You’ve seen the show. A couple of bright-eyed entrepreneurs walk into the tank, pitch a snack that looks like a literal heart attack in a cone, and walk away with a deal that makes your head spin. That’s basically what happened when Jeremy and Kaitlyn Carlson brought The Crispy Cone to ABC’s Shark Tank. Honestly, it’s one of those pitches that sticks with you because it wasn't just about the food. It was about a very specific, niche European tradition being dragged into the American mainstream through sheer grit and a lot of sugar.
The vibe was electric.
Most people think these deals are just handshakes and TV magic. They aren't. When the Crispy Cone Shark Tank episode aired in Season 14, specifically episode 17, it sparked a massive debate about whether a specialized dessert shop could actually survive outside of a tourist trap. The product itself is a "chimney cake," or Kürtőskalács if you want to get technical and Hungarian about it. It’s dough wrapped around a cylinder, grilled, rolled in sugar, and stuffed with soft-serve ice cream. It is heavy. It is messy. And apparently, the Sharks thought it was a goldmine.
What Actually Happened During the Crispy Cone Shark Tank Pitch?
Jeremy Carlson started this whole thing when he was just a kid, really. He was 18, on a mission in the Czech Republic, and saw these chimney cakes everywhere. He didn't just eat them; he became obsessed with the business model. By the time he and his wife Kaitlyn stood on that carpet in front of Mark Cuban and the gang, they already had a proof of concept in Logan, Utah.
They asked for $200,000 for 10% of the company.
The Sharks were skeptical at first, which is standard. Kevin O'Leary started doing his usual "Mr. Wonderful" math, questioning the scalability. But the numbers didn't lie. They were doing impressive volume for a single-location shop. They had high margins. The cost of goods was low—basically flour, sugar, and ice cream—and the perceived value was high because it looked so "Instagrammable."
Barbara Corcoran was the one who bit. She saw the vision. She loved the branding. She offered $200,000 for 20%, which is a classic Shark move—doubling the equity ask. After some back-and-forth tension that felt longer than it probably was in real life, they settled. They shook hands on $200,000 for 20% equity.
It was a win.
Why Barbara Corcoran Was the Right Choice
Usually, entrepreneurs want Mark Cuban because he’s... well, he's Mark Cuban. But for a food franchise? Barbara is the queen. She’s the one who helped turn Daisy Cakes and Cousin’s Maine Lobster into massive empires. She understands the "mom and pop" transition to "corporate behemoth" better than anyone else on that panel.
She wasn't just buying into a cone. She was buying into Jeremy and Kaitlyn.
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The couple had this weird, infectious energy. They weren't just hobbyists. They had already started franchising before they even stepped foot in the Tank. That’s a key detail people miss. They weren't looking for a "start-up" partner; they were looking for a "scale-up" partner.
The Controversy Over the "Chimney Cake" Origin
If you go into the comments section of any The Crispy Cone Shark Tank clip, you’ll see a bunch of Europeans getting annoyed. "It’s not original!" they cry. "We’ve had these for centuries!"
And they’re right.
The Carlsons never claimed to invent the chimney cake. They claimed to reimagine it for the American palate. In Prague, you usually get these with a bit of chocolate spread or maybe some nuts. In the US, we want "The Works." We want Biscoff crumbles, fresh fruit, gourmet soft serve, and drizzles of caramel. The innovation wasn't the dough; it was the assembly line and the branding.
They turned a street food into a boutique experience.
Life After Shark Tank: Did the Deal Actually Close?
This is where things get murky with Shark Tank companies. Often, the deal you see on TV falls through during due diligence. You’d be surprised how many handshakes end up in the trash once the lawyers start sniffing around the tax returns.
However, for The Crispy Cone, the partnership with Barbara Corcoran seemed to hold weight. Following the airing, the "Shark Tank Effect" hit them like a freight train. Their website crashed. Their lone Idaho and Utah locations had lines wrapping around the block. People were driving four hours just to see if the cone lived up to the hype.
They didn't just sit on the cash. They moved fast.
As of late 2024 and heading into 2025, The Crispy Cone has expanded aggressively. They moved their headquarters to Arizona—which makes sense, because who wants ice cream in a Utah blizzard? They’ve opened or signed leases in multiple states, including Florida, Texas, and Tennessee. They are leaning hard into the franchise model.
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The Financials: Can You Actually Make Money Selling Cones?
Let’s talk turkey. Or dough.
A single Crispy Cone unit can be a cash cow if the location is right. The beauty of the model is the "theatre" of it. People stay to watch the dough spin on the rotisserie. That's free marketing.
