FinancialsOct 23, 2025
Jewelry Sales Resilient Despite Struggles at LVMH, KeringFinancialsNov 05, 2025
Brilliant Earth’s Q3 Sales Climb 10%
The jewelry retailer raised its full-year guidance, with CFO Jeff Kuo describing the company as “very well positioned” for the holidays.
The 14-karat gold and lab-grown diamond “Jane Goodall Peace Medallion” was part of Brilliant Earth’s second collection with the late conservationist, released in Q3. Brilliant Earth CEO Beth Gerstein said that the success of the collection is an example of “how customers connect with jewelry that combines design with meaning.”
San Francisco—Brilliant Earth had a strong third quarter, with both sales and number of orders increasing by double digits.
Sales in the third quarter ended Sept. 30 exceeded Brilliant Earth’s expectations, increasing 10 percent year-over-year to $110.3 million, compared with $99.9 million in Q3 2024, it said in its earnings release issued Wednesday morning.
The retailer, which operates online and via a network of showrooms, saw the number of orders placed grow 17 percent, from 42,744 in Q3 2024 to 49,910 in Q3 2025, though its customers spent less per order.
The company’s average order value (AOV) fell 6 percent year-over-year, from $2,337 to $2,209, an improvement from Q2, when the AOV was down 13 percent year-over-year.
The number of repeat orders was up 16 percent.
When asked about AOV on Wednesday morning’s earnings call, Brilliant Earth executives noted that an increase in both engagement ring sales and engagement ring average selling price contributed to the sequential improvement in AOV.
Higher precious metal prices and tariffs put a squeeze on the company’s margins in the third quarter, with gross margin falling to 57.6 percent—which was within the company’s guidance—compared with 60.8 percent in the prior-year period.
Gross profit increased 4 percent year-over-year to $63.5 million.
Adjusted EBITDA was flat at $3.6 million and the company cut its net loss by 38 percent to $700,000, down from $1.1 million a year ago.
During the call, CEO Beth Gerstein discussed the “industry-wide headwinds” that buffeted Brilliant Earth in Q3.
Gold and platinum prices were up 40 percent year-over-year during the quarter, while jewelry companies also are grappling with the 50 percent tariff on imports from India, which went into effect on Aug. 27.
When asked by an analyst how the company is approaching pricing in light of precious metal prices and tariffs, Gerstein said they have made “selective” price increases, particularly on pieces that are exclusive to Brilliant Earth, while also absorbing some of the increased costs.
Looking ahead to the holiday season, she said, “We find [Q4] to be a more promotional season so as we’re thinking about price increases, we’re much more selective as it relates to the Q4 environment.”
Related stories will be right here …
Sales in the third quarter ended Sept. 30 exceeded Brilliant Earth’s expectations, increasing 10 percent year-over-year to $110.3 million, compared with $99.9 million in Q3 2024, it said in its earnings release issued Wednesday morning.
The retailer, which operates online and via a network of showrooms, saw the number of orders placed grow 17 percent, from 42,744 in Q3 2024 to 49,910 in Q3 2025, though its customers spent less per order.
The company’s average order value (AOV) fell 6 percent year-over-year, from $2,337 to $2,209, an improvement from Q2, when the AOV was down 13 percent year-over-year.
The number of repeat orders was up 16 percent.
When asked about AOV on Wednesday morning’s earnings call, Brilliant Earth executives noted that an increase in both engagement ring sales and engagement ring average selling price contributed to the sequential improvement in AOV.
Higher precious metal prices and tariffs put a squeeze on the company’s margins in the third quarter, with gross margin falling to 57.6 percent—which was within the company’s guidance—compared with 60.8 percent in the prior-year period.
Gross profit increased 4 percent year-over-year to $63.5 million.
Adjusted EBITDA was flat at $3.6 million and the company cut its net loss by 38 percent to $700,000, down from $1.1 million a year ago.
During the call, CEO Beth Gerstein discussed the “industry-wide headwinds” that buffeted Brilliant Earth in Q3.
Gold and platinum prices were up 40 percent year-over-year during the quarter, while jewelry companies also are grappling with the 50 percent tariff on imports from India, which went into effect on Aug. 27.
When asked by an analyst how the company is approaching pricing in light of precious metal prices and tariffs, Gerstein said they have made “selective” price increases, particularly on pieces that are exclusive to Brilliant Earth, while also absorbing some of the increased costs.
Looking ahead to the holiday season, she said, “We find [Q4] to be a more promotional season so as we’re thinking about price increases, we’re much more selective as it relates to the Q4 environment.”
Looking ahead, Chief Financial Officer Jeff Kuo said on Wednesday’s call that the company is “very well positioned to deliver a strong holiday.”
Gerstein said the company has curated a selection of pieces under $1,000 that it believes “will resonate with consumers this holiday season.”
She also said, in response to an analyst’s question about lab-grown diamond pricing and trends, that she sees “a lot of opportunity” for lab-grown diamonds in fashion jewelry because of the current diamond jewelry trends—tennis bracelets, layering, and multiple piercings.
For engagement rings, the company said it is focusing on wider bands, fancy shapes, and bezel settings, styles that have been trending in bridal.
On the back of its strong third quarter and what executives said is an auspicious start to Q4, Brilliant Earth again bumped up its full-year guidance.
It now expects a 3 to 4.5 percent increase in net sales, up from its previous forecast of 2.5 to 4 percent.
Kuo said the company expects gold and platinum spot prices and tariffs to impact margins in the fourth quarter, and for metal price and tariff “headwinds” to continue into the first quarter of 2026.
