FinancialsFeb 18, 2022
Kering’s Jewelry Brands Had an ‘Exceptional’ YearFinancialsMar 17, 2022
Brilliant Earth Reports 51% Sales Growth in 2021
The retailer attributed its success to its appeal to younger consumers, expansion in non-bridal jewelry, and growing network of showrooms.
Two of the rings from Brilliant Earth’s latest collaboration with bridal brand Tacori. Brilliant Earth reported record results in the fourth quarter 2021 as well as for the full year.
San Francisco—Brilliant Earth had a record-breaking year in 2021, fueled by its appeal to younger consumers and its omnichannel model that includes a website with top-flight technology and an expanding network of showrooms nationwide.
The San Francisco-based retailer reported Wednesday it had a record quarter in Q4 2021, with net sales reaching $121.9 million, its highest ever quarterly sales performance.
Sales were up 38 percent year-over-year, outperforming expectations, and were nearly double what the retailer recorded in the fourth quarter of 2019, pre-pandemic.
Net income was $11.4 million, down from $13.4 million in the fourth quarter 2020.
For the year, Brilliant Earth reported sales totaling $380.2 million, a 51 percent increase over 2021 and up 89 percent when compared with 2019.
Net income increased to $26.3 million, up from $21.6 million in FY2021.
During Wednesday evening’s earnings call, Brilliant Earth CEO Beth Gerstein said the company’s fourth quarter was “an excellent finish to a strong year of growth.”
She cited its expansion beyond bridal into “trend-forward” fine jewelry that appeals to self-purchasers, the strong performance of its new showrooms, and the brand’s appeal to millennial and Gen Z consumers as the factors behind its strong performance.
She said younger consumers are “embracing the brand” because of the beauty and quality of its products, and its pledge on ethical sourcing and commitment to inclusion.
Related stories will be right here …
The San Francisco-based retailer reported Wednesday it had a record quarter in Q4 2021, with net sales reaching $121.9 million, its highest ever quarterly sales performance.
Sales were up 38 percent year-over-year, outperforming expectations, and were nearly double what the retailer recorded in the fourth quarter of 2019, pre-pandemic.
Net income was $11.4 million, down from $13.4 million in the fourth quarter 2020.
For the year, Brilliant Earth reported sales totaling $380.2 million, a 51 percent increase over 2021 and up 89 percent when compared with 2019.
Net income increased to $26.3 million, up from $21.6 million in FY2021.
During Wednesday evening’s earnings call, Brilliant Earth CEO Beth Gerstein said the company’s fourth quarter was “an excellent finish to a strong year of growth.”
She cited its expansion beyond bridal into “trend-forward” fine jewelry that appeals to self-purchasers, the strong performance of its new showrooms, and the brand’s appeal to millennial and Gen Z consumers as the factors behind its strong performance.
She said younger consumers are “embracing the brand” because of the beauty and quality of its products, and its pledge on ethical sourcing and commitment to inclusion.
Last year, the company nearly doubled its physical footprint, opening new showrooms in six cities: Seattle; Portland, Oregon; Austin, Texas; Dallas; New York; and Scottsdale, Arizona.
Brilliant Earth now has 15 showrooms nationwide and she said the company will be opening additional locations “soon,” including one in Bethesda, Maryland, its second in the Washington, D.C. metro area.
During Wednesday’s call, Gerstein also addressed the issue of Russian diamonds in the wake of Russia’s invasion of Ukraine.
She noted that the company removed all Russian-origin stones from its website earlier this quarter, “ahead of our peers.”
She said the company does not expect the exclusion of Russian goods to have a material impact on its financial performance because of the company’s “diverse” supply chain, a point she reiterated later in the call in response to an analyst’s question.
Looking ahead to 2022, Gerstein said the company has continued to perform well post-holiday and is positioned to deliver another year of “significant” growth.
Brilliant Earth forecasts first-quarter sales will total $96 million to $98 million, up 36 to 39 percent over last year.
For fiscal year 2022, sales are expected to total between $485 million and $500 million, with year-over-year growth of 28 to 32 percent.
Editors' Picks
Sponsored by
More on Financials
The Latest
Policies & IssuesJul 20, 2026
Tariffs on Brazil to Increase But Rough Gemstones ExemptThe new tariff, imposed after a Trump administration study, is 25 percent and will stack on top of existing tariffs.
CollectionsJul 20, 2026
Vhernier Transforms ‘Freccia’ Collection Into High JewelryThe collection from 2014 has been reinterpreted into high jewelry with its signature triangular-shaped elements.
MajorsJul 20, 2026
Krista Collins Walters Promoted to Publisher of InstoreShe will also take on the role of vice president of jewelry for SmartWork Media, a newly created position.
Brought to you by
Wedding Band Trends 2026: Personalization Takes Center StageColored gemstones, artisan finishes, mixed metals, and meaningful details are shaping demand in bridal jewelry.
