我们已经与尼克团队共同在研究下一代R2，并做好了充分准备。你们已经看到了，在过去的几个月里，我们已经展示了Q1产量的预期，真正期待着继续扩大R1产线的规模。
And we will really see in the second half of this year that we should see the numbers being really close to our installed capacity. Again, on the cost initiative, yes, I mean, we still see a significant gap on what we should be paying our suppliers and what we're currently paying. So what we've done in the last few months is starting to engage the discussions with every single supplier and to show them the gap. And we're working on closing the gap within the next few months. So this is really my priority. I think we have a great plan in place. So right now for me, it's literally just executing the plan that we put together as a team.
在今年下半年，我们真正能看到我们的数字会接近我们的安装容量。在成本方面，目前我们仍然看到我们应该支付供应商和我们目前支付的存在着显著差距。因此，过去几个月，我们开始与每个单一的供应商进行接触，并向他们展示该差距。我们正在努力在未来几个月内缩小这一差距，这是我们的重中之重。我认为我们有一个很好的计划。因此，现在对我来说，就是简单地执行我们团队制定的计划。
Thanks, Frank. And RJ just a follow up for you. Now that you've been released from exclusivity on the EDV, you able to provide any update on status of discussions with other commercial customers at a high level in the last few months.
谢谢，弗兰克。RJ，我有一个跟进问题。现在你已经不再独家掌握EDV的权利，你能否简要介绍一下过去几个月在高层次商业客户方面的讨论进展情况？
Thanks. Thanks, Adam. You know, we're at this point continues to focus on production point of view on really the single customer with Amazon. And in terms of, you know, looking beyond the exclusivity into other customers, we do see a broad set of needs in the commercial space and as you well know, these are a long lead time discussions and negotiations, especially for some of these larger contracts. So those have been underway for some time now. And certainly plans of a long term plan for the platform. And it's been something we've been working very closely with Amazon on to allow us to pursue these other customers as quickly as possible.
谢谢，Adam。你知道，我们一直致力于从生产角度让亚马逊成为我们的单一客户。但是，当我们超越独家关系寻找其他客户时，商业领域有着广泛的需求，这需要长时间的讨论和谈判，尤其是对于一些大型合同而言。我们已经开始进行这些谈判一段时间了，并且肯定会制定一项长期计划。我们一直与亚马逊密切合作，让我们能够尽快追求其他客户。
Thanks, RJ. Thank you.
谢谢你，RJ。非常感谢。
And our next question coming from the line up. Georgian Rickus with Canacortia and Assulpen.
我们接下来要回答的问题来自排队等待的人群。格鲁吉亚的Rickus问：Canacortia和Assulpen是什么？
Hey, good afternoon, everyone. Thanks for taking my questions. I was wondering if you could help us understand a little bit the little more granularity. Some of the leverage you could have to ED commodity prices coming in, you mentioned the past that your contracts from 2018, 2019 are expiring any additional color you greatly appreciate it.
大家下午好，感谢大家回答我的问题。我想知道您能否帮助我们更详细地了解一下。您提到过，从2018年到2019年的合同将到期，您是否有其他关于影响商品价格的杠杆作用的信息？非常感谢您提供更多细节。
This is important. Frank referenced it a bit in his previous comment, but you know, a lot of our, the vast majority of our bill materials from when we started production, were negotiated in contracts, you know, in the 2018, 2019 timeframe. So it was, you know, a few years before we'd started production, certainly we didn't have the negotiating leverage that we have today.
这非常重要。弗兰克在之前的评论中稍微提到了这一点，但你知道，我们开始生产时的绝大部分账单材料都是在2018年至2019年期间协商的合同。因此，在我们开始生产前几年，我们显然没有今天这么多的谈判筹码。
And as we wind the clock forward through to today, the level of excitement and engagement that we have from suppliers is, it's absolutely night and day. So there's a tremendous amount of passion to drive towards, help us drive towards profitability. Really as the supplier see us as a significant partner going forward and are excited, not just about our one, but are certainly very excited about the R2 platform as well.
随着时间的推移，从过去到现在，我们与供应商的合作充满了激情和热情，这完全是两个不同的世界。这种激情和热情让我们更有动力实现盈利。我们的供应商认为我们是重要的合作伙伴，并非常期待与我们合作，不仅关注我们现在的项目，而且对于R2平台也非常兴奋。
So as Frank talked about, these are negotiations that are happening real time. We're working closely with our partners to find appropriate cost down paths to achieve our targets and to achieve the long term profitable in our one, but also to, you know, set up the relationships to be profitable very rapidly on our two.
正如弗兰克所说，这些谈判是实时进行的。我们与合作伙伴紧密合作，寻找适当的成本降低路径，以实现我们的目标，并在我们的第一条产品上实现长期盈利，以及快速实现我们的第二条产品的盈利关系。
As a follow up, asking for a friend, any curious on timing for the max pack, curation for the R1 platform? Thanks. Yeah. My dad's been asking me that a lot lately too. So I think that there's a tremendous amount of excitement for the max pack. And we are working very hard to bring that forward. I think as I noted at the beginning, it certainly also helps us grow ESP. So there's a lot of reasons. In addition to your friend and my dad's satisfaction of pulling max back in as quickly as possible. Thank you. Thank you.
作为一个跟进问题，为一个朋友询问，对于R1平台上的最大容量包装的时间规划有什么好奇的吗？谢谢。是啊，我爸爸最近也一直在问我这个。我想人们对最大容量包装有很大的兴奋，我们正在努力推进它。正如我在开始时指出的那样，这肯定也有助于我们扩大ESP（电子货币支付）的规模，所以有很多理由。除了你的朋友和我爸爸尽快恢复最大容量包装的满意度外。谢谢。谢谢。
And our next question coming from the line off. Rod Latchman with research. Lana Sopin. Hi, everybody. I know that you are not talking about backlog anymore. I'm a consumer side, but I was hoping RJ you might be able to just give us some color, first of all, on what you're seeing in terms of demand trends. Just on that side of the business.
