VinFast Auto Ltd.

Good day and thank you for standing by. Welcome to VinFast Auto Limited third quarter 2024 earnings conference call. At this time, all participants are in the listen-only mode. After the speaker's 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 then hear an automated message advising your hand is raised. To withdraw your question, please press star 11 again. Alternatively, you may submit your questions via the webcast. Please be advised that today's conference is being recorded. I'd now like to hand the conference over to your first speaker today, Nhi Nguyen. Please go ahead.

Thank you, Operator, and good morning, everyone. This is Nhi Nguyen from VinFast Investor Relations. Welcome to our third quarter earnings conference call. Joining me today are Chairwoman of the Board, Madam Pui Le, and our CFO, Ms. Lan Anh Nguyen. During the call, we will discuss our third quarter performance, business update, and present our outlook for the remainder of 2024. After management remarks, we will have 30 minutes for Q&A. We will also reference a slide deck today, which is accessible on the IR website. Before I turn the call over to Madam Thuy, let me remind you that some of the statements on this call include forward-looking statements under federal securities law. These include, without limitation, statements regarding the future financial and operating outlook, guidance, macroeconomics, industry trends, company initiatives, and other future events. These statements are based on the prediction and expectation as of today. Actual events or results may differ due to a number of risks and uncertainties. We refer you to the cautionary language and the risk factors in our most recent filings with the U.S. Securities and Exchange Commission. In addition, management will refer to non-GAAP financial during this call A discussion of why we use non-GAAP and information regarding the reconciliation of our non-GAAP versus GAAP is available in the PR that we issued this morning. You can also find it on our presentation. With that, I would like to invite Madam Thuy to start with the management remarks.

