Brilliant Earth Group, Inc. · NASDAQ:BRLT
Brilliant Earth — Sidoti Small Cap Conference (March 2025)
21 slides from Brilliant Earth's conference presentation, Mar 20, 2025
Slide 1: Sidoti Small Cap Conference
Sidoti Small Cap Conference March 20, 2025
Slide 2: Forward-Looking Statements
Forward-Looking Statements This Presentation and statements made during the conference (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 contained in Section 27A
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: Industry Transforming History and Growth-Focused Future
Industry Transforming History and Growth-Focused Future 2024 Brilliant Earth has served consumers in all U.S. states and over 50 countries 2022 $422m in Net Sales Published Sustainability Jane Goodall Report partnership and collection 2005 2008 2013 2017 2020 Jade Trau partnership Opened 40th Founde
Slide 5: Brilliant Earth’s Competitive Advantages
Company Overview 1 VAST INDUSTRY THAT IS RIPE FOR DISRUPTION Brilliant Earth’s Competitive Advantages 2 AGILE BUSINESS MODEL THAT CAN SWIFTLY ADAPT 3 USING DATA TO INFORM DECISION-MAKING ASSET LIGHT MODEL NOT BURDENED BY HOLDING EXCESS INVENTORY 4 OMNICHANNEL MODEL PROVIDES A JOYFUL, SEAMLESS SHOPPI
Slide 6: History of Net Sales Growth and Strong Gross Margins
History of Net Sales Growth and Strong Gross Margins NET SALES ($ MILLIONS) 16% 5yr CAGR $440 $446 $422 $380 $252 $201 2019 2020 2021 2022 2023 2024 42% 45% 49% 53% 58% 60% GROSS PROFIT MARGIN % 6
Slide 7: Q4 and Full Year 2024 Results
Q4 and Full Year 2024 Results 7
Slide 8: Fourth Quarter 2024: Financial Highlights
Fourth Quarter 2024: Financial Highlights $119.5M $2,048 +10% +18% Net Sales Average Order Value YoY Total Orders YoY Repeat Orders At high end of guidance range 59.6% $6.9M / 5.8% 14 $106M Gross Margin Adjusted EBITDA/Margin Consecutive Quarters of Net Cash Positive Adj. EBITDA Significant outperfo
Slide 9: Full Year 2024: Financial Highlights
Full Year 2024: Financial Highlights $422.2M $2,269 +7% +17% Net Sales Average Order Value YoY Total Orders YoY Repeat Orders 60.3% $21.1M / 5.0% 14 $106M Gross Margin Adjusted EBITDA/Margin Consecutive Quarters of Net Cash Positive Adj. EBITDA See Appendix for a reconciliation from Net Income and N
Slide 10: Fourth Quarter 2024 Highlights and Key Achievements
Fourth Quarter 2024 Highlights and Key Achievements Delivered Net Sales at the high end of Company guidance Achieved Adjusted EBITDA significantly above Company guidance, delivering 14th consecutive quarter of profitability as a public company Realized largest day of bookings in company histor
Slide 11: Fourth Quarter & Full Year 2024 Financial Summary
Fourth Quarter & Full Year 2024 Financial Summary Q4 NET SALES ($ MILLIONS) Q4 GROSS MARGIN ($ MILLIONS) Q4 ADJUSTED EBITDA ($ MILLIONS) $124.3 $119.5 58.7% 59.6% $6.9 Q4 2024 $71.2 $73.0 5.8% OF NET SALES Q4 2023 Q4 2024 Q4 2023 Q4 2024 (3.9%) Y/Y +90bps Y/Y GROWTH Full Year NET SALES ($ MILLIONS)
Slide 12: Fourth Quarter & Full Year 2024 Financial Results
Fourth Quarter & Full Year 2024 Financial Results Q4 Average Order Value (AOV) Q4 Total Orders (IN THOUSANDS) 10% y/y Total Order growth and 18% y/y 58.4 growth in repeat orders in Q4 $2,349 $2,048 52.9 demonstrates efficiency of customer acquisition and retention Decline in Q4 AOV due to both g
Slide 13: Product Centric Brand Campaigns Driving Strong Results
Product Centric Brand Campaigns Driving Strong Results Successfully executed the Brand's most comprehensive omnichannel holiday campaign ever, focused on themes of “togetherness” and “joy” Introduced the Jane Goodall Collection, the Company's most successful fine jewelry launch to date Launche
Slide 14: Business Model Drives Inventory Turns and Negative Working Capital
Business Model Drives Inventory Turns and Negative Working Capital 1 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 th
Slide 15: Power of Our Omnichannel Model
Power of Our Omnichannel Model Seamless consumer experiences across digitally native and showroom environments Continued compelling showroom metro uplift Showroom experiences and formats that enhance customer engagement, including new Try-On Bars in Nolita, Seaport, and Chestnut Hill Industr
Slide 16: 2025 Priorities and Medium-Term Targets
2025 Priorities and Medium- Term Targets 16
Slide 17: 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 18: 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 Oval Lab Diamond Bezel Tennis Brace
Slide 19: Appendix
Appendix 19
Slide 20: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations ADJUSTED EBITDA AND Three months ended Year ended ADJUSTED EBITDA MARGIN December 31, December 31, (Unaudited and $ in 000’s) 2024 2024 Net income, as reported $2,627 $3,994 Interest expense 1,204 5,031 Income tax (benefit) expense (62) 160 Depreciation expense 1,466
Slide 21: Brilliant Earth
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