Financial Data and Key Metrics Changes - Q3 net sales reached $110.3 million, representing a year-over-year increase of 10.4%, exceeding the top end of guidance by approximately 40 basis points [17] - Adjusted EBITDA for Q3 was $3.6 million, with an adjusted EBITDA margin of 3.2%, marking the 17th consecutive quarter of positive adjusted EBITDA [18] - Gross margin for Q3 was 57.6%, within the medium-term target range, but a decline of 320 basis points compared to Q3 last year [18] - Average order value (AOV) was $2,209, reflecting a decline of 5.5% year-over-year but an increase of 6.5% quarter-over-quarter [17] Business Line Data and Key Metrics Changes - Engagement ring bookings returned to growth, marking an inflection point after a multi-year market normalization [9] - Wedding and anniversary band bookings achieved the largest quarter ever, with double-digit year-over-year growth [10] - Fine jewelry bookings grew 45% year-over-year, driven by both unit and average selling price (ASP) growth [11] Market Data and Key Metrics Changes - Total orders grew 17% year-over-year, while repeat orders increased by 16% year-over-year, indicating strong brand resonance [9] - The company noted stabilization in engagement ring average selling prices, with sequential ASP growth in the last two quarters [9] Company Strategy and Development Direction - The company aims to continue capturing market share in the $350 billion jewelry industry, leveraging its asset-light, data-driven business model [5] - Strategic brand investments and celebrity placements have significantly increased brand awareness, generating over 13 billion impressions in Q3 [12] - The company is focused on expanding its showroom footprint and enhancing its omnichannel shopping experience [40] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in navigating industry-wide headwinds such as rising metal prices and tariffs, citing a globally diversified supply chain as a competitive advantage [24] - The company raised its full-year net sales guidance to 3-4.5% growth year-over-year, driven by improvements in engagement ring bookings and strong fine jewelry performance [22] - Management anticipates some impact from gold and platinum prices in Q4, which are near all-time highs, and the additional 25% tariff on India [24] Other Important Information - The company ended Q3 with approximately $73 million in cash and has generated approximately $12 million of free cash flow on a trailing 12-month basis [21] - The company has no debt on its balance sheet and has spent approximately $1.1 million on stock repurchases to date [22] Q&A Session Summary Question: Sustainability of engagement ring bookings growth and expectations for bridal recovery versus fine jewelry mix - Management is optimistic about the sustainability of engagement ring bookings growth and expects to continue outperforming the industry [26] Question: Adjusted EBITDA margin guidance and impact of metals pricing and tariffs - Management indicated that they have taken selective pricing increases and are continuously optimizing pricing to mitigate cost increases [28] Question: Top-line guidance for the full year and headwinds - Management noted that the top-line guidance factors in strong performance in engagement and fine jewelry, with caution due to the holiday season's variability [33] Question: Marketing efficiencies driving sales and leverage - Management highlighted improvements in marketing efficiency through better allocation of spend and machine learning models to enhance site conversion [37] Question: Capital priorities and factors driving upside in fine versus engagement jewelry - Management emphasized a strong balance sheet and flexibility to invest in showroom expansion and brand awareness while maintaining a focus on ROI [40]

Summary of Brilliant Earth Group (BRLT) FY Conference Call - August 27, 2025 Company Overview - **Company**: Brilliant Earth Group (BRLT) - **Industry**: Jewelry - **Market Size**: $350 billion global jewelry industry [5][10] Core Business Insights - **Mission**: To be the next generation fine jeweler, connecting with consumers through an authentic mission-driven brand [3][4] - **Target Audience**: Primarily consumers aged 25 to 44 with household incomes between $100,000 to $200,000 [6] - **Product Offerings**: Proprietary collections such as the Jane Goodall collection and the Soul collection, which are unique to Brilliant Earth [4][7] Business Model and Strategy - **Omnichannel Experience**: Seamless shopping experience across showrooms, website, and customer service [4][5] - **Data and Technology**: Capital-efficient model leveraging data and technology to adapt quickly to market trends [5][10] - **Supply Chain**: Globally diversified supply chain reducing dependence on any single geography [8][9] Financial Performance - **Growth Rate**: 16% CAGR from 2019 to 2024, with gross profit margin increasing from 42% in 2019 to 60% in 2024 [12][13] - **Q2 Performance**: - Net sales of $109 million, a 3% increase [14] - Average order value (AOV) of $2,074 [14] - 18% year-over-year growth in total orders and 11% in repeat orders [14] - Gross margin of 58.3% [14] - Adjusted EBITDA of $3.2 million, marking the sixteenth consecutive quarter of positive adjusted EBITDA [15] Inventory and Working Capital - **Inventory Turns**: Approximately four times, compared to the industry average of one to two times [11][23] - **Virtual Inventory Model**: Allows for a diverse product assortment while keeping balance sheet inventory low [23] Market Opportunities - **Fragmented Industry**: Two-thirds of the jewelry industry consists of smaller independent players, presenting an opportunity for market share capture [10] - **Fine Jewelry Growth**: Significant growth in fine jewelry bookings, up 38% year-over-year, indicating a strategic focus on this segment [16] Future Outlook - **Growth Targets**: Aiming for low teens year-over-year growth by 2027, supported by showroom expansion and brand awareness [29] - **Gross Margin Target**: Maintaining high 50s percentage gross margin through 2027 [30] - **Adjusted EBITDA Margin**: Targeting a double-digit margin by 2027 [30] Brand Highlights - **Celebrity Engagements**: Collaborations with celebrities like Beyoncé and Selena Gomez, enhancing brand visibility [21][22] - **Showroom Performance**: Strong double-digit metro uplift in sales post showroom openings, with 81% growth in orders from walk-in customers without appointments [25][27] Capital Structure - **Debt Management**: Paid off outstanding term loan balance of under $35 million, ending Q2 with $99 million in net cash [17][24] - **Share Buyback Program**: Executed share buybacks totaling $1 million [41] Conclusion - **Strategic Positioning**: Brilliant Earth is well-positioned to capture growth in the fragmented jewelry market through its unique brand, innovative product offerings, and efficient operational model [31]