Thank you, Nhi, and welcome everyone. It's great to speak with you again and to share the exciting developments at VinFast. Q3 2024 was underpinned by a robust September as we recorded our highest monthly delivery ever in our whole market. For the first time, a Vietnamese OEM, which has been around for only seven years and only pivoted to a pure EV strategy only about two years ago, has outperformed international competitors to become the market leader. This marks a historic milestone for Vietnam's automotive industry as it now enters a very short list of countries in which a domestic pure EV player leads the sales chart. It also demonstrates that maintaining flexibility and simply responding to a near-term market opportunity is an effective strategy during the early stages of EV transition. Meanwhile, the calibrations that we made to our international strategy have started to pay off as well. September was also the best month in the history of VinFast North American market, thanks to our growing dealer networks and continuous improvement of our EVs. With nine months 2024 accounting for 55% of the full year target, we expect to finish 2024 on a strong note and reiterate our 80,000 vehicle delivery target. As always, BinFast remains committed to balancing growth and profitability while being nimble to respond to market opportunities. Now, let me discuss our Q3 deliveries in more detail. During the quarter, we delivered 21,912 EVs, representing a 66% quarter-over-quarter and 115% year-over-year increase. E-scooter delivery in Q3 were 18,894, representing a 44% sequential increase and a 33% year-on-year decrease if you count the last delivery of GSM last year, or a 118% increase excluding delivery of GSM. We also observed Q3 2024 B2C electric car sales grew at a robust 163% quarter over quarter and 497% year over year. Now, let's turn to the drivers of each of our markets. Let's start with Vietnam. With the right product and sales strategy, VinFast successfully set a trend and created a new demand in our domestic market. where retail sales grew 159% quarter over quarter and 504% year over year in Q3 2024. Thanks to our VF3 and VF5, for the first time, Vietnamese customers realized that they could have decent, cool-looking, strong-built EVs at a very reasonable price. VF3 deliveries began during the third quarter and rapidly gained popularity in Vietnam. for its unique personality and practical features, including a 10-inch entertainment screen, spacious storage, and backup sensors. Combined with low running costs and a sturdy build, customers see it as an ideal fun-to-drive urban car, and the excitement continues to build as eager buyers await their turn to receive their VF3. VF5, appealing to both personal and business users, is also helping us drive the green mobility shift. Beyond being a top choice for retail customers, a unique trend is the growing adoption of EVs by traditional taxi operators. This shift is driven by the economic benefits of reduced maintenance and stable electricity costs compared to the volatile gasoline prices. Transitioning to EVs also allows many transportation businesses to lower expenses and improve profitability. We view this as a major step forward in developing sustainable transportation options in Vietnam. We believe our whole market holds significant potential beyond the success that you've already seen, and we have observed many positive trends that bring us confidence on its long-term EV adoption. According to the International Organization of Motor Vehicle Manufacturers, car ownership in Vietnam remains low, with only 55 cars per every 1,000 people, as compared to 82 in Indonesia. At the same time, 35 million people are expected to enter Vietnam's middle class by 2030, significantly boosting the number of consumers with the purchasing power to consider EVs. During the same period, the Vietnam Automobile Manufacturers Association forecast that EV ownership in the country will rise to a million units. Our home winning strategy in Vietnam give us a solid foundation for our overseas expansion and allow us to develop our strategy expertise to drive long-term excellence. Let's turn now into our international markets. where we have quickly adapted our strategy and utilized our unique position to capitalize on favorable changes in our target market. During Q3 2024, approximately 9% of deliveries were to international markets versus a year ago when international markets only accounted for 3% of deliveries. In North America, we are now managing some own showrooms and have pursued a dealership model as well with 42 showrooms. This has enabled us to gather valuable feedback and market our products to a wider base of customers. Our adaptive enhancement self-offer and industry-leading 10 years warranty made owning a VinFast electric car a more practical and accessible option for those seeking good value solutions. In Canada, we observed three consecutive months of growth in July, August, and September. with sales up 70% quarter over quarter. With increasingly positive response from this market, we have decided to officially add the stunning seven-passenger, three-row electric vehicle, VF9, recently on November 19. And we are planning to introduce VF6 and VF7 at the right time next year. Many local dealers have indicated that 2025 presents a promising opportunity to launch our new beautifully designed and strong performance vehicles. This should position us to complete more effectively with industry peers in North America market and address the gap in the market for reliable reasonably priced EVs. In late October, we launched our brand in the Middle East and opened our first UAE dealership in downtown Dubai. offering a full range of electric vehicles with an integrated service workshop for complete customer support. Let's move back to markets closer to us. I'm excited to talk about the new kits on the block. In Q3, Indonesia became official with the first deliveries of VFE34 to customers. VF5 has also been delivered recently, while VF3 is planned for next year. VF5 and VF3 are our responses to the local market appetite for affordable products, which accounted for about two-thirds of the overall market vehicles in 2023. As of October 31st, we have successfully opened 17 showrooms with numerous plans in progress to further expand our brand presence and enhance options for retail customers. Dealers who visited our plant and test drove our car have shown nice surprises and positiveness about our product design and quality. We've been working closely with our prestigious dealership group and other partners to provide customers with attractive purchase options. A strong after-sales support is key to keeping customers satisfied. We have established a third-party partnership to provide a 24-7 hotline for roadside assistance to our customers and set up a part distribution center warehouse under DSV, a logistic solutions provider. Indonesia is an interestingly unique market for us. It is a market with large potential and with many EV players. We have identified two key pillars for our Indonesia strategy. First of all is battery leasing. As anticipated, customer response to battery leasing has mirrored what we observed in Vietnam. when we first launched EV. This one-of-a-kind offering in Indonesia will remain a key differentiator for our tailored go-to-market strategy, driving a growing wave of early adopters. The second pillar to our Indonesia strategy is our ecosystem. GSM is set to launch in Indonesia soon, with anticipated impacts expected to be substantial, very much like in Vietnam. Potential customer will have unique opportunity to experience our products in real life before making their purchase decision. This not only enhance VinFast brand and product presence, but also integrate the VinFast experience seamlessly into daily life. In addition, the CKD factory is progressing as a plan and our commitment to this market remains unchanged and strong. A quick update on the Philippines. Drawing from success in our home market and similar to the approach in Indonesia, we understand that building a comprehensive ecosystem is key to earning customer loyalty. We have set up a part supply warehouse, established logistic partnership, and ensure 24-7 roadside assistance support for our customers in the Philippines. We launched the VF3 first in the Philippines to leverage our existing product market fit given the demand for an urban mobility offering that is suitable for Manila traffic, and currently have open for reservation three models in the market. As of October 31st, we have established eight showrooms in the Philippines, with three located in Manila and other regions. Before we move on to our outlook, let me provide some updates on our global showroom and charging network. As of October 31st, 2024, We had 173 showrooms, up from 130 in June as we expanded our dealership network. In Vietnam, we completed our full transition into local dealer network with all 91 stores operated by dealers. Meanwhile, about 50% of our 82 international showrooms are dealers-owned. This approach lowers capex and optimizes expansion cost by utilizing dealer's own locations, allowing us to focus on supporting our dealers with marketing activities and leveraging their local expertise to accelerate sales. The impact is already shown in our financial, which our CFO will share later. Meanwhile, Binfast customers access to charging points remain extremely comprehensive in the industry. By the end of Q3, our customers had access to over 1 million chess points globally, either at VinFast's own station in Vietnam or through third-party options internationally. In North America, VinFast customers can access approximately 140,000 smart, public, and third-party networks, all easily locatable through the VinFast app. The VinFast app aggregates and simplifies the public charging user experience. It allows users to plan travel routes and easily pay as you go for charging within the app, instead of having to use multiple apps and digital wallets for different third-party providers. Looking ahead, there's plenty to be excited about at VinFast. Earlier this month, we announced restructuring and financial support from Vingroup and from Mr. Pham Nhat Phuong, VinFast's founder. which was designed to equip VinFast with sufficient resources at this critical juncture on our journey toward becoming self-sustaining. The loans from Vingroup and grants for Mr. Pham amidst currently unfavorable market conditions allow VinFast to stay focused on executing our business plan and avoid fundraising on unreasonable terms. About 2024 delivery targets. As I mentioned earlier, We are reiterating our 80,000 delivery target for 2024, and with recent performance in October, we believe we are on track. With that, I will hand it over to our CFO Lan Anh for the financial highlights.

