The earnings call reflected a positive outlook with strong sales growth, strategic initiatives, and effective cost management. However, challenges such as declining average order value and tariff impacts were noted. The company is confident in navigating the challenges, supported by a strong balance sheet and strategic investments.

Company Guidance -

Q3 2025

During Brilliant Earth's Second Quarter 2025 earnings call, the company reported robust financial performance, surpassing the high end of their guidance with a 3.3% year-over-year increase in net sales to $108.9 million and an adjusted EBITDA of $3.2 million. The company also achieved a year-over-year growth in total orders by 18% and repeat orders by 11%, despite a 13% decline in average order value, attributed to the growth in their fine jewelry segment, which typically has a lower price point. Highlighting their strategic initiatives, the company announced a $25.3 million one-time dividend, reflecting their strong balance sheet and a 5% increase in net cash to $99 million. Their successful marketing strategies resulted in a 4% reduction in marketing spend year-over-year, leading to 180 basis points of leverage as a percent of net sales. Additionally, the company plans to raise their annual net sales guidance and expects Q3 net sales to grow 8% to 10% year-over-year. With the recent announcement of new tariffs on imports from India, Brilliant Earth is confident in their ability to navigate the evolving landscape due to their diverse supply chain and dynamic pricing model. The company remains committed to expanding their showroom presence and leveraging technology and data analytics to drive long-term growth.

Exceeding Guidance and Raising Annual Sales Outlook

Brilliant Earth reported a strong quarter with net sales growth of 3.3% year-over-year, surpassing the high end of their guidance. Additionally, they raised their annual net sales guidance due to Q3 acceleration.

Dividend and Debt Payoff

The Board approved a one-time dividend of approximately $25.3 million, reflecting confidence in cash generation. The company also paid off approximately $34.8 million of outstanding debt, leaving no debt on the balance sheet.

Fine Jewelry Growth and Strategic Partnerships

Fine jewelry bookings grew 38% year-over-year. Notable partnerships include collaborations with Beyonce and Madison Keys, enhancing brand visibility and consumer engagement.

Operational Efficiency and Technology Utilization

The company achieved 180 basis points of marketing leverage year-over-year by optimizing marketing spend and using AI technology to drive growth and efficiency.

Strong Showroom Performance

Showrooms reported double-digit metro bookings uplift, with orders from retail customers without appointments growing 81% year-over-year.

Brilliant Earth Group (BRLT) Earnings, Revenues Date & History

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BRLT Earnings History

Report Date	Fiscal Quarter	Forecast / EPS	Last Year's EPS	EPS YoY Change	Slides	Play Transcript
Nov 06, 2025	2025 (Q3)	0.02 / -	0.02	―	―	―
Aug 07, 2025	2025 (Q2)	-0.01 / 0.01	0.03	-66.67% (-0.02)
May 06, 2025	2025 (Q1)	>-0.01 / 0.00	0.03	―
Mar 12, 2025	2024 (Q4)	>-0.01 / 0.04	0.04	0.00% (0.00)
Nov 07, 2024	2024 (Q3)	>-0.01 / 0.02	0.05	-60.00% (-0.03)
Aug 08, 2024	2024 (Q2)	<0.01 / 0.03	0.04	-25.00% (-0.01)
May 09, 2024	2024 (Q1)	0.00 / 0.03	0.03	0.00% (0.00)
Mar 14, 2024	2023 (Q4)	<0.01 / 0.04	0.08	-50.00% (-0.04)
Nov 09, 2023	2023 (Q3)	0.04 / 0.05	0.07	-28.57% (-0.02)
Aug 09, 2023	2023 (Q2)	0.03 / 0.04	0.06	-33.33% (-0.02)

The table shows recent earnings report dates and whether the forecast was beat or missed. See the change in forecast and EPS from the previous year.

Beat

Missed

BRLT Earnings-Related Price Changes

Report Date	Price 1 Day Before	Price 1 Day After	Percentage Change
Aug 07, 2025	$1.38	$1.90	+37.68%
May 06, 2025	$1.55	$1.42	-8.39%
Mar 12, 2025	$1.34	$1.46	+8.96%
Nov 07, 2024	$1.69	$1.82	+7.69%

Earnings announcements can affect a stock’s price. This table shows the stock's price the day before and the day after recent earnings reports, including the percentage change.