启明星 | 文远知行韩旭：最终的赢家将以服务质量取胜 | Bilingual

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日前，启明创投投资企业文远知行（NASDAQ:WRD）创始人兼CEO韩旭接受全球顶尖财经媒体彭博社（Bloomberg）专访，在The China Show栏目上就公司全球商业化战略、竞争策略与未来发展规划进行了分享和讨论。

以下系经精编整理的访谈实录。

**彭博社：**3月14日，文远知行股价备受关注，因为公司此前公布了财报。这是其在纳斯达克上市后的首份年报。我们看到公司股价最终收涨13%。所以这是一次很有趣的财报发布，虽然在某些方面显得不够理想，但众多分析师和交易机构依然给予了积极的解读。

现在，让我们进一步了解详情，欢迎文远知行创始人兼CEO韩旭加入我们的独家采访。

韩旭： 过去一年和今年第一季度，我们的支出确实有所增加。但整体而言，我们的技术发展非常顺利，目前已经扩展到了10个国家的30个城市。此外，我们还公布了到2025年年中将有50辆Robotaxi在阿布扎比上线Uber平台。所以公司有很多积极进展。我认为这些都是让人兴奋的进展，无论是在研发、运营上的，还是在销售业绩上的，尤其是在Robotaxi和其他新产品的表现上，所有这些因素结合在一起，给了公司在股市上一个很好的表现。

彭博社： 您能分享更多关于公司拓展计划的细节吗？这里先为观众提供一些背景信息，关于Robotaxi车队，你们目前大约有400辆，其中约300辆在中国大陆，剩下的在海外。海外大部分在阿联酋。接下来你们会去哪儿？是继续在阿联酋或扩展到更广泛的中东地区，还是也会去其他的国际市场？

韩旭： 在阿联酋，我们实际上已经在阿布扎比的主要区域开展了运营，比如亚斯岛、萨迪亚特岛以及往返扎耶德国际机场的线路等多个阿布扎比核心区域。此外，我们的自动驾驶小巴在巴塞罗那启动了试运营。同时，我们在苏黎世机场有自动驾驶小巴的运营，在苏黎世也落地了Robotaxi。接下来，我们在日本和法国会有更多进展。我们正在积极拓展更多新的城市。

我认为文远知行的独特之处在于，我们是一家国际化公司，致力于把自动驾驶服务带给全球市场。我们正在建立非常强大的业务拓展团队和销售网络，同时开发一套通用的自动驾驶技术，以支持全球范围内的运营和服务。这就是我们在全球市场拓展方面的大致规划。

彭博社： 我想进一步了解你们在全球市场的扩张。上周，我注意到巴塞罗那的市民和游客可以免费体验你们的自动驾驶小巴服务——这是您刚刚提到的自动驾驶小巴的试运营。那么，除了Robotaxi之外，你们在自动驾驶小巴和自动驾驶货运车等其他车型上的扩展策略和目标是什么？针对这些车型，你们主要关注哪些市场？

韩旭： 我认为，我们主要关注的是那些存在劳动力短缺的市场。我们正在努力去解决社会问题。在一些人口老龄化严重、劳动力短缺的市场，使用机器来填补实际需求和劳动力不足之间的缺口，这是我们正在努力做的。

因此，除了Robotaxi，我们的自动驾驶环卫车正在填补环卫行业面临的人手不足和高需求之间的缺口。自动驾驶货运车也是为了解决物流配送行业的类似问题。而在公共交通方面，在欧洲的一些国家，公交司机短缺。因此我们会重点关注这些存在司机短缺问题的市场，我们希望解决这个问题。我们希望提供更具经济效益、更高效、更安全的解决方案。

如果您坐在我们的自动驾驶小巴里，您会感受到它的平稳程度甚至比人类司机驾驶的巴士还要出色。您不会像乘坐传统巴士那样感到晕车或颠簸。乘坐我们的自动驾驶小巴，就像坐在由专属司机驾驶的私人车厢中，乘坐体验非常平稳，视野也十分开阔。我相信，凭借这些优势，我们能够为用户提供非常出色的出行体验。

彭博社： 您提到了一些人口老龄化或劳动力短缺的市场，其中包括日本。显然，这将是一个重要的市场。我想聊聊你们的商业模式。因为文远知行进入每个市场的方式是寻找当地的合作伙伴，销售车辆，收取固定的服务费，并有收入分成的模式。目前你们已经在中东与Uber建立了这样的合作关系。你们会在日本与Uber开展类似的合作吗？

