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
TrendsJan 05, 2026
Amanda’s Style File: New Year’s EditionSparkle with festive diamond jewelry as we celebrate the beginning of 2026.
IndependentsJan 05, 2026
Jeweler Ben Nighthorse Campbell Dies at 92The master jeweler, Olympian, former senator, and Korean War veteran founded the brand Nighthorse Jewelry.
TrendsJan 05, 2026
Pinterest 2026 Trend Report: Brooches, Bold Gold, Cool BlueIn its annual report, Pinterest noted an increase in searches for brooches, heirloom jewelry, and ‘80s luxury.
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.
MajorsJan 02, 2026
Marc Metrick Out as CEO of Saks Global Executive Chairman Richard Baker will take over the role as rumors swirl that a bankruptcy filing is imminent for the troubled retailer.
Weekly QuizDec 23, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Events & AwardsJan 02, 2026
Jan Mohr, Couture’s ‘North Star,’ Dies at 71Mohr had just retired in June after more than two decades as Couture’s retailer liaison.
SourcingJan 02, 2026
IDCA Elects New President, Board of DirectorsShekhar Shah of Real Gems Inc. will serve as president of the Indian Diamond & Colorstone Association in 2026.
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.
CollectionsJan 02, 2026
Lalaounis’ 2026 Good Luck Charm Speaks to ResilienceThis year’s good luck charm features the mythical horse Pegasus, and is our first Piece of the Week of the new year.
EditorsDec 31, 2025
The Top 5 Stories of 2025Articles about crime, engagement rings, and a necklace worn in the World Series generated the most interest among readers.
MajorsDec 30, 2025
Becka Johnson Kibby to Lead Edge Retail AcademyAs part of the leadership transition, Sherry Smith will take on the role of vice president of coaching strategy and development.
SourcingDec 30, 2025
India Chosen as KP Chair for 2026It marks the third time the country has headed the Kimberley Process. Ghana will serve as vice chair.
WatchesDec 30, 2025
Bulova, Stetson Collab on Watches With Western FlairThe new Bulova x Stetson designs highlight two animals often associated with the American West—the bison and the Texas Longhorn.
CollectionsDec 30, 2025
Rahaminov Diamonds Pops Up in FloridaIts residency at Yamron Jewelers will run through May 2026.
IndependentsDec 29, 2025
In Memoriam: Industry Friends We Lost in 2025From influential executives to innovative designers, we pay tribute to the people we said goodbye to this year.
MajorsDec 29, 2025
Tanishq Opens New Stores in Florida, VirginiaThe retailer is expanding into areas with large Indian and South Asian populations.
MajorsDec 29, 2025
Nanis Opens First Flagship Store The Italian brand has opened its first flagship amid the peaks of the Dolomites in Madonna di Campiglio, Italy.
SourcingDec 29, 2025
‘Unearthed: Raw Beauty’ Exhibition Opens at LA MuseumThe new curation at the Natural History Museum of Los Angeles County showcases rare gem and mineral specimens in their uncut, natural state.
CrimeDec 24, 2025
LA Jewelry District Couple Pleads Guilty to Hiding Millions from IRSThe couple pleaded guilty to concealing at least $127 million in cash transactions at its precious metals businesses.
SurveysDec 24, 2025
Consumer Confidence Falls Again in DecemberConsumers shared concerns about prices, inflation, tariffs, trade, and politics in the survey’s write-in response section.
AuctionsDec 24, 2025
Bonhams to Open New U.S. Flagship in NYCIn February 2026, the auction house will move its headquarters to the former Steinway Hall, a neoclassical landmark on Billionaires’ Row.
Events & AwardsDec 24, 2025
NYC Jewelry, Antique, & Object Show Announces Winter EventThe new show will take place Jan. 23-25, 2026.
SourcingDec 23, 2025
Mining Titan Brian Gilbertson Dies at 82The former BHP Billiton leader and Gemfields chairman is remembered for his influential leadership throughout his 50-year mining career.
Events & AwardsDec 23, 2025
Bulgari Reimagines Costume Designers Guild AwardThe LVMH-owned brand has partnered with the costume design union to revamp its award for 2026.
MajorsDec 23, 2025
Kering to Acquire Stake in Raselli Franco GroupThe luxury titan inked a deal to acquire an initial minority stake in the jewelry manufacturer with a pathway to full ownership by 2032.
MajorsDec 23, 2025
For Future Reference Vintage Enters Bloomingdale’sThe company’s curation of unsigned vintage and estate jewelry debuted at the Bloomingdale’s in Costa Mesa, California.
CrimeDec 22, 2025
Customs Seizes Hundreds of Fake Rolex, Cartier WatchesIn the recent multi-shipment seizure, CBP also found counterfeit Audemars Piguet, Moncler, and Chrome Hearts items.