接下来我们的问题来自研究部门的Rod Latchman和Lana Sopin。大家好，我知道你们不再谈论积压了。我是消费者方面的，但我希望RJ能够给我们一些信息，首先是关于您所看到的需求趋势方面的情况。仅仅是业务的这一方面。
Sure. Thanks, Ron. And we'll backlog, you know, so it sends well into 2024. I think important to note here is just the engagement we have with customers and the level of satisfaction that our early customers, the first 35,000 or so customers are having really creates a powerful flywheel where our biggest and I would say most important advocates are the buyers of our vehicles. And so with that said, we continue to see that through the online forums, we see that through the communities that are forming. And we even see that through third party recognition, JD Power, how to suborder with the highest level of customer satisfaction of any vehicle in the 2023 ratings, which was great. And it's really reflective of the brand.
“好的，谢谢，Ron。我们将会排单，以便销售时间可延伸到2024年。重要的是，我们与客户进行的互动以及早期客户的满意度，大约前35,000名客户的反应非常积极，这形成了一个强有力的良性循环，我们最大、最重要的支持者就是我们的车辆购买者。因此，我们可以通过在线论坛、社区建立，甚至通过第三方评估机构——JD Power，我们部分车型在2023年评级中获得了最高客户满意度的认可，这是非常好的。这也反映了我们的品牌。”
We're working so hard to build, but also the experiences we're trying to create across the full life cycle of the ownership experience. Now, with that said, the work that we're gonna continue to do over the course of this year, and I noted this earlier, will help us expand brand visibility and brand awareness. So the additional physical spaces that we're building out that sell infrastructure or service infrastructure that we're building out will continue to contribute to that growing flywheel of awareness and growing flywheel of demand.
我们正在努力建设，同时也在全周期的拥有体验中创造体验。现在，我们会继续努力，我之前也提到过，这样会帮助我们扩大品牌的知名度和认知度。因此，我们正在建造的额外的实体空间，以及我们正在建设的销售基础设施或服务基础设施，将继续为不断壮大的意识和需求的飞轮做出贡献。
Great, thanks for that. And Claire, I wanna make sure that we're thinking about the underlying gross profit, XCl, CNRV impact correctly. Because I think that we're seeing some signs of improvement here, even with the downtime that you took. And probably before the impact of this, the 25% decline in bomb on the RCV, in the past, you suggested that we look at the difference in the LCNRV charge, so that would be 98 million this quarter.
太好了，谢谢你。克莱尔，我想确保我们正确地考虑了基础毛利润XCl、CNRV的影响。因为我认为即使你们进行了停产，我们仍然能看到一些改善的迹象。在受到RCV炸弹销售下降25%的影响之前，你过去曾建议我们看LCNRV的差额，这个季度的差额为9800万。
So broad strokes, would you say that on the gross profit line, a clean run rate was a bit over 600 million dollar loss on 8,000 units delivered versus 760 million or so on kind of similar delivery volume last quarter. And is that the run rate from which you're bridging to break even or you talk, you're referring to the full year guidance?
总体而言，您认为毛利润线上，交付8000个单位的干净跑步率亏损略高于6亿美元，而与上个季度交付量相似的情况下，亏损大约为760万美元左右。您所提到的这个跑步率是您在努力实现盈亏平衡时所参考的吗？或者您是在谈论全年指导预测？
Well, that's correct. That's the run rate that we're looking on, as I mentioned, right, prepare remarks on the Q1 block from current Q1 gross profit, excluding the impact of LCNRV to where we expect to be in Q4 of 2024. And as you rightly noted, we saw 17% improvement quarter over quarter as we went from Q4 to Q1.
没错，这是正确的。正如我之前提到的，我们正在关注的是Run Rate，这是根据当前Q1毛利减去LCNRV影响，预计2024年Q4的毛利率。正如您所指出的，我们看到了季度与季度之间17%的改善，从Q4到Q1。
OK, so it sounds like you're confirming that. And is your bridge sort of holding commodities somewhat flat in your guidance bridge? Or how do you sort of think about, as we're seeing, lithium carbonate hydroxide costs falling? What, how are you sort of factoring that into your bridges at this point?
好的，听起来你确认这个了。你的指导桥梁中是否将商品保持平稳？或者在锂碳酸盐羟化物成本下降的情况下，你是如何考虑的？你在这个点上如何将其融入桥梁中？
Sure, the way I would characterize it is within the forecast guide to that Q4 2024, the expectations are for more of a normalized state of commodity costs. So we have set another way. We haven't expected material reductions in commodity costs, even though we in the course of the last quarter have seen significant declines in the cost of lithium carbonate. And lithium hydroxide as well.
可以这样理解，根据2024年第四季度的预测指南，我们预计商品成本将趋于正常。换句话说，我们没有预计商品成本会有大幅降低，尽管在上个季度我们看到了碳酸锂和氢氧化锂的成本显著下降。
Great, thank you. Thank you. And our next question coming from the line of Alex Porter with 5% where Elon is open.
太好了，谢谢你。再次感谢。下一个问题来自Alex Porter的线路，他在Elon开放的5%中。
解释：感谢对话中的某人，接下来的问题是来自名为Alex Porter的人，他在Elon所开放的5%中。
Great. Thanks, guys. So my first question is on the 25% reduction of the bill in materials as a result of the LFP pack and Enduro, which I think is an interesting data point. You expect something similar when you start rolling those technologies out with R1. And if that comes alongside a price hike, it seems like the impact on gross margin could be pretty material. I just don't know if it has such a big impact on the bill in materials for R1 as well.
