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Brilliant Earth Continued to Resonate With High-Income Shoppers in Q3
Its non-bridal fine jewelry remains the star of the show, recently launching new collections inspired by Elizabeth Taylor and Jane Goodall.
A selection of “Bold Blooms” jewelry from Brilliant Earth’s “The Elizabeth Taylor Collection.” The jewelry retailer posted 2 percent sales growth in its third quarter.
San Francisco—Brilliant Earth posted solid third-quarter results Thursday, bolstered once again by the performance of its non-bridal fine jewelry, and is heading into the holiday season with confidence.
For the third quarter ending Sept. 30, Brilliant Earth posted net sales of $112.8 million, up 2 percent year-over-year, exceeding its guidance of flat growth.
In the first nine months, net sales were up 5 percent to $327.4 million.
The total number of orders in Q3 rose 6 percent while average order value (AOV) was down 3 percent to $2,140.
The total number of orders in the first nine months was up 2 percent, with AOV up 3 percent to $2,170.
The retailer has been focused on sales at higher price points in recent quarters.
“Average selling prices (ASP) were up in both fine jewelry and wedding and anniversary bands, which we believe reflects consumers’ enduring desire for premium design-forward jewelry, along with our strength with the higher-income consumer,” said CEO Beth Gerstein on the company’s earnings call Thursday morning.
The ASP of its engagement rings were down year-over-year, said Chief Financial Officer Jeff Kuo on the call, noting there was ASP strength in three-stone rings and select higher carat weight offerings.
Gerstein noted that "engagement ring budgets are somewhat tighter as these considered purchases are increasingly affected by cost pressures.”
Brilliant Earth's non-bridal offerings continued to shine in Q3.
“As we continue our diversification beyond bridal, we continue to see strength and outsized demand for our iconic fine jewelry pieces,” said Gerstein.
Brilliant Earth recently partnered with House of Taylor, the Elizabeth Taylor estate, on a collection inspired by the style icon.
Other launches included its new charms collection, new colors in its “California” collection, and the third chapter of its Jane Goodall collaboration.
The Jane Goodall collection continues to be one of the retailer’s top sellers, said Gerstein, which she attributed to the “power of storytelling-led collaborations.”
She also announced the launch of the next edition of its Ring Pop collaboration. The limited-edition capsule collection will focus on bridal this time.
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For the third quarter ending Sept. 30, Brilliant Earth posted net sales of $112.8 million, up 2 percent year-over-year, exceeding its guidance of flat growth.
In the first nine months, net sales were up 5 percent to $327.4 million.
The total number of orders in Q3 rose 6 percent while average order value (AOV) was down 3 percent to $2,140.
The total number of orders in the first nine months was up 2 percent, with AOV up 3 percent to $2,170.
The retailer has been focused on sales at higher price points in recent quarters.
“Average selling prices (ASP) were up in both fine jewelry and wedding and anniversary bands, which we believe reflects consumers’ enduring desire for premium design-forward jewelry, along with our strength with the higher-income consumer,” said CEO Beth Gerstein on the company’s earnings call Thursday morning.
The ASP of its engagement rings were down year-over-year, said Chief Financial Officer Jeff Kuo on the call, noting there was ASP strength in three-stone rings and select higher carat weight offerings.
Gerstein noted that "engagement ring budgets are somewhat tighter as these considered purchases are increasingly affected by cost pressures.”
Brilliant Earth's non-bridal offerings continued to shine in Q3.
“As we continue our diversification beyond bridal, we continue to see strength and outsized demand for our iconic fine jewelry pieces,” said Gerstein.
Brilliant Earth recently partnered with House of Taylor, the Elizabeth Taylor estate, on a collection inspired by the style icon.
Other launches included its new charms collection, new colors in its “California” collection, and the third chapter of its Jane Goodall collaboration.
The Jane Goodall collection continues to be one of the retailer’s top sellers, said Gerstein, which she attributed to the “power of storytelling-led collaborations.”
She also announced the launch of the next edition of its Ring Pop collaboration. The limited-edition capsule collection will focus on bridal this time.
In the third quarter, Brilliant Earth’s gross profit was $67.4 million, or a 60 percent gross profit margin, up 6 percent compared with the prior-year period.
In the first nine months, gross profit was $188.1 million, or a 57 percent gross profit margin, up 3 percent year-over-year.
The company, which celebrated its 20th anniversary last year, operated 43 showrooms as of Q3, including its second “showroom of the future” in San Antonio, Texas, which it said has seen strong walk-in bookings.
The retailer plans to open its next location at Westfield Valley Fair in San Jose, California, for the holiday season.
Looking to the year ahead, the company is expecting full-year sales to be up 2.75 percent to 4 percent year-over-year, with adjusted EBITDA between $13 million to $15 million.
“As we head into the holiday season, we feel as prepared as we have ever been with exciting upcoming product and partnership announcements,” said Gerstein.
“We're also executing better than ever through more integrated planning across our creative, merchandising, and retail teams, resulting in an ever-improving merchandise assortment, marketing campaigns, and thoughtful inventory planning that will lay the foundation for a successful holiday season.”
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