Brilliant Earth Group, Inc. · NASDAQ:BRLT
Brilliant Earth — Midwest IDEAS Conference 2025
23 slides from Brilliant Earth's conference presentation, Aug 27, 2025
Slide 1: Midwest IDEAS Conference 2025
Midwest IDEAS Conference 2025 August 27, 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 10 2025 Priorities and Outlook 18 Appendix 22 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 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. C ap ita Mission-Driven l Eff Ethos icient Personalized, Digitally Native, Joyful Tec
Slide 5: 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 6: 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 >$25m in Net Sales
Slide 7: Globally Diversified Supply Chain
Company Overview Globally Diversified Supply Chain A HIGHLY DIVERSIFIED SUPPLY CHAIN THAT REDUCES DEPENDENCE ON ANY ONE GEOGRAPHY BROAD AND DEEP NETWORK OF LONGSTANDING, TRUSTED SUPPLIER RELATIONSHIPS AGILE, TECH-ENABLED BUSINESS MODEL TO CONTINUALLY ADAPT AND IMPROVE OUR SUPPLY CHAIN AWARD-WINNING
Slide 8: Brilliant Earth's Competitive Advantages
Company Overview Brilliant Earth’s 1 VAST INDUSTRY THAT IS RIPE FOR DISRUPTION Competitive Advantages 2 AGILE BUSINESS MODEL THAT CAN SWIFTLY ADAPT 3 USING DATA AND AI TO INFORM DECISION-MAKING ASSET LIGHT MODEL NOT BURDENED BY HOLDING EXCESS INVENTORY 4 OMNICHANNEL MODEL PROVIDES A JOYFUL, SEAMLESS
Slide 9: History of Net Sales Growth and Strong Gross Margins
Company Overview History of Net Sales Growth and Strong Gross Margins NET SALES ($ 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 9
Slide 10: Q2 2025 Results
Q2 2025 Results 10
Slide 11: 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 12: 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 $3.2M of Adjusted EBITDA, exceeding Company guidance, and the 16th consecutive quarter of profitability as a public company Achieved high-single digit y/y
Slide 13: Second Quarter & Six Months Fiscal Year 2025 Financial Summary
Second Quarter & Six Months Fiscal Year 2025 Financial Summary Q2 NET SALES ($ 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 14: 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 15: 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 16: 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 17: 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 18: 2025 Priorities and Outlook
2025 Priorities and Outlook 18
Slide 19: 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 20: 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 21: Appendix
ee Appendix eats See ee t He fd
Slide 22: 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 23: Brilliant Earth
Y BRILLIANT EARTH
Brilliant Earth Group — Midwest IDEAS Conference 2025 on 6ix