FORM 10-Q For the transition period from to Commission File Number 001-40836 Delaware 87-1015499 (State or other jurisdiction of incorporation or organization) (I.R.S. Employer Identification Number) 300 Grant Avenue, Third Floor San Francisco, CA 94108 (Address of principal executive offices) (Zip Code) Securities registered pursuant to Section 12(b) of the Act: Title of each class Trading Symbol(s) Name of each exchange on which registered Class A common stock, $0.0001 par value per share BRLT The Nasdaq ...

Financial Performance - The company reported net income of $19.0 million, $26.3 million, and $21.6 million for the years ended December 31, 2022, 2021, and 2020, respectively[336]. - The company has a history of incurring net losses and needs to generate and sustain increased revenue to maintain profitability[336]. Expansion and Growth Strategy - As of December 31, 2022, the company has expanded to 25 showrooms across the U.S.[319]. - The company’s growth strategy includes opening new showrooms throughout the U.S., but there is no assurance of success in new markets[333]. Operational Risks - The company faces risks related to fluctuations in the pricing and supply of diamonds, gemstones, and precious metals, which could adversely impact earnings and cash availability[327]. - The company may encounter unforeseen operating expenses and challenges that could result in losses in future periods[322]. - The company’s ability to meet increases in demand may be impacted by reliance on the availability of materials, leading to potential supply shortages[325]. - The company may not be able to effectively manage its inventory, which could have a material adverse effect on its financial condition and results of operations[341]. Cost Management - The company relies on maintaining a low cost of production and distribution, which is sensitive to various economic factors[327]. Market Sensitivity - The company’s business model is sensitive to consumer demand, which is influenced by economic conditions and consumer confidence[335].

Brilliant Earth Group, Inc. (NASDAQ:BRLT) Q4 2022 Earnings Conference Call March 15, 2023 5:00 PM ET Company Participants Allison Malkin – ICR Beth Gerstein – Chief Executive Officer Jeff Kuo – Chief Financial Officer Conference Call Participants Dana Telsey – Telsey Advisory Group Edward Yruma – Piper Sandler Oliver Chen – Cowen Amanda Douglas – J.P. Morgan Rick Patel – Raymond James Michael Binetti – Credit Suisse Dylan Carden – William Blair Noah Zatzkin – KeyBanc Capital Operator Good day and thank you ...

Brilliant Earth Group, Inc. (NASDAQ:BRLT) Q3 2022 Earnings Conference Call November 10, 2022 5:00 PM ET Company Participants Allison Malkin – Investor Relations Beth Gerstein – Chief Executive Officer Jeff Kuo – Chief Financial Officer Conference Call Participants Amanda Douglas – J.P. Morgan Oliver Chen – Cowen Michael Binetti – Credit Suisse Noah Zatzkin – KeyBanc Capital Markets Operator Hello, and thank you for standing by. Welcome to Brilliant Earth's Third Quarter 2022 Earnings Conference Call. [Opera ...

Table of Contents UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended September 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number 001-40836 Brilliant Earth Group, Inc. (Exact name of registrant as specified in its charter) Delaware 87-10154 ...

Financial Data and Key Metrics Changes - Revenue grew 18% year-over-year to $108.8 million, with a three-year CAGR of 31% compared to Q2 2019 [10][23] - Gross margin reached a record 53.1%, a 460 basis point improvement over the prior year [10][28] - Adjusted EBITDA was $9.6 million, representing an adjusted EBITDA margin of 9% [10][23] Business Line Data and Key Metrics Changes - Fine jewelry, a fast-growing segment, saw over 350 basis points of growth in mix over the prior year, with strong demand for both men's and women's wedding bands [15][24] - The showroom strategy continues to expand, with the opening of the 21st showroom, contributing to increased customer engagement and bookings [11][26] Market Data and Key Metrics Changes - The company noted a mid-single-digit percentage decline in total blended AOV due to the lower average price points of fine jewelry and wedding bands [25] - The demand for bridal and wedding products remains strong, with wedding band sales growing faster than the overall business [24][56] Company Strategy and Development Direction - The company is focused on expanding its omnichannel strategy and plans to nearly double its showroom count this year [11][27] - Continued investment in technology and data is aimed at enhancing customer experience and operational efficiency [12][29] - The long-term growth target is revenue growth in the high 20s to low 30% range, with a gross margin target in the mid-50% range [36][38] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating macroeconomic uncertainties while maintaining profitable growth [20][21] - The company anticipates continued year-over-year improvement in gross margin, although the rate of growth may moderate in the second half of the year [40] - Management remains optimistic about the upcoming holiday season, particularly for fine jewelry [57] Other Important Information - SG&A expenses increased to 47.9% of net sales, reflecting investments in marketing and showroom openings [31][32] - The company ended the quarter with $155.5 million in cash, indicating a strong liquidity position [35] Q&A Session Summary Question: Thoughts on pricing optimization and inflation impact - Management highlighted the importance of their premium brand positioning and noted that they have not faced broad-based inflation pressure, allowing for continued gross margin strength [44][46][47] Question: Revenue growth guidance and marketing efficiency - Management remains confident in their revenue growth guidance, citing strong demand and effective marketing strategies despite a dynamic digital environment [49][50][52] Question: Insights on fine jewelry and wedding bands - Management noted that while bridal purchases take longer, fine jewelry is experiencing strong growth, particularly as the holiday season approaches [55][57] Question: Current inventory position and supply chain management - The company operates a technology-enabled supply chain that allows for efficient inventory management, ensuring they can adapt to market trends [62][63] Question: Industry trends regarding independent jewelers - Management observed an increase in independent jewelers closing, presenting an opportunity for market share growth in a fragmented industry [88][90] Question: Differentiation from competitors - Management emphasized their premium positioning and mission-driven approach as key differentiators in the competitive landscape [92][93] Question: Future of supply chain integration - Management has no immediate plans for vertical integration but remains open to opportunities that enhance customer experience and reduce costs [94][95] Question: Consumer health and spending behavior - Management noted that bridal is typically recession-resilient and continues to see strong demand despite macroeconomic pressures [96]

Table of Contents UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number 001-40836 Brilliant Earth Group, Inc. (Exact name of registrant as specified in its charter) Delaware 87-1015499 (S ...

Brilliant Earth Group, Inc. (NASDAQ:BRLT) Q1 2022 Earnings Conference Call May 12, 2022 5:00 PM ET Company Participants Allison Malkin - ICR Beth Gerstein - CEO Jeff Kuo - CFO Conference Call Participants Matthew Boss - JPMorgan Olive Chen - Cowen Dana Telsey - Telsey Advisory Group Operator Ladies and gentlemen, thank you for standing by, and welcome to the Brilliant Earth first quarter 2022 earnings conference call. [Operator instructions] Please be advised that today’s conference is being recorded. [Oper ...

Table of Contents UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended March 31, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number 001-40836 Brilliant Earth Group, Inc. (Exact name of registrant as specified in its charter) Delaware 87-1015499 ( ...

Table of Contents UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-K (Mark One) ☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the year ended December 31, 2021 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number 001-40836 Brilliant Earth Group, Inc. (Exact name of registrant as specified in its charter) Delaware 87-1015499 (State or oth ...