Brilliant Earth Group Q4 Earnings Call Highlights

Core Insights - Brilliant Earth Group reported strong holiday demand and growth in fine jewelry, achieving record net sales in Q4 and for the full year [5][4][8] Financial Performance - Average order value (AOV) was $2,001 in Q4 and $2,082 for the full year, reflecting declines of 2.3% and 8.2% respectively, influenced by strong fine jewelry performance and higher average selling prices [1] - Total orders increased by 6.5% year-over-year in Q4 and 13% for the full year, with repeat orders rising 15% in Q4 and 13% for the full year [2] - Q4 net sales reached $124.4 million, up 4.1% year-over-year, while full-year net sales were $437.5 million, up 3.6% year-over-year [4][8] - Gross margin was 55.9% in Q4, down 370 basis points year-over-year, and 57.5% for the full year, down 280 basis points, due to rising metal costs [9] - Adjusted EBITDA for Q4 was $4.2 million, representing a 3.3% margin, and $12.0 million for the full year, representing a 2.7% margin [9] Growth in Fine Jewelry - Fine jewelry was highlighted as a key growth driver, reaching 17% of bookings for the full year, with Q4 fine jewelry bookings growing 34% year-over-year [12][13] - Lab-grown diamond fine jewelry bookings grew 61% year-over-year in Q4, positioning the company as a leader in this category [14] Omnichannel Strategy and Showroom Expansion - The company opened two new showrooms in 2025, ending the year with 42 showrooms, and reported a 61% year-over-year increase in orders from retail customers without prior appointments [16] - The flagship showroom in Beverly Hills was opened in January, featuring innovative retail experiences [17] Inventory and Cash Position - Year-over-year inventory increased approximately 39%, with the company maintaining strong inventory turns of around 4x [18] - Brilliant Earth ended Q4 with approximately $79.1 million in cash and no debt, having generated about $5.8 million in free cash flow for the year [19] 2026 Outlook - Management targets mid-single-digit net sales growth for 2026, with gross margins expected in the mid-50% range, and positive adjusted EBITDA anticipated, though slightly lower than 2025 [6][20] - For Q1, net sales are expected to grow in the mid-single digits year-over-year, but adjusted EBITDA margin is projected to be in the negative mid-single digits due to rising metal prices [21]