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
MajorsMar 27, 2026
Saks Global Has Changed Its Mind About Closing These 3 StoresTwo Saks Fifth Avenue locations, one in Florida and one in California, and one Neiman Marcus store are off the chopping block.
IndependentsMar 27, 2026
Jimmy West, Longtime LJG Executive Director, Dies at 72West, who started in the art department at the Leading Jewelers Guild in 1979, is remembered for his patience, kindness, and dedication.
CollectionsMar 27, 2026
Itä’s ‘Yarí Whirl’ Ring Tells Every Side of the StoryIn the “Tesoro” version of the ring, our Piece of the Week, each side of the gold hexagonal nugget has a unique colored gemstone design.
Brought to you by
Protect Your Customers and Your BusinessYou deserve to know what you are selling–to protect your customers as well as your business and your reputation.
WatchesMar 26, 2026
Q&A: Citizen Watch America President Jeffrey Cohen on Eco-Drive’s 50th AnniversaryCohen discusses the evolution of Citizen’s light-powered technology, the brand’s cross-generational appeal, and tariffs.
Weekly QuizMar 26, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
IndependentsMar 26, 2026
Peter Smith Pens Book on Human Behavior in Sales“Essentially Human: On Sales and Salespeople" reveals the underlying human traits and behaviors of the most successful sales professionals.
CollectionsMar 26, 2026
Lionheart Celebrates 13 Years of ‘Cassandane’The collection features symbols of love, luck, and light, based on the story of Queen Cassandane and Cyrus the Great of Persia.
Brought to you by
Is This You? Every Jeweler Has This Problem; We Have the Solution.Every jeweler faces the same challenge: helping customers protect what they love. Here’s the solution designed for today’s jewelry business.
Events & AwardsMar 26, 2026
NAJA, Instappraise Introduce New ScholarshipIt’s the third scholarship to be launched as part of the partnership to help appraisers advance their professional credentials.
Events & AwardsMar 26, 2026
JA Still Accepting Entries for 2026 CASE AwardsThe deadline for entries in the jewelry design competition has been extended to April 3.
SourcingMar 25, 2026
Rob Bates Steps Down as JCK News Director After 28 years with JCK, the veteran industry journalist is launching his own publication on Substack called The Jewelry Wire.
GradingMar 25, 2026
New York’s Natural History Museum, Wiley To Build Minerals DatabaseWiley said the project will give scientists worldwide access to the American Museum of Natural’s History renowned mineral collection.
CollectionsMar 25, 2026
Boochier Turns Flower Friendship Bracelets Into Fine JewelryThe “Flower Puff” collection looks to beaded flower friendship bracelets from childhood, turning the silhouette into nostalgic fine jewelry.
Policies & IssuesMar 25, 2026
Community for Ethical Jewelry to Host Bench Jeweler Shortage WebinarSet for April 2, the webinar will discuss how the jewelry industry can address the workforce gap.
IndependentsMar 24, 2026
Lisa Bayer, Illustrator and Beloved Member of the Muse Family, Dies at 64Bayer, founder of Lisa Bayer Designs, is remembered as “a bright light in every room.”
AuctionsMar 24, 2026
White Diamonds Shine In Christie's Jewels Online SaleThe highest-grossing lot was a Tiffany & Co. ring set with a flawless, emerald-cut diamond of 10 carats.
SourcingMar 24, 2026
AGTA Solidifies Tucson Dates For 2027-2029The next three editions of AGTA GemFair Tucson will feature a five-day show that includes Sunday.
WatchesMar 24, 2026
Christie’s Names New Senior Specialist, WatchesFormer Sotheby’s executive Tom Heap has taken on the London-based role.
CrimeMar 23, 2026
NYPD Looking for 3 Jewelry Store Robbery SuspectsThe group of women allegedly robbed two Catbird stores and one Gorjana location on the afternoon of March 9.
TrendsMar 23, 2026
Marco Bicego’s New Campaign Showcases ‘The Art of Craft’After celebrating 25 years in 2025, the campaign marks a new chapter for the jewelry brand with the message that “Identity Creates Value.”
Events & AwardsMar 23, 2026
These Watch Brands Are Heading to Couture This YearCouture and Time to Watches announced the watch brands, from big names to independents, attendees will see at the show.
AuctionsMar 20, 2026
Sotheby's, De Beers Unveil ‘Jwaneng 28.88’ DiamondThe flawless, Type IIa stone is estimated to achieve up to $2.8 million at the auction house’s high jewelry sale in April.
TrendsMar 20, 2026
‘Frankenstein’ Costume Designer Is Bejeweled In Brooches for Oscars WinCostume designer Kate Hawley wore three archival Tiffany & Co. brooches, our Pieces of the Week, while accepting her first Oscar.
FinancialsMar 19, 2026
Signet Jewelers to Close 100 Stores, Shutter James Allen BannerThe jewelry retailer announced changes to its store network and brand portfolio during its fourth-quarter earnings call.
SurveysMar 19, 2026
NRF Forecasts 4% Retail Sales Growth in 2026From a weaker labor market to inflation, NRF Chief Economist Mark Mathews gave insight on what retailers can expect this year.
AuctionsMar 19, 2026
26-Carat Diamond Tops $1M at AuctionThe historic stone, which sold at Elmwood’s in London, is the largest white diamond to be offered on the U.K. market in more than a decade.
Events & AwardsMar 19, 2026
JCK Rocks To Ride With NellyThree-time Grammy award-winning artist Nelly is set to perform at the annual event at Tao Beach in Las Vegas on May 31.
