Brilliant Earth Group (BRLT) 17th Annual Midwest IDEAS Conference summary

Brand and Market Positioning

• Focus on transforming and modernizing the jewelry industry with a mission-driven, sustainable approach, aiming to become the world's most loved and trusted jeweler by pioneering responsible practices and fostering emotional connections that redefine accessible luxury.

• Recognized for design leadership, trend-setting collections, and high-profile collaborations, blending innovative, personalized design with masterful craftsmanship.

• Delivers seamless omnichannel experiences across digital and 43 U.S. physical showrooms, setting new standards for modern luxury retail.

• Strong brand authenticity resonates with millennials and Gen Z, fostering deep customer connections, with a primary audience of educated young professionals aged 25-44 and household incomes of $100K-$200K+.

• Operates in a $350 billion, highly fragmented global jewelry market projected to grow at ~5% CAGR from 2025 to 2030, offering significant share growth potential.

Business Model, Technology, and Innovation

• Asset-light, data-driven, make-to-order inventory model enables agility, efficient working capital management, and high inventory turns (~4x industry average), with most diamonds off-balance sheet.

• Uses AI, machine learning, and technology to inform pricing, customer journey, marketing, showroom placement, product development, and operational efficiency.

• Personalization at scale through innovative design-your-own and custom jewelry options, supported by proprietary, award-winning design collections.

• Maintains a globally diversified supply chain and strong supplier relationships to ensure adaptability and resilience, reducing geographic risk.

• Premium, integrated experience both online and in showrooms, including innovations like try-on bars and special events.

Customer Experience and Engagement

• Double-digit metro bookings uplift post-showroom openings; digital tools enhance personalization and engagement, with showroom bookings from walk-in customers up 47% YoY.

• Affluent, digitally savvy customer base (ages 25-44, $100k-$200k income), with focus on couples shopping together and values alignment.

• Strong media presence, celebrity and influencer partnerships, and endorsements drive brand awareness and authenticity.

• Commitment to community impact, responsible sourcing, social impact, and climate action through the Brilliant Earth Foundation.

• Beverly Hills flagship bookings up 40% YoY versus prior location.