很好。谢谢你们。所以我的第一个问题是关于LFP包和Enduro带来的材料费用降低25％，我认为这是一个有趣的数据点。当你开始推出R1时，你是否期望出现类似的情况。如果这意味着价格上涨，那么对毛利率的影响可能相当大。我只是不知道这对R1的材料费用是否也有如此大的影响。
Yeah, Alex, thanks for the question. And as Claire noted, we're excited to see the 25% reduction that we referenced start to make its way into numbers in Q2 as the EDV line comes back on. And we'll see those numbers in Q2. But for R1, this is a really important development. It's part of a broader set of developments that when we talk about a lot of the R&D work and innovation that we're driving, a big portion of this is focused on driving cost out and driving the supply of the product. And I'd like to invite Nick just to talk a bit about some of the work that we're doing there. Inclusive of Enduro, but there's a host of other work streams that we're going to start to see come to light.
嗯，Alex，感谢你的问题。正如Claire所提到的，我们很兴奋地看到我们所提及的25%减少在EDV线路重新启动后开始呈现在Q2的数字中。我们将在Q2看到这些数字。但对于R1来说，这是一个非常重要的发展。它是更广泛的一些发展的组成部分，当我们谈论很多研发工作和创新时，其中很大一部分是集中在降低成本和推动产品的供应方面。我想邀请Nick谈一下我们在这方面所做的一些工作。包括Enduro在内，但还有很多其他工作流将开始浮现。
Yeah, thanks, RJ. So the Enduro driving is a significantly less expensive product and diversifies our supply chain, which brings additional value. When we think about the EDV experience that we've been able to deliver on over the last quarter with the ramp of Enduro and the integration of LFP, and that 25% reduction is really impactful and we expect to see something similar in R1 as we look over the next couple of quarters in the beginning of next year.
是的，谢谢，RJ。所以Enduro驾驶是一种显著更加廉价的产品，有助于多元化我们的供应链，带来额外的价值。在过去一个季度，我们已经成功介绍了EDV体验，并且通过推出Enduro和整合LFP，实现了25％的降低成本，这真的非常有效。在接下来的几个季度和明年初，我们预计在R1中也会看到类似的效果。
OK, great. Second question on CAPEX. Saw that you maintained the $2 billion guidance. But that's a pretty, that implies, I guess, a pretty material step up versus what you spent in Q1. So just wondering maybe if qualitatively and or quantitatively, if you can talk through what that money is your mark for in the back half, and if there's any potential to maybe differ some of that in order to protect the cash balance.
好的，很好。CAPEX的第二个问题。我看到你们保持了20亿美元的指引。但这意味着，我猜，在后半年你们的支出会相当大，比第一季度要增加很多。所以我想知道，你们有没有可能在数量或质量上讨论一下这笔钱在后半年的用途，并且是否有可能将其中的一部分延迟，以保护现金余额。
True, Alex, as we think about the cadence of our CAPEX, as you can imagine, with the $2 billion guide that we have, that implies significantly higher levels of CAPEX over the remaining three quarters of the year. And for us, our expectation is we're going to make significant investments predominantly in tooling as we think about some of the next generation technologies that will start to be introduced throughout the course of 2023. And then importantly, as we've talked about in prior earnings calls before throughout the course of 2024 as well. And so I would say that's one of the primary drivers of our CAPEX spend beyond that. There's incremental payments associated with the commissioning and utilization of our indoor line, where we have the line fully running today, but all of that cash is not yet out the door at Rivian. And then beyond that, as RJ alluded to, continued build out of our good-to-market infrastructure as we're building out incremental service centers, charging network, things of that nature as we continue to grow and scale the business in aggregate. Based off of your second part of your question on availability to defer CAPEX, given the lumpy nature of our CAPEX deployment and spend, there certainly is some likelihood, especially as we think about some of the Georgia CAPEX initiation that some of that could fall into 2024 relative to 2023.
True和Alex，当我们考虑CAPEX的步伐时，你可以想象，根据我们的200亿美元指导，这意味着剩余三个季度的CAPEX水平会显著提高。对于我们来说，我们的期望是，我们将主要投资于工具，因为我们考虑到一些下一代技术将在2023年和2024年开始推出。因此，我认为这是我们进行CAPEX支出的主要驱动因素。除此之外，还有与我们的室内生产线的投产和利用有关的额外支付。此外，正如RJ所暗示的那样，我们将持续建设我们的市场基础设施，建设增量服务中心、充电网络等等，以实现业务的整体增长和规模化。根据您问题的第二部分关于延迟CAPEX的可用性，考虑到我们部署和支出CAPEX的波动性，特别是考虑到一些从乔治亚开始的CAPEX启动情况，有一定的可能性，一些CAPEX可能会在2024年相对于2023年推迟支出。
Perfect. Thanks, guys.
完美。谢谢，大家。
Thank you. Our next question coming from Delina. Dan Levy with Barkley, Selen, is open.
谢谢您。我们下一个问题是来自Delina。Barkley的Dan Levy现在可以提问了。
意思是感谢问问题的人Delina，让Barkley的代表Dan Levy回答问题。
Hi. Good evening. Thanks for taking the question. First, I want to ask about the constraints that normal. In the past, I think you said the largest constraint on production was on PowerSemmy. So just want to get a sense of where that stands. And we've heard about tightness on a Silicon carbide. I know you use Silicon carbide in IGBT, but how much is the tight Silicon carbide supply still a challenge for you?
你好。晚上好。感谢您回答这个问题。首先，我想了解一下正常情况下的制约因素。过去，我认为您曾经说过生产上最大的制约因素是PowerSemmy。所以，我想了解一下现在的情况。我们听说Silicon carbide供应紧张。我知道您在IGBT中使用了Silicon carbide，但是紧张的硅碳化物供应对您来说仍然是一个挑战吗？
Thanks, Dan. One of the things we've embedded in our comments here and we should add some more color to is, with the bring up of the Enduro drive unit, it's not only providing us with a lower cost propulsion platform, but it also helps us diversify our supply chain with regards to the power modules.
