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
SurveysOct 16, 2026
How Inflation, Gas Prices Will Affect Holiday Sales The NRF is expecting holiday sales to increase this year, but consumers and retailers alike are facing Grinch-like headwinds.
CollectionsOct 16, 2026
Christina Puchi’s Earrings Hold the UniverseOur Piece of the Week gathers the planets, represented by a variety of colored gemstones, in a pair of 14-karat yellow gold earrings.
IndependentsOct 16, 2026
Reeds Jewelers Expands, Relocates FlagshipThe New York-based jeweler is moving its Amherst flagship store to a larger location in nearby Snyder.
Brought to you by
Meet Gemology’s Next Generation Microscope: GIA® Gemolite® NXT Professional EditionExperience gemstones with greater precision and comfort than ever before.
MajorsOct 16, 2026
Katy Chen Appointed Executive Vice President of Graff USA Chen, who worked at Cartier and Tiffany & Co., will lead retail sales and operations for the luxury jeweler’s 11 U.S. stores.
Weekly QuizOct 15, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
IndependentsOct 15, 2026
Retailer Hall of Fame 2026: Amy and Elise Greenberg For 40 years, sisters Amy and Elise Greenberg have helmed their 126-year-old family business, leading with appreciation and integrity.
ColumnistsOct 15, 2026
Peter Smith: What Is the Culture REP?It’s a term Smith coined and felt compelled to share following a bad experience with an aborted flight and an unfeeling flight attendant.
Brought to you by
Your Piece Could Be the One Editors Talk AboutSubmit your pieces for a chance to win in this year's competition.
WatchesOct 15, 2026
Stephanie Gottlieb’s New Movado Watches Are Made for Your Wrist StackMovado teamed up with the New York-based fine jewelry designer on a new collection of Movado Museum Velura watches.
SourcingOct 15, 2026
Signet Jewelers, Richemont May Join Bidder for De Beers, Report SaysThe two companies are reportedly in talks to join the Global Diamond Consortium, led by former De Beers CEO Gareth Penny, as per Bloomberg.
CollectionsOct 15, 2026
Wolf x Marla Aaron's New Jewelry Box Is for Some (Not All) of Your ThingsThe “Some of the Things” box follows the two larger “Everything” box designs with the look and function of antique sewing and toolboxes.
IndependentsOct 14, 2026
Retailer Hall of Fame 2026: Coleman and Mitchell ClarkFourth-generation jewelers Coleman and Mitchell Clark exemplify the best qualities of their predecessors: humility, modesty, and confidence.
SourcingOct 14, 2026
Manuel Marcial de Gomar, ‘The Emerald Whisperer,’ Dies at 90The gem hunter, whose 70-year career was defined by adventure and exploration, is remembered for his steadfast faith and sense of wonder.
Events & AwardsOct 14, 2026
Chicago Responsible Jewelry Conference Releases 2026 ProgramThis year’s sessions feature leading voices from human rights, legal, and conservation organizations.
MajorsOct 13, 2026
David Webb Owner Purchases Lugano JewelryThe high-end jewelry retailer was sold to private investment firm Middle West Partners and a group of longtime clients.
Lab-GrownOct 13, 2026
Stephanie Gottlieb Takes Lab-Grown Diamond Collection WholesaleThe jewelry designer has partnered with Sofer Jewelry to distribute her 85-piece lab-grown diamond collection.
IndependentsOct 13, 2026
Retailer Hall of Fame 2026: Sean DunnDunn, this year’s Single-Store Independent inductee, is passionate about innovation and telling the story of natural diamonds.
AuctionsOct 13, 2026
Christie's Geneva To Auction 'Bulgari Pink' DiamondThe 24-carat fancy intense pink diamond ring could fetch up to $18 million at the November sale.
IndependentsOct 13, 2026
Greenwich St. Jewelers’ New Candle Smells Like HomeThe “Island Jewel” candle honors New York City and Puerto Rico and raises money for the island’s water relief efforts.
TechnologyOct 13, 2026
GemFind Is a New JA Member Benefit Partner The partnership will give JA members access to preferred pricing, exclusive benefits, technology solutions, education, and resources.
SurveysOct 09, 2026
These Will Be the 10 Busiest Days for In-Store Shopping This Holiday SeasonStores should expect to see the most customers on Nov. 27, and Christmas week is expected to be hectic too, as Dec. 25 falls on a Friday.
CollectionsOct 09, 2026
Elisa Solomon Collabs With Serendipity 3 on ‘Frozen Hot Chocolate’ CharmThe charm, our Piece of the Week, features brown diamond frozen hot chocolate topped with white diamond whipped cream and a ruby straw.
AuctionsOct 09, 2026
8-Carat Blue Diamond Goes Unsold at UK Jewelry Auction The top lot of Elmwood’s recent fine jewelry sale in London was a 1.84-carat, D color Tiffany & Co. solitaire diamond ring.
WatchesOct 09, 2026
Movado to Sell Majority Stake in Ebel for $66.5MThe watch company agreed to sell a 95 percent interest to a group comprised of F.P. Journe, Chanel, and Swiss watch exec Pierre Jacques.
Policies & IssuesOct 08, 2026
Third Wave of IEEPA Tariff Refunds Begins This round of tariff refunds is for importers that have sued over IEEPA tariffs in the Court of International Trade and won.
CollectionsOct 08, 2026
Brent Neale’s New Collection Goes ‘Back to Basics’It revisits the brand’s most requested silhouettes, from "Pillow"-set necklaces and bracelets to "Signature"-set rings and earrings.
SourcingOct 08, 2026
Ethical Gem Fair Heads Back to BrooklynThe trade-only event includes buying opportunities as well as educational sessions on artisanal mining, the new Paraíba source, and more.
