FinancialsMay 07, 2025
Pandora Posts Strong Q1, Plans for TariffsFinancialsMay 08, 2025
Brilliant Earth Notes an Uptick in Engagement Ring Sales in Q1
CEO Beth Gerstein discussed the company’s bridal bestsellers, the potential impact of tariffs, and the rising price of gold.
The “Sabine” cluster diamond engagement ring in 18-karat yellow gold with two emerald-cut diamonds and a cluster of round diamonds ($3,590, setting only) from Brilliant Earth’s “Mosaics” collection. The jewelry retailer saw sales decline 4 percent in the first quarter.
San Francisco—Brilliant Earth had a mixed start to the year with first-quarter net sales down while the total number of orders rose by double digits.
The jewelry retailer noted an improvement in engagement ring sales and a strong Valentine’s Day performance.
It recorded its 15th consecutive quarter of profitability since going public in 2021.
“The positive engagement ring unit trends, coupled with our most successful Valentine’s Day ever, reinforces our confidence in our premium brand positioning and differentiated product offerings,” CEO Beth Gerstein said in a statement.
Net sales in the first quarter 2025, which ended March 31, were down 4 percent year-over-year to $93.9 million, compared with $97.3 million in Q1 2023.
The results were in line with the company’s expectations of $93.5 million to $95.5 million in sales.
Gross profit was $55 million, or a 59 percent gross profit margin, compared with $58.3 million, or a 60 percent gross profit margin, in the prior-year period.
The total number of orders in the first quarter rose 12 percent, with repeat orders up 13 percent, while the average order value (AOV) fell 14 percent.
Brilliant Earth has noted in previous quarters that non-bridal jewelry sales are increasing but the category has a lower average price point, which is bringing down its AOV.
On an earnings call Tuesday, CEO Beth Gerstein shared quarterly highlights, including its engagement ring sales, the most popular fashion jewelry styles, and the potential impact of tariffs on its business.
As for tariffs, Gerstein said the same thing Pandora executives said earlier this week—the company is monitoring the situation closely.
“We feel confident that our geographically diversified supplier base and strong supplier relationships limited direct exposures to China,” she said. “Our price optimization engine and agile data-driven team give us a competitive advantage over the industry to navigate changes in any environment.”
Chief Financial Officer Jeff Kuo said the company expects gold prices and tariffs to have only a limited impact on gross margin in Q2.
“Over the balance of the year, assuming that tariff rates and metal prices are the same as they are today, we expect to be able to further mitigate their impact through our pricing and procurement strategy,” he said.
As for the high price of gold, Gerstein also discussed possible price increases, noting it leans on data for those decisions.
“The pricing optimization engine allows us to be really thoughtful about how we’re pricing,” she said. “So, we’re going to continue to implement new tests and try and understand what the appetite is from the consumer level.”
Brilliant Earth is keeping its costs down as much as it can, she said, and is aware of the pressure consumers are feeling.
She added that its proprietary collections allow it to have more flexibility in pricing.
Related stories will be right here …
The jewelry retailer noted an improvement in engagement ring sales and a strong Valentine’s Day performance.
It recorded its 15th consecutive quarter of profitability since going public in 2021.
“The positive engagement ring unit trends, coupled with our most successful Valentine’s Day ever, reinforces our confidence in our premium brand positioning and differentiated product offerings,” CEO Beth Gerstein said in a statement.
Net sales in the first quarter 2025, which ended March 31, were down 4 percent year-over-year to $93.9 million, compared with $97.3 million in Q1 2023.
The results were in line with the company’s expectations of $93.5 million to $95.5 million in sales.
Gross profit was $55 million, or a 59 percent gross profit margin, compared with $58.3 million, or a 60 percent gross profit margin, in the prior-year period.
The total number of orders in the first quarter rose 12 percent, with repeat orders up 13 percent, while the average order value (AOV) fell 14 percent.
Brilliant Earth has noted in previous quarters that non-bridal jewelry sales are increasing but the category has a lower average price point, which is bringing down its AOV.