韩旭： 这是个很好的问题。我们的合作哲学或方法论是与合作伙伴保持紧密协作。但在拓展过程中，我们并不想占据主导地位。我们希望成为提供自动驾驶技术和交通赋能的供应商。因此，我们希望与Uber在日本的拓展计划保持协同。但这并不表示我们不做日本市场。如果Uber没有一个很明确的日本拓展计划，我们也可以寻找当地的合作伙伴。实际上，我们的自动驾驶小巴已经在日本落地了。

扩展计划涉及几个维度。一个是地理维度，不断扩大范围。另一个是产品维度。 例如，在欧洲，小巴是人们非常喜爱的产品。因为在欧洲人们喜欢使用公共交通。因此，我们把小巴作为欧洲市场的重点产品。在日本，我们也开启了小巴的业务。这是我们的扩展策略。

彭博社： 对于日本市场的拓展，我很感兴趣，因为Uber已经在日本了。所以这会是你们的一个天然合作伙伴。但你们如何在这个市场应对竞争对手呢？比如Alphabet的子公司Waymo也拥有自己的自动驾驶车队。他们也在向日本市场拓展。那么，你们的商业模式如何与Waymo这样的公司竞争，从而成为Uber或其他合作伙伴的首选呢？

韩旭：我们的主要策略是以高效且稳定的方式扩大Robotaxi服务。 与Uber合作的好处在于Uber已经建立了一套完善的人工驾驶出租车的网络。引入自动驾驶出租车的关键在于如果我们想覆盖一个城市，且实现很好的车辆到达预估时间，那至少需要在一个城市部署1000到5000辆车。（对我们这类企业来说）这将是巨大的投入压力。

而我们与Uber的合作是一种"混合模式"，即部分订单由Robotaxi完成，部分订单由人工驾驶车辆完成。但对用户而言，体验是丝滑且透明的。我认为这种模式为我们带来了强大的竞争优势。据我所知，目前在全球范围内，文远知行和Uber的这种合作模式，是独一无二的。没有任何竞争对手有过这样的合作。因此，我们将继续保持这个竞争优势。

彭博社： 当然，您可以竞争的方式之一是价格。就价格竞争而言，我知道在中国市场，你们正在考虑动态定价的策略。我理解这是指你们可能会提供折扣。你们在价格上能降低多少？这不仅是与Waymo这样的公司相比，还有中国市场的竞争对手，这个市场竞争已经相当激烈了。

韩旭： 文远知行的一个策略是我们不想做低价竞争。坦率地说，我认为在中国市场上，真正能够提供可靠且高效的Robotaxi服务的竞争者并不多。尽管许多公司都声称拥有Robotaxi车队，但如果你仔细去看，真正在中国进行Robotaxi商业化运营的公司，最多只有三家。

在这些公司中，文远知行凭借强大的技术实力和良好的运营记录，实现了迄今400多辆Robotaxi因系统故障而受到监管处罚的次数为零的成绩。这是一个非常了不起的数字，我们对自己的安全记录感到非常自豪。

文远知行在五个国家获得了自动驾驶运营牌照。**全球范围内，只有一家企业获得了五个国家的许可，那就是文远知行。**因此，面对竞争，我们会更专注于产品的可靠性和用户体验。

我个人认为，自动驾驶、Robotaxi或相关的产品，还没有到价格竞争的阶段。我相信，最终的赢家将是能够提供最佳服务质量的公司，而不是简单地提供最低价格的公司。

来源 | 彭博社

Bloomberg Exclusive Interview with Tony Han, Founder and CEO of WeRide: The Final Winner Will Prevail Through Service Quality

Tony Han, Founder and CEO of WeRide (NASDAQ:WRD), a portfolio company of Qiming Venture Partners, was interviewed by Bloomberg, a premier global financial media outlet, on The China Show. During the interview, he shared insights into the company's global commercialization strategy, competitive approach, and future development plans.

The following is the edited transcript of the interview.

Bloomberg: Chinese self-driving company WeRide reported earnings recently. It was actually their first earnings release as a listed company on the NASDAQ. We saw the share price really rising intraday closing up 13% on March 14th. So, an interesting earnings release and certainly one, even with those sorts of softer or weaker spots, still was interpreted very positively by a lot of analysts and traders. Let's get more now with the WeRide Founder and CEO. This is Tony Han joining us this morning for an exclusive interview.

