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
CrimeMay 08, 2025
Former NYC Jewelry Store Employee Arrested in 2017 Choking Death of Boss Michel Desalles allegedly murdered Omid Gholian inside World of Gold N Diamond using zip ties and then fled the country.
EditorsMay 08, 2025
5 ‘Superfine’ Met Gala Jewelry MomentsAssociate Editor Lauren McLemore shares her favorite looks from a night of style inspired by Black dandyism.
Supplier BulletinMay 08, 2025
Instappraise Introduces Game-Changing Trifold Appraisal FormatSponsored by Instappraise
Brought to you by
Las Vegas Antique Jewelry & Watch Show: Showcasing the Most Collectible Merchandise from Across the GlobeGain access to the most exclusive and coveted antique pieces from trusted dealers during Las Vegas Jewelry Week.
IndependentsMay 08, 2025
Margot McKinney Lands in the U.S. With New BoutiqueThe brand’s first independent location outside of Australia has opened in Beverly Hills, California.
Weekly QuizMay 08, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
IndependentsMay 08, 2025
Verragio Announces New Regional Sales ManagerCathy Marsh will lead the jewelry company’s efforts in the upper Midwest and western United States.
ColumnistsMay 07, 2025
The Smart Lab: Building a Seasonal Marketing Strategy for Mother’s Day and BeyondConnecting with your customers throughout the year is key to a successful holiday marketing push.
Brought to you by
Watch: The Winston Red: GIA Examines the Smithsonian’s Newest AdditionSupplier Spotlight Sponsored by GIA
SourcingMay 07, 2025
Gemfields Says Emerald Sales Improved in Latest AuctionIts commercial-quality emerald sale held last month totaled more than $16 million, up from about $11 million in September 2024.
TechnologyMay 07, 2025
Punchmark’s Latest Podcast Features a Very Special Guest National Jeweler Editor-in-Chief Michelle Graff joined Michael Burpoe to talk tariffs, consumer confidence, and the sky-high price of gold.
AuctionsMay 06, 2025
Harwell Godfrey Reimagines 10-Carat Blue Diamond for Met Gala-Ready BroochDesigner Lauren Harwell Godfrey made the piece as an homage to the 2025 gala’s theme, “Superfine: Tailoring Black Style.”
Events & AwardsMay 06, 2025
Here’s Who Made Jewelers of America’s New ‘20 Under 40’ ListExpanded this year to include suppliers, JA’s 2025 list honors 40 up-and-coming professionals in the jewelry industry.
IndependentsMay 06, 2025
Sissy's Log Cabin Opens New StoreLocated in Fort Smith, it’s the Mid-South jeweler’s first store in Northwest Arkansas.
IndependentsMay 06, 2025
Gunderson’s Jewelers to Be Featured on ‘World’s Greatest’ TV SeriesThe episode about the family-owned jeweler will premiere May 17.
IndependentsMay 05, 2025
Zadok Jewelers Opens Store in AustinThe Houston-based jeweler’s new 11,000-square-foot showroom will include a Rolex boutique.
AuctionsMay 05, 2025
Nancy Astor’s Cartier Tiara Heads to AuctionThe turquoise and diamond tiara hasn’t been on the market since it was purchased by Lord Astor in 1930.
SourcingMay 05, 2025
Crater of Diamonds Yields 4-Carat Brown Diamond“The Duke Diamond” is the largest diamond registered at the Arkansas park so far this year.
TrendsMay 02, 2025
Ring Concierge, Kraft Partner on Mother’s Day Macaroni Necklace The childhood craft of making dried pasta necklaces for Mother’s Day is all grown up as the 14-karat gold “Forever Macaroni” necklace.
CollectionsMay 02, 2025
Piece of the Week: Angely Martinez’s Emerald Promise RingSet with May’s birthstone and featuring an earthworm, this ring is a perfect celebration of spring.
MajorsMay 02, 2025
Stuller’s New Bridal Catalog Is Here“Bridal 2025–2026” includes popular styles and a dedicated section for quick pricing references of lab-grown diamond bridal jewelry.
SourcingMay 01, 2025
Tariffs & Colored Gemstones: Relying on Stock, Considering the Ripple EffectThough currently paused, high tariffs threaten many countries where gemstones are mined. Dealers are taking measures now to prepare.
MajorsMay 01, 2025
Peek Inside David Yurman’s New Miami Flagship StoreLocated in Miami’s Design District, the 4,000-square-foot store is an homage to David and Sybil Yurman’s artistic roots.
TrendsMay 01, 2025
Amanda’s Style File: 20 Pieces of Emerald Jewelry for MayMay babies are lucky indeed, born in a month awash with fresh colors and celebrated with one of the most coveted colored gemstones.
MajorsMay 01, 2025
Jewelers of America Opens Applications for 2025 ScholarshipsThe deadline to apply for the Seymour & Evelyn Holtzman Bench Scholarship is June 12.
SurveysApr 30, 2025
Consumer Confidence Hits Pandemic-Level Low Amid Tariff ConcernsWhat’s really worrying U.S. consumers isn’t the present situation; it’s what the economy is going to look like six months from now.
Events & AwardsApr 30, 2025
Instore Show Debuts New Name, Look, and FocusNow called The Instore Jewelry Show, it will include holiday-focused education, interactive workshops, and a window display contest.
SourcingApr 30, 2025
GemGuide Has a New Pricing Chart for Colombian EmeraldsIt includes pricing for unenhanced Colombian emeralds in the fine to extra fine range.