感谢，丹。我们在这里的评论中嵌入的一件事情，我们应该增加更多的色彩，就是随着Enduro驱动单元的引入，它不仅为我们提供了一个更低成本的推进平台，而且还帮助我们在能源模块方面实现供应链的多元化。
So bring on additional suppliers of both Silicon IGBT, but also Silicon carbide. And that was very intentional. And we've designed the ramp up of that such that it helps alleviate some of the constraints we have on our existing quad motor Silicon carbide supply, which we've talked about in the past as being one of the major ramp constraints.
因此，我们引入了更多硅IGBT和硅化碳供应商，这是有预谋的。我们已经设计了相应的供应增长计划，以帮助缓解我们现有四电机硅化碳供应的一些约束，我们过去曾称之为主要的增长约束。
This is also something that as we look forward into R2, we're spending a lot of time on to make sure that these constraints aren't there. And Nick's team in designing our next generation of inverters and power modules have spent a tremendous amount of effort to ensure that we really consider some of the long-term constraints that we see in this space.
在展望R2版本时，我们也在花费大量时间来确保这些限制不再存在。尼克的团队在设计我们下一代逆变器和功率模块时，花费了巨大的精力来确保我们真正考虑到这个领域中我们看到的一些长期限制。
I think the comments earlier about when we sourced a lot of the components for our water really relevant in power semi-s as well, the supply base for our original launch configuration was a relatively smaller set of players than who we're working with today for both Silicon and Silicon carbide. And as we move into Enduro, and we move into those larger, more mature suppliers, we build out that capacity today, and we build those relationships toward the future as we think about our two.
我认为之前关于我们从哪里采购我们的水组件的评论与功率半导体也非常相关。我们最初发布的配置的供应商基础相对较小，与我们今天为硅和碳化硅合作的供应商有所不同。随着我们进入Enduro，并与那些更大、更成熟的供应商合作，我们今天建立了相应的能力和未来的关系。我们考虑到我们自己的未来时，我们将持续拓展这些关系。
It was fair to say that as you're sort of addressing the Silicon carbide issue in a variety of ways instead, as this is addressed, your piece of production should increase dramatically, which is implied within your guidance in any case. I think I touched it. Yeah, that's right. OK, great. Thank you.
可以说，你用各种方式解决了硅碳化物的问题，因此你的生产水平应该会显著提高，这也在你的指导中已经被暗示了。我认为我提到了这一点。是的，没错。好的，谢谢。
Second question. And I think you've addressed this somewhat with Enduro and LFT. But wondering what other opportunities you have within the vehicle to potentially be content for their work to help reduce the material cost. I know you've talked about working with suppliers to try to cut away some of the costs. But within the engineering of R1 itself, what are their opportunities might there be to decontent to help improve the path to break even?
第二个问题。我认为你已经在Enduro和LFT方面进行了一些探讨。但我想知道你在车辆中还有哪些机会，可以通过内容帮助降低材料成本。我知道你已经谈到了与供应商合作，试图削减一些成本。但在R1的工程中，他们有什么可能性可以去除一些内容，以帮助改善达到盈亏平衡的道路？
Yeah, so Enduro and LFT are clearly big pieces of the puzzle. And I think we tend to talk about those because their customer facing, we're offering different range packs and different configurations. There's a lot of work that's also going on under the covers to make sure that we have continued cost reduction.
是的，Enduro和LFT显然是解决方案中的重要组成部分。我认为我们倾向于谈论它们是因为它们面向客户，我们提供不同的套餐和配置。但是，在幕后还有很多工作正在进行，以确保我们继续降低成本。
Arjased talked in the past about moving to a zone of architecture, which really has a significant impact on the number of DCs in the vehicle, the complexity and cost of the harness. And those both have significant impacts with Frank and the factory on our ability to reduce labor content in the vehicles. We also are looking at a series of body manufacturing updates late this year, updates adjoining technology and materials to help improve yield and lower cost.
阿贾赛德曾谈到过转向一种建筑区域，这对车辆中数据中心数量、线束的复杂性和成本产生了重要影响。这两者对于弗兰克和工厂而言对于我们在车辆中降低劳动力成本的能力有着重要影响。我们还将在今年年底进行一系列车身制造更新，采用领先技术和材料来提高产量和降低成本。
We have a new part of the MAXFAC and the large-back platform coming early next year that involves some significant changes to the battery structure that really pull out costs and, again, drive up manufacturer abilities. So again, some of these are really customer-facing things, but our goal is to offer better value to customers.
我们的MAXFAC和大背板部分即将在明年推出，其中涉及到一些重大的电池结构变化，真的能够降低成本，同时增强制造商的能力。因此，虽然有一些是直接面向客户的事情，但我们的目标是为客户提供更好的价值。
And then some of these things like a zone of architecture are success means nobody notices that we've made all these changes under the hood. I think just a note, Nick referred to, and I referred to it, the updates are making to our network architecture really laid the groundwork for what we're doing with R2. And one of the benefits of developing all the electronics in the vehicle, and of course, the software stack in the vehicles, as we've now reached a level of maturity where we're consolidating a number of those DCs and removing not only a lot of DCs from the vehicle, while maintaining feature set, but also, along with that massively simplifying the vehicle harness.
有些东西，比如建筑的区域，若成功的话，就意味着没有人会注意到我们在车辆内部做了这些改变。我认为，我们正在网络架构上进行的更新奠定了我们在R2方面将要做的事情的基础。一个好处是，我们正在开发车辆中的所有电子设备以及软件，我们现在已经达到了一定的成熟度，正在整合许多的DC（数据中心），并且维持功能集，同时还大幅简化了车辆电线束。
And all that workflows very naturally into R2, so we finally take cost out of R1, but we be risked the launch of R2. Great, a number of works you've had. Thank you.