He said the company will share more insight into 2026 on its next earnings call.
More on Financials
The Latest
TrendsNov 26, 2025
Piece of the Week: Rosior’s Pumpkin RingRosior’s high jewelry cocktail ring with orange sapphires and green diamonds is the perfect Thanksgiving accessory.
IndependentsNov 26, 2025
Greenwich St. Jewelers Launches Colorful Holiday CampaignThe “Embrace Your True Colors” campaign features jewels with a vibrant color palette and poetry by Grammy-nominated artist Aja Monet.
MajorsNov 26, 2025
Serafino Consoli Names New VP of Sales, Brand Development for the AmericasLuxury veteran Alejandro Cuellar has stepped into the role at the Italian fine jewelry brand.
Brought to you by
Impacting Tomorrow TodayHow Jewelers of America’s 20 Under 40 are leading to ensure a brighter future for the jewelry industry.
Events & AwardsNov 26, 2025
Grandview Klein Presents 4 Scholarships in NamibiaThe company gave awards to four students at the Namibia University of Science & Technology, including one who is a Grandview Klein employee.
Weekly QuizNov 20, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
IndependentsNov 25, 2025
Pearl Stringer Margaret Hoisik DiesShe is remembered as an artist who loved her craft and was devoted to her faith, her friends, and her family.
SourcingNov 25, 2025
Finestar Opens Diamond Manufacturing Facility in JohannesburgIt joins the company’s other manufacturing facilities globally, including in India, Botswana, and Namibia.
Brought to you by
Roseco Releases New Full-Line CatalogRoseco’s 704-page catalog showcases new lab-grown diamonds, findings, tools & more—available in print or interactive digital editions.
TrendsNov 25, 2025
Amanda’s Style File: Polka DotsThe polka dot pattern transcends time and has re-emerged as a trend in jewelry through round-shaped gemstones.
CrimeNov 25, 2025
Former Arizona AG Official Charged With Trafficking Stolen JewelryVanessa Hickman, 49, allegedly sold a diamond bracelet that was mistakenly sent to her home.
Events & AwardsNov 25, 2025
GIA Awards Susan Jacques With Its Highest HonorGIA’s former president and CEO was presented with the Richard T. Liddicoat Award for Distinguished Achievement.
Recorded WebinarsNov 24, 2025
Watch: Top Tips for Social Media EtiquetteSocial media experts spoke about protecting brand reputation through behaving mindfully online.
WatchesNov 24, 2025
Breitling Reveals Plans for Gallet, Universal GenèveIn 2026, the three will come together as “House of Brands,” with Gallet sold in Breitling stores and Universal Genève sold separately.
CollectionsNov 24, 2025
Muse Debuts a Wicked 'Have a Heart x Cynthia Erivo' SequelThe second drop, which includes more Elphaba-inspired pieces from additional designers, will continue to benefit nonprofit Dreams of Hope.
IndependentsNov 24, 2025
J.R. Dunn Jewelers Names New PresidentSecond-generation jeweler Sean Dunn has taken on the role.
MajorsNov 21, 2025
Natural Diamond Council Names New CEOAmber Pepper’s main focus will be on digital innovation and engaging younger consumers.
SourcingNov 21, 2025
De Beers’ Branded, Traceable Diamonds Roll Out to 19 Retailers Called “Origin by De Beers Group,” the loose, polished diamonds are being sold in a total of 30 stores in the United States and Canada.
CollectionsNov 21, 2025
Piece of the Week: Melissa Kaye’s ‘Rocky Infinity’ NecklaceThe lariat necklace features a 4.88-carat oval-cut Zambian emerald in 18-karat yellow gold.
AuctionsNov 20, 2025
Vanderbilt Jewels Shine at Phillips Sale, Pink Diamond WithdrawnA 43-carat sapphire brooch from the Vanderbilt collection was the top lot of the Geneva sale.
CollectionsNov 20, 2025
Rebecca Rau Jewels Debuts With ‘Then & Now’ CollectionRau is a fourth-generation art and antique dealer from M.S. Rau gallery whose first jewelry collection merges artifacts with modern design.
Policies & IssuesNov 20, 2025
RJC Names New Executive DirectorFormer De Beers sustainability leader Purvi Shah will take over the role in February 2026.
WatchesNov 20, 2025
LVMH Takes Minority Stake in Citizen Group-Owned Movement Maker La Joux-Perret is based in La Chaux-de-Fonds, Switzerland, and makes solar quartz as well as mechanical watch movements.
GradingNov 20, 2025
Julia Griffith Joins SSEF as Head of EducationShe previously taught at Gem-A and is the founder of The Gem Academy.
CollectionsNov 19, 2025
Larkspur & Hawk Celebrates 25 Years With Helena Bonham Carter CampaignThe British actress and her daughter modeled pieces from the brand’s new “Palette” capsule for its “Once Upon a Time” holiday campaign.
TechnologyNov 19, 2025
Google Has a New Form for Reporting ‘Review Bombing’ Attacks Plus, the tech giant shares the steps retailers should take if they believe they’re a victim of a review extortion scam.
IndependentsNov 19, 2025
Houston Jeweler Keith Shaftel Retires, Next Generation Steps In Danny and Gaby Shaftel are now Shaftel Diamonds’ CEO and chief operating officer, respectively.
TrendsNov 19, 2025
Midas Chain Releases 2025 Holiday Style GuideThe jewelry manufacturer’s seasonal offering features its new “Melodie” bangles, as well as mini stud earrings and layering pieces.
