Brilliant Earth Group, Inc. (NASDAQ:BRLT) Q3 2023 Earnings Call Transcript

Jeff Kuo: Yeah. And then as regards — with regards to the 2024 outlook and the mid-single digit year-over-year growth rate, that’s a revenue growth rate that we’re describing with accelerating growth throughout the year as we anticipate we see bridal demand beginning to normalize. And so I think that the investments that we’ve been making and having significant success in combined with the anticipated normalization or beginning the normalization of bridal growth will provide us with significant tailwinds to continue our path toward growing, continuing to gain market share, drive significant order growth and that’s what leads us to that mid-single-digit year-over-year revenue growth rate, a preliminary projection for 2024.

Oliver Chen: Okay. That’s very helpful. And one follow-up on, you’re very agile in understanding ROIC on digital marketing. The environment has been fairly volatile with IDFA and first-party zero party data. Just what are you seeing with your marketing efficiency and how you’re thinking about mix in this environment? And Q4 can be also a unique time where it can be pretty competitive. Thanks.

Beth Gerstein: Sure. I would just say that we manage the business in a very agile way here. We’ve been doing digital marketing since really for 20 years and we recognize that and you have to be very responsive based on what you’re seeing in terms of performance. And we take a balanced approach towards upper funnel, mid funnel, bottom funnel, also recognizing that we’re seeing more and more changes in the overall landscape. So it’s something that we continue to make sure that we’re driving efficiencies, that we’re driving strong ROAs and that we’re taking a balanced approach across the channels.

Oliver Chen : Thanks a lot. Best regards.

Operator: Thank you. And I’m showing no further questions at this time and I’d like to hand the conference back over to Beth Gerstein for closing remarks.

Beth Gerstein: Great. Well, thanks, everyone, for joining our Q3, 2023 earnings call. We are looking forward to a great holiday season and look forward to talking to you on the next call.

Operator: This concludes today’s conference call. Thank you for participating. You may now disconnect.