Experts in retail lighting: Tom Harries

Our focus on retail lighting and design requires a high level of expertise to ensure client satisfaction and to bring their visions to life. With fast-paced project timelines, retail lighting must be tailored to meet specific needs while ensuring full compliance with energy regulations and fulfilling aesthetical needs.

We spoke to Tom Harries, Business Development Manager at Fagerhult, to explore how his specialised background supports our retail clients and how his approach goes beyond a typical sales strategy.

From product design to lighting expertise

Can you tell us about your background and how you ended up in your current role?

I earned a degree in Product Design at Brunel University, where I had the opportunity to take part in a year-long lighting design course - the first time such a course had been offered at the university level – which involved designing a light fitting as part of my dissertation. Following that, I had a placement at Aktiva, a UK-based company which designs and manufactures contemporary lighting solutions, specialising in high-quality, bespoke light fittings.

After graduating, I joined Fagerhult, as a lighting designer. Initially, I was focused purely on design, but I soon realised I enjoyed the customer-facing side of the role, which led me to transition into sales.

Having a design background is quite rare in a sales role and allows me to bring a different perspective to the position. My experience allows me to focus on discussing the scheme with the client, exploring how we can enhance it, and considering how materials can look and feel in the space. It’s very much a collaborative conversation.

Overcoming challenges in retail lighting design

What are the biggest challenges in retail lighting design?

The main challenge is pace—when you’re working on a store refit, everything has to happen incredibly fast. While office projects might take two to three years, retail projects often need to be turned around in as quickly as one month to get the store open as quickly as possible. There’s often only time for quick sketches and drawings, so you need to find ways to quickly bring those concepts to life.?

Another challenge is the bespoke nature of retail design. Each project must be unique, which I find rewarding. I enjoy finding creative solutions that balance both aesthetic and practical needs.

From concept to completion

What does a typical day look like for you?

A big part of my work revolves around managing accounts like Frasers Group, which owns a wide range of brands, ranging from Sports Direct to high-end stores like Flannels and Frasers and those in between like Jack Wills and Sofa.com. I often attend pre-site meetings in empty buildings, collaborating with architects and clients to explore what is possible. Once the design concept is agreed upon, we work to ensure that everyone is aligned and satisfied with the results.

I also deliver CPD presentations to retail design agencies, sharing our expertise and building trust in our ability to bring client's visions to life through effective lighting solutions.

Bringing brands to life

What aspect of your work do you enjoy the most?

I love working on concept development—trying to understand what a brand is aiming to achieve and then figuring out how we can realise that vision in a way that is both practical and visually striking. Sometimes we are working with tight budgets, so part of the challenge is making sure the concept works for everyone involved.?

Working with twelve brands under the Frasers Group umbrella, each with their own unique requirements, keeps things interesting, and being their sole lighting supplier allows us to create tailored solutions that fit each brand’s identity perfectly.

Which project are you most proud of?

I’m particularly proud of two standout projects. The first is the Sports Direct flagship store on Oxford Street, a massive 50,000 sq. ft space spread across four floors. This project, part of a ￡10 million investment from the Frasers Group, took about a year to complete. We incorporated various Fagerhult products, alongside LED Linear and LTS, as well as bespoke elements like the curved LED feature around a custom stretched fabric lightbox.

Another favourite is the Flannels flagship store in Liverpool. This 120,000 sq. ft, six-floor store includes unique custom features along with a fully controllable DMX external lighting scheme. The scheme, primarily Fagerhult with contributions from WE-EF, LED Linear, and LTS brands, creates a high-contrast, luxurious atmosphere. This project earned several awards, including the Drapers Award for Best Store Design and Creative Retail Award for Store Design of the Year.

What makes Fagerhult stand out?

What do you think clients appreciate about working with Fagerhult?

Retail is a diverse sector, and our range of brands within the Fagerhult Group allows us to tailor products and solutions to various budgets and needs. From WE-EF to LED Linear, we can provide installations for both standard and bespoke luxury retail spaces. Our team of five in-house designers collaborates closely with clients to create high-quality, customised designs. We’ve also introduced Revvit, a software for creating 3D models that enhances collaborative planning, ensuring clear communication among architects, clients, and designers, which helps to effectively bring concepts to life.

Tom Harries' journey from product design to business development highlights the significance of expertise and creativity in retail lighting. His blend of technical knowledge and customer-focused service enables Fagerhult to meet clients' evolving needs with innovative, sustainable solutions. Whether working on bespoke designs for luxury stores or rapid rollouts for high-street brands, Tom effectively bridges the gap between concept and execution, ensuring every project excels.

Connect with Tom on LinkedIn here or get in touch with our expert sales team to discuss requirements for your retail space.