Events & AwardsJul 20, 2026
TJS Accepting Speaker Proposals for 2027 EventOrganizers are looking for presentations on topics like manufacturing, technology and research, bench work, gemstones, and sustainability.
Weekly QuizJul 17, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CollectionsJul 17, 2026
HOWL Taps Shailene Woodley for ‘Home Sweet Home’ CampaignWoodley is seen in the campaign wearing our Piece of the Week, the “Frida” collar featuring 13 pieces of hand-carved Venetian glass.
SourcingJul 17, 2026
U.K. Woman Pays £5 for £15K Diamond Ring at Car Boot SaleA WeBuyVintage jewelry expert uncovered how much the flea market find was actually worth.
Brought to you by
Building the Future of Jewelry Retail: DCA Expands Education, Leadership Development, and Workforce SolutionsDCA is preparing the next generation of professionals by supporting workforce development, leadership growth, and career advancement.
SourcingJul 17, 2026
Diamond Dealer Jeff Pancis Pens MemoirThe founder of natural colored diamond wholesaler Pancis Gems shares stories from his five decades in the industry.
Events & AwardsJul 17, 2026
Gem Awards Opens 2027 Nomination PeriodSubmissions for the milestone 25th annual Gem Awards will be accepted across three categories from now through July 31.
EditorsJul 16, 2026
Q&A: Guzema’s Co-Owners On Its US Expansion, 10-Year AnniversaryValeriya Guzema and Mariana Lenha look back on the last decade and discuss the Ukrainian brand’s first U.S. store.
SourcingJul 16, 2026
Ekati to Close, Leaving Canada With One Diamond Mine The diamond mine, which opened nearly 30 years ago in Canada’s Northwest Territories, is expected to shut down by mid-August.
Events & AwardsJul 16, 2026
MJSA Mentor & Apprenticeship Program Certifies First Advanced Apprentice GraduateThe graduate, Grace Barden, credited the program with helping her secure a job as a bench jeweler.
Events & AwardsJul 16, 2026
Jewelers of Louisiana to Host 80th ConventionThe event, scheduled for next month in New Orleans, will include dinner, a custom jewelry design contest, and education sessions.
SourcingJul 15, 2026
1,305-Carat Diamond Recovered from Mine in BotswanaThe yet-to-be named stone is the 10th diamond weighing more than 1,000 carats to come out of Lucara’s Karowe mine.
IndependentsJul 15, 2026
New Jersey Jeweler Barry Berman Dies at 81The founder of Fords Jewelers, Berman is remembered for his love of connecting with his community.
Events & AwardsJul 15, 2026
Hamptons Jewelry Show to Return in JulyThe open-to-the-public luxury jewelry and timepiece show, in its second year, is slated for July 23-26.
CollectionsJul 15, 2026
Pomellato’s New High Jewelry Is LiberatingBold color, expressive gem-setting, and sculptural form define the three chapters that make up “Stile Libero.”
IndependentsJul 14, 2026
Foundrae Opens First Standalone Store Outside USThe New York-based jewelry brand has expanded overseas, opening a store in London’s Mayfair district.
ColumnistsJul 14, 2026
Sherry Smith: What Today’s Jewelry Consumer Is Telling Us Rising revenue does not automatically mean a healthy business, particularly in the current economic landscape, Smith writes.
TrendsJul 14, 2026
Amanda’s Style File: Shoulder Dusters These long, fluid drop earrings are sure to catch the eye.
CrimeJul 14, 2026
Man Charged in $1M Jewelry Store Heist Lands on FBI Most Wanted ListAlberto Perez-Elias is one of four men charged with robbing a Cape Coral, Florida, jewelry store and is the only one still at large.
Events & AwardsJul 14, 2026
Conference on Mining, Sustainability Kicks Off in NYCInitiatives in Art and Culture is hosting its 16th annual Gold and Diamond Conference, with the theme of “Resilience.”
Lab-GrownJul 13, 2026
Stephanie Gottlieb Changes Her Mind on Lab-Grown DiamondsThe designer, who once said she’d never sell lab-grown diamonds, debuted two capsule collections designed to be fun and easy to wear.
SourcingJul 13, 2026
De Beers Announces Potential Layoffs, 2-Year Production Pause at VenetiaThe diamond miner and marketer is undergoing another round of cost-cutting measures ahead of its sale by Anglo American.
Events & AwardsJul 13, 2026
Registration Opens for JIS Fall 2026 ShowThe annual trade-only buying event is slated for Oct. 16-19 in Miami Beach, Florida.
Events & AwardsJul 13, 2026
AGTA Accepting Entries for Spectrum 2026AGTA also has announced the lineup of judges for the colored gemstone cutting and jewelry design contest’s various categories.