所有这些工作流程自然地转移到R2，所以我们最终将成本从R1中削减掉了，但我们冒了R2推出的风险。非常感谢你所做的工作。
Thank you. Our next question coming from the line of BJ Rakesh with Mizuhau Group Yelena Sopen. Here, I just a couple of quick questions. On the dual motor, in the LFP, what makes the area assuming of your shipments or deliveries will be on those as you ramped those to the year?
谢谢。接下来的问题来自Mizuhau Group Yelena Sopen的BJ Rakesh。这里只有几个快速的问题。就双电机而言，在LFP方面，您认为会有哪些因素导致您的出货或交付集中在其中，以便您在今年加速推广？
And in the case of our commercial vans, 100% of their commercial vans are moving to an LFP pack configuration and the indoor drive unit. As it pertains to the R1 platform, we expect at a drivetrain level between what we call our origin, the quad motor and the zero, the dual motor, to be about a 50, 50 split.
就我们的商用车而言，它们所有的商用车都会采用LFP电池组和室内驱动单元配置。关于R1平台，我们预计在驱动系统的水平上，我们所谓的起点四电机和零双电机之间大概会是50/50的比例。
We have the flexibility within our production capabilities to flex the upper downsome. But as you heard from myself and Frank earlier, the supply chain constraints run, the power semi is really a key consideration, and that flexibility of our production lines to respond to any supply constraints that make them up is really important.
我们在生产能力方面具有弹性，能够灵活响应上游供应链的变化。但正如您之前听到我的和弗兰克的讲话，供应链的限制很多，如电力半导体等是一个关键考虑因素，我们的生产线灵活应对任何可能出现的供应链限制变得非常重要。
Now, in the case of our R1 battery pack, we will be introducing what we call our standard pack. But that's going to be a little later than this year. Got it. And you mentioned the higher ASB sales. Just wondering how that is ramping. Is all your delivery post mattress replaced on the higher ASB vehicles?
现在，就我们的R1电池组而言，我们将会推出我们所谓的标准电池组。但这会比今年稍晚一些。明白了。您提到了更高的ASB销售额。不知道这个销售额是如何增长的。所有您的交付车辆上的床垫是否都更换成了更高的ASB车辆？
意思是，我们的R1电池组生产计划稍有延迟，我们计划生产标准电池组。同时，询问他们更高的ASB销售额是否有增长，是否所有交付车辆的床垫都更换为更高的ASB车辆。
Yes. So the pre-march first vehicles have a lower price point. And we're actively, with every vehicle we deliver of those, we have its one lesson. We start to work towards a growing mix of post-march first reservations and predators. So over the course of really the next year, we hope to work through those pre-march first orders and get into newer post-march 122 orders. Got it. Thank you.
是的。所以，三月之前的第一批车辆有较低的价格。我们积极地从每辆车交付中汲取经验教训，并开始朝着增加三月之后的预定和订购方向发展。所以在接下来的一年中，我们希望能够完成三月之前的订单，并开始进入新的三月后的预定和订购。明白了，谢谢。
Thank you. And our next question coming from Delina. Tom Narian with RBC Capital. Yelena Salpin. Hi. Thanks for taking the question. And apologies if you answered this just a quick question on the guidance, the EBITDA guidance.
谢谢你。接下来的提问来自Delina，Tom Narian来自RBC Capital，Yelena Salpin。您好，感谢您回答问题。如果您已经回答过，请原谅我提出这个关于EBITDA指引的快速问题。
If I take the Q1, adjust the EBITDA and annualize it, I get a number that's only I think 6% below your full year guide. I know deliveries should probably ramp higher and you have these costouts. Just curious as to maybe is a quarterly cadence dynamic that's leading to that EBITDA guidance, for the full year?
如果我参考第一季度的数据，调整EBITDA并年化，我得到的数字仅比你们的全年指引低6%左右。我知道交付量可能会增加，同时你们还有成本节约计划。我想知道这是否与全年EBITDA指引有关联，或者存在季度节奏的影响？
Sure, Tom. As we think about the overall EBITDA cadence overall, it's driven by a couple of key factors. First and foremost, while we'll be improving our overall cost of goods sold per unit, we are still running at a lost position throughout the course of 2023. And so as we go throughout the courses of the year this year, we'll see some variability both in terms of how rapidly we're taking down the LCNRV charges throughout the course of the year, which is one factor, as it pertains to our adjusted EBITDA that will be reporting. And then the other factor that we'll have as well is really as we think about the three key drivers of ramp material cost and ASP and this trajectory that we expect to see as we continuously improve on each of those core drivers as the year progresses on, but we'll be delivering greater volumes of vehicles albeit at lower lost positions as we continue to scale throughout the year.
当然，汤姆。就总体EBITDA走势而言，它受到两个关键因素的驱动。首要因素是，尽管我们将提高每单位销货成本的总体水平，但在2023年我们仍将以亏损的姿态运营。因此，今年我们将在收回LCNRV费用的速度上看到一些变化，这是影响我们报告的调整后EBITDA的一个因素。另一个因素是，我们认为这三个主要驱动因素——生产成本、平均销售价格和预计的轨迹——将随着一年的推进而持续提高，但随着我们不断扩大规模，我们将以更低的亏损姿态提供更大量的车辆。
OK. And just kind of a high level question, wondering for RJ, wondering how you think about the long term market opportunity for your consumer offering in light of what appears to be maybe increasing competition from legacy OEMs, particularly in trucks and NSUVs, does that change kind of how you view the market opportunity of longer term or do you view it as kind of different kind of worlds? And certainly these legacy OEMs are getting more competitive with specifically with EVs across these vehicles.