Thank you, Madam T, and hello, everyone. It's great to speak with you again. I'm pleased to share that Q3 2024 was in line with our internal forecast driven by an acceleration in our top line and an improvement in profitability as cost loss and net loss mellowed significantly. As we discussed in Q2 2024, optimizing costs with your sacrificing customer experience remains a top priority. Q3 2024 net revenue was $512 million a 42 percent quarter-over-quarter and 49 percent year-over-year increase. Our accessible segments, which includes VF3 and VF5, accounted for 35 percent of revenue this quarter, reflecting our continued focus on accelerating EV adoption to a wider population. Q3 2024 growth loss $423 million and gross loss margin was minus 24%, a significant improvement from Q2 2024, gross loss of $226 million and gross margin of minus 62.7%. Year-over-year basis, Q3 2024, gross loss margin of minus 24%, was approximately 300 basic points narrower than the Q3 2023 gross loss margin of minus 27%. The improvement of gross margin over the second quarter of 2024 was driven by increased sales, improved costs, and decreased interest to write down the crying value of inventories. In Q3, we continued to see average unit bill of material costs for electric cars declined by 8.3%, and average unit production costs for electric cars declined by 20.1%. In terms of SG&A, SG&A expense of $144 million represents a 10% decline quarter-over-quarter and a 23% increase year-over-year. This was still much lower than revenue growth. As a percentage of sales, SG&A was 28% compared to 44% in Q2 as we benefited from economies of scale. R&D expenses as a percentage of sales were 17% or $87 million. R&D declined 21% quarter-over-quarter and 42% year-over-year. We expect R&D as a percentage of sales to continue to trend downwards in the coming years, given that we have rallied our product development work. The incremental spending on R&D going forward will be mostly on technological enhancements, facelifts, and market-specific adjustments. EBITDA and EBITDA margin in Q3 2024 was minus $232 million and minus 45.3% respectively, a significant improvement from minus $484 million and minus 134.4% in Q2 2024. and from minus $400 million and minus 116.8% in Q3 2023, respectively. Own cost savings and higher volume have held our net loss for the quarter declined to minus $550 million versus minus $779 million in Q2, narrowing by 29% quarter over quarter, and 15% year-over-year. CapEx in the third quarter was $132 million, a 21% increase quarter-over-quarter, and a 33% decline year-over-year. The sequential increase in CapEx was due to our investments in wrapping up the construction in our India and Indonesia factories as planned. Cash flow from operations was minus $465 million, a 42% increase quarter-over-quarter from minus $326 million in Q2 2024. On a year-over-year basis comparison though, cash flow from operations improved by 47% from minus $871 million in Q3 2023. Total cash burn for Q3 2024 was $596 million. This figure accounts for both cash flow from operations and cash flow from investing. About cash balance and liquidity, we ended Q3 2024 with $79 million in cash and $968 million in ELOC facility. On top of this, We have recently announced an additional capital injection of $3.5 billion by the end of 2026. This amount includes $1.4 billion loans from Vingroup and $2.1 billion grants from Vinfast Founders. Overall, I'm impressed by the business results in Q3. and happy that we have a clear visibility on overall financial position to support our growth and profitability plan. With that, I'd like to hand it back to Madam Thuy for her closing remarks.