Tony, I want to get your reaction to those numbers because as it said, there were some softer spots. But still we saw a positive market reaction. So, what's your reaction in particular?

**Tony Han: **Over the past year and the first quarter, we do have some kind of increasing expenses. But overall, the technology has progressed very well and we are expanding to 30 cities in 10 countries and our Robotaxi has been announced (that) by the mid of 2025 we will have 50 Robotaxis running on the Uber platform in Abu Dhabi. And so there is lots of progress. I think that's the exciting progress in both R&D and the operation, and in the sales numbers, especially for robotaxi and new products. All of these factors combining together give us a very good performance in the stock market.

**Bloomberg: **Can you share some more details on the expansion? Because just to give people some context here, speaking about the Robotaxi fleet specifically, you've got around 400 vehicles in that, 300 roughly are in mainland of China. The rest are abroad. Lots of those are expected to be, at least in the UAE. But where would you go, in the UAE or in the Middle East more broadly? And where would you also go next in other international markets?

**Tony Han: **So, in UAE, we actually have already started to operate in the major area in Abu Dhabi like the Yas Island, Saadiyat Island and the route through Zayed International Airport, and many key areas in Abu Dhabi. We also started our Robobus in trial operation in Barcelona. And also, we have our Robotaxi and Robobus operation in Zurich Airport and also Robotaxi operation in Zurich. And we will have more to come maybe in Japan, and also in France. So, there are lots of cities we are trying to explore right now.

We believe one unique thing of WeRide is (that) WeRide is a global company, and we try to expand our autonomous driving service to the global market. And we are building a very strong business development team, very strong sales network, and we are trying to build very general autonomous driving technology to support the operation and service globally. So, that's roughly our rough plan about expansion in the global market.

**Bloomberg: **Tony, I want to pick up on that point about your expansion in the global market. I did see that pedestrians and riders were able to ride one of your minibuses for free in Barcelona last week. That was a trial of the Robobus that you mentioned just then. So, beyond the Robotaxis, what is the strategy and what are the targets for expanding vehicles in the minibus area, in the van area? And where are the markets that you're focusing for those sorts of vehicles?

**Tony Han: **I think, for the market that we try to focus, that is mainly for some markets that are short of labors. We are trying to solve some society issues. For some markets that there is an aging society and short of labors, and you want to try to use the machine to fill the gap between the actual demand and the shortage of labor. So that's what we are trying to do.

So, besides Robotaxi, our Robosweeper is trying to fill the gap between the shortage of the manpower and the high demand in sanitation industry. For Robovan, (it's the) same thing for logistic delivery. And for the minibus in public transportation, in some European countries, they are short of bus drivers. So, we will focus on these markets that have some shortage, especially driver shortage problem and we try to solve it. We want to supply a solution with much more economic efficiency. That's a much safer solution.

And if you sit in our Robo-minibus, you can feel (that) the smoothness of this Robobus is kind of even better than a human bus driver. It feels like a human bus driver. You never feel like this kind of motion sickness or jerkiness, like you usually experience in a bus. In minibus, it's just like you're sitting in a private cabinet and driven by your private chauffer, and it's very smooth and the view is fantastic. You're just like sitting there. So, I think, I believe with all of this, we can supply a very good user experience to our users.

**Bloomberg: **I mean, you talk about places where there's aging populations or maybe a shortage of labor supply. And of course, you mentioned Japan as well. So, this is clearly going to be a key market. But, I want to talk about that business model that you have as well. Because the approach of WeRide is to find local partners in each market to sell the vehicles, charge a fixed service fee and have a revenue sharing agreement in place. You already have this partnership with Uber in the Middle East. Would you look to also partner with Uber in Japan?

Tony Han: Oh, that's a very good question. So basically, our philosophy or methodology is (that) we want to closely work with our partners. But for the expansion, we don't want to become dominant. We just want to be a kind of autonomous driving technology and the transportation power supplier. So, we want to very well align with Uber's expansion in Japan. But that's not saying we are not doing Japan market. If Uber don't have a very eminent plan to expand in Japan, we can also find some local partners. Actually, for minibus, we have already started.

