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.
Editors' Picks
Sponsored by
More on Financials
The Latest
AuctionsMay 15, 2026
American Collector Ponies Up Almost $17K for John Wayne’s RingThe Western star’s 14-karat gold signet ring sold for six times its low estimate following a bidding war at U.K. auction house Elmwood’s.
Events & AwardsMay 15, 2026
JA, MJSA To Sponsor Roundtable at TJSThe discussion, "Rebuilding the Jewelry Workforce," will take place on Saturday, May 16, in Troy, Michigan.
SourcingMay 15, 2026
State of Diamonds: The Way Forward for Natural DiamondsThe jewelry industry is reassessing its positioning as Gen Z reshapes the retail landscape and lab grown continues to gain market share.
Brought to you by
How Modern Training Is Becoming a Competitive Advantage for Jewelry RetailersWith the trade and customer trust in mind, GIA® developed NextGem™ – on-demand training designed specifically for retail.
AuctionsMay 14, 2026
White Diamonds Lead Sotheby’s Auction, Blue Diamond Does Not SellA matching pair of 18.38-carat, D-color diamonds from Botswana’s Jwaneng mine sold for $3.3 million, the top lot of the jewelry auction.
Weekly QuizMay 14, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Supplier BulletinMay 14, 2026
A Diamond Is Forever Continues Desert Diamonds – Bridal ReinvigoratedSponsored by A Diamond Is Forever
SourcingMay 14, 2026
State of Colored Stones: The Spirit of Young American Gemstone CuttersThe next generation of lapidarists are entrepreneurial, engaged online, and see the craft as a means for artistic expression.
Brought to you by
Discover Timeless Treasures: A Showcase of Antique Jewelry & Timepieces in Las VegasGain access to the most exclusive and coveted antique pieces from trusted dealers during Las Vegas Jewelry Week.
AuctionsMay 14, 2026
‘Ocean Dream’ Makes Waves at Christie’s, Fetching $17MIt was the second auction appearance for the fancy vivid blue-green diamond, which sold for $7.8 million at Christie’s Geneva 12 years ago.
CrimeMay 14, 2026
Second Man Arrested in Florida Pawn Shop Shooting Members of the U.S. Marshals Task Force took a 22-year-old man into custody. He was charged with tampering with evidence.
CrimeMay 13, 2026
JSA’s 2025 Crime Report Shows ‘Concerning’ Rise in ViolenceWhile the overall number of crimes was down, there were more incidences in which robbers pulled out guns, mace, or rammed cars into stores.
IndependentsMay 13, 2026
New Orleans Jeweler Closing Canal Place StoreJack Sutton Fine Jewelry is closing its store inside the downtown shopping center after 40 years in business.
SourcingMay 13, 2026
Smithsonian Acquires ‘Winston Red’ Diamond PaintingReena Ahluwalia’s painting of the rare red diamond is the first contemporary painting to join the National Gem Collection.
TrendsMay 13, 2026
State of Design: Only the Innovative Will SurviveThe price of gold has risen, affecting the number of pieces designers make, the materials they use, and how they position themselves.
ColumnistsMay 12, 2026
It’s Official: We’re Getting ‘Brain Rot’ From Watching Short-Form Videos Peter Smith gives tips on leading meetings, developing marketing, and making trade show appointments in the age of short attention spans.
CollectionsMay 12, 2026
Jessica McCormack Debuts Antique Coin-Inspired Medallions for SummerThe 11-piece “Medallions” capsule collection features five motifs: a crying eye, a heart on fire, a spiral, a flower, and a swallow.
IndependentsMay 12, 2026
State of Retail: 6 Things Retailers Should Know About Consumers TodayFrom Gen Z’s view of luxury to “doom spending,” these are the six consumer trends to note this year.
Events & AwardsMay 12, 2026
The Tiffany & Co. x CFDA Jewelry Designer Award Is BackThe partners have announced the second cycle of the program, which has expanded to include a $25,000 student scholarship.
IndependentsMay 11, 2026
Kansas Jeweler Closing After 70 YearsThe owners of Staats Jewelers are heading into retirement.
TrendsMay 11, 2026
Former Macy’s CEO Joins Signet Jewelers BoardJeffrey Gennette, who retired in 2024 after 41 years with Macy’s, is the newest member of the jewelry retailer’s board of directors.
TrendsMay 11, 2026
Amanda’s Style File: Lucky May May babies are lucky to have emeralds, a gemstone admired for centuries, as their birthstone, writes Amanda Gizzi.
TechnologyMay 11, 2026
Clientbook’s New Tool Helps Jewelers Plan In-Store EventsThe new module allows retailers to plan, promote, and measure the success of events from a single dashboard.
Lab-GrownMay 08, 2026
NDC Publicly Criticizes Pandora Over ‘Misleading’ Natural Diamond ClaimsNDC said in an open letter that Pandora’s statements about the carbon footprint of lab grown versus natural diamonds are inaccurate.
SourcingMay 08, 2026
Ronnie VanderLinden Takes Over as WDC President The diamantaire and industry leader succeeds Feriel Zerouki and said he will focus on being a “champion” for natural diamonds.
TrendsMay 08, 2026
Rihanna Chooses ‘Desert Diamonds’ for 2026 Met GalaShe wore our Piece of the Week, Glenn Spiro’s “Old Moghul Golconda” earrings, featuring fancy brown-yellow diamonds totaling 51.90 carats.
Events & AwardsMay 08, 2026
JA Announces 2026 CASE Award WinnersTwo pieces were named “Best in Show,” one from the retail category and one from the supplier category.
AuctionsMay 07, 2026
‘Spectacular’ Kashmir Sapphire Headlines Heritage Spring Jewelry SaleLed by the 6.59-carat sapphire, the sale garnered $9.7 million, a record total for a Heritage jewelry auction.