您认为在重型卡车和NSUV市场上，不断涌现的传统汽车制造商的竞争是否会影响您的消费者产品的长期市场机遇？您是否认为这会改变您对长期市场机遇的看法，还是您认为这是两个不同的市场世界？当然，这些传统汽车制造商在这些车型中特别是在EV方面正在变得越来越有竞争力。
Yeah, thanks, Tom. Yeah. And today with the R1 product, we're seeing demand relative to others that are in similar segments or similar price points that's significantly outpacing sort of similarly priced vehicles. So at this price point, the R1 platforms, really the leader in terms of overall share. And that level of excitement and demand that we're seeing there is reflective of the way we've approached the brand and the features and the overall product design. And of course, we hope to carry that into much lower price point with the R2 platform and the R2 platform, while it will have a number of other players that are offering products that are in that price range of 40 to $50,000.
Tom，谢谢。今天我们看到R1产品的需求相对于其他价格相似或相似细分市场的产品要快得多。因此，在这个价格点上，R1平台真的是整体市场份额的领导者。我们看到的这种兴奋和需求水平反映了我们对品牌、功能和整体产品设计的处理方式。当然，我们希望能够将这种趋势延续到价格更低的R2平台上。虽然在40至50,000美元的价格范围内会有其他一些竞争对手，但我们仍然希望通过R2平台来提高市场份额。
The way we're thinking about it and the things we're excited about with regards to the product is just how unique we can make it in terms of capturing the core essence of everything we've shown with the flagship products with a product that ultimately delivers on a high level performance both on and off road, a tremendous amount of capability and the ability to sort of enable and inspire folks to take the kinds of ventures where you need to fit your pets, your kids, your gear into the vehicles. So we of course, haven't shown R2 yet. We've all seen it. So we have asymmetric information on what it looks like and what it is.
我们对这个产品的思考方式和激动之处在于，我们想让它在捕捉我们的旗舰产品的核心本质方面显得独具匠心。这样的产品可以在公路和越野领域表现出高水平的性能，具有巨大的功能，能够激励人们去进行冒险并为他们提供足够的容纳空间，例如把宠物、孩子和物品装进车内。当然，我们还没有展示R2的样式。我们所有人都没有看到过它，所以对于它的外观和特性，我们只有不对称的信息。
But I can say we have a tremendous amount of confidence around the product we're developing and how that not only fits our brand so nicely, but we think really provides an extension to the dressable market relative to what we've done with R1. Yeah, I think it's important as well. Sorry, it's important as well to extend the vision of what we're doing well beyond the electric powertrain. Like the CEOs are moving in this direction, which is great for the overall mission.
我可以说我们对正在开发的产品非常有信心，不仅与我们的品牌非常匹配，而且我们认为它实在是可穿戴市场的一个很好的扩展，相对于我们所做的R1来说。是的，我认为这也很重要。不仅仅是电动动力系统，将我们的愿景延伸到更广阔的领域也非常重要，像CEO们正在朝这个方向发展，这对于整个使命是非常好的。
But we really do focus on that overall customer experience and what we can deliver with a combined hardware software platform, the fact that we've been shipping a product for less than two years and it influenced for like Marcus Brown, who would say best SUV in the world. We have a software experience and overall customer experience that we're really proud of. And we think differentiate beyond just being an electric vehicle.
我们真正专注于全面的客户体验，并通过硬件和软件平台提供我们的产品，尽管我们推出的产品时间不到两年，但它已经影响了Marcus Brown等人，他会说这是世界上最好的 SUV。我们拥有一个让我们引以为豪的软件体验和全面的客户体验。我们认为它们超越了仅仅是一辆电动车的区别之处。
Yeah, I guess relative today, we haven't really seen what the legacy OEMs have done yet. Right? A lot of these launches are still yet to come. 2024 specifically, we're going to see a couple more. And then obviously, as we get further in the decade, that's what I was referring to. Today, obviously, it's not as robust, especially in the US. But in the coming years, I would think it's that competition intensifies more. That's kind of what I was referring to.
我想说，相对于今天来说，我们还没有真正看到传统汽车制造商做了什么。很多新车型的发布还没有到来。尤其是在2024年，我们会看到更多的发布。随着时间推移，这个十年后面的情况就是我所指的。当然，今天特别是在美国，市场并不是那么强劲。但是在未来几年里，我认为竞争会更加激烈。这就是我所说的。
I think the other thing to keep in mind and Nick references is in the not-to-distant future, everything will be electric. So being electric alone isn't a sufficient differentiation point. It really ties into the ultimately, what's the way the product comes together, the interplay between software, the electronics in the vehicle, of course, the dynamic performance of the vehicle, the packaging, and the architecture of the vehicle. And Frank referred to it, I referred to it, but how many manufactures both the vehicle, which ultimately drives the cost structure for what we're building. So given the significant change of the electric creation offers, though, it does create new opportunities in terms of how we architect the vehicle, how we design the cost structure, and then the types of driving dynamics and experiences that can be delivered.
我认为还有一件需要记住的事情，尼克也提到了，那就是在不远的将来，一切都会电动化。因此，仅仅拥有电动属性并不足够成为区分点。实际上，这涉及到产品整体的方式，包括软件、车辆电子设备、车辆的动态表现、车辆的空间配置和结构。弗兰克提到过，我也提到过，但是有多少个制造商都会制造整个车辆，这最终会影响我们所建造的成本结构。然而，电动车所带来的显著变革也创造了新的机遇，包括我们如何设计车辆的结构、成本结构和车辆驾驶性能等。
All right, great. Thanks. Thank you. Our next question coming from the line up, James Picarello with the NP Parable, Galenis Alpin. James Galenis Alpin. I think the reception cut out for me. Can you hear me? Yeah. We can. Yeah.
好的，太棒了。谢谢。谢谢你。接下来的问题来自James Picarello的NP Parable，Galenis Alpin。James Galenis Alpin。我想我的接听出了问题。你能听到我吗？是的，我们能听到。
OK. I think this is a fast, but just want to clarify, given the 25% bomb savings, it'll be meaningful. As we think about next year, what could the mix of your total R1 production be tied to LFP and Enduro? I imagine you have some visibility into that, based on your reservations. And can you just remind us if there's going to be an impact to the lines as you integrate Enduro on LFP into R1, similar to what we saw for EDV, this past quarter?
