Brilliant Earth Group, Inc. · NASDAQ:BRLT
Brilliant Earth — Q2 2025 Earnings Presentation
20 slides from Brilliant Earth's earnings presentation, Aug 7, 2025
Slide 1: Second Quarter 2025 Financial Results
Second Quarter 2025 Financial Results August 7, 2025
Slide 2: Forward-Looking Statements
Forward-Looking Statements This Presentation and statements to be made on the earnings conference call (collectively, the “Presentation”), contain forward-looking statements. We intend such forward-looking statements to be covered by the safe harbor provisions for forward-looking statements containe
Slide 3: Table of Contents
Table of Contents Company Overview 4 Q2 2025 Results 6 2025 Priorities and Outlook 14 Appendix 18 Custom Bolo Designed Exclusively for Beyoncé’s Cowboy Carter Tour 3 This design features a 14.46-carat black natural diamond and 5.7 total carats of pave diamonds, set in 18K repurposed yellow gold
Slide 4: The Next Generation Fine Jeweler for Today's Consumer
Company Overview EM updated EM NOTE – DOES THIS LOOK The Next Generation Fine Jeweler for Today’s Consumer BLURRY??? Brilliant Earth is a global leader in fine jewelry. We are successfully executing our strategy to transform and modernize the jewelry industry. C ap ita Mission-Driven l Eff Ethos ici
Slide 5: Brilliant Earth's Competitive Advantages
Company Overview Brilliant Earth’s 1 VAST INDUSTRY THAT IS RIPE FOR DISRUPTION Competitive Advantages 2 AGILE BUSINESS MODEL THAT CAN SWIFTLY ADAPT 3 USING DATA AND AI TO INFORM DECISION-MAKING ASSET LIGHT MODEL NOT BURDENED BY HOLDING EXCESS INVENTORY 4 OMNICHANNEL MODEL PROVIDES A JOYFUL, SEAMLESS
Slide 6: Q2 2025 Results
Q2 2025 Results 6
Slide 7: Second Quarter 2025: Financial Highlights
Second Quarter 2025: Financial Highlights $108.9M $2,074 +18% +11% Net Sales Average Order Value Y/Y Total Orders Y/Y Repeat Orders +3.3% Y/Y 58.3% $3.2M / 2.9% 16 $98.8M Gross Margin Adjusted EBITDA/Margin Consecutive Quarters of Net Cash Positive Adj. EBITDA +5% Y/Y See Appendix for a reconciliati
Slide 8: Second Quarter 2025 Highlights and Key Achievements
Second Quarter 2025 Highlights and Key Achievements Drove Net Sales of $108.9M, a 3% y/y growth, exceeding Company guidance range Delivered $3.2M of Adjusted EBITDA, exceeding Company guidance, and the 16th consecutive quarter of profitability as a public company Achieved high-single digit y/y
Slide 9: Second Quarter & Six Months Fiscal Year 2025 Financial Summary
Second Quarter & Six Months Fiscal Year 2025 Financial Summary Q2 NET SALES ($ MILLIONS) Q2 GROSS MARGIN ($ MILLIONS) Q2 ADJUSTED EBITDA ($ MILLIONS) Within medium-term target $108.9 $3.2 $105.4 60.8% 58.3% Q2 2025 $64.1 $63.5 2.9% OF NET SALES Q2 2024 Q2 2025 Q2 2024 Q2 2025 +3.3% Y/Y -250bps Y/Y S
Slide 10: Second Quarter & Six Months Fiscal 2025 Financial Results
Second Quarter & Six Months Fiscal 2025 Financial Results Q2 Average Order Value Q2 Total Orders (IN THOUSANDS) 52.5 Continued order growth demonstrates efficiency of $2,374 customer acquisition and retention, brand resonance, $2,074 44.4 and strong omnichannel performance across our products De
Slide 11: Product Centric Brand Campaigns Driving Strong Results
Product Centric Brand Campaigns Driving Strong Results Achieved y/y unit growth in Q2 across the assortment, including high-single digit growth in both engagement rings and wedding and anniversary bands Crafted a one-of-a-kind diamond bolo tie pendant for Beyoncé for her show-stopping Chicago pe
Slide 12: Business Model Drives Inventory Turns and Efficient Working Capital
Business Model Drives Inventory Turns and Efficient Working Capital Design Your Own model and virtual inventory of hundreds of thousands of natural & lab-grown diamonds offers broad range of options for customers, while keeping balance sheet inventory low Inventory turns significantly higher tha
Slide 13: Power of Our Omnichannel Model
Power of Our Omnichannel Model Seamless consumer experiences across digitally native and showroom environments Compelling performance with most showrooms delivering strong double-digit metro bookings uplift in the 12 months after opening Showroom experiences and formats that enhance customer e
Slide 14: 2025 Priorities and Outlook
2025 Priorities and Outlook 14
Slide 15: 2025 Priorities
2025 Priorities CONTINUE ON OUR PATH TO BECOME THE WORLD’S MOST 1 LOVED AND TRUSTED JEWELER FOR TODAY’S AND TOMORROW’S CONSUMER CREATE DISTINCTIVE, OWNABLE COLLECTIONS THAT BLEND 2 INNOVATIVE, PERSONALIZED DESIGN WITH MASTERFUL CRAFTSMANSHIP DELIVER DISTINCTIVE OMNICHANNEL EXPERIENCES THAT DELIGHT 3
Slide 16: 2025 Outlook
2025 Outlook Third Quarter +8% to 10% Y/Y $3M to $4.5M NET SALES GROWTH ADJUSTED EBITDA Fiscal Year +2.5% to 4% Y/Y 3% to 4% NET SALES GROWTH ADJUSTED EBITDA MARGIN Outlook reflects metal prices and tariffs as of August 5, 2025, and does not reflect the impacts, if any, from subsequent tariff announ
Slide 17: Medium-Term Targets
Medium-Term Targets 1 NET SALES GROWTH RATE: ACCELERATE TO LOW TEENS Y/Y GROWTH RATE IN 2027 2 GROSS MARGIN: HIGH 50s % THROUGH 2027 3 MARKETING % OF NET SALES: CONTINUE DECREASING FROM 2025 TO 2027 4 ADJUSTED EBITDA MARGIN: INCREASE TO DOUBLE DIGIT MARGIN IN 2027 Luxe Melody Engagement Ring, Esther
Slide 18: Appendix
ee Appendix eats See ee t He fd
Slide 19: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations ADJUSTED EBITDA AND ADJUSTED EBITDA MARGIN Three months ended Six months ended June 30, June 30, 2222222 2022 (Unaudited and $ in 000’s) 2025 2024 2025 2024 2222 002 Net (loss) income, as reported $(1,113) $1,375 $(4,380) $2,442 Interest expense 895 1,293 2,010 2,507
Slide 20: Brilliant Earth
Y BRILLIANT EARTH
Brilliant Earth Group — Q2 2025 Earnings Presentation on 6ix