Brilliant Earth Group, Inc. · NASDAQ:BRLT
Brilliant Earth — Noble Capital Markets Emerging Growth Virtual Equity Conference 2025
22 slides from Brilliant Earth's conference presentation, Jun 5, 2025
Slide 1: Noble Capital Markets Emerging Growth Virtual Equity Conference
Noble Capital Markets Emerging Growth Virtual Equity Conference June 5, 2025
Slide 2: Forward-Looking Statements
Forward-Looking Statements This Presentation ( the “Presentation”), contain forward-looking statements. We intend such forward-looking statements to be covered by the safe harbor provisions for forward-looking statements contained in Section 27A of the Securities Act of 1933, as amended (the "Securi
Slide 3: The Next Generation Fine Jeweler for Today's Consumer
Company Overview The Next Generation Fine Jeweler for Today’s Consumer Brilliant Earth is a global leader in fine jewelry. We are successfully executing our strategy to transform and modernize the jewelry industry. Mission-Driven Ethos Personalized, Digitally Native, Joyful Tech-Driven Omnichannel a
Slide 4: Meet our next-gen fine and bridal jewelry customer
Company Overview Meet our next-gen fine and bridal jewelry customer Our Primary ▪ 25-44 years old ▪ HHI $100K-$200K annually Audience ▪ Couples shopping together, gift givers, and self-purchasers ▪ Masters of multi-channel media and culture Digital ▪ Expects continuity across all touchpoints DNA ▪ V
Slide 5: Industry Transforming History and Growth-Focused Future
Company Overview Industry Transforming History and Growth-Focused Future 2024 Brilliant Earth has served consumers in all U.S. states and over 50 countries $422m in Net Sales Jane Goodall partnership and collection 2005 2008 2013 2017 2022 Opened 40th Founded in San Early adopter >$25m in Net Sales
Slide 6: Globally Diversified Supply Chain
Company Overview Globally Diversified Supply Chain A HIGHLY DIVERSIFIED SUPPLY CHAIN THAT REDUCES DEPENDENCE ON ANY ONE GEOGRAPHY BROAD AND DEEP NETWORK OF LONGSTANDING, TRUSTED SUPPLIER RELATIONSHIPS AGILE, TECH-ENABLED BUSINESS MODEL TO CONTINUALLY ADAPT AND IMPROVE OUR SUPPLY CHAIN AWARD-WINNING
Slide 7: Brilliant Earth's Competitive Advantages
Company Overview Brilliant Earth’s 1 VAST INDUSTRY THAT IS RIPE FOR DISRUPTION Competitive Advantages 2 AGILE BUSINESS MODEL THAT CAN SWIFTLY ADAPT 3 USING DATA TO INFORM DECISION-MAKING ASSET LIGHT MODEL NOT BURDENED BY HOLDING EXCESS INVENTORY 4 OMNICHANNEL MODEL PROVIDES A JOYFUL, SEAMLESS SHOPPI
Slide 8: History of Net Sales Growth and Strong Gross Margins
Company Overview History of Net Sales Growth and Strong Gross Margins NET SALES ($ MILLIONS) GROSS PROFIT MARGIN % 16% 5yr CAGR $440 $446 60% $422 58% $380 53% 49% $252 45% $201 42% 2019 2020 2021 2022 2023 2024 2019 2020 2021 2022 2023 2024 8
Slide 9: Q1 2025 Results
Q1 2025 Results 9
Slide 10: First Quarter 2025: Financial Highlights
First Quarter 2025: Financial Highlights $93.9M $2,062 +12% +13% Net Sales Average Order Value YoY Total Orders YoY Repeat Orders Within guidance range 58.6% $1.1M / 1.1% 15 $92.5M Gross Margin Adjusted EBITDA/Margin Consecutive Quarters of Net Cash Positive Adj. EBITDA Within guidance range See App
Slide 11: First Quarter 2025 Highlights and Key Achievements
First Quarter 2025 Highlights and Key Achievements Delivered Net Sales and Adjusted EBITDA within Company guidance, 15th consecutive quarter of profitability as a public company Generated record-breaking total bookings in the two weeks leading up to Valentine's Day, with year-over-over total boo
Slide 12: First Quarter 2025 Financial Summary
First Quarter 2025 Financial Summary Q1 NET SALES ($ MILLIONS) Q1 GROSS MARGIN ($ MILLIONS) Q1 ADJUSTED EBITDA ($ MILLIONS) 59.9% $97.3 $93.9 58.6% $1.1 Q1 2025 $58.3 $55.0 1.1% OF NET SALES Q1 2024 Q1 2025 Q1 2024 Q1 2025 (3.5%) Y/Y (130bps) Y/Y See Appendix for a reconciliation from Net Income and
Slide 13: First Quarter 2025 Financial Results
First Quarter 2025 Financial Results Q1 Average Order Value (AOV) Q1 Total Orders (IN THOUSANDS) 12% y/y Total Order growth and 13% y/y Growth in repeat orders in Q1 45.5 demonstrates efficiency of customer $2,402 acquisition and retention $2,062 Decline in Q1 AOV due to both 40.5 comparatively
Slide 14: Product Centric Brand Campaigns Driving Strong Results
Product Centric Brand Campaigns Driving Strong Results Strength in Signature engagement rings, with another quarter of y/y bookings growth outpacing the total engagement ring collection by double digits Delivered y/y bookings growth in wedding and anniversary bands in Q1, with continued outsized
Slide 15: 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 16: Power of Our Omnichannel Model
Power of Our Omnichannel Model Seamless, personalized consumer experiences across digitally native and showroom environments Compelling showroom metro uplift Showroom experiences and formats that enhance customer engagement, including new Try-On Bar Industry-leading features that optimize co
Slide 17: Priorities and Outlook
2025 Priorities and Outlook 17
Slide 18: 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 19: 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 Perfect Tennis Diamond Bracelet, La
Slide 20: Appendix
Appendix 20
Slide 21: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations ADJUSTED EBITDA AND Three months ended ADJUSTED EBITDA MARGIN March 31, (Unaudited and $ in 000’s) 2025 2024 Net (loss) income, as reported $(3,267) $1,067 Interest expense 1,115 1,214 Income tax (benefit) expense (131) 73 Depreciation expense 1,488 1,203 Amortizatio
Slide 22: Brilliant Earth
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