Thank you, Lan Anh. Looking ahead to 2025, BINFAST is preparing for a growth trajectory similar to what we have seen in 2024. We have started setting our footprint in several new markets this year, It is not the first time we have done so, and with the progress in the highly demanding markets of North America, we feel more confident and more equipped in our further expansion journey. Mindful that we are still a relatively newcomer in the EV industry, we are taking all necessary steps to remain competitive in the long term. We strive to be nimble in our execution as we stay true to our mission of creating a sustainable future for everyone. Building a sustainable green mobility business is a big undertaking, and our recent liquidity boost will enable management to concentrate on executing our profitability roadmap. It does not mean that VinFast will not explore and seize external funding opportunities when the time and the deals are right. Producing high-quality electric vehicles is a complex task. one that requires unwavering dedication and fortitude to navigate ongoing uncertainty. Every day we are learning how to make durable and exciting EVs that will be a key part of the global transition to green mobility. The path to green mobility is challenging, but our commitment to this future is resolute because the future is, without question, electric.

Let us now open for Q&A. Thank you.

We will now begin the question and answer session. As a reminder, to ask a question, please press star one one on your telephone and wait for your name to be announced. To withdraw your question, please press star one one again. Please limit to one question and one follow-up at a time. If you wish to ask your question via the webcast, please type it in the box and click submit. Please stand by while we compile the Q&A roster.

Thank you, operator. We have the first question from the floor. Can you share any color on your confidence in hitting the full year 2024 target, given that you have only met 55% of the 80K as of Q3? Also ramping up to 40K in the last three months can be daunting. Do you see any challenges to production?

Thank you. We're very confident about hitting the 80,000 target, especially having seen October and November numbers as well. We had a very robust Q3 number where we hit a number of milestones. We became a number one OEM in Vietnam and have exceeded our internal forecast for deliveries in the U.S. In Canada as well, we saw three consecutive best-selling months. So we continue the traction to solidify our market-leading position in October in Vietnam and for the first 10 months in 2024 in the domestic market. We expect that this momentum will continue through Q4. And like I said, having seen the number in October and November, we're very confident to hit the 80,000 delivery target.

Thank you, Madam Thuy. We have the next question from the floor. You have talked about BOM optimization for the last two quarters. Can you share more specifics on what areas are you focused on with regards to BOM optimization and how does this impact your EV architecture?

Thank you, Nhi. We have a number of planned initiatives for BOM optimization that are undergoing the testing and validation phase. Optimizing and upgrading an electric vehicle, electric electronics architecture is a complex issue that given that the safety is the overarching priority, We also have the look for the discussion with the many long-term relationship with the suppliers that we support with the better terms and payment. Besides, we also have the We are also optimizing some features like ADAS features for various modules and better sourcing for the other components that we have a very good result for the negotiation or favorable material price changes.

Thank you, Ms. Langan. I see there are some hands for live questions. Operator, please open the line.

Thank you. Take our first live question from Andre Sheppard from Cantor Fitzgerald. Please ask your question, Andre.

Hi. Good evening, everyone. Congratulations on the quarter, and thank you so much for taking our questions. Thuy, I was just wondering if you wouldn't mind just walking us through the liquidity one more time, just given the recent 3.5 billion capital injection, can you maybe just remind us when you're expecting, I guess, when you're expecting to receive this and what is the expected cash runway as a result of this recent capital raise? Thank you.

Good morning, Angus.

As we have previously shared, the injection of US$3.5 billion will take place over a two-year period to 2026. We will disclose the timing and amount from grants and loans as it happens. Our liquidity provision, as I just mentioned in the remarks, that at the end of Q3 2024, stood at $1 billion, which includes $79 million in cash and $968 million in ELOC facilities. We expect conservatively that our cash burn to be roughly aligned with the historical spend. even as a revenue growth is expected. The use of process for the capital injection wouldn't go into our capex and debt repayment. the major capex items to consider including our factories, ongoing battery leasing expenses and in capex R&D. For the our capital deployment strategy balances near-term growth investment with the long-term sustainability and our committed capital support gives us the confidence in executing our growth plans. while maintaining financial discipline.