我认为这是一个快速的问题，但我想澄清一下，考虑到25%的炸弹储蓄，这是有意义的。就明年而言，你们的R1总产量的混合会与LFP和Enduro相联系吗？我想你们会根据你们的预订情况有一些可见度。请问，在将Enduro和LFP整合到R1之后，类似于上一季度EDV所看到的影响，会对生产线产生影响吗？
Next. As I referenced before, we expect from an Enduro. So the dual motor versus the quad motor on R1 to be roughly a 50, 50 split. And in the case, the commercial bands, 100% of those will be within DROD driving it. In terms of how we plan to ramp up R1 within DRO, it's important to note that while we brought the EDV line down in Q1 for the integration of both Enduro and the LFP, it was also we were bringing up the Enduro line. And the significant cost savings that that propulsion package delivered really led us to make the decision to bring down EDV while we brought those lines up and ramped them. I'd like to just invite Frank to have a few comments on the ramp up in DRO and how that will soon be feeding R1 as well as EDV. And I referenced this before, but a big part of it beyond just plant software, beyond the equipment, beyond the design of the product is also the operations of the team and how the team's working and how we've set up training and the programs around that.
接下来，正如我之前提到的，我们对耐劳性有所期望。因此，在R1上，双电机和四电机将大致上是50比50。在商业领域，这些车型中100%都将由DROD驱动。关于我们如何计划在DRO中逐步推出R1，需要注意的是，虽然在Q1期间，我们为了整合Enduro和LFP，将EDV生产线下降，但同时我们也在推出Enduro生产线。这种推进系统带来的大量成本节省使我们做出了将EDV降低并同时推出Enduro的决定。我要请Frank就DRO的逐步推进以及将如何为R1和EDV提供支持等方面发表几句看法。我之前已经提到过，除了植物软件、设备和产品设计外，更重要的是团队的运营方式以及我们如何设置培训和计划项目等。
Yeah, thanks, RJ. I mean, the Enduro ramp up, we started production at the beginning of February, and we're already exceeding our anticipated ramp up curve. So from ramping up the Enduro, I don't see significant challenges ahead of us. And the differentiating factor between introducing EDV at the Enduro into the EDV versus R1 is that on the EDV, we did shut down the line. And on R1, we plan on continuing producing the R1 while we are introducing the Enduro motor into the R1 product. We've already actually built several Enduro motors into the R1 just to really test the production. And it really works seamlessly. So I don't see a major impact on the ramp up curve of the R1 as we introduce Enduro as a significant change to the R1 product.
是的，谢谢，RJ。我的意思是，Enduro的逐步增加，在2月初开始生产，我们已经超过了预期的增长曲线。因此，从Enduro的逐步增加来看，我看不到我们面临重大挑战的问题。在引入EDV到Enduro与R1之间的区别在于，对于EDV，我们确实关停了生产线。而在R1上，我们计划在引入Enduro电机到R1产品的同时继续生产R1。事实上，我们已经将几个Enduro电机集成到了R1中，以确实测试生产。测试结果表明，它们完美无缺。因此，我认为将Enduro作为R1产品引入不会对R1的逐步增加曲线产生重大影响。
Yeah, as Frank said, the Enduro we've introduced, we've produced quite a few. And we're blending those into the line for R1. I've been driving an Enduro R1S now for the past month. And it's really incredible. I can't wait for customers to get their hands on it. So as Frank said, the risk around the Enduro bring up in R1S is really well managed. And we've been very intentional around how we've ramped that line and how we've planned integration of Enduro into R1. And we've really put a lot of emphasis in preparing the team and training the team offline and online to make sure that the team is capable and ready to ramp up R1 with the Enduro motor as well.
是的，就像Frank所说的那样，我们推出了许多Enduro。我们正在将它们融入R1系列中。我已经驾驶Enduro R1S一个月了，感觉真的很棒。我迫不及待地想让顾客们也能用上它。正如Frank所说，我们已经很好地管理了将Enduro引入R1S的风险。我们在如何推出新产品线以及如何将Enduro集成到R1中的计划方面非常有意识，并且我们非常注重准备团队并在在线和离线培训上下功夫，以确保团队有能力和准备好使用Enduro马达。
God, that's super helpful. And then just two quick ones. Is the first half of next year still the timeframe for normals capacity, re-rating to the R1? And then is there any update on the Georgia plan in center of Southam? Thank you.
天啊，非常有帮助。那就只有两个小问题了。明年上半年仍然是标准产能，重新评级为R1的时间吗？还有关于南特中心的乔治亚计划有任何更新吗？谢谢。
Yeah, on the first question. Yeah, that is the plan. We plan on re-rating their online in 2024. As we also use that opportunity to modify the line to incorporate the technical changes that Nick mentioned. So this will happen in 2024. So we're already in preparation of this on the one hand with the equipment suppliers preparing the team. So that's going according to plan. And then there's the second question on Georgia related in center. A couple of weeks ago, the Georgia pellet court decided with the state in a ruling over the taxidatements for the project and ruled in favor of the state position. So the tax on four of the five aspects of the appeal, the court ruled in favor of Georgia and therefore, you know, Radiant benefits as part of that ruling overall. So a great moment, as we sit here today on progress in Georgia.
是的，第一个问题。是的，这是计划。我们计划在2024年重新评估他们的在线情况。我们还将利用这个机会修改线路，以包括Nick提到的技术改进。这将在2024年发生。因此，我们正在一方面与设备供应商准备团队。所以这正在按计划进行。然后是关于乔治亚相关中心的第二个问题。几周前，乔治亚州弹珠球法院在有关项目的税收豁免的裁决中与州达成一致，并支持州的立场。因此，在上诉的五个方面中，法院对乔治亚州做了四个方面的税收裁决，并因此使Radiant成为了整体裁决的一部分受益者。所以，作为我们今天坐在这里看到乔治亚州的进步，这是一个伟大的时刻。
I'm just going to sit. Thank you. Congrats. Thank you.
