As a rep firm, we find the counter people at ADI do a pretty good job, overall. There are exceptions, of course, and we try to individualize our support based on knowing who we can work with, and who we can't. Our job as reps is to raise their comfort level with the brands we represent. We don't expect them to be technical wizards on the myriad of items they carry, and a good relationship with the counter people results in calls for assistance.
One question...do they get incentivized to push the Honewell and other house brands over their other suppliers? We suspect they do, and have some hesitation when we have to decide which distributor to share a lead wiith. Some reps don't trust ADI, as they think the counter people switch customers to their store brands.