So, Andrea, just to add a little bit to that, right, Eyo, as you could appreciate that when we did the calculation for, you know, all these, all sort of approval at WinFAST as well as at the group level, we calculated to make sure that we have enough runway until we get to EBITDA, like, to get to profitability. Even in the worst case scenario where we cannot raise capital from external sources, we believe this is not going to be the case. We believe that the market will get better. But to give us confidence that we can keep our head down and focus on executing on our plan, our shareholders have already provided us with sufficient resources. capital so that we can get to profitability.

Wonderful. That's super helpful. I appreciate all that detail. Maybe just as a follow-up, you know, there was a very good improvement in gross margins this quarter. Just wondering if you're still on track to achieve positive gross margins next year and kind of what that path between here and there might look like. Thank you.

For now, we still maintain our forecast for 2025 and 2026. We are in the middle of the budget season right now and, you know, making changes to the five-year plans and all. So we expect that we're going to be able to provide more guidance at the end of this quarter.

Wonderful. Thank you so much, and congratulations on the quarter again. I'll pass it on.

Thank you.

Thank you. Our next question comes from the line of Tyler DiMario from BTIG. Please ask your question, Tyler.

Hi, and thank you for taking the questions. Appreciate the time. I wanted to follow up on some of the comments in the press release about the, you know, responding to increasing demand with the new EV facility in Vietnam, the completely knockdown concept. I guess I'm just curious to get a little bit more color on kind of the rationale for that. It seems like it's just going to be to manufacture that via 3 and via 5, which makes sense given the demand you're seeing. I guess I'm just curious kind of why pursue this route and kind of just the strategic rationale here for this new facility. Thank you.

Thank you, Tyler. We still have a backlog for VF3. We've been trying very hard in the last months to deliver on the backlog orders of VF3, but we don't think we'll be able to finish it this year. And the demand for VF3 and VF5 continues growing. These are the best-selling models for Vietnamese markets. Having seen the other markets, like Indonesia, like Philippines, we see the same trend as well. And we see the excitement for the VF3 pretty much everywhere globally. So this CKD factory dedicated to VF3 and VF5 is to meet the growing need for those affordable models.

Okay, great. And then just to follow up here on the India and Indonesia facilities, I guess given those comments, how does this maybe change how you think about the production capabilities of those two facilities and then also on those two? I mean, at this point, what's still left to be completed on those two to get them up and running next year?

So the India and Indonesia facilities are still necessary for the tax reasons in those countries. So these are the countries that are quite protective of the domestic manufacturing. So having the facilities in those markets are necessary to be competitive. The new CKD facility in Vietnam, are meant to meet the need for mostly domestic markets and maybe some other markets as well. So they are complementary with each other.

Okay, great. Thank you for the time. I really appreciate it. I'll turn it back to the queue.

Thank you.

I'd now like to hand back to the room for questions on the floor. Thank you, Operator.

We have the next question from Thuc Thang. In the nine months 2024, what is the contribution of the Vietnamese market to overall car deliveries? For 2025, how many EVs or expected growth versus 2024 do you project to deliver? And what would be the projected split between Vietnam and international market? for B2C and B2B channels.

Nine months, 2024, Vietnam contributed around 90% as the market continued to be the stronger foundation driving our growth. VinFast in Vietnam market, we saw nine months of 2024. Result is very encouraging. We rose by 504% year-over-year. This is also the highest year-over-year growth in the Vietnam industry and also significantly higher than the other players. So for the 2025, internally we are in the process of reviewing 2025 business plan and the budget. We are not providing the formal guidance until around end of this year or next year. However, what we can share is that we expect increasing market share in Vietnam to be one of the shortages that would continue.

Thank you, Ms. Langan. We have the next question from the line. Can you elaborate more on the finance leave for the new factory?

Okay, so the new facility is on the long-term lease structure, so similar to the sales lease back kind of structure where we don't have to invest initial capital and we pay the lease on annual basis. And we have the option to buy back, to have the option to buy the facility from the lessor in the future. This structure allows VinFast to carry out prudent management of capital and enabling the company to allocate resources efficiently while balancing growth and profitability.

Thank you, Madam Thuy. We have the next question regarding ASP trends. Can you comment about your ASP? Is VinFast overly focused on lower price models and targeting lower income countries?