我只是要坐一下。谢谢。恭喜。谢谢。
And our next question coming from the line of Jordan Levy with Truist, Yolanda Smelvin. Jordan Levy, Yolanda Sulpin. Apologies, my line cut out for a second.
下一个问题来自Truist的Jordan Levy，Yolanda Smelvin。对不起，我的线路断开了一秒钟。
意思：下一个问题来自Jordan Levy和Yolanda Smelvin，他们来自Truist。抱歉，我的通话中间有一段中断了。
Afternoon, I'll wonder just quickly if we could talk about the build out of the adventure network and the importance of growing that and any potential benefits that might be able to be realized from the IRA as you build that out.
下午好，我想先快速谈一谈冒险网络的建设和拓展的重要性，以及在您不断建设的过程中可能实现的任何潜在好处，包括IRA。
Yeah, thanks, Jordan. The work we're excited about building out more of our RAN network, our Rivian Adventure Network. And today we've been deploying into what we think of is like the first batch of sites to really ensure the uptime and sure the equipment's working as planned and just as reference, this is the charging equipment, the DC fast chargers we've designed, those internally. We also build those in normal. So we have a production line dedicated to building those chargers. We're going through making some updates to the product as well to facilitate it becoming an open network. And Nick, this is something your team's working really. Really hard on. We just had our review on it last week. It's going to be more excited about getting more of these out there. So we just provide some more commentary on some of the work that you're doing there.
是的，谢谢，乔丹。我们对建设更多的RAN网络，也就是我们的Rivian冒险网络感到非常兴奋。今天，我们已经部署了第一批站点，以确保网络的正常运行和设备的按计划工作，这是我们设计的直流快速充电器，我们也自己建造这些充电器。我们为此专门设立了一条生产线。我们还在对产品进行更新，以便成为一个开放网络。尼克，这是你团队非常努力工作的一个方面。上周我们刚刚进行了审查。我们非常期待能够更多地推出这些充电器，因此请您提供一些您在这方面工作的详细情况。
Yeah, sure. So just to put some numbers behind it, we have 27 sites open today, which represents about 150 chargers in locations across the country. We've picked these to be sort of relevant to our customer base as we think about routes from places like the Bay Area, Ptoho or LA up to Mammoth. Those units as already referenced are showing really strong uptime. And that's really the key. The customer feedback about the overall user experience has been excellent. The number one complaint is why aren't there more of them? So that's what we're working hard to accomplish. But we really want to scale that based on solid data that we have the uptime. We're going to have a dependable network. And then we expect later this year we'll be able to accelerate the number of installs. And then again, continue that. Some minor modifications to the equipment to be able to open the network up beyond Ruby and customers. And we look forward to being in position to take advantage of that money funding. There's $5 billion. It's net-based funding available. And then in addition to that, the charging and fueling infrastructure program, which has an incremental $2.5 billion available. So we're excited to use some of those government grants to accelerate our rollout of the RAND network. And we're uniquely positioned to use the US police chargers at our normal facility.
没问题。为了说明清楚，我们今天已经有27个站点开放了，这代表全国大约有150个充电器的位置。我们选择这些位置是为了适应我们客户的需求，考虑从湾区、普通霍或洛杉矶到马蒙这些地方的路线。这些装置已经显示出非常强的正常运行时间，这是非常关键的。整个用户体验的客户反馈非常好，唯一的投诉就是为什么没有更多的充电器。所以这就是我们要努力实现的目标。但我们真正希望以可靠的数据来扩大规模，让网络更可靠。我们预计在今年晚些时候，我们将能够加速安装数量。然后再继续做一些对设备的小修改，让这个网络可以扩展到Ruby和其他客户。我们期待着利用一些可用的政府资助来加速我们的充电网络的推广，这里有50亿美元的纯基于资助，此外还有充电和加油基础设施计划，可提供额外的25亿美元的资金。因此，我们很兴奋地利用这些政府资助来加速我们对RAND网络的推广，我们在使用美国警察充电器的普通设施方面独具优势。
Thanks a lot. Thank you.
非常感谢你。谢谢你。
（注：这是一种比较简单易懂的表达方法，如果需要更加正式或者礼貌的表达，可以根据具体情况进行调整。）
I will now turn the call back over to RJ Scorinch for any closing remarks. Well, thank you everyone for joining the call. We enjoyed talking about some of the progress we made in the last quarter. We're certainly, as you heard from all of us, very much looking forward to the quarters. And years ahead, we have a lot of work to do in terms of continuing to drive our production ramp and drive costs down. We're operating with an incredible level of focus and urgency as we drive towards that. But the excitement that we're seeing from customers and the passion that we're seeing from customers that want to get future products is certainly a motivating force for all of us within the Rivian. And we're looking forward to continuing to show progress quarter over quarter as we work towards not only profitability, but significantly higher volumes. So thank you everyone for joining and look forward to the next call. Please, thank you all, and that doesn't got a conference for today. Thank you for your participation. You may now disconnect.
现在我将把话筒还给RJ Scorinch，他将讲一些总结性的话。感谢大家参加这次电话会议。我们很高兴地谈到了上个季度取得的一些进展。正如大家从我们每一个人的发言中听到的，我们非常期待未来的季度和年份。我们需要继续推进我们的生产增长和降低成本的工作。我们正在高度集中精力和紧迫感的推动，但是客户对未来产品的热情和激情无疑成为Rivian内部所有人的动力。我们期待继续在每个季度展示进展，不仅实现盈利，而且实现更高的产量。所以谢谢大家的参与，期待下一次的会议。请大家注意，会议结束了，你们可以挂断电话了。