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Brilliant Earth Group (BRLT) investor relations material
Brilliant Earth Group Q3 2025 earnings summary
Complete event summary combining all related documents: earnings call transcript, report, and slide presentation.Q3 2025 earnings summary5 Nov, 2025
Executive summary
Q3 2025 net sales reached $110.3 million, up 10.4% year-over-year, surpassing guidance, with strong growth in engagement rings and fine jewelry bookings.
Adjusted EBITDA for Q3 was $3.6 million (3.2% margin), marking the 17th consecutive quarter of positive adjusted EBITDA.
Paid a one-time $25 million dividend/distribution and fully repaid all outstanding debt, ending the quarter debt-free.
Achieved 16.8% total order growth and 45% year-over-year growth in fine jewelry bookings.
Launched new collections and celebrated the 20th anniversary, with over 13 billion impressions from celebrity and influencer campaigns.
Financial highlights
Q3 2025 gross margin was 57.6%, down 320 basis points year-over-year due to higher input costs and tariffs, but within target range.
Average order value (AOV) for Q3 was $2,209, down 5.5% year-over-year; total orders were 49,910, up 16.8% year-over-year.
Cash and cash equivalents at quarter end were $73.4 million, with no debt after repaying the SVB Term Loan.
Inventory increased 28% year-over-year to $49.1 million due to strategic procurement amid tariff changes.
Free cash flow for the trailing twelve months was $12 million.
Outlook and guidance
Full-year 2025 net sales expected to grow 3% to 4.5% year-over-year, with adjusted EBITDA margin projected at 2% to 3%.
Q4 gross margin expected to be impacted by high gold/platinum prices and new tariffs, with some headwinds persisting into Q1 2026.
Management anticipates continued investment in brand awareness, omnichannel expansion, and new product introductions.
Medium-term targets include accelerating net sales growth to low teens by 2027 and increasing adjusted EBITDA margin to double digits.
Sufficient liquidity projected to meet operating and tax requirements for at least the next 12 months.
Q4 gross margin outlook vs. Q3
Fine jewelry growth impact on AOV trends
Showroom expansion vs. brand spend ROI
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Next Brilliant Earth Group earnings date
KeyBanc Capital Markets Consumer Conference 202511 Dec, 2025
Next Brilliant Earth Group earnings date
KeyBanc Capital Markets Consumer Conference 202511 Dec, 2025
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Frequently asked questions
Brilliant Earth Group Inc. designs, markets, and sells ethically sourced fine jewelry. The company specializes in engagement rings, wedding bands, and other fine jewelry, with a focus on sustainability and transparency in sourcing. Products are sold through digital platforms and showrooms. The company is headquartered in San Francisco, California, and its shares are listed on the NASDAQ.
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