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.
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