Brilliant Earth Sales Grow, but Tariff Impact Looms

Revenue at Brilliant Earth increased by just over 10% year on year to $110.3 million in the third quarter — but management expects tariffs and metal prices to impact profitability.

Growth exceeded the US jewelry retailer’s guidance of 8% to 10% amid solid consumer appetite, the company reported Wednesday. The total number of orders climbed 17% year on year to 49,910. The group’s net loss narrowed 37% to $672,000.

“We feel confident that our premium brand, products and experience are driving strong consumer demand as we enter the holiday season and beyond,” said Beth Gerstein, Brilliant Earth’s cofounder and CEO.

The company increased its sales growth forecast for 2025 to a range of 3% to 4.5% year on year, compared with an earlier outlook of 2.5% to 4%.

However, it now expects a full-year adjusted earnings before interest, taxes, depreciation and amortization (EBITDA) margin of 2% to 3%, down from a previous guidance of 3% to 4%.

“We are factoring in ongoing metal and tariff changes into our [fourth-quarter] guidance,” said chief financial officer Jeffrey Kuo on an investor call Wednesday. “Both metal and tariff costs continue to change significantly since our last earnings call.” 

The company’s share price fell around 5% on Wednesday.

Image: Diamond rings from Brilliant Earth’s Truly Brilliant collection. (Brilliant Earth)