Its interesting to hear both sides of this story. ALL outfitters have to get their hunters from somewhere, that means you will find good and bad and everything in between at the tradeshows. I work at tradeshows for a living, all kinds, and I have been in marketing and been a guide. REGARDLESS of what business it is, there are bad sales people and some of those think that making the sale is the only thing that counts. If you think there are bad outfitters, you should guide for a while and meet some of the hunters! When calling references remember the hunter is NEVER going to say that he couldn't, walk, he couldn't shoot, he couldn't stalk, it was the guide and or outfitters fault! By all means get an extensive list of RECENT references, both sucessful and not. I have been given first time guides on two hunts also, but I actually PREFERRED it, in both cases the outfitter knew that I knew what I was doing and told the guide to just follow me around to make things legal. I don't know why it still surprises me, but it does, an outfitter, booking agent etc. can give a hunter a very specific list of how to prepare for a hunt and the hunter will totally ignore it, the hunter will come to a place they have never been to hunt an animal they have never hunted before and may never have even SEEN before, BUT they THINK, they know more about than the guide.
I can tell you one secret, why many outfitters do go to the shows, they have a policy of NEVER booking a hunter they haven't met and talked to in person for a while, hopefully that sorts out some of the worst yaahoos, so maybe the one thing you do not want to hear from an outfitter is, "ahh, I think we are all booked up".