And there are several, I would say, several dimensions about expansion. One is like geographically, you know how to expand. The other one is about products. For example, in Europe, minibus is people's favorite product, you know. Because people like to take public transportation in Europe. So we focus our minibus in European market. In Japan, we are also starting the market. That's how we expand.

Bloomberg: But going to Japan in particular, I'm interested because Uber is in Japan. So, that would be a natural partner for you. How though are you also gonna be going up against competitors in this space? Because Waymo, for instance, that's the subsidiary of Alphabet, also has its own autonomous driving fleet. They're also looking at expanding into Japan. So, with your business model, how do you compete with names like Waymo, to be the partner of companies like Uber?

Tony Han: Okay. I think our main strategy is trying to expand our Robotaxi service in a very efficient and in a very stable way. And good thing to team up with Uber is that Uber has already had a very strong network of human driven taxi. The thing is (that) when you adopt autonomous driving technology, for example, if you want to take over one city and have a very good estimate of time of arrival, you have to deploy at least 1000 or sometimes 5000 cars in that single city. That costs a huge burden.

On the other hand, the collaboration pattern of Uber and WeRide is (that) we roll out the Robotaxi in a hybrid mode. That is (that) some of the orders request will be fulfilled by Robotaxi, and some of orders will be fulfilled by the human drivers. But to users, it's kind of a very smooth and transparent experience. I think this kind of combination give us a very strong advantage over our competitors. To my best knowledge, in the global market, the combination of WeRide and Uber is the first of the case. No other competitor has ever done. So, we look forward to keeping this kind of competition advantages.

Bloomberg: One of the ways that of course you can compete is on price. I mean, on competition around price, I mean, I know that in the domestic market as well, you're looking at having dynamic pricing, which I kind of understood as you would be looking at offering discounts. How much cheaper can you go? Not just against names like Waymo, but also the competitors within China. I mean it's already quite a competitive landscape.

Tony Han: So, one strategy of WeRide is we don't want to compete for the price. Frankly speaking, I think, there may be several competitors. Actually that's not many, only very very few competitors in China can supply reliable and efficient Robotaxi, not that many, although many competitors claim that they have Robotaxi fleet. But if you look at it, they are only at most 3 competitors can do Robotaxi operations in China.

Among all of these, I think WeRide with its strong technology, strong record, so far, for these 400 Robo-vehicles, we have 0 regulatory discipline due to our system failure. That's an extraordinary number. We are so proud of our safety record.

WeRide has 5 autonomous driving permits, driverless autonomous driving operation permits in 5 countries. There's only one company that has got permits from 5 countries. So, for that kind of competition, we will focus on the reliability and experience.

And I personally don't think autonomous driving, or Robotaxi, or the relevant product has come to a competition for us to compete against price. It hasn't arrived to that stage yet. I believe the final winner will be the winner who can supply the best quality of the service, not simply the lowest price.

Source: Bloomberg

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启明星 | 文远知行韩旭：自动驾驶将像电灯发明般"点亮"全球 | Bilingual

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启明创投成立于2006年。目前，启明创投旗下管理11只美元基金，7只人民币基金，已募管理资产总额达到95亿美元。自成立至今，专注于投资科技及消费(Technology and Consumer, T&C)、医疗健康(Healthcare)等行业早期和成长期的优秀企业。

截至目前，启明创投已投资超过580家高速成长的创新企业，其中有超过210家分别在美国纽交所、纳斯达克，香港交易所，上交所及深交所等交易所上市，或通过并购等方式退出，有80多家企业成为行业公认的独角兽或超级独角兽企业。

启明创投投资企业中，很多已经成长为各自领域中最具影响力的公司，包括小米集团（01810.HK）、美团（03690.HK）、哔哩哔哩（NASDAQ:BILI, 09626.HK）、知乎（NYSE:ZH, 02390.HK）、石头科技（688169.SH）、优必选（09880.HK）、文远知行（NASDAQ:WRD）、甘李药业（603087.SH）、泰格医药（300347.SZ, 03347.HK）、再鼎医药（NASDAQ:ZLAB, 09688.HK）、康希诺生物（688185.SH, 06185.HK）、Schrödinger（NASDAQ:SDGR）、惠泰医疗（688617.SH）、三友医疗（688085.SH）、艾德生物（300685.SZ）、贝瑞基因（000710.SZ）、神州细胞（688520.SH）、圆心科技、康缔亚、信念医药、壁仞科技等。