In Q3, ASP was $21,000 per unit compared to $24,000 per unit in Q2. A decline of over 10% in ASP, driven primarily by we introduced BF3 into the mix. We expect to see ASP remain within range during the early adoption stage, where customers tend to prefer small cars, low price tags to explore and experience. We expect ASP to pick up once the early adoption wave is done and customers are more comfortable with EVs, thus becoming more willing to pay for higher priced, bigger cars. However, ASD is only one part of the equation. The other part is unit growth. Our objective as introduction of the more affordable models is to capture a particular underserved cohort of consumers that prioritized value in both dollar terms and environmental impact So, ultimately, strong unit growth should offset the ASP decline and lead to the sustainable revenue growth.

Thank you, Ms. Langan. We have the next question from the floor regarding VF9 in the U.S. Exciting to see that VinFast introduced another model in North America, especially at the time when you Your peers seem to be retreating or putting their EV plans on hold. Can you share what the initial dealer feedback has been on the VF9 and which models will the VF9 be competing with? Is your target demographic for the VF9 different from the VF8?

Thank you. So, Vietnam has been a long-awaiting model in the U.S. If you recall originally, two-thirds of the pre-orders in the U.S. were for Vietnam. Vietnam is one of the very few seven-seater, three-row electric car models on the market globally. We believe that the VF9 will be an ideal vehicle for large families delivering the premium quality and luxurious experience while maintaining excellent value. And it's going to be a good product for the market in the US. Adding the VF9 will help us widen the customer base in North American markets where there are currently quite limited choices. for quality and reasonably priced three-row EVs.

Thank you, Madam Tri. Next question from the line regarding comment on related party customer, GSM. Can you share the delivery to GSM in the third quarter 24 as well the guidance for future delivery to GSM? Thank you.

For GSM in Q3 2024 account for 22% of the hour total volume less than the Q1 because you As you may remember that in Q1, GSM accounted for 46% of the total volume. So in the total nine months of the 2024, total the volume from related party is much less significant than it was in last year, 2023, like a 38% versus 72%. So we see that the GSM as a B2B customer has been strategically have pushed for the EV adoption, bringing VinFast EV closer to the consumers through real life experiences, building a brand awareness, not just in Vietnam, but also in the markets that GSM is expanding into. As we have been able to grow our customer base, we also expect our GSM contribution to BinFast revenue will be less significant in 2024 compared to 2023.

Phoebe, can I share a little bit about the GSM? Because last year, I remember we had a lot and a lot of questions about related party transactions, why you had 72% of your sales to your related party. This is exactly how we explained it last year and it turned out to be exactly that way. GSM help us get the customer into the vehicle, get them familiar with the EVs and help us sell more to the retail customer. And this happened, I mean, it increased like almost six-fold compared to last year, the sales to retail customer in Vietnam. Another interesting fact is actually other taxi companies in Vietnam started buying EVs now that they see they can save, I mean, some of the... taxi company told me that oh we can save like up to 38 40 percent of operating costs um with within e so we have contract with like 120 different taxi companies in vietnam uh so like you know 90 something percent of the taxi companies in vietnam some of them buy a few cars some of them have contracts for like you know three thousand five thousand cars in a in a few years so so gsm was great and has been great to us. And the introduction of GSM in other markets also expect to have a similar impact. We might sell to GSM a little bit more at the beginning, but bring us a lot more results by bringing the retail customer and B2B customers.

Thank you, Madam Thuy. Back to the operator, please open the line.

Thank you. We will now take our next live question from Dan Ice from Wetbush. Please ask your question, Dan.

Yeah, thanks. Solid progress to the team. So can you talk about what the – can we think about 2025, what the ramp is going to look like when you think about Indonesia in the U.S.? ? Is that going to be something where it's more of like a second half RAM or first half? Can you maybe talk about as much as you could explain as we go into 2025? Thanks. Hey, Dan.

So 2025, we still think that Vietnam will will contribute a significant path to the delivery in the year. And it's actually a good thing that we have Vietnam as the whole market, the foundation market that allows us to get closer to profitability. We also expect that we just barely started in Indonesia, in the Philippines. Next year, we're opening in India. We continue... having traction in North America, the Middle East as well. So we believe that next year we're going to expand further in international markets. We need to balance between growth and profitability so that that balancing act will continue into next year as well.

