Brilliant Earth Reports 51% Sales Growth in 2021
The retailer attributed its success to its appeal to younger consumers, expansion in non-bridal jewelry, and growing network of showrooms.

The San Francisco-based retailer reported Wednesday it had a record quarter in Q4 2021, with net sales reaching $121.9 million, its highest ever quarterly sales performance.
Sales were up 38 percent year-over-year, outperforming expectations, and were nearly double what the retailer recorded in the fourth quarter of 2019, pre-pandemic.
Net income was $11.4 million, down from $13.4 million in the fourth quarter 2020.
For the year, Brilliant Earth reported sales totaling $380.2 million, a 51 percent increase over 2021 and up 89 percent when compared with 2019.
Net income increased to $26.3 million, up from $21.6 million in FY2021.
During Wednesday evening’s earnings call, Brilliant Earth CEO Beth Gerstein said the company’s fourth quarter was “an excellent finish to a strong year of growth.”
She cited its expansion beyond bridal into “trend-forward” fine jewelry that appeals to self-purchasers, the strong performance of its new showrooms, and the brand’s appeal to millennial and Gen Z consumers as the factors behind its strong performance.
She said younger consumers are “embracing the brand” because of the beauty and quality of its products, and its pledge on ethical sourcing and commitment to inclusion.
Last year, the company nearly doubled its physical footprint, opening new showrooms in six cities: Seattle; Portland, Oregon; Austin, Texas; Dallas; New York; and Scottsdale, Arizona.
Brilliant Earth now has 15 showrooms nationwide and she said the company will be opening additional locations “soon,” including one in Bethesda, Maryland, its second in the Washington, D.C. metro area.
During Wednesday’s call, Gerstein also addressed the issue of Russian diamonds in the wake of Russia’s invasion of Ukraine.
She noted that the company removed all Russian-origin stones from its website earlier this quarter, “ahead of our peers.”
She said the company does not expect the exclusion of Russian goods to have a material impact on its financial performance because of the company’s “diverse” supply chain, a point she reiterated later in the call in response to an analyst’s question.
Looking ahead to 2022, Gerstein said the company has continued to perform well post-holiday and is positioned to deliver another year of “significant” growth.
Brilliant Earth forecasts first-quarter sales will total $96 million to $98 million, up 36 to 39 percent over last year.
For fiscal year 2022, sales are expected to total between $485 million and $500 million, with year-over-year growth of 28 to 32 percent.
The Latest

Sponsored by HiBid

Plus, JSA President John Kennedy talks about the trajectory of industry crime over the last 20 years.

The fair was evacuated temporarily Tuesday after four suspects smashed a showcase and stole jewelry from British jeweler Symbolic & Chase.

Rare & Forever is helping to create an enjoyable diamond buying experience for the millions of newly-engaged couples.

The 21st annual awards show and gala will take place in New York City next March.

The jewelry trade show is scheduled for Sept. 30-Oct. 3 at the Miami Beach Convention Center.

It is the fifth acquisition under the ownership of private equity firm Epiris, which bought Bonhams in 2018.

Experience all the Italian Jewelry market has to offer in Las Vegas.

The “Celebration Infinite” diamond has more than three times the number of facets in a traditional brilliant-cut diamond, the retailer said.

The brand again partnered with the Frank Sinatra School of the Arts High School to celebrate the launch of the “Summer Wind” watches.

Retail ounce sales were up 23 percent year-over-year in Q1, according to the recent Platinum Jewellery Business Review.

Scheduled for Sept. 8-11, the event will comprise more than 310,000 square feet of show floor, exhibits, and education space.

If you’re having trouble answering this question, columnist Lilian Raji can help you get a started with a few fill-in-the-blank statements.

Continental Diamond in Minneapolis is awarding a total of $25,000 in prizes via daily sweepstakes.

“Lenox” marks the designer’s foray into bespoke jewels and large colored gemstones.

“Confluence” is happening in August.

He first took a job at then Philadelphia-based Jewelers’ Circular-Keystone in 1963 and retired in 1996.

The lifestyle platform will stock fine jewelry and watches from the retailers on its website and in store.

It cited two recent cases in California, plus incidents in Florida, Kansas, and Illinois.

The 10,000-square-foot location allows for expanded collections from design partners while continuing custom design and other services.

Svetlana Lazar’s “Wishing Well” collection utilizes an innovative component to mimic the movement of water beneath them.

Watch the webinar in which National Jeweler’s editors talk about jewelry market week trends and their predictions for the rest of 2022.

All proceeds up to $25,000 will benefit the It Gets Better Project, a nonprofit that supports LGBTQ+ youth.

It’s a reminder that life is best lived with discretion.
The end-to-end software allows for real-time control over all sales, inventory, repairs, customer communications, and marketing.

Associate Editor Lenore Fedow shares her impressions of the Las Vegas Antique Jewelry & Watch Show and a few of her favorite finds.