- Franchise Fee: Roughly $50,000.
- Total Investment: Usually ranges between $150,000 to $350,000 depending on the real estate.
- Product Margin: Extremely high. You're selling bread and air for $8 to $10.
The risk? Labor. Making these cones is labor-intensive. It’s not like scooping pre-made Breyers into a bowl. You have to grill the dough perfectly. If you burn it, it’s trash. If it’s undercooked, the customer complains. Scaling that quality control is the biggest hurdle Jeremy and Kaitlyn face right now.
Common Misconceptions About The Crispy Cone
I hear this a lot: "It’s just a donut cone."
Not really. A donut is fried. The Crispy Cone is grilled. That’s a massive distinction for the texture. It’s crunchy on the outside but soft and pillowy on the inside. It’s actually closer to a rotisserie-style bread than a pastry.
Another one? "They’re only successful because of the show."
Actually, they were profitable before the show. Shark Tank was the gasoline, but the fire was already burning. They had a solid social media presence and a very clear "aesthetic" that resonated with Gen Z and Millennials long before Barbara Corcoran took a bite.
What Most People Get Wrong About the Franchise
People think they can just buy a franchise and the money rolls in. With a product this visual, you are a slave to the "vibe." If the shop isn't perfectly clean, or the lighting is bad for photos, the business suffers. The Crispy Cone isn't selling food; it’s selling a 15-second TikTok clip.
Jeremy and Kaitlyn have been very strict about who they let franchise. They aren't just selling to anyone with a checkbook. They want "operators." People who are going to be behind the counter making sure the cinnamon-sugar coating is even.
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The "Health" Factor (Or Lack Thereof)
Let’s be real. Nobody is going to The Crispy Cone to lose weight.
In a world obsessed with keto and celery juice, opening a shop dedicated to sugar-wrapped bread is a bold move. But it works because of the "treat culture" shift. We might eat salads all week, but on Friday night, we want the most ridiculous thing we can find. The Crispy Cone fills that "cheat meal" void perfectly.
The Future: Where Do They Go From Here?
The next two years are critical. They are currently in the "rapid expansion" phase. This is usually where food brands either become the next Crumbl Cookies or fade into obscurity as a "fad."
To survive, they need to diversify. They’ve already started introducing savory options in some contexts, but the sweet cones remain the flagship. They are also looking at smaller "express" models for malls and airports.
Barbara’s influence is clear in their branding. It’s cleaner, more professional, and geared toward a national audience now. They’ve moved past the "local shop" feel and into a legitimate corporate structure.
Actionable Insights for Aspiring Entrepreneurs
If you’re looking at the The Crispy Cone Shark Tank story and thinking about your own business, there are a few real-world takeaways you can actually use.
- Don't reinvent the wheel, just grease it. They took an old European snack and modernized the toppings. That’s it. You don't need a PhD in chemistry to start a successful business; you just need a better version of something people already like.
- Focus on the "Visual Hook." If your product doesn't look good on a smartphone screen, you're fighting an uphill battle in 2026. The Crispy Cone was designed to be photographed.
- Know your numbers before the pitch. Jeremy knew his margins. He knew his customer acquisition cost. The Sharks respect data more than they respect "passion."
- Franchising is a different beast. If you want to scale like they did, you have to create a "system" that a 19-year-old employee can follow perfectly every single time.
The Crispy Cone proved that there is still room in the market for "simple" ideas executed with high-level branding. They didn't need a complex app or a subscription model. They just needed a really good piece of bread and some ice cream.
If you're ever in a city with a location, honestly, get the one with the speculoos spread. It’s a lot. It’s overwhelming. But it’s exactly what they promised on TV.
To track their current locations or see if a franchise is opening near you, your best bet is to check their official site or Barbara Corcoran’s "success stories" portfolio. They are adding new spots monthly, especially across the Sun Belt. Watch the growth—it's a masterclass in how to handle post-Shark Tank fame without flaming out.
The journey from a small town in Utah to a national franchise isn't easy, but the Carlsons made it look pretty tasty. Keep an eye on them. They aren't done yet.
Next Steps for You
- Research local zoning laws if you're considering a food franchise; "theatre" cooking like rotisserie dough often requires specific ventilation that can get expensive.
- Analyze your own business idea through the "Instagram test"—is there a specific moment in your service or product that people will feel compelled to film?
- Review the Season 14 pitch of The Crispy Cone to see exactly how Jeremy handled the valuation pushback; it’s a great lesson in staying calm under pressure.