Okay, great. And then with Vietnam, does it feel like going, like as we go, as you think about going into 2025, Versus 2024. Does it feel like you have like a better line of sight in terms of like delivery is growth variability as we go into 25 versus 24? Can you just maybe compare? Thank you.

We started gathering a lot of momentum in Vietnam. In September, we celebrated the first time in Vietnam and probably in the history of many countries that a local OEM, you know, beat all the international brands in Vietnam. You know, we were ahead of Toyota, we were ahead of Hyundai. October, we affirmed that number as well. I think in Vietnam, we hit about 11.5 thousand deliveries in uh in october alone in vietnam alone uh and um toyota was like 9 000 something like that uh so year to date we are ahead of everybody else in in the market ev and uh internal combustion engine combined uh so that that momentum and we started feeling the momentum people said people started just started talking about evs and started moving to to ev so you can feel very clearly the um the sentiments and the momentum on the market. And we didn't have all the models for the whole year in Vietnam, right? So we think that next year, it's going to be a great year for us in Vietnam with all the models out, a lot of issues fixed, and all the momentum that we have already gathered in 2024. So this year, we anticipate that by the end of the year, we're going to have about a little bit shy of a quarter of the market share in Vietnam for the whole year. Next year, maybe we get 50% of market share. Who knows? But, you know, that's the target. And, you know, in addition to that, we would continue growing international markets as well.

Thank you.

Thanks, Anne.

Thank you.

I'll hand back to the room for questions on the floor. Thank you, operator.

We have the next question from the line regarding charging solution in your market. Could you let us know how you intend to be competitive overseas when it comes to charging and related services?

So, at VinFast, we consider services is a very important factor for the EV experience where we keep repeating good quality products affordable pricing and excellent after sales service so that we will be living we saying true to that and we build our brand loyalty through our battery leasing to warranty packages and add-on connected services as well as charging solution VinFast vehicles have, through VGreen, our sister company, which was part of VinFast before, have connection to more than a million charging points all over the world. We have access to, VinFast customers have access to more than 90% of the smart public third-party charging stations in the U.S., We have access to about 900,000 charging points in Europe. In Vietnam, VGreen charging network is growing very quickly and is expanding to other markets as well. The good thing about VinFast charging is the VinFast app. actually aggregates and simplifies the public charging user experience update live data to every minute and allowing the user to plan the travel routes and easily pay as you go for charging within the app so instead of having to use like multiple apps and different digital wallet for different third-party providers so we we continue experiencing the we continue improving on the charging experience for our customers.

Thank you, Madam Thuy.

We have the next question from the floor. What are the main international markets contributing to sales in nine months, 2024, and which models are driving those sales?

For the international market, contributing the main to the sales in 9 months 2024, we account for North America. So the model is to VF8 as a sold model. But we have just introduced VF9 to this market. And we see that the North American market now has started to pay off for our calibration that we made. In September, September was also the best month in the history of VinFast North American market, thanks to our growing dealer network and continuous improvement in our EVs. Taking Canada as an example, we observed three consecutive months of growth in July, August, and September.

Thank you, Ms. Langan. We have the last question from the floor. What are the key milestones we should be on the lookout for the remaining months of the year or heading into 2025?

Well, so I think in 2025, we continue focusing on the domestic market. This is very, very important for us. But the groundwork that we have laid in 2024 for international strategy, we continue to gather momentum into 2025. Firstly, we continue to diversify our product offering in North America with the recent delivery of VF9, and we're looking to add VF6 and VF7 to the market next year. Secondly, we have put in place two key levels for our Indonesia strategy, battery leasing, which is already being offered in the country and get a lot of interest. and upcoming launch of GSN in Indonesia as well. For the Philippines, we expect to take the same approach as Indonesia. We also have a new CKD facility in Indonesia and India coming online in 2025, which will be an integral part to our international strategies and allow us to be competitive in these two important markets. And finally, in 2025, we we planned our first ever investor day in the first half of 2025 so we hope to be able to see a lot of you and they hope to introduce our leaders and different people for management team to the investment community in the new thank you madam tree that was the last question we got from the light today

Thank you everyone again for joining VinFast and for your continued support. If you need any clarification, please don't hesitate to let us know by sending an email to ir at vinfastauto.com. Goodbye and take care.

Thank you for your participation in today's conference. This does conclude the program. You may now disconnect.