On an earnings call Tuesday, CEO Beth Gerstein shared quarterly highlights, including its engagement ring sales, the most popular fashion jewelry styles, and the potential impact of tariffs on its business.
As for tariffs, Gerstein said the same thing Pandora executives said earlier this week—the company is monitoring the situation closely.
“We feel confident that our geographically diversified supplier base and strong supplier relationships limited direct exposures to China,” she said. “Our price optimization engine and agile data-driven team give us a competitive advantage over the industry to navigate changes in any environment.”
Chief Financial Officer Jeff Kuo said the company expects gold prices and tariffs to have only a limited impact on gross margin in Q2.
“Over the balance of the year, assuming that tariff rates and metal prices are the same as they are today, we expect to be able to further mitigate their impact through our pricing and procurement strategy,” he said.
As for the high price of gold, Gerstein also discussed possible price increases, noting it leans on data for those decisions.
“The pricing optimization engine allows us to be really thoughtful about how we’re pricing,” she said. “So, we’re going to continue to implement new tests and try and understand what the appetite is from the consumer level.”
Brilliant Earth is keeping its costs down as much as it can, she said, and is aware of the pressure consumers are feeling.
She added that its proprietary collections allow it to have more flexibility in pricing.
Gerstein said trends in engagement ring sales have been “encouraging” and she has seen some normalization compared with the past few years.
The company saw positive year-over-year unit growth in engagement rings as well as an increase in appointment bookings to browse engagement rings in its showrooms.
Gerstein noted strong growth in engagement rings priced under $5,000, with its signature collection performing especially well.
Its sales of wedding and anniversary bands also were strong, particularly in men’s wedding bands and women’s eternity bands.
Its non-bridal fine jewelry business performed well, particularly around Valentine’s Day.
Brilliant Earth’s “Diamonds on the Menu” campaign highlighted authenticity and connection with a focus on diamonds, leading to its strongest Valentine’s Day period ever, said Gerstein.
Popular collections included its diamond essentials, as well as its “Heart” and “Signature” collections, and its Jane Goodall collection.
“Fine jewelry remains one of our key areas of investment and growth drivers for the business as it allows us to introduce new customers to the Brilliant Earth brand as well as provide additional purchase opportunities for our repeat customers, whether it’s a gift for themselves or others,” Gerstein said.
Though it started as an online-only business, Brilliant Earth has been expanding its brick-and-mortar network in recent years, with its current store count at 41.
The company opened a new location in Southlake, Texas, in February, and plans to open one to two new showrooms this year, including one in Alpharetta, Georgia.
For the second quarter, the company is expecting net sales to be flat to down 3 percent year-over-year.
For the full year, Brilliant Earth is maintaining its guidance, forecasting net sales will be up 1 to 3 percent.
More on Financials
The Latest
SourcingOct 08, 2025
In ‘Storied Diamond,’ Jared Jewelers Is Emphasizing the Journey The retailer’s new collection of engagement rings and fashion jewelry is set with natural diamonds that are traceable via blockchain.
CollectionsOct 08, 2025
Emily P. Wheeler Shifts Into Neutral for Latest ‘Ombré’ CollectionThe champagne colorway in her newest “Ombré” collection combines white and trendy brown diamonds, a departure from her usual vibrant hues.
CollectionsOct 08, 2025
Tsuba Designs Inspire Monica Rich Kosann’s New CharmsKosann partnered with the Museum of Fine Arts, Boston, to create a set of necklaces inspired by the artwork on samurai sword handguards.
Brought to you by
JA New York Fall Is Right Around the CornerThe upcoming show provides savvy retailers with the opportunity to stock their cases with best sellers in advance of the holiday season.
CrimeOct 07, 2025
Men Who Posed as Utility Workers Found Guilty in Jeweler’s MurderCarlos Jose Hernandez and Joshua Zuazo face life in prison for the October 2024 murder of 72-year-old Detroit-area jeweler Hussein Murray.
Weekly QuizOct 02, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CollectionsOct 07, 2025
Jessica McCormack Looks to Sea Spirits for ‘Tempest’ CollectionThe brand’s first high jewelry collection, “Tempest” plays with movement while calling to mind the folklore of the sea.
SourcingOct 07, 2025
Columbia Gem House Announces ‘Opals for Outback Heroes’ FundraiserProceeds from its jewelry raffle will go to a volunteer-run fire and rescue group in the Lightning Ridge area of New South Wales, Australia.
MajorsOct 07, 2025
Stuller Names Its S.E.R.V.E Stars for 2025Stuller said the recipients embody the company’s core values, which include community participation and personal and professional growth.
WatchesOct 06, 2025
This Fall, Citizen’s Forecast Calls for RainCitizen’s new “Rainell” women’s watch has a raindrop-shaped case and is available with a silver-, gold-, purple-, or green-colored dial.
AuctionsOct 06, 2025
The ‘Rolex That Made Rolex’ Heads to Auction at Sotheby’s The “Mercedes Gleitze Rolex Oyster,” named for the British endurance swimmer who made it famous, will go up for sale next month.
GradingOct 06, 2025
GIA India Names Former De Beers Exec as New Managing DirectorAmit Pratihari was previously the managing director of De Beers India and Forevermark India.
SourcingOct 06, 2025
SoCal 24 Karat Club Integrates Into Diamond Club West CoastMembers of the Jewelers 24 Karat Club of Southern California will gain access to expanded services, resources, and connections, DCWC said.
TrendsOct 03, 2025
Selena Gomez, Benny Blanco Tie the Knot Wearing Diamonds, White MetalsGomez’s jewelry included Tiffany & Co. drop-style earrings while Blanco stacked diamonds from Jacob & Co. on his wrist.
GradingOct 03, 2025
Grading Lab HRD Antwerp Names New CEODiamond industry banking veteran Paul De Wachter will take on the role in January 2026.
TrendsOct 03, 2025
Piece of the Week: Kallati’s Pink Sapphire RingTaylor Swift flaunts an Elizabeth Taylor-esque gemstone in promo for her new album, “The Life of a Showgirl.”
CollectionsOct 02, 2025
Boucheron Debuts Cuffs Crafted With 3D-Printed SandIts “Quantre Sand” capsule was made using a 3D sand printing technique borrowed from the automotive and aeronautics industries.
CrimeOct 02, 2025
$1M in Jewelry Stolen in Northern California Smash and Grab Four individuals have been charged in the “takeover-style” robbery of Heller Jewelers last month, and additional charges are expected.
MajorsOct 02, 2025
Neil Lane Jewelry Exhibition Coming to Toledo Museum of Art“Radiance and Reverie” will showcase more than 150 jewels from Lane’s personal collection by Tiffany & Co., Cartier, and more.
TrendsOct 02, 2025
Amanda’s Style File: October’s Colorful ShowThe month’s birthstones, tourmaline and opal, complement the palette of autumn.
ColumnistsOct 01, 2025
Peter Smith: Why Vendor Success Starts With Self-ReflectionSmith shares the importance of looking at your company with openness and honesty to identify opportunities you may be missing.
EditorsOct 01, 2025
Playing Favorites: The Best Jewelry From VicenzaoroAssociate Editor Natalie Francisco visited Italy to spot jewelry trends at the September Vicenzaoro show and share her top finds.
SurveysOct 01, 2025
Consumer Confidence Hits 5-Month Low in September Respondents were concerned about job availability and rising prices.
SourcingOct 01, 2025
Gemfields’ H1 Revenue Falls 47%Its latest interim financials revealed a challenging first half due in part to production troubles at its mines.
MajorsSep 30, 2025
Pandora CEO to Retire in 2026, Hand Reins to CMO Alexander Lacik has led Pandora since 2019. Berta de Pablos-Barbier will succeed him, the first woman to head the company.
CrimeSep 30, 2025
2 Suspects Charged in $300K Sleight-of-Hand Jewelry Store ScamTwo men allegedly used counterfeit bills to purchase luxury watches and jewelry from a North Carolina jeweler.
CollectionsSep 30, 2025
Billie Eilish, Finneas Partner with John HardyThe “Lovestruck” collection, designed with the Academy and Grammy award-winning siblings, is the brand’s first lab